Nationwide 8-21-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

THE ARMARIO VENEMA HOMES TEAM

RYAN GARRITY

ALYSSA SOTO BRODY

ROBERT JONES

NATALIE CURRY

BAILEY JORDAN

BETH KRISETNSEN

KIM DOZIER

KELI'I LUM

HEIDI McFADDEN

BARRY L. MILLER

KIT MILLER

ARTURO MIRANDA CASTILLO

DORTHY PASTORELLI

ANA SANTOS

JO ANN STEUWE

GARY WONG

NATIONWIDE & INTERNATIONAL EDITION

THE ARMARIO VENEMA HOMES TEAM

DORTHY PASTORELLI

ROBERT JONES

KIT MILLER

KELI'I LUM

ALYSSA SOTO BRODY

NATALIE CURRY

KIM DOZIER

CONTENTS 4) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT 9) TIPS ON BEING A GOOD TEAM LEADER 13) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

17) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH 21) 3 MIND–BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE

26) CREATIVE WAYS TO SAY THANK YOU 29) 5 SURE–FIRE WAYS TO GET MORE REFERRALS

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

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RYAN GARRITY

BARRY L. MILLER

BAILEY JORDAN

ARTURO MIRANDA CASTILLO

33) NEWER AGENTS: MORE QUESTIONS TO ASK YOURSELF — ARE YOU STUMBLING OR UP AND RUNNING?

BETH KRISETNSEN

ANA SANTOS

37) MARKETING LESSONS FROM STEVE JOBS 41) BRANDING BAD IN REAL ESTATE MARKETING

HEIDI McFADDEN

JO ANN STEUWE

GARY WONG

44) YOUR SECRET PRESENTATION WEAPON 49) 9 THINGS THE BEST LEADERS NEVER SAY

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers. Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent. During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce. Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however. You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours. What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price. They’ll also educate you on how best to balance both market time and list price relative to sales histories your area. Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements. Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches. Top Agent Magazine

What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses? Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client. Either approach is wonderful; you get to decide what suits you. Now, let’s list! 6

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THE ARMARIO VENEMA HOMES TEAM Top Agent Magazine

LIZ VENEMA & DeANNA ARMARIO The dynamic duo of DeAnna Armario and Liz Venema wisely decided to partner up five years ago to create the Armario Venema Homes Team at Keller Williams Tri-Valley Realty, though each took different paths to arrive at the thriving enterprise they helm today. DeAnna began her journey in real estate fifteen years ago after parting ways with her role at an engineering company. From there, she became involved with mortgage lending and soon shifted gears to earn her license—with her real estate business swiftly taking off soon after. For her part, Liz had always grown up around industry professionals, with a father active in the development business. In fact, Liz had already navigated the homeownership process by age twenty, a testament to her deeply rooted understanding of real estate’s inherent value. When Liz took a front desk role at Keller Williams six years ago, she and DeAnna crossed paths and found they were instantly compatible, cut from the same ambitious cloth. When DeAnna encouraged Liz to earn her license, they soon decided to pair their efforts and five years later, the rest is history. With decades of combined expertise between them, along with a unifying and unflagging work ethic, DeAnna and Liz have cultivated a flourishing team, skillfully navigating one of the country’s most competitive real estate markets. Primarily serving the East Bay Area’s Tri-Valley region—particularly Pleasanton, Livermore, Dublin, Danville, and San Ramon—DeAnna and Liz’s services run the gamut. From facilitating the sale or purchase of homes averaging $1.5 million and above, to catering to first-time homebuyers, DeAnna and Liz’s expertise, organization, and understanding of the market put clients at ease. Together, they lead a tightknit and capable team, a well-oiled machine that spearheads marketing efforts and transactional processes down to the smallest detail. “Our team is really dialed in,” DeAnna says. “Our communication is top notch. From the beginning, we come prepared and once we take on a listing—our team manager Kim Hunt, who leads our marketing—has excellent systems in place.” Adding even more value to their representation, DeAnna and Liz offer their clients resources that extend far beyond closing. For instance, Liz’s contractor husband frequently completes quality discounted work for clients renovating, updating, or making adjustments to their property. What’s more, DeAnna and Liz’s commitment to accessibility, responsiveness, and execution has yielded countless glowing testimonials from their clients, with one saying: “I was so happy with the hard work of the team. Liz and Deanna were knowledgeable, fast-moving, and on point with the ideas to market and sell my home. They listened and adjusted to my needs and guided me through a big and difficult process with ease. I highly recommend them and would be happy to use them again. While

they are the leaders, they have a whole team of professionals behind them driving the success of the sale and purchase.” To market their listings, DeAnna and Liz take a hands-on, all-inclusive approach. In addition to throwing regular open houses, they are also certified in luxury home sales, affording meaningful, specialized exposure to their properties. Listings are distributed and translated to twenty-two different countries and across the leading online listing platforms. They also make considerable use of their sizable database through Keller Williams and astutely utilize social media marketing and window marketing in their downtown Pleasanton location. To keep in touch with those they have served in the past, DeAnna and Liz always follow up with closing gifts, over e-mail and phone, and by throwing an annual client appreciation event to create memorable face-to-face time with their former clientele. “My favorite parts of coming to work every day are working alongside my colleagues and meeting new people,” Liz recounts. “As an extrovert at heart, I love being able to learn about my clients and be of service.” Likewise, DeAnna recounts her own passion for her daily work: “Buying and selling a house is one of the most stressful things people will do in their lifetime,” she says. “We just had clients who sold their home of thirty years and were finally able to move to a retirement community. Helping people make the transition to their next stage of life is so rewarding, and we feel privileged to be able to help them through that experience.” To give back to their local Pleasanton community, DeAnna and Liz support the Pleasanton Partnerships in Education Foundation, where they volunteer and are currently cementing a scholarship fund for first-generation college students. In her free hours, Liz enjoys spending time with her new grandson and staying active at the gym, while DeAnna loves to travel and spend time with her three adult children. Even off the clock, DeAnna and Liz’s winning partnership translates to a cherished friendship. As for the future, DeAnna and Liz have plans to continue to grow their brand and team, with hopes to bring on fresh talent as their volume continues to climb in number. With both their children working in the field as well, DeAnna and Liz aspire to continue their legacy and impart their industry insight along the way. With their business in full bloom and their ethos grounded in authenticity, ceaseless diligence, and hearts geared toward service, the future to come is bound to be bright for DeAnna Armario and Liz Venema and the Armario Venema Homes Team at Keller Williams Tri-Valley Realty.

To learn more about DeAnna Armario visit ArmarioVenemaHomes.com, e-mail DeAnna-Liz@ArmarioVenemaHomes.com, or call (925) 260-2220 To learn more about Liz Venema visit ArmarioVenemaHomes.com, e-mail DeAnna-Liz@ArmarioVenemaHomes.com, or call (925) 413-6544 www.

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

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. 9

Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. 10

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

ROBERT JONES

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ROBERT JONES With an impressive 75% rate of repeat and referral clientele, Robert Jones’ ability to tune into his clients’ goals is woven into the fabric of his professional philosophy. Likewise, his consistency of delivery is proven: in June 2017, Robert managed to close ten transactions, including a multimillion dollar home in Oakland. Patience, listening skills, and dedication sum up Robert’s working ethos, and it’s a style his clients relish for its effectiveness and ability to instill a sense of security in those served. “I try to tune in to the details of what my clients are looking for,” he explains. “I learn what their life is like—not just what they do for a living or their income bracket or budget. What do they love? What are they all about? I listen to each client and don’t just consider the inventory that may be out there, but how close I can deliver them to a particular idea.” Robert earned his first taste of the industry beginning in the 1990s, during a successful turn as a real estate paralegal and escrow agent back in central New Jersey. As the right-hand man to law partner Nicholas Mariano, Robert earned a distinct pedigree coordinating the intricacies of contracts and the closing process—hands-on experience that would ultimately serve him well as an agent. Then, in 2009 he relocated to California alongside his beloved wife, Samantha, and soon earned his license in 2010. After serving as an agent with Better Homes and Garden while also a settlement contract specialist at a law firm, Robert made the decision to become a full-time agent in 2012. Since then, Robert’s star is swiftly on the rise and today he serves as a distinguished buyer’s agent with a positive and energetic style as a member of Anthony Riggins’ Team, the number one East Bay Team at Sotheby’s International Realty in San Francisco. Robert serves a wide swathe of the Bay Area that includes Oakland— where the majority of his business lies—in addition to Berkeley, Piedmont, Orinda, Moraga, Walnut creek, Concord, and San Leandro, to name a few. At Sotheby’s International Realty, Robert works with a capable and tightknit team, led by Anthony Riggins, who spearheads 99% of listings, and is rounded out by Marketing Manager Kristine Mendoza. For his part, Robert takes command as an insightful buyer’s agent, a role well-selected to match his energy and enthusiasm for the home sourcing process. “I’m a hunter,” he says. “I love being out in the field with buyers, making sure they’re finding the right property, the right fit, and getting a true sense of a home’s condition.” What’s more, Robert’s positivity and thoroughness pair well to deliver clients a memorably superlative experience, confident that Robert’s lengthy résumé and collected perspective

can get the deal done. “Service is the key component,” he reflects. “My relationship to clients is more than just transactional. I’m truly energized by the process and I liken real estate to music or cooking—you really have to love the process to get a premium result, a service you want to revisit because it’s that good.” To keep in touch with past clients, Robert takes a systematic yet personal approach. Not only does he manage a sizable database of far-ranging contacts, but he also doesn’t hesitate to simply pick up the phone and check in. “My relationship to a client doesn’t end when the closing happens,” he says. “It just transforms.” Accordingly, Robert acts as resource to past clients, suggesting contractors and following up to ensure no issue arises without a solution at the ready. To market his enterprise, Robert enlists the stellar help of his team’s Marketing Manager, Kristine, to expand visibility of their brand, while also making use of Sotheby’s International Realty’s sizable international presence. In fact, it’s not uncommon for Robert and The East Bay Team to do business with buyers and sellers from across the country or globe, especially considering the Bay Area’s competitive market. To lend his spirit of service to his local community, Anthony Riggins, The East Bay Team and Robert sponsor two area schools, Crocker Highlands Elementary and Edna Brewer Middle School. Robert is also a long-time practitioner of Zen Buddhist meditation and mindfulness and passes along his guidance in those areas free of charge to those in need. Robert is also a musician and spends time teaching guitar to former clients and their children. Music has been a positive, creative outlet for Robert for 33 years, having composed and performed songs from a wide variety of genres most notably jazz and rock. Robert sees a creative similarity between the home buying process and musical composition and draws on that experience to find creative solutions for his clients. As for the future, Robert has plans to continue developing his service of buyers in the Bay Area, keeping up to date on evolving industry trends and building on his extensive network. Robert loves working in a successful team environment. With an arsenal of experience in place, along with an attitude decisively aimed toward the positive, the years to come are sure to remain bright for Robert Jones. “Every day is different and I get to work with people from all different backgrounds and all different economic landscapes, from buying first condos to people looking for multi-million dollar homes and investment properties,” he recaps. “Working with such a diverse group of people is wonderful. It’s what I really love about real estate.”

To learn more about ROBERT JONES visit anthonyriggins.com, e-mail Robert.Jones@sothebyshomes.com, or call (510) 917-2895 www.

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 14

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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KELIâ&#x20AC;&#x2122;I LUM

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KELI’I LUM Once he decided to join the ranks of the real estate industry, Keli’i Lum set out to learn everything he possible could. He began by making phone calls to a list of the top agents in the area. Keli’i made a breakthrough and began an internship with the industry’s top performers at Keller Williams. That was four years ago and since then, Keli’i has ridden a wave of determination all the way up the ranks and currently serves as a Buyer Specialist under the banner of the esteemed Team Lally of Keller Williams Honolulu. While Keli’i primarily serves the island of Oahu, he and his team members enjoy a presence on all of Hawaii’s islands, affording clients comprehensive mobility when it comes to their housing options. Since Keli’i’s role is to guide buyers in search of their first or next home, he takes a personalized approach to property hunting alongside his clients, prioritizing ongoing education, astute financial counsel, and accessibility throughout. By setting realistic expectations from the start, clients are able to peruse a home with clear eyes, ultimately making for a low-stress transactional process. Once a deal transitions to escrow, Keli’i is consistent and regular in checking with clients, providing weekly updates on the status of the transaction so that all parties involved are well-informed of progress made. Having earned a robust rate of repeat and referral business in just a few short years—amounting to 50%—Keli’i inspires a sense of confidence in those he serves, applying an incisive eye as he aids buyers in navigating Oahu in search for their dream home. As a unit, Team Lally unites their efforts to promote listings and agents alike. One way they bring visibility to their team— while providing a service to local listeners—is through hosting a weekly radio hour where they answer real estate questions and offer industry advice to residential shoppers and investors alike. As for keeping in touch with past clients, Keli’i prefers to take a personal approach. In addition to checking in with clients a month after close, he also offers quality referrals for any relevant home services they might need. Likewise, he is sure to call and offer his congratulations on a client’s one-year closing anniversary, sharing in the joys of homeownership with those he has served. To create memorable face-to-face time with those they have served, Keli’i and Team Lally host regular client appreciation events, inviting past clients and their Copyright Top Agent Magazine 16

families to celebrate the holidays with pumpkin patch parties or a Valentine’s Day cupcake bake-off. Additionally, Keli’i and Team Lally show their gratitude to clients by regularly sponsoring the catering for house warming parties after move in. Keli’i reflects on his favorite aspect of the business, saying, “I love meeting people from all over the world. It’s so interesting to meet people from different walks of life, and that’s really broadened my own perspective.” Outside of the office, Keli’i partners with his team to give back to their community. Together, they volunteer at events like beach clean-up days and also sponsor organizations that work with homeless youth. When he finds time away from his work and community involvements, Keli’i loves learning new languages and is currently studying Korean, which he will soon add to his repertoire, which currently includes English and Japanese. When he finds time for pure fun, he enjoys hiking, listening to 1930s era music, and watching Japanese animation. As for the future, Keli’i and his team are constantly expanding and growing their business. With eight new buyer agents on their roster, they have a strategic plan in place to further entrench themselves in Oahu’s market. Nearly half-a-decade since his entry into the industry began, Keli’i has cultivated a flourishing, admirable practice grounded in client-centric service. Combined with his unflagging ambition and genuine heart for his clients’ successes, the future holds the promise of prosperity for Keli’i Lum.

To learn more about Keli’i Lum, visit KeliiSellsHi.com, e-mail Kelii@TeamLally.com, or call (808) 292-6533 www.

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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. Top Agent Magazine

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 17

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. BE MORE POSITIVE 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. 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 18

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 selfreflection. 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 WILLING TO LEARN 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. Top Agent Magazine

KIT MILLER

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KIT MILLER Caring, prompt and professional, Kit Miller, owner and designated broker of Chehalis Valley Realty, exceeds expectations. Nothing makes her happier than helping her clients achieve their dreams, and for that reason, she listens carefully and works hand-in-hand with them to make it happen. “I’m available,” Kit says. “I’ll show buyers as many houses as it takes. And I don’t simply show a home and then send them out on their own to get information, I find out all I can about it beforehand.” Kit leans toward buyers. They love her friendliness, honesty and great communication skills. She stays in contact and becomes friends with many of them. Kit has always had an entrepreneurial spirit. Before she became a real estate agent, she and her husband owned a travel agency in Alaska. They moved back to Washington in 2004, but by that time the Internet was ubiquitous and travel agencies were no longer vital. She knew she had to find something else. “A lot of people told me to look into real estate,” she says, “but I wasn’t sure if it was for me. I decided to take the courses and see if I liked it. I fell in love with it!” She got her license in 2004 and has never looked back. Now she and her agents primarily serve Lewis county, but will go wherever clients want. It’s no surprise that repeats and referrals account for 70 percent of her business—she works hard for her clients. Kit enjoys training her agents on everything from the importance of impeccable ethics to marketing their agency’s listings. Marketing efforts focus on social and print media.“We try to get one or two of our listings on the front cover of the Real Estate Guide a few times a year,” she says. If she’s listing a log home, for example, which may not draw as much interest in Washington, she’ll market it in states such as Alaska, Montana, and areas of California and Wyoming. She holds brokers’ and public open houses and offers a bonus to the selling agent if it’s needed to stimulate interest. She also maintains a blog on her website featuring information that is useful to the public, from maintenance on a log home to gardening and decorating tips. That initial thrill of falling in love with real estate remains in Kit’s life. “I love the interaction with people,” she says, “that excitement when you find a buyer the home they’ve been Copyright Top Agent Magazine 20

dreaming of, or when a home has sold and the seller is excited to be moving on in another direction.” Kit’s passion is to give back to the community, especially through her annual Christmas Toy Drive, a huge event that grows every year. This year her broker, Diane Weiner, is the committee chair for the Bundle Up Blitz, a community event put on by the Lewis County Chapter of Washington Realtors to collect winter clothing and blankets for the needy. This year they’ll donate the supplies to the Visiting Nurses Thrift Store and Cascade Mental Health. Kit also plans to serve on the Professional Standards Committee for the Washington Association of Realtors. All those activities don’t leave much free time, but when she has it, she likes to spend it with her husband and family, traveling, cooking and baking. Last year they bought a home that they converted into the agency office, which kept her busy with improvements. The idea of some future growth appeals to Kit, as long as she can keep her office small and personal, where clients feel comfortable. Since it’s in her DNA to make people feel at ease, that path has already unfolded. She credits her brokers Jeff Mecca, Diane Weiner, Willy Young, Bethany Poppino, Kendra Miller and Busch Buschlen, and administrative assistant Linda Young, for assisting her in keeping her office such a pleasant place to bring clients.

For more information about Kit Miller of Chehalis Valley Realty, Chehalis, WA, visit chehalisvalleyrealty.com, call (360) 749-7374 or email kmiller7497374@gmail.com www.

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

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

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

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Treat Your Business Like a Business

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

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term. By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress. While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch. No matter how you envision your profes22

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

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

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DORTHY PASTORELLI

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DORTHY PASTORELLI Dorthy Pastorelli’s interest in a career in real estate was sparked back in 1999 when she and her husband built their own home. She was working a full-time job with benefits and was hesitant to take a risk with real estate until she became pregnant with her second daughter. “It was then I decided that I was going to pursue what I want to do!” she says. “I finally took that leap of faith and got my real estate license and I’ve loved it ever since!” Now with a decade of experience, Dorthy works as a solo agent with a part-time assistant. Her business has remained successful, despite the ups and downs of the market. “I’ve been fortunate that even when the market was down, year over year, my business has grown,” Dorthy says. Dorthy’s primary focus is in McHenry and Kane Counties, but she also serves a large area within Illinois, including northwest suburbs and downtown Chicago. With her strong knowledge of all of these areas, she’s able to educate her clients about everything from school districts to parks in a variety of neighborhoods they may be considering. A staggering 70% of her clients come from repeat and referral business, a strong testament to the stellar service she provides. What keeps her clients coming back in such high numbers? “I’m truly involved with them,” Dorthy says. “It’s an emotional journey for them and I want to be involved with that. I work hard to make sure I get to know my clients, what’s important to them, what their future plans are. That allows me to better help them. I always go above and beyond.” To keep in touch with past clients, Dorthy sends a regular newsletter with helpful statistics and information about property

values. She also sends birthday and holiday cards and often reaches out by phone. “Whatever is going on in their lives, I acknowledge it. That relationship is more important than whatever house they buy or sell,” Dorthy says with a smile. In marketing a listing, Dorthy starts by gathering as much information as possible about the home. She tours the homes with her clients and gives them guidance on any minor work that needs to be done to bring the best sale price. When needed, she’ll call in a stager. Dorthy always hires professional photographers, which help buyers fall in love with a house. She also creates custom marketing materials for each home that focus on special features of the property; and she uses targeted marketing on social media that includes virtual tours. This tailored approach results in quick sales at the best possible prices. What’s her favorite part of the job? “I love what I do because I love people,” Dorthy says. “My clients become family. We are on a journey together to find the right home. And in the end, knowing I had a big part in a client finding the right home or selling their home, is so, so important!” she says. Dorthy stays involved with several charities in her community, including Cal’s Angels, which works with families dealing with pediatric cancer. “I love to help out where I can,” she says. In her free time, she enjoys spending time with her husband and her two daughters, who play travel soccer. She’s also an avid reader, which helps her grow as a realtor, a person and a parent. For the future, she plans to expand her business, bringing on a transaction coordinator and perhaps even additional agents. With her talent for working with people, she’s sure to succeed!

To find out more about Dorthy Pastorelli, email RealstatebyDorthy@gmail.com or call 847-682-8694. You can also check out her website at HomesByDorthy.com www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

ALYSSA SOTO BRODY Alyssa Soto Brody knew from the time she was 19 that real estate was her passion and a perfect fit for her personality and upbringing. “I’m a natural born hustler,” Alyssa explains. “I come from immigrant parents. I think to succeed in the industry you have to really be a go-getter.” After a stint as a successful private real estate investor in her native Miami, Alyssa headed to New York Law School where she focused on real estate law. After graduating with honors in 2012, she began her work as a real estate attorney in New York City. She currently has one team member, as well as an administrative assistant. She focuses her work in Manhattan, with an emphasis on Chelsea and the Flatiron District; and Brooklyn, specifically Williamsburg, Bedford Stuyvesant and Prospect Heights. Alyssa’s professionalism, Law Degree, and perseverance set her apart from other realtors. “I take what I do really seriously. This is an amazing career to be in, but also a lot of responsibility because your buyers and sellers are trusting you with what is often the biggest financial decision of their lives,” Alyssa says. “I take the time to get to know my clients and understand what is going on behind the transaction so that I’m able to facilitate the process for them in a fluid and easy manner. Manhattan real estate can be extremely stressful; I try to take on that stress so that they can really enjoy the process of buying and selling.” One hundred percent of Alyssa’s business is from repeat or referral clients–her excellent work inspires loyalty from her clientele, who are eager to spread the word about her expertise. It’s easy for Alyssa to stay in touch with past clients. “Most of them have become very good friends,” she explains. “I really do create lasting relationships with my clients.”

To market her listings, Alyssa blends top down and grass roots approaches. For her top down approach, in addition to e-blasts, she creates beautiful marketing materials, ensures listings are covered in the press, and hires phenomenal photographers and videographers to photograph each listing. But in her grass roots efforts, she also reaches out to other agents. “I’ll pick up the phone and call them, inviting them out to see the property,” Alyssa says. “I’m also a big believer in broker previews, which can help brokers realize they have clients who could be a match.” She’s found these diverse and tailored marketing techniques to be incredibly effective. What’s Alyssa’s favorite part of the job? “I love the personal aspect of residential real estate,” she says. “I thoroughly enjoy those relationships. And I also love the hustle–I’m not gonna lie. I love that every day is a different day. We all complain that it’s crazy busy. But it’s a good crazy!” Alyssa and her husband volunteer at their oldest daughter’s preschool and contribute to various philanthropic organizations including the Happy Heart Fund, which rebuilds schools in areas impacted by natural disasters. In her rare free time, she loves to go to the park with her husband and two daughters. “That’s my favorite thing in the world, to spend time with them, and also to go back to Miami to see my family.” For the future, Alyssa’s goal is to stay in the industry long-term and expand her team. “I want to double and even triple the volume we have,” she says. She’d also love to dive into new development planning and consulting. “If I could develop a building with my husband–who is a developer–that would be a dream come true!” Alyssa says with a smile. With her education, energy, and enthusiasm, she’s sure to make that dream a reality!

To find out more about Alyssa Soto Brody, contact her via email at alyssa.brody@compass.com or phone at 347.821.6220 Top Agent Magazine

NATALIE CURRY One five-star ranking is hard enough to come by, but Natalie Curry has been getting them for years. That’s no surprise. A lifelong resident of the Main Line and a seasoned professional, she knows how to make her clients happy. “I genuinely care about their goals,” she says. “Buying or selling can be a stressful process, sometimes involving major life changes. My clients see me as a trusted partner in getting them to the next step of their life.” Her clients range from CEOs and major league sports players to families looking to upsize or downsize. “Every client gets the same attention from me,” she says, “regardless of the price point.” After earning her bachelor’s degree in Leadership and Consumer Economics from the University of Delaware, Natalie began a corporate job as a project manager and marketing specialist. A few years in, she decided she wanted to open her own business. Real estate seemed like a good fit. She got her license in 2005, when the market was hot, and her career took off. Today, as a Certified Relocation Specialist and Accredited Luxury Homes Specialist, she serves the Main Line with a level of service that can’t be beat. The proof is in the numbers—repeat clients and referrals account for fully 90 percent of her business, earning her a Gold membership in the Chairman’s Circle of Berkshire Hathaway Home Services.

websites like Zillow, Realtor.com and Trulia, where she has enhanced packages to help her listings reach more consumers. After a transaction closes, she utilizes social media to stay in touch, along with sending out American Lifestyle magazine. Her efforts pay off, not just in referrals but in relationships. “I love what I do!” she says. “Helping people is the biggest motivation for me, being able to see people through a transition. I’ve worked with a lot of young families this past year, and it was really great to help them sell their starter homes and purchase their forever home. This career brings so many rewards.” She puts her joy back into the community as an active member of the National Association of Realtors, the Pennsylvania Association of Realtors and the Suburban West Association of Realtors. She also works for a civic-minded company, Fox & Roach. “We hold annual events like helping local food banks or kicking off a kids’ backpack drive for Cradles to Crayons, a local charity,” she says. Natalie also donates part of her commission to Fox & Roach Charities, an entity run by the company. At the end of the calendar year, they all decide which local charities the money will go to.

Agents like to do business with her too. She’s fair and straightforward, which helps get her clients into the right home or find the right buyer for a listing.

With all her activities, Natalie still finds time to plan her future. Her first 10 years in real estate were spent with a business partner. Now she’s growing her own brand and wants to continue expanding. She’s always had an interest in design elements, too, and would love to take on a side project of renovating and flipping a home.

In addition to her agent network, when it comes to listings, she focuses on digital marketing, using her sizable social media sphere to capture passive buyers. She also markets heavily on

A Five-Star winner in real estate and in life, Natalie has the passion and focus to make her own dreams, as well as those of her clients, a reality.

For more information about Natalie Curry of Berkshire Hathaway Home Services, Fox & Roach Realtors, Wayne, PA, visit NatalieCurryHomes.com, call (610) 688-4310 or email Natalie.Curry@foxroach.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 30

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

KIM DOZIER Kim Dozier of 4 Walls That Fit - Keller Williams Integrity Real Estate in Denver, Colorado took a circuitous route to the world of real estate via the worlds of interior design and fashion. Only four years into her new profession, she has already established herself as one of Colorado’s premier up-and-comers. A native of New York, she arrived in Denver via a decade in Vail and a stint in Los Angeles, where she apprenticed at ABC Studios and eventually opened her own clothing business that serviced the film and television industry. “I like to tell people I went from denim to dwelling,” she says with a laugh. “I’d been in sales for all my life, and decided I should try my hand at selling something bigger.” She and her Partner/Assistant Jessica can boast an impressive rate of repeat and referral business that hovers around 40%, based on the high level of client service that has become her hallmark. When asked what keeps her many clients returning for her services, she replies, “I think it’s because I’m extremely responsive. I always answer the phone, and I’m very honest. I don’t sugar coat things, and they appreciate that. My tagline at 4 Wall That Fit is “Because It’s ALL About YOU!” because it really is all about my clients and what they want. Their dreams are important to me, and helping them move on to the next chapter in their lives.” Currently boasting a staggering 56 five-star reviews on Zillow, and her status as a Premier Agent on the site is testament to her prowess in the real estate field. One glowing testimonial describes perfectly the experience of working with Kim and her team. “Kim is everything you want in your Broker, a strong

advocate and ensuring we got what we needed in our home search; from the location to the layout to helping us negotiate with builder as well as design center to ensure what we paid for exceeded out expectations. She and her office are uber-professional and responsive including nights and weekends. HIGHLY recommend Kim and her team to get you what you need in the Denver area market.” Unlike many of her competitors, what motivates Kim is not the financial rewards. “I love helping my clients achieve their goal, whatever it may be.” She also enjoys the challenge of helping her clients make sense of the often-convoluted and confusing transaction process. “I love being able to take all of the moving parts of a transaction and help educate and guide them thru each unique situation. “I don’t want them to have any worries...this is a big deal and it’s my responsibility to guide everyone thru a smooth transaction.” She loves Denver, Kim simply gets a KICK selling in her hometown. “I have a true insight to what’s out there in both the front range and the mountains,” she says. “I believe that real estate is more than just a place to reside. I believe that the search is about who you are. When you find the right place, you don’t just live there, you thrive there.” As for the future, Kim plans on continuing to grow her business while maintaining the 4 Walls That Fit Team’s stellar reputation for impeccable and highly-professional client service. “It’s important to cross every t and to dot every i,” she says. “It’s also important to make sure the process is enjoyable, that my clients get what they want and have FUN doing it.”

For more information about Kim Dozier, please call 720-441-3555 or email Kim@4WallsThatFit.com Top Agent Magazine

RYAN GARRITY Though he was studying law at the time, Ryan Garrity first developed a taste for the industry while he was working at a real estate law firm back in Philadelphia. What’s more, he grew up with real estate in his blood: a grandfather in commercial real estate, a father in the mortgage business, and cousins working as agents. So, it only seemed natural that Ryan would one day find himself joining the ranks of the business. When he took some time for introspection and determined that he was no longer interested in pursuing a law career, Ryan decided to team up with his brother and give selling a try. That was back in 2012 and since then, Ryan has crafted a sterling career and reputation and is currently running his own brokerage alongside his brother, Tim, and his business partner, Andrew. Since they opened their doors in 2015, business has thrived. Ryan primarily serves the Center City area, but covers a perimeter of five counties, including Philadelphia County, Montgomery County, Chester County, Delaware County, and Bucks County. Alongside his business partners, Ryan co-founded their brokerage Copper Hill back in 2015. Two and a half years later, they now lead a team that’s seventeen members strong. “Most of the people in our office are a lot younger than the average real estate agent,” he says. “We’re forward thinking—completely paperless and very into the digital aspect of the business.” By taking this approach, Ryan and his team are able to differentiate themselves from others in the industry, wowing clients with their insightful ability to revamp processes that have become outmoded. With more than 85% of their business generated by repeat and referral clientele, Ryan cites his focus on people as opposed to transactions as the key to maintaining lasting success. “I’ve never been very much of a salesman,” he explains. “Instead, I’m genuine with my clients. I try to be more like a consultant and friend. I focus on the relationship and let things happen organically, taking a grass-roots approach.” Of utmost importance to Ryan are the strong agent-client relationships that drive his business forward. Accordingly, Ryan aims to be a knowledgeable resource to those he serves, ultimately helping them achieve their big picture homeownership goals. In fact, clients often recall the clarity with which Ryan guided them through the buying or selling process, and for his part, Ryan makes it a point to keep clients clearly informed every step of the way. As for his marketing efforts in running a forward-thinking, digitally-minded firm, Ryan puts a high premium on SEO and creative digital marketing. Of course, listings are syndicated across the leading online listing platforms, but they also benefit from monthly e-mail blasts that alert their network of properties hitting the market. Ryan and his team assist clients with staging—especially in the case of vacant properties—in order to help spice up online images and help potential buyers envision a property’s true potential. Paying mindful attention to social media, Ryan and his team post actively across all major platforms, affording listings maximum visibility among a range of demographics. 32

To stay in touch with past clients, Ryan capitalizes on the lasting relationships formed with clients, and he’ll often catch up over dinner or drinks. Likewise, he’s sure to check in a few months after closing and maintain contact through e-mail updates as time goes by. In reflecting on his favorite part of his daily work, Ryan says: “Not only have I met a lot of people I otherwise wouldn’t have, but in this business every day is a challenge to do better and be better.” To stay engaged with his local community, Ryan throws an annual client party and invites everyone to bring their family and friends for a no-strings-attached night of fun, food, and hanging out. Ryan and Copper Hill are involved with two community development organizations, the Roxborough Development Corporation and the Fairmount Community Development Corporation, where both organizations focus on commercial development to help improve area communities. As for his free time, Ryan is a born and bred Philadelphia native and loves to support all the professional sports teams in the area. To relax, he enjoys getting away to the Jersey Shore during the summer to spend quality time with family and friends on the beach. To soak up the endless changes of life in the city, Ryan also enjoys the occasional night out with friends, exploring new attractions that pop up on the Philly scene. As for the future of his business and brokerage, Ryan hopes to transition from actively selling to focusing more on the management side of the business. With a desire to mentor new agents in the midst of developing their careers, he has plans to put more energy into helping his team of pros grow and expand their skillsets within the company. Considering his incisive eye toward the future and his decidedly modern approach to the industry, a long road of success and prosperity surely await for Ryan Garrity and his team at Copper Hill Real Estate.

To learn more about

RYAN GARRITY,

visit CopperHillRe.com, e-mail ryan.garrity11@gmail.com, or call (215) 514-9424 www.

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

By Carla Cross

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

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

Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time! Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working). Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent. Do I have a budget so I know how much money I should be spending in marketing my listings? Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too). Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 34

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

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

BAILEY JORDAN You might say that Bailey Jordan was almost destined to become a successful Realtor®. She grew up in a military family, and everywhere they moved, her parents would not only buy a home, but would often buy investment properties as well. “I would help them fix up homes to flip; I remember grouting my first tile floor at 10 and hanging cabinets at 12! So I’ve truly been around the business almost my whole life. It’s in my blood, and it’s truly become my passion.” Bailey has become a rising star in the industry, and has turned her experience into a successful business that specializes in helping military families in Jacksonville, Florida. She is currently with Navy to Navy Homes, a company that is devoted to serving military families with all of their real estate needs. “I really don’t limit myself as far as a niche area, I go wherever my clients need me to. With my background, I truly understand the difficulties and challenges that are faced for these families during a move. I know their needs and how to best serve them, which has been a huge advantage. I’ve seen everything first hand from rentals, to sales, to property management, so I can help them with anything. I’m also diligent and hardworking, and I think that’s been key to why I’ve had success so early in my career.” Bailey truly excels at building relationships with her clients. “I really believe that’s what this business is all about. I take a lot of time with people upfront, so I can really understand what they want and need. I’m a good listener and I think that helps me effectively reach my client’s goals. At the end of the transaction I want them to feel like I worked hard to get them the results they wanted and that I was a companion throughout

the entire process. I love people, that’s why I’m in this business. It’s about building relationships, it’s not just about sales. If you always focus on how you can best serve your client, they will not only come back to you, but refer their friends and family to you as well.” Bailey also prioritizes maintaining those relationships, sending out market updates and more personal touches, such as anniversary cards and gifts after the active transaction is over. She also stays in their lives via social media and other outlets which allows her to keep up on what’s going on in their lives and what their future real estate needs might be. “I really care about my clients and what’s going on in their lives after the sale, I don’t want to be a stranger.” Bailey is actively involved in her community through her church, as well as through the National Association of Property Managers, where she enjoys helping renters become homeowners. Through her company she is proud to be affiliated with Homes for Heroes, and in 2016 alone she gave back to her Hero Customers over $25,000 dollars. When she isn’t working, Bailey enjoys traveling with her husband, and believes strongly that it’s important to explore new areas, both locally and abroad to become a more well-rounded person. Bailey’s business is expanding so rapidly that she is already considering growing a team, and she is currently working on earning her broker’s license. “I love what I do and I know that I will be in this business a long time. Earning the trust of my clients so I can help them with one of the biggest financial decisions they’ll ever make, is very rewarding.”

To learn more about Bailey Jordan call 678-447-1829 visit yourhomemybusinessjax.com or email bailey@navytonavy.com www.

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BETH KRISETNSEN Beth Kristensen has always fostered a natural passion for real estate. Her earliest exposure to the industry was through fielding home loans back when she was twenty years old. Then, when she became a mother and took a few years off to raise her children, a new calling came to her: serving others selflessly through real estate. Over the course of her twenty-five years of experience, Beth has applied her resolute drive to bolster others in their homeownership and investment pursuits. In 2003, she became a broker and then, a property manager. After the downturn, she positioned the majority of her business toward property management, which has since become her primary focus in addition to working with home sales. Today, Beth manages an extensive portfolio of properties through her business, Real Property Management Integrity, and lives by the same spirit of service that launched her career more than two decades ago. Primarily serving the Inland Empire region—particularly Riverside, Corona, Eastvale, Norco, Rancho Cucamonga, and Chino, to name a few—Beth and her team of talented professionals incisively manage a roster of 224 properties. Likewise, Beth’s real estate sales practice is comprised of five agents and affords her an immersive view of the local market that serves both sides of her business. In fact, during her real estate sales heyday, she was selling upwards of two hundred homes a year, a testament to her ability to work with diligence and deliver consistent results. As for RPM Integrity’s offerings, their property management services run the gamut—from affordably rehabbing properties to transform them into investment rental units and fielding leasing tenants through an in-depth vetting process, to collecting rent, conducting inspections, and managing the investment portfolios of investors with as little or as much input as desired. With a dedicated marketing professional on staff to complete graphic design related tasks as well as professional photography, listings shine and fly off the market in an average of eight to ten days—a boon for investors seeking an assured turnaround. Beth cites her responsiveness, personal touch, and authentically delivered service as the primary drivers of her success date. Over the course of her career, she has never lost sight of the people at the heart of each deal done. “My purpose has always been to help owners, sellers, tenants achieve whatever goal they have their sights set on. When your focus

is on the client instead of yourself, that’s when you see the rewards,” she explains. “In twenty-five years of working in real estate, I now have the children of past clients calling me for our services. To me, that means my values are shining through.” To keep in touch with past clients, Beth prefers an organic yet considered approach. As she forges lasting bonds with those she services, it’s not uncommon to connect with clients over dinner or to catch up by phone. To publicize listings and rental units, she takes to the leading online listing platforms to ensure maximum visibility, while managing a tenant inquiry database to field new business with ease. In summarizing her professional philosophy, Beth recaps her loyalty, attention to detail, and true investment in her clients’ successes. “My clients know that I’ll always be there when they need me,” she explains. “I know how to make the tough decisions that ultimately benefit my client and I’m a diplomatic negotiator between all parties. I always take my clients’ best interests to heart and respect their properties as if they were my own. I’m a good steward of their finances and genuinely care about their investment and what it can add to their future.” Extending her service streak to her local community, Beth is involved in a variety of charitable and civic efforts. She takes an avid role in her professional community, serving on the Building Industry Association, representing new homebuilders and subcontractors and staying involved in the legislative developments in the area. Additionally, she serves on the local Board of Realtors in multiple capacities including on the Grievances Committee, the Pro Standards Committee, and the Recreation Committee. To give back to her Inland Empire community, Beth relishes the chance to get involved at her church, where she’s engaged in their Women’s Ministry. In her rare free hours, Beth enjoys spending time with her family and loved ones, boating, and visiting the happiest place on earth: Disneyland. As for the future, Beth has hopes to continue building her sizable repertoire, with strategic plans in place to acquire additional property management companies to grow her portfolio to 1,000 units. From the start, Beth knew she’d found the career for her, and she’s done her calling justice by serving others with enthusiasm and infectious joy. “What’s so fun about this job is working with the people,” she reflects. “I know I’m where I’m supposed to be.”

To learn more about Beth Kristensen visit rpmintegrity.com, e-mail beth@rpmintegrity.com, or call (951) 530-1600 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 38

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

HEIDI McFADDEN She’s ethical, trustworthy and an excellent negotiator. Some clients say she could be an attorney, the way she devours contracts; others rave that she has their back in the trickiest transactions. In every situation, Heidi McFadden is about quality. That’s why she named her brokerage RCM Realty Group: Your Realtors, Your Community, Your Move.

For her listings, Heidi hires a professional photographer to shoot a 3-D virtual walkthrough using Matterport technology. She posts the video on all the websites, being sure to highlight the property’s unique features in her description. Her advice to sellers? “Declutter, depersonalize, envision the buyer living here.”

“I treat every client like my friend and look out for their interests,” she says. “My commission never gets in the way of a sale—I would never influence a client’s decision that way.”

It’s easy for Heidi to stay in touch with past clients, which contributes to her abundance of repeat and referral business. She’s an avid fan of Facebook and doesn’t hesitate to post. And being from a small community, she naturally runs into many of of her clients around town. She also makes occasional phone calls and likes to give her business to those who’ve done business with her.

That high level of ethics and service attracts the most professional, knowledgable Realtors in the region. After Heidi and two business partners opened the agency three years ago, they now have three offices and have never had to recruit by farming. The agents who work for her were personally invited or sought her out. They serve northern Nevada, primarily the Carson City/Carson Valley area as well as Reno and Sparks, with a nearly 100 percent repeat and referral rate. That’s no surprise. The word is out about Heidi’s level of care.

Being in business suits Heidi well. She enjoys the management aspects in particular, along with dissecting contracts and problem solving. Passion for the community has always driven her; it’s how she made her name in the industry. More than a decade ago she co-founded a nonprofit to raise funds for a cancer center in Carson City, putting on a 5K walk every year for about six years. Over the years she’s chaired and co-chaired more than a dozen charitable events and is involved in several nonprofit groups and organizations.

There was never any question that Heidi would go into real estate. Her father is a contractor, one set of grandparents were Realtors, another grandparent was a developer. “That was the direction to go,” she says. She started 17 years ago, when she was 20. In that time, she’s won a variety of awards, from the Presidents’ Award (2009 and 2010) to Realtor of the Year (2013) and Top 10, Volume Producer (2015 and 2016), from the Sierra Nevada Association of Realtors; and she was a top nominee for the Governor’s Point of Light Award (2015).

When Heidi has leisure time, she loves to spend it with her horses and her children. “Baseball has been our life!” she says. Her older son is headed to a junior college in California, where he’ll pitch for their team, and her younger one is just beginning in the sport. In the future, Heidi wants to see her business grow while staying focused on quality. As someone who’s built her life around that characteristic, it’s a sure path ahead.

For more information about Heidi McFadden of RCM Realty Group, Carson City, NV, visit RCMNevada.com, call (775) 882-6300 or email Heidi@RCMNevada.com www.

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BARRY L. MILLER After graduating from law school, Barry L. Miller bought his first investment property. This served as his initial entry point into the world of real estate law, and ultimately laid the foundation for what would become a lifelong practice. Throughout his career, Barry has always participated in real estate in one way or another. Early on, he worked in commercial litigation before focusing the last twenty-five years of his professional life strictly on real estate. To date, Barry has been practicing real estate focused law for thirty-five years. Since 2003, he has headed his own firm where he has cultivated a distinguished reputation in the industry, applying superlative client care, professionalism, and hard-earned expertise at every turn. Barry primarily serves the Central Florida region. There, he offers clients access to two facets of his practice. On one side is the law firm—consisting of a team of three attorneys and three other staff members. On the other side, his title company—The Closing Agent—staffs five offices across central Florida. With 100% of his business driven by repeat and referral clientele, it is Barry’s tailored yet multifaceted approach that keeps clients coming back. By combining expert attorney and closing services, Barry and his team are able to offer their clients all-encompassing value, affording them an edge in the market. In fact, not only do Barry and his team offer a comprehensive set of services to their clients, but they also approach each transaction with incisive attention to detail and follow-through. “We’re courteous, professional, and thorough,” Barry recounts. “We’re problem solvers. We like to be proactive and resolve all issues before they arise, that way they are no delays in closings and everything runs smoothly.” To inspire a sense of security and ease throughout the home acquisition process, Barry and his company also offer concierge service to help new homeowners move, get their utilities turned on, and set up their homestead. Barry also serves as an arbitrator appointed by the American Arbitration Association. As for staying in touch with past clients, Barry has cultivated a prominent online presence that facilitates ready communication with those he serves. Likewise, he sends out newsletters to agents and clients when laws change to keep all parties up to date on shifts in the industry. Additionally, Barry hosts an educational seminar for realtors each month that cover a range of topics, which they can participate in exchange for continuing education credits. He also offers his realtor referral clients an open line of communication, and Barry, along with his other attorneys, encourage his referral clients to call any time with legal questions when coordinating a transaction. Barry reflects on his favorite aspect of his work, saying: “You think you’ve seen it all, and then at least once or twice a week something new pops up. It’s always something different, and there’s always a new challenge. I enjoy solving these problems for people and helping them secure their dream home.” Barry is actively engaged with his community through a myriad of avenues. He’s passionate and dedicated to enriching the arts and arts 40

education, which he cites as an important aspect to any vital community. He established The Barry L. Miller Foundation for Arts and Education that has sponsored various programs in Florida. He is the past President and continuous supporter of The Orlando International Fringe Festival, the largest and oldest Fringe Festival in all of the United States. He’s been on the Shakespeare Theatre’s Board of Directors for the City, and sponsors thousands of dollars in arts related scholarships each year. Since the tragic Pulse nightclub shooting, Barry has started a charitable foundation called “The 49 Fund.” The 49 Fund’s mission is to raise forty-nine thousand dollars each year, which are then distributed as scholarships in amounts of $4,900 in remembrance of the lives lost. Barry also serves as the President of the Central Florida Gay and Lesbian Law Association (“CFGALLA”) which is a legal service organization dedicated to community outreach and lawyer development. As for his free time, Barry loves to bike and get outdoors. As a self-described urbanite, he enjoys walking around town with his two dogs, and taking part in the vibrant energy of the city.

As for the future, Barry plans to continue to develop his business alongside his cherished city’s growth. While continuing to offer intrepid client service—with offerings that extend far beyond that of a standard title company and law office—the future is sure to hold sustained promise for Barry L. Miller and his team.

To learn more about Barry L. Miller, visit theclosingagent.com, e-mail barry@barrymillerlaw.com, or call (407) 425-2400 www.

Branding Bad in Real Estate Marketing by Rob Flitton

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

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

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

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

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

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

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ARTURO MIRANDA CASTILLO Arturo Miranda Castillo began his successful career in the real estate industry when he was only 22 years old. After receiving his own personal and corporate real estate licenses, he founded Panama Real Estate & Investment Consultants, Corp.in 2006. He now has a strong team of five agents with solid experience who work for him. With a wide client base of sellers and buyers and a property portfolio of land that spreads across Panama, Arturo and his agents cover the entire country. Panama Real Estate’s stellar service resulted in a sweep of the MLS awards in 2016. They received nominations in nine out of 13 categories and won in four categories–more than any other MLS firm. What sets Arturo apart from other realtors? Education and experience. Arturo has a law degree, and an MBA, as well as post-MBA specializations; and he has over a decade of experience working with an array of clients, from corporate clients to foreign investors. “I have a strong corporate and investment background,” Arturo explains. “Besides my degrees and additional licensing, we have a very professional office. Everything we do is very thorough.” Arturo focuses mainly on listing properties, but he has a strong team of buyers’ agents within the company as well. They combine a professional and technical approach with a strong internal support system. “It’s not just showing and closing a property, we also manage all the contract work,” he says. “The technical part of it is really one of my strengths.” To market listings, Arturo has his own staff of high quality professional photographers who also use drones for aerial

shots. His company has their own YouTube channel featuring video tours of the properties. “I love marketing,” Arturo says. “I market our company and our brand, as well as our clients’ properties.” He also has a database of over 2,000 agents and a VIP database to which he sends listings directly, and he promotes listings extensively online at real estate websites. “We push the inventory actively in the marketplace,” Arturo says, and the result is quick sales at high prices. Arturo’s marketing savvy, knowledge and attention to detail result in a high rate of repeat clients. “Clients come back to us because they get a real professional and serious experience,” Arturo explains. “I’ve had a lot of large corporate clients including investment funds and private equity firms. Because I’ve had serious foreign investors, I have a strong corporate approach. People know my company is very ethical. We are straight shooters. We are professional in all areas.” What does Arturo like most about his work? “I’m a deal junkie,” he says with a smile. “I like to close deals for people. I like to blow them away with how good we are.” Arturo keeps in touch with client using small, thoughtful details like birthday cards. To stay involved in his community, he donates to Casa Esperanza and attends their fundraising events to provide education for underserved children. A former professor, he believes in the power of education to change lives. In his free time Arturo loves to develop his artistic side. He plays guitar and sings, and he’s working on an art book of paintings and inspirational quotes. For the future, he hopes to expand his business organically and mentor more high quality agents. With his passion for knowledge, work ethic, professionalism, and love of helping other people achieve their goals he’s sure to succeed!

To find out more about Arturo Miranda Castillo, contact him via email at amiranda@inversiones.com.pa or phone at 396-5647, or check out his website at inversiones.com.pa www.

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Your Secret Presentation Weapon by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best? Here’s how. “The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition. “I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?” 44

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly. Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day. A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.” AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price. This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

only been viewed by my buyers. It’s fun for me. It’s the best way to give you the competitive edge.” C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?” You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf. A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like? The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction. 46

The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them. The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process. In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them. This is an advanced skill that raises your effectiveness and enhances your relationships and your results. It requires preparation and practice. It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business. Copyright©, Rich Levin. All rights reserved. Top Agent Magazine

ANA SANTOS Ana Santos hadn’t anticipated a career in the real estate industry, but when she began navigating a career change after a life shake-up, she wisely considered her proficiency in sales and her passion for interior design. With those skillsets in mind, a transition to the world of real estate seemed like a natural fit. After priming her hard work ethic to learn the ins and outs of the industry, she quickly ascended the ranks and now, seven years later, she has earned an impressive reputation as a Top 5 Producer company-wide at Harvey Kalles Real Estate. Displaying a natural aptitude for her professional role, Ana is at the helm of an incisive career, grounded by a personable approach, an expert’s eye, and an unrelenting commitment to her clients’ successes. While she primarily serves the west Toronto area, Ana’s versatility allows her to serve clients wherever their homeownership goals take them. Today, Ana works as a solo agent, backed by the banner of Harvey Kalles Real Estate and capable in fielding her clients’s needs from start to finish. Ana prefers to apply a personal touch to each transaction and focuses on building lasting client connections. Accordingly, she has earned an impressive rate of repeat and referral clientele, amounting to 95%—a true testament to her affability and consistent delivery. “I have always worked in the service industry,” Ana explains, “and I have very high expectations when it comes to client care. Because of this, I hold myself to the highest standard when I serve my clients.” Considering her background in building and talent for interior design, Ana also brings a creative, outside the box perspective to transactions, helping clients see and understand the untapped potential of properties. While Ana facilitates the selling and purchasing process by incorporating her keen eye, she always places her clients’ goals at the forefront of her efforts. “I’m a people pleaser and a perfectionist,” she explains. “It’s my number one goal to help my clients get what they want out of a deal.”

As for marketing her listings, Ana utilizes practices ranging from the traditional to the digital. She’s a big believer in the power of marketing, and handles the details of publicity with the care of a perfectionist. Hiring the best photographer-videographer in the area, she commissions stunning presentations that capture the attention of online house hunters, while each home is outfitted with its own custom website. She also advertises listings in print through targeted mailers and magazine advertisements, in addition to leveraging her vast professional network by sending Coming Soon emails to her contacts and past clientele. Ana goes the extra mile to stay in touch with her past clients, engaging with those she has served in meaningful and memorable ways. Throughout the year, she’ll do pop-bys, drop off pumpkins during Halloween, or just check in by phone to touch base. Hosting events such as ice skating parties or poolside cocktail lounges, Ana is able to spend some valuable time face-toface time with those she’s served. In reflecting on what she loves most about her daily work, Ana says: “To me, my job isn’t work; it’s exciting. Every day I meet new people and my schedule is always changing. Each day I’m challenged and I bring a high level of professionalism and service to everything I do.” To support the local community, Ana sponsors the local public school and other agencies with charitable agendas that Ana believes in. When she manages to find coveted free time away from the office, she enjoys spending time with her kids and traveling outside the city. As for the future of her business, Ana knows that she’s in an evolving industry and is always looking for ways to improve and stay ahead of the curve. With a demonstrable practice of staying educated on industry trends and fluctuations, she’s always refining her practice to better serve her clients. With an unflagging streak for self-improvement and a skillset naturally geared toward her beloved daily work, the future surely holds bright and continued promise for Ana Santos.

To learn more about Ana Santos

visit asantos.ca, e-mail ana@asantos.ca, or call (416) 441-2888 www.

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JO ANN STEUWE After a successful tenure as a marketing professional at Anheuser-Busch, Jo Ann Steuwe decided to pursue a career that finally allowed her to be her own boss. As a natural self-starter, she swiftly set to work as a solo agent and parlayed her longstanding contacts to provide her new venture some early momentum—amounting to 25% of her business in the first five years derived from Anheuser-Busch. That was back in 1992, and today Jo Ann continues to wield her marketing savvy, people skills, and uncompromising ethic as she helms her flourishing, twenty-five year career. Primarily serving southeast Michigan’s Wayne, Oakland, Livingston, and Washtenaw Counties, Jo Ann now works alongside her daughter, her partner of three years. Together they lead a team that consists of an additional buyer’s agent and runs on a 100% referral business model—a testament to Jo Ann’s carefully cultivated track record of success. Serving the homeownership needs of clients from Ann Arbor and Brighton to Bloomfield Hills and Troy, Jo Ann’s working philosophy is grounded by a dedication to forthright communication, tenacity, and a genuine enthusiasm for her industry. Using her two decades of insight and experience in the area’s market and inventory, she acts as seasoned counsel to her clients, especially in guiding first-time homebuyers as they navigate the uncertain waters of house-hunting. “I don’t act as a salesperson,” Jo Ann says. “I care about what I do and the people I work with. I don’t want people to buy something that’s not a good fit, so I treat everybody like family and always give total honesty.” What’s more, Jo Ann’s passion for people allows her to connect with those around her, creating a natural driver of new professional relationships. From participating in competitive tennis and coaching at the local high school, to engagement in her golf league, Jo Ann is constantly encountering those in need of advice and sup-

port as they weigh their homeownership options, which creates an organic opportunity to continue her service. “I love what I do,” she recounts. “That passion really shines through and people can see that. There’s nothing more rewarding or exciting as being at the closing table with happy clients, seeing them smiling as they begin their next chapter.” To market her listings, Jo Ann makes incisive use of her network—both in person and online. In addition to incorporating the leading digital listing platforms to ensure maximum exposure for properties, she also makes use of RE/MAX’s vast online footprint. Likewise, social media marketing, her team’s website, and an extensive database of past clients makes sourcing the right buyer a comprehensive and effective endeavor. To keep in touch with those she has served in the past, Jo Ann sends out mailers four times a year with information on the area’s events, while staying readily connected to clients through social media. Lending her spirit of service to her local community, Jo Ann and her team contribute a portion of each commission to the Huron Valley Humane Society located in Ann Arbor, a cause close to her heart. She also contributes her personal time there—taking the dogs on a walk, finding adoptive families, or donating items for which the shelter is in need. In her coveted free hours, Jo Ann is an avid competitive tennis player and also volunteers as the tennis coach at the local high school. She enjoys rounds of golf through her league, in addition to relaxing with a book on her deck. As for the future, Jo Ann has plans to continue to develop her brand and team, with hopes to cement her practice’s presence and talent roster in the next ten years as she considers retirement. Now, with a storied career already in place—along with an unflagging appetite for her daily work—the best is assuredly still to come for Jo Ann Steuwe and her team.

To learn more about Jo Ann Steuwe e-mail josteuwe@gmail.com or call (734) 564-3028 48

Things the Best Leaders Never Say

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

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

I’M THE BOSS

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

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I’LL DO IT MYSELF

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

THAT WASN’T MY FAULT

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

I’M SORRY TO ASK YOU TO DO THIS

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

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 50

THAT’S NOT THE WAY WE DO IT HERE

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

I’M NOT HERE TO MAKE FRIENDS

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

DON’T BRING ME BAD NEWS

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

YOU JUST DON’T GET IT.

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

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GARY WONG Gary Wong wrote The Book on Vancouver Real Estate. Literally. Published in 2015, the book is such a valuable resource to buyers, sellers, investors, property managers and REALTORS® that Gary is currently writing another book. Even more astounding, however, is the remarkable impact on Vancouver, British Columbia, real estate that Gary has made in only five years. He currently has over 270 videos on his YouTube channel aimed at providing insight on the key tips and insight to real estate buyers, sellers and investors. Having started in real estate in 2012, Gary is on the fast track to becoming one of the top REALTORS® in Vancouver and is already one of the top REALTORS® at the Macdonald Realty brokerage where he began his real estate career. Gary’s success, however, is not about himself. It’s about his mission to help others find financial freedom through real estate. “Before becoming a REALTOR®, I was studying in an online business program and tutoring a child whose father was a builder,” says Gary. That man suggested Gary try real estate. “Real estate was a childhood passion of mine, but I’d been expected to become a doctor or a lawyer,” he says. Nevertheless, he took the leap into real estate while finishing his business degree and preparing for an MBA. “Everyone said, ‘You don’t need an MBA to be a REALTOR®.’ I knew that, but I planned to tailor everything I learned in the MBA program towards real estate.” Demonstrating how he does everything to the highest degree, after finishing his MBA and real estate licensing, Gary spoke with seven brokerages, explaining his 15-page business plan for how he would approach the real estate business. “Macdonald Realty was the only one that understood what I wanted to do with Gary Wong Realty; here I am, still growing it five years later.” That growth is a product of Gary’s high-touch service, focus on the investment aspect of real estate, and visibility as a professional resource.

When Gary meets a new client, he aims for them to see how their immediate real estate goals can transform into lifelong financial freedom. “Someone might just want to buy a home with me and I’ll help them. But I’m not just thinking about this house; I’m thinking about their retirement.” His desire is to consult with everyone about their goals for the next 1, 2, 5, and 10 years. “It would be negligent if all I did was let them buy a house without asking them to consider what might work for them long-term,” he says. “If they’re investors, and they want to have 10 houses in that time, I can reverse-engineer that goal to fulfill their short-term goals while mapping out their long term plan,” he says. His clients appreciate his short and long term real estate consulting approach; they also love the annual fireworks boat cruise that he holds for them. Whether taking advantage of Gary Wong’s Luxury Home Sales System or using Gary Wong’s Real Estate Acquisition Formula for purchases, everyone on both sides of a transaction – including REALTORS® – gains invaluable decision-making insight from Gary’s research on everything from valuation and earning potential to marketing. “Early on in my career, I realized most agents didn’t know much more about investing than the basics, so I incorporated that into my book. I help people build their real estate portfolio while learning how to manage properties and their tenants.” The book sells on Amazon, but Gary typically gives it to clients and those wanting to learn about Vancouver real estate. “The book provides transparency,” says Gary, noting how important it is for REALTORS® to share their knowledge, for their own sake and for the industry as a whole. Between his book, his YouTube channel (which is Vancouver’s most popular real estate channel) and a luxury home marketing case study available to anyone on his website, it’s obvious Gary keeps no secrets. Gary also volunteers as one of the directors of his local real estate board and works to encourage other agents to remain involved in the real estate community. And when he takes breaks, which he insists upon, the best times are those spent with family. For Gary, life centers on balancing his two priorities – family and business.

To learn more about Gary Wong, visit GaryWongRealty.com, email info@garywongrealty.com or call 778.862.9787 www.

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