Nationwide 9-18-17

NATIONWIDE & INTERNATIONAL EDITION

MEGAN MAHAN

al Title Insurance Company oud to congratulate

lie Coleman MEGAN MAHAN

KIMBERLY CHADWICK

ROBERT CINCOTTA

egan Mahan started in real estate working auctions LES COLEMAN BEVERLY COOK, GRLA JOHN GRAHAM DEANA KILCOMMONS n weekends while maintaining a full-time job. When e auction company employing her asked her to get JOHN GRAHAM r real estate license in 2015, she agreed to try it out rt-time. “I fell in love with it,” Megan says with a mile. “I made the jump and I’ve been doing it full me for a few years now. It’s very gratifying to help meone purchase their home. It’s an unbelievable perience!” Megan now works for Adams Auction Real Estate, a family owned and run local business MIKE & MARRIAH cated in Prairie du Chien. She focuses her work on MURPHYRichlandKATHY NOSEK ASHLEY PEVEAR UNRUH rawford County, but also MEGAN serves Vernon, d Grant Counties.

ured for the state of Nevada p Agent Magazine!

hat sets Megan apart from other realtors in the area? make my customers and clients my only priority,” egan explains. “I do everything that is right by them. very decision I make is based on what is right for my stomers and clients. I believe if I treat customers ith respect and with honesty, they will respect me ler, Escrow Officer (# 70233) r it. AndSCOTT they will be return customers will tell RINGER JONand R. ROBERTS eir friends.” This attitude has resulted in a high rate

KELLY SHAW

AARON CLARK

KEN LIBBY

RICK REITH

GEORGE WEEKS

INTERNATIONAL EDITION WFG NationalNATIONWIDE Title Insurance&Company is proud to congratulate

Leslie Coleman 9

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LES COLEMAN

ROBERT CINCOTTA

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JOHN GRAHAM

MEGAN MAHAN 27

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MEGAN MURPHY

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

SCOTT RINGER

MEGAN MAHAN

KIMBERLY CHADWICK

AARON CLARK

CONTENTS

Kim Miller, Escrow Officer (# 70233)

4) WFG BUYERS AND 11)(#EVERY National Title Insurance Company 16347) PLAYER IS SELLERS: UNDERVALUABLE: 8475 S. Eastern Avenue #200, Las Vegas, NV 89123 HOW TO STANDING HOW YOUR Megan started real7282 estateTEAM'S working auctions Office: 702 789 7201 | Cell: HOME 702 601 5522Mahan | BOOST Fax: 702 in 564 on weekends while maintaining a full-time job. When INSPECTIONS ARE MORAL Email: kmiller@wfgnationaltitle.com auction company employing her asked her to get NEGOTIATION TOOLS the Web: .wfgnationaltitle.com/nevada her real estate license in 2015, she agreed to try it out part-time. 15) “I fell 5 in SURE-FIRE love with it,” Megan says with a WAYS smile. “I made the jump and I’ve been doing it full 8) 5 THINGS YOU CAN GETnow.

MORE time for aTO few years It’s very REFERRALS gratifying to help DO TO ACHIEVE YOURsomeone purchase their home. It’s an unbelievable experience!” Megan now works for Adams Auction BIGGEST GOALS & Real Estate, a family owned and run local business

19) WHY FLEXIBILITY HURTS (NOT HELPS) YOUR ABILITY TO CLOSE SALES DEALS

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located in Prairie du Chien. She focuses her work on Crawford County, but also serves Vernon, Richland and Grant Counties.

26) CREATIVE WAYS TO SAY THANK YOU 29) TIPS ON BREAKING INTO THE LUXURY MARKET

Megan apart from other realtors in the area?

Phone 888-461-3930 | What Fax sets 310-751-7068 “I make my customers and clients my only priority,” Megan explains. do everything that is right by them. mag@topagentmagazine.com | “Iwww.topagentmagazine.com

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Every decision I make is based on what without is right for myconsent of the publisher. Top Agent Magazine is No portion of this issue may be reproduced in any manner whatsoever prior customers and clients.

I believe if I treat customers published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent with respect and with honesty, they will respect me Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send for it. And they will be return customers and will tell inquiry to mag@topagentmagazine.com. their friends.” This attitude has resulted in a high rate Published in the U.S. of repeat customers who refer Megan among their sphere of influence. “Happy customers equal return business, which is the highest compliment to my work,” Megan says with a smile. What’s her favorCopyright Top Agent Magazine

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BEVERLY COOK

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DEANA KILCOMMONS

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ASHLEY PEVEAR

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RICK REITH

33) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

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KEN LIBBY

MIKE & MARRIAH UNRUH

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JON R. ROBERTS

37) THINKING OF LISTING? NINE WAYS TO GET READY 41) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

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KATHY NOSEK

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KELLY SHAW

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GEORGE WEEKS

45) ARE YOU IN OR OUT? 48) HOW TO OVERCOME YOUR WORKPLACE FEARS

Top Agent Magazine is seen

by Real Estate Agents and Brokers in every U.S. city and Internationally!

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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LES COLEMAN Top -producing agent Les Coleman of Shorewood Real Estate in Las Vegas, Nevada has a wealth of experience that goes all the way back to 1989. With successful careers in property management, brokering, and now real estate, he is able to provide each and every one of his many satisfied clients with the very best service available in Sin City. As he likes to say, “You get more with Les.” Servicing the entire greater Las Vegas area, Les works solo and is currently running a business that consists almost entirely of referrals from grateful customers. “It’s because I give them great customer service,” he says. “When I was teaching classes to younger agents, I let them know that when they thought they were done with a transaction, they actually weren’t. I tell all my clients to friend me on Facebook, and to let me know how they and their family is doing, and they know what I’m doing. I’ll even have events and take past clients out bowling.” Also following the transaction, Les will send out CRM-generated touches every four to five weeks.

Les also has a unique approach to marketing his services as a realtor. “I join things,” he says. “I’ve been in a car club for a couple of years, and from that car club I’ve probably sold seven homes to other members. I’m also a competition shooter, so I’ve also sold homes to the people I shoot with. I’m very social.”

Savvy marketing is another prominent factor in Les’ success.

“One of the things I do is to use professional photography on every listing, regardless of the cost. You only get one chance to make a good first impression. Since the majority of people now start searching online, that’s where you make your first impression. So professional photography is a must.”

Communication is key for Les. His own experiences with agents who did not return calls was a deciding factor in his decision to enter the Las Vegas real estate world. “I realized I needed to get back into real estate because I knew I could do better than most agents in this town. So give great customer service, because that’s what people are looking for.”

His five-star rating on Zillow is testament to his exceptional client service skills. Reads one glowing testimonial: “Les is motivated, knowledgeable and professional. He is personable and a friendly gentleman. Always available to show homes or answer questions. This is the guy you want as a real estate agent.”

Honesty and authenticity are among the traits his clients remember most about working with Les. “They remember that I have an excellent personality,” he says, “and that I tend to make people laugh. I’m also extremely honest. There was even one situation where I talked a client out of buying a new home because I didn’t think it would be best for her from a financial standpoint.”

Les finds it extremely important to give back to the community that has given him so much. “I’m part of the Nevada Area Brokers Association, and I was named among the Top 15 African-American Realtors in Las Vegas. I also volunteer with Habitat for Humanity through my company. I’m very active in the community.”

As for the future, Les’ goals are simple. “I just want to keep servicing people and making them happy by giving them homeownership. I don’t ever see myself retiring, because this is a great job. Where else can you have free time but still make people happy by helping to get them into a home?”

For more information about Les Coleman, please call 702 - 426 - 2290 or email mr.lescoleman@gmail.com 6

Copyright Top Top Agent Agent Magazine Magazine

WFG National Title Insurance Company is proud to congratulate

Leslie Coleman

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

Kim Miller, Escrow Officer (# 70233) WFG National Title Insurance Company (# 16347) 8475 S. Eastern Avenue #200, Las Vegas, NV 89123 Office: 702 789 7201 | Cell: 702 601 5522 | Fax: 702 564 7282 Email: kmiller@wfgnationaltitle.com Web: .wfgnationaltitle.com/nevada www

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 8

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

Top Agent Magazine

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ROBERT CINCOTTA

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ROBERT CINCOTTA Robert Cincotta always knew he wanted to be in the real estate industry. While he was earning a degree in business, he became fully licensed and began amassing experience as a junior cadet. As he learned from the example of over seventy salespeople, he ascended swiftly ascended up the ladder—first as a sales assistant, then as a salesperson. Ultimately, he rose to the leadership role of operational sales manager, the post he holds today. Now, with over seventeen years of accumulated first-hand experience, Robert has cultivated a sterling career, built on an ethos of commitment to his clients and a results-driven practice.

Primarily serving the southeastern suburbs of Melbourne, Robert leads a team of thirty sales agents. His role is that of a mentor: supporting his agents through listings, presentations, and the dayto-day processes of their work. A a team goal, Robert focuses on developing and delivering a five-star client experience from start to finish, characterized by upfront communication and consistent execution. “We have specific systems, and structures in place,” he says. “We’re very detail oriented, and focus on letting clients know every step of the way what’s happening with their property.” This approach accounts for his team’s 65% rate of repeat and referral business, and clients rest assured knowing that their best interests are taken to heart. Altogether, Robert and his team are able to earn their clients the most from properties because of the thorough, efficient systems and structures that delineate each stage of the transactional process. This systematic approach ensures that no stone is left unturned and no nasty surprises along the way without proper communication and preparation.

As for marketing listings, Robert and his team carefully prepare properties and owners alike before going live on the market.

“First and foremost, we have a marketing and presentation meeting to make sure homes are looking 100%,” he explains. “We adhere to a strict calendar so our clients know exactly what is

happening and when.” From there, listings are syndicated across the leading online listing portals and social media platforms. To supplement their online marketing efforts, print marketing is completed in the local paper, the statewide paper, and internationally in Chinese papers—as there is a strong international demand in the area. To stay in touch with past clients, Robert checks in on a regular basis, maintaining contact every few months by phone or e-mail. This keeps him and his team top-of-mind with clients, while remaining accessible as a resource should any need arise. In reflecting on what he loves most about his work, Robert says: “When it comes to my mentoring, I love seeing the younger agents grow, build a client base, and ultimately have their hard work pay off. With my own clients, it’s most rewarding knowing I’m helping them begin the next stage of their lives by taking the stress and pressure out of the process.”

Outside of the office, Robert stay entrenched in his local community by supporting the area’s cricket club and local schools through his company. As an avid runner, Robert participates in races to fundraise for worthy causes, such as the Ronald McDonald Foundation. He spends much of his free hours working on his fitness and training for long distance runs.

Considering the future of his business, Robert says: “My goal for us is to become top-of-mind whenever someone is thinking about real estate. We do everything from property management and tenant placement to sales and advising. We want our clients to turn to us for all of their needs.” Backed by nearly twenty years of practical experience and with a keen eye towards developing his team, Robert has carved out an indispensable role as operational sales manager. Considering his methodical approach and investment in both his clients’ and team’s successes, the future is bound to be fruitful for Robert Cincotta and his team at Ray White of Oakleigh.

To learn more about Robert Cincotta, visit raywhiteoakleigh.com.au, e-mail robert.cincotta@raywhite.com, or call +61-425-822-228 www.

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 11

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

Top Agent Magazine

JOHN GRAHAM

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JOHN GRAHAM John Graham’s rise to success in the world of real estate can be attributed to one thing: pure determination. The initial seed of industry interest was planted at about age twenty-four, when he saw an infomercial for no-money-down loans back in the early 90s. At the time, he was working in the service industry and astutely recognized an opportunity to transition and launch a career in real estate. After earning his license, John first maintained his day job, but after meeting a real estate professional at a wedding he’d attended, he ultimately decided to take the leap and pursue real estate full-time—while working weekends at a restaurant. He recalls the early, tireless days of cold calling residents in his home town of Sterling Heights, asking if they wanted to sell their home. Everyone in the office thought he was crazy, but John didn’t care— he wanted to learn everything there was to know about real estate, and he was willing to go the distance to get there.

John’s unflagging work ethic has defined his career, and today he serves the Tri-County area of Macomb, Oakland, and Wayne through his real estate brokerage and property management services. With a business driven by a 100% rate of repeat and referral clientele, John’s professional reputation precedes him and has kept business booming for twenty-two storied years. Today, he describes his professional approach as one of pushing boundaries, proving time and time again that creative thinking and undaunted tenacity can produce outstanding results. What’s more, John’s commitment to individually tailored service ensures that no matter a client’s homeownership or investment goals, John’s overarching knowledge and ability to deliver specific and consistent results leaves those he serves with a memorably positive experience. Likewise, John’s “up-front and no-nonsense” take on communication inspires a sense of security in his clients, who are confident that John’s transparency can meaningfully reduce the stresses and hassles of the buying or selling process.

Over the course of his lengthy career, John has sharpened his knowledge of all aspects of the industry and market, particularly through his work with investors. “I wanted to learn everything there was to know about investing,” he remembers. “Now, my clients know that I’ll take their criteria, find them the right house, and make them money.”

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Today, John’s energy and tenacity remain unparalleled, allowing him to stay ahead of the curve when it comes to the market’s fluctuations and trends, ultimately passing that long-accumulated knowledge on to those he serves. To that end, John has diversified his offerings to include a property management company with a roster of 500 units, with 360 of those resulting from housing flips—a skill and segment of the market in which John is well-versed. His property management services are particularly geared toward investors, as John and his team offer full-spectrum care including assistance in negotiations, procurement, and management to yield clients the maximum ROI. To round out his varied experience, John is also an avid house flipper, affording him first-hand insight on the market, what it takes to ready and sell a home, and how investment principles play out in real time in today’s competitive market.

When John isn’t busy with his myriad real estate ventures, he likes to roller blade. Remarkably, he picked up this hobby at the age of forty-one, and even more remarkable—does tricks at the rolling rink that even teenagers are unwilling to try. As for his future plans, John is considering franchising his brokerage, sharing his investor-minded approach to the business with like-minded professionals. Equipped with more than two decades of experience—along with a natural vitality and curiosity that continues to fuel his professional philosophy— the future holds unlimited possibilities for John Graham.

To learn more about John Graham, visit JohnGrahamInc.com, call (586) 799-4700, or e-mail info@jgire.com www.

Top Agent Magazine Copyright Top Agent Magazine

MEGAN MURPHY

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MEGAN MURPHY Top Agent Megan Murphy of Keller Williams Village Square Realty in Ridgewood, New Jersey, has only been at the real estate game for three years, but has already far surpassed much of her competition by providing each of her many clients with exceptional service that is based on authenticity, attention to detail and a clear and consistent style of communication.

Megan is a proud member of the Keller Williams family. “I joined Keller Williams Village Square because I knew I’d get the training I’d need to be a successful business owner. I’ve spent the last three years working with clients and focusing on training, all while trying to show my daughters what it’s like to be a business owner. I want them to know that with the right training and support, you can do anything.”

through the process from start to the very end, and we now consider her to be a wonderful friend and neighbor.”

Megan is passionate about giving back to her community, and has been a long-time Girl Scout Leader and a member of the League of Women’s Voters. She also hosts a variety of educational seminars. When she’s not working, she enjoys spending time with her family, taking trips in their RV. “I love my job,” says Megan. “I love the unpredictability of it, never knowing where the day is going to take you. I love the rollercoaster. I work hard, I never give up, and I truly appreciate the opportunity to serve my clients.”

Currently working with a colleague who handles all her marketing needs, Megan serves nearly all of Northwest Bergen County, an area she knows well from having lived there for many years.

In addition to her vast local knowledge, there are many other factors that have played a part in her skyrocketing career. “I work really hard at what I do,” says Megan. “I do a lot of networking with other business owners. I have a monthly newsletter where I spotlight local businesses. All my buyer and seller packages contain flyers, coupons or pamphlets about other businesses in the area, to help them get the word out to a new audience who may not be aware of them. I make it a point to try and help other people and businesses. That results in better connections, lots of referrals and makes me a better businesswoman.”

With a staggering rate of repeat/referral business that hovers around 67%, Megan has clearly made a name for herself as an agent who can be trusted to guide her buyers and sellers through the often-convoluted and sometimes-distressing transaction process with the consummate aplomb of a seasoned professional. “When I look through my client reviews,” says Megan, “what often comes up is that I’m patient, detail-oriented and very communicative. Of all those things, though, I’d say communication is key.”

A slew of five-star reviews on real estate web portal Zillow are a testament to Megan’s abilities. Reads one such glowing testimonial: “Megan is knowledgeable, professional, passionate and kind. She had a very clear vision of what we were looking for and didn’t waste our time with things she knew we would not be interested in. She made the stressful process of finding a home less stressful. Megan didn’t flinch at our many questions during the process and answered us with confidence. She knows the area where we bought our home very intimately, which was extremely helpful in find our great location. She held our hand 18

For more information about

MEGAN MURPHY,

please call 551-206-4890 or email meganmurphy@kw.com Copyright Top Top Agent Agent Magazine Magazine

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Why Flexibility Hurts (Not Helps) Your Ability to Close Sales Deals

By Kendra Lee

For many sales reps, being flexible throughout the sales process seems like the best, consultative approach to establish a strong prospect relationship and win more sales. Rather than suggest what a prospective client should buy, reps opt to empower the client to dictate their needs. In doing so, the thought process is that reps convey patience and a commitment to ensuring the client gets exactly what they want, which will in turn improve their chances of closing the deal.

Here’s what that approach accomplishes instead: Slower buy cycles and lower closing ratios.

Truth is, most buyers don’t know exactly what they need from you.

Sure, prospects know the outcome they want to achieve. They might even have an idea of which tools or services might help accomplish it. But they don’t know which specific products, services, or solutions will get them there. Other prospects know the outcome they want to achieve, but have no idea how to get started, let alone which products, services or solutions to look at.

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Either way, to achieve the outcome they’re aspiring to, buyers often look to you to guide them toward the right decision.

When you don’t provide that guidance, it stalls the sales process and dramatically reduces closing ratios. Here’s why: 1 Flexibility doesn’t empower buyers — it confuses them 2 Forcing work on to your buyers typically causes them to look elsewhere for someone who can figure out how exactly to address their problem In both cases, your performance suffers.

Ultimately, buyers — particularly in the earlier stages of their buy cycle — don’t want total flexibility or the freedom to choose any possible solution.

They want, and need, guidance from you to navigate toward the right one.

When you provide that definitive insight in the early stages of the buying cycle, customers gain confidence that you’re the right person to get them to where they need to be.

To put it more bluntly, being “flexible” is a cop out. It might make you feel better, but it’s not helping prospects.

If you really want to empower small and mid-size businesses to make meaningful change, you have to be willing to make a definitive, confident recommendation and show prospects a clear path to addressing their problem.

When you do that, you’ll close sales faster and your clients will be happier.

They’ll get what they need (and want), and your closing ratios will trend in the right direction.

Copyright©, 2016 Kendra Lee. All rights reserved.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.)

Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding strategies.

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SCOTT RINGER

Top Agent Magazine

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SCOTT RINGER Scott Ringer was inspired by a lifelong interest in real estate and investments long before he decided to dive into the industry, but it was back in 2000 that he finally decided to earn his license and begin working full-time. Since then, Scott has amassed nearly two decades of storied industry expertise, founding a lasting practice on the principles of forthright communication, client-centric accessibility, and a powerful work ethic. As the head of The Ringer Group, Scott closes an average of 95 to 100 residential real estate transactions per year, demonstrating hard-won practical experience as well as a proven ability to deliver on his clients’ goals.

Primarily serving the Central Ohio market, Scott has earned experience across the area’s inventory, sometimes traveling as far afield as an hour or more to serve his clients’ needs. During his seventeen-year industry tenure, Scott has represented over twenty-one banks and applies his specialized eye to HUD homes and foreclosures. Today, Scott leads a team of two agents and an administrator, with plans in place to add on a few additional members to accommodate for ever-increasing volume. With 80% of his business generated by repeat and referral clientele, Scott has built a professional reputation on superlative service and trustworthy counsel. By prioritizing accessibility—always staying available for a call or text—Scott is a steady presence throughout a transaction. At the ready to answer any questions or clarify issues, he provides crucial insight and a calming effect for complicated transactions like foreclosures. He also ensures that each transaction progresses like clockwork and keeps his clients up-to-date at every turn. This allows for a positive, low-stress experience—an overarching goal for every transaction he directs.

“I keep my head down and work very hard,” Scott says. “I get up early and work late, but it doesn’t feel like work because I truly enjoy what I do.” Beyond executing a successful transaction on behalf of his clients, Scott focuses on building lasting relationships with those he serves. Overall, he prioritizes a personal touch, taking the time to understand his clients’ needs and goals so that he may better serve them in the long run.

As for marketing his listings, Scott syndicates properties for sale on all major listing portals and across social media. Scott and his team make use of social media’s influential reach and boost every post in order to drive traffic and inquiries to new listings. This tech-savvy approach to listing visibility ensures that maximum exposure is created for every home that hits the market. As for staying in touch with past clients, Scott checks in by phone and via e-mail to see how his clients are faring, or connects through social media to stay top-of-mind with those he’s served. To continue relationships long after the closing table has been reached, he also makes himself available as a resource should any needs or housing-related questions arise. In explaining his professional philosophy, Scott says: “In working hard for someone else, I’m able to work hard for myself. When my clients are successful, so am I.” Likewise, Scott is constantly improving upon practices and streamlining his business to provide the best, most productive service. “As a team, we love what we do,” he reflects. “We thrive on watching our hard work pay off in the end. When it comes down to it, we simply like to help people.”

Outside of the office, Scott has volunteered at many local events, and donates as much time as possible to engaging with his son and daughter and their school. Ages five and six, their favorite pastime of the moment is going swimming, and Scott spends the majority of his spare time taking them to the community pool on the weekends.

Together, Scott and his family maintain an active lifestyle, and they try to road trip on the weekends or spend time at his parents’ house near Lake Erie.

As for the future of his business, Scott plans to grow and develop his team and production volume as with volume steadily increases— all while taking care to maintain the hallmark level of customer service he’s built a reputation upon. Scott also hopes to travel to, observe, and mentor other teams across the states, sharing strategies and systems so that both parties can learn and grow as professionals. With numerous years of expertise under his belt and a spirit attuned to service, the years to come are sure to be fruitful for Scott Ringer and The Ringer Group.

To learn more about Scott Ringer, visit TheRingerGroup.com, email scottringer@theringergroup.com, or call (614) 348 - 6747 www.

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MEGAN MAHAN

Megan Mahan started in real estate working auctions on weekends while maintaining a full-time job. When the auction company employing her asked her to get her real estate license in 2015, she agreed to try it out part-time. “I fell in love with it,” Megan says with a smile. “I made the jump and I’ve been doing it full time for a few years now. It’s very gratifying to help someone purchase their home. It’s an unbelievable experience!” Megan now works for Adams Auction & Real Estate, a family owned and run local business located in Prairie du Chien. She focuses her work on Crawford County, but also serves Vernon, Richland and Grant Counties.

What sets Megan apart from other realtors in the area?

“I make my customers and clients my only priority,” Megan explains. “I do everything that is right by them.

Every decision I make is based on what is right for my customers and clients. I believe if I treat customers with respect and with honesty, they will respect me for it. And they will be return customers and will tell their friends.” This attitude has resulted in a high rate of repeat customers who refer Megan among their sphere of influence. “Happy customers equal return business, which is the highest compliment to my work,” Megan says with a smile. What’s her favorCopyright Top Agent Magazine 24

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ite thing about her job? It’s seeing her client’s joy and experiencing their spontaneous appreciation for her work. “Last summer I went to a baby shower and the seller happened to be there. She said, ‘This is the girl who sold our house for us. She’s a miracle worker!’”

Megan has great success marketing her listings on Facebook and other social media, as well as real estate websites such as Zillow, Trulia and the MLS system. She and her company use their drone camera to take aerial photos of properties with large acreages, as well as of residential properties. “It’s a great way to get a clear exterior perspective of a property,” Megan said. A week after closing, Megan and her colleagues take pictures with a sold sign in front of the house and sends it to the client with a thank you letter. They also host an annual customer appreciation event and send Christmas cards, as well as other thoughtful cards or gifts throughout the year. She also keeps in touch with clients on social media. “I’ll go to a store and run into clients who whip out their phones and show me how they’ve brought their vision for the property to life,” Megan says. “I would say that’s probably the most amazing thing about this business.”

Megan and her honey purchased their own home in the neighborhood they grew up and they stay involved with the Community Club, helping with raffle ticket fundraisers and beautifying the community. Megan also heads a fundraiser for the Cemetery Association. She also loves to spend time with her family and her five nieces and nephews, as well as her puppies. For the future, she’d love to continue growing her business and building new relationships with her community members. With her passion for helping her clients and neighbors, she’s sure to succeed!

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To find out more about Megan Mahan, email at megan@adams-sales.com or call (608) 397-3707 You can also visit: adams-sales.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!

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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KIMBERLY CHADWICK For four insightful years, Kimberly Chadwick worked as an assistant to the broker of over 200 agents, helping her manage her team of fourteen realtors. Afforded an in-depth look into the business’s intricacies, she decided to take the leap and earn her own license. In short order, Kimberly put her well-rounded industry knowledge to use and today she has cultivated a flourishing career. Just two years after her tenure began, Kimberly has created a practice built on serving each of her clients’ individual needs, bringing her can-do approach and positive outlook to the world of real estate.

Kimberly works on a tightknit team of fourteen agents, serving the counties of Montgomery, Chester, Bucks, Berks, Lehigh, and Delaware, in the state of Pennsylvania. From each transaction’s outset, Kimberly’s primary focus is on positivity, which ultimately takes the edge off what can sometimes be a challenging process. “Because I have an outgoing personality, I’m comfortable quickly connecting with my clients,” she says. “I’m thorough and conscientious, and I aim to have every transaction end on a positive note. To me, it’s all about the win-win. It’s important to me that my client can sit across the settlement table from the buyer/seller and enjoy a pleasant transition.”

Accordingly, the overwhelming majority of Kimberly’s business is built on referral clientele—a true testament the lasting impression she imparts to those she serves. Beyond being a source of positive energy for her clients, Kimberly also prides herself on a commitment to accessibility. By making herself available to clients around the clock, she’s able to assuage any worries and address any concerns as soon as they arise. These practices, combined with her first-hand industry exposure, ensure her clients a smooth, low-stress experience, on which Kimberly has created her professional reputation.

To market her listings, Kimberly goes above and beyond in getting the word out about new homes hitting the market. To document

each property, she utilizes professional photography and completes videography in the style of a reality TV show—to keep viewers intrigued and engaged. Likewise, she leverages social media platforms such as Facebook, LinkedIn and Twitter to inform her followers about homes she’s listed. Tapping her network, she’s constantly in touch with buyer’s agents to afford more visibility to homes with those actively looking to buy. Of course, she also makes use of the classic Just Listed postcards and targeted social media ads to raise even more awareness for each property. As for staying in touch with her past clients, Kimberly sends e-mails and postcards, and checks in by phone and through social media to see how things are progressing in the lives of those she’s served. In reflecting on her favorite aspect of her work, she says: “I enjoy the intimacy of this industry. I love to help people and in this role, you are part of the next step in the client’s life journey. It is a pleasure and an honor to be a part of that process and I cherish each and every relationship.”

Outside of her work, Kimberly extends a hand toward the local community through an organization called Alex’s Lemonade Stand, which raises money to fund research for childhood cancer, and participates in their events throughout the year. Through her company’s program, “KW Cares”, she also volunteers each year and supports Keller Williams agents in need during disastrous times of life. As for her coveted free time, Kimberly used to own a gym and she still loves working out and maintaining her fitness.

She also enjoys spending quality time with her family: her husband, two kids, and a dog and a puppy who bring her endless joy.

As for the future of her business, Kimberly plans to streamline her internal operations and focus on creating a balanced work-home life. She also has plans to travel to training events through Keller Williams, and earn additional designations to her name. Now, equipped with an incisive eye toward client-centric and a genuine spirit of optimistic enthusiasm, the many years to come are sure to be filled with promise and prosperity for Kimberly Chadwick.

To learn more about Kimberly Chadwick,

Check out her reviews on Zillow, e-mail chadwick.kw@gmail.com, or call (215) 527-5134

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AARON CLARK Aaron Clark began his career in the real estate industry back in college, while he was working for the customer service department of a title company. As he ascended the ranks, he transitioned to sales and eventually began teaching and writing continuing education classes for real estate professionals. Ten years later—after developing a stellar foundational understanding of all things real estate—Aaron finally decided to pursue his license. As he added to his deep well of knowledge, Aaron soon discovered a passion for his new professional path.

The rest, of course, is history. As a testament to his ability to deliver, Aaron was recently voted as one of the Top 3 Realtors in Best of Reno, featured in Reno Magazine. Today, he is fortified by over a decade of experience and has mounted an impressive career characterized by his breadth of knowledge, a commitment to ongoing education, and superlative people-centered service.

Aaron primarily serves the Reno-Sparks area, sometimes working as far afield as Carson City and Fallon. As a Reno native, one of the value-adds Aaron provides to clients is his knowledge of the local industry.

His understanding of the area’s inventory runs deep, and he provides clients with a professional estimation of the structural and architectural integrity of the properties and neighborhoods they visit. Likewise, Aaron’s native knowledge hones in on insider information for buyers, such as areas with a rental-heavy population, where development, growth, and value potential may be found, and a property’s proximity to desirable services. Beyond his localized expertise, Aaron draws from his experience working at a title company to educate buyers on the escrow side of the transactional process. Using this expertise, he’s able to foresee potential issues before they arise and work through them preemptively to get a deal to close on time. With 85% of his business generated by repeat and referral clientele, Aaron’s track record of success is proven. “I’m available to my clients every minute of the day,” Aaron says. “My clients know that I’m here to explain what’s going on through what can be an often scary, overwhelming process.” Recogniz-

ing the stress associated with buying or selling a house, Aaron doubles down on educating his clients so there are absolutely no surprises along the way, instilling a sense of security and confidence in those he serves.

As for marketing his listings, Aaron uses BP2 Photography, a professional service, to create memorable online publicity for every property.

Creating accurate, attractive online presentations to highlight the natural charm of each property generates interest and brings inquiries flooding in. Listings are posted to his powerful MLS, which then populates across all major online listing platforms. Beyond the web, Aaron utilizes social media to disperse listings to his cultivated community of followers. As for staying in touch with past clients, Aaron opts out of sending automated emails and newsletters. Instead, he checks in with personal e-mails and phone calls, especially when he has information to offer regarding increased equity or decreased interest rates, which might merit the refinancing of a loan. This type of mindful consideration of his clients is characteristic of Aaron’s professional ethos. “As a realtor, you’re an ambassador of communication between all parties,” he says. “I make myself a resource for my clients.” In reflecting on what’s most rewarding in his line of work, Aaron says: “The look on my clients’ faces when they find their perfect house is my favorite part of what I do. When I get to see clients a few years later, after they turned a house into their home, seeing their growing family—there’s nothing more rewarding than that.”

Aaron is deeply involved with outreach efforts in his community through local organizations and serves on the board of Awaken, an organization dedicated to stopping human trafficking. He also fundraises for the crisis pregnancy center in his area. To share his professional knowledge with his community, Aaron regularly co-hosts a radio program on all things real estate, which airs Tuesdays and Thursdays on the Jon Sanchez Show’s News Talk on 780KKOH. He is a musician and loves to play the guitar, but his number one joy is spending time with his amazing wife and 3 wonderful children. In his free time, Aaron likes to take advantage of the outdoor benefits that living in Reno has to offer; he snowboards in the winter and spends time at Lake Tahoe in the summer. With a decade of hallmark service in his arsenal—along with a genuine investment in his clients’ successes— the future is bound to hold unlimited potential for Aaron Clark.

Photos taken by BP2 Photography

To learn more about Aaron Clark, visit ReRenoNV.com, e-mail ReRenoNV@gmail.com, or call (775) 813 - 8357 www.

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

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

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

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

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

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

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

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 30

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

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BEVERLY COOK, GRLA Top agents discover their success in real estate through wide-ranging, inspiring paths. But the story of Beverly Cook of Image Realty in Paragould, Arkansas, is still astonishing. “I lost both of my parents at a young age,” says Beverly, whose background was in manufacturing and management. At the time she lost her parents, she had been working in a factory for seven years. “My youngest was three and that experience hit me all at once; I realized life is too short.” Instead of working long days onsite at the factory, Beverly sought a career with some flexibility and better opportunities to learn and grow.

“I was nervous about being in sales, but I’m good with people, so I went for it with real estate,” she says. In 2014 she studied for her license over four, 12-hour days. After passing the exam immediately, she discovered new excitement in how much there was left for her to learn. “It’s been amazing since then,” says Beverly, who especially enjoys helping first-time buyers but works with a wide range of buyers and sellers.

And Beverly sure is involved. A longtime community advocate, she helps out however possible. “I am proud to be a part of Paragould,” she says, adding that she is on the board of the Green County Community Fund, which contributes to multiple local organizations. Humbly, she doesn’t mention that one of her greatest recent achievements was helping the fund reach its 2016 goal of raising $260,000. In addition, she builds for Habitat for Humanity and is involved with Rotary; the PTO; and is Choices committee chair for Paragould Business and Professional Women.

Through that committee, she empowers high school girls to strive for education, strong careers and bright futures.

Meanwhile, Beverly and her family enjoy time on the water. “We live on the river and spend a lot of time fishing,” she says, adding that she also enjoys target-shooting and hunting. Her personal and professional lives are closely intertwined because of her community involvement. Reiterating the importance of empowering young women to keep seeking knowledge and to aim high, Beverly says, “I’m proud to be a REALTOR® and a mom who is able to give back to the community.”

Her clients, who are already referring 80% of her business to her, remember Beverly for her patient, down-to-earth, no-pressure approach. “When you’re trying to buy something, you’re going to be sold,” she says. “But when I take someone through a house, I tell them I’m going to let them lead; there’s no reason for me to try and sell it to them. They’ll know it when they find what they want.” Beverly therefore develops friendships with clients, particularly her first-time buyers who see her as a mentor. Sellers and buyers appreciate her lifelong love of Paragould and her established understanding of local real estate.

To remain on the leading edge, Beverly takes regular classes and earns designations that help her and her clients. “Einstein said, ‘Once you stop learning, you start dying,’” says Beverly. She is an Accredited Buyer’s Representative; an ePRO Certified Financial Specialist; a Certified Technology Specialist who offers expertise that gives her clients an advantage. She also holds her GRLA (Graduate REALTOR® Leadership Academy) designation.

Additionally, Beverly has achieved her Broker’s license. She hopes within the next five years to open and operate her own real estate business while continuing to offer the service and responsiveness that defines her. It’s surprising that a person who wanted to leave her 12-hour factory shifts in favor of more flexibility may seem to be working more now than she was four years ago. But Beverly’s real estate works allows her to help others in different and better ways. “Real estate gives me flexibility to be with my family and I get to be more involved in the community.”

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To learn more about Beverly Cook, visit buyitwithbeverly.weebly.com, email beverlyadepew@gmail.com or call 870.565.5081 www.

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DEANA KILCOMMONS Deana Kilcommons’ career in real estate is rooted in family and community. She started 17 years ago as a receptionist for her brother in law’s real estate company. After several years as a personal assistant, listing coordinator and closing coordinator for top producing agents, she decided to obtain a real estate license herself and she’s had a thriving career ever since.

Just over a year ago Deana started her own team when her friend and neighbor decided to become a buyer’s agent. Deana then added a marketing assistant who is now studying for her real estate license, as well as an admin assistant who has taken over the team’s marketing. Deana knows from her own experience that it’s worthwhile to support employees so they can take on new challenges, grow their own careers and flourish.

Deana and her team serve Anderson, as well as Greenville and the Lake Hartwell area. Deana has lived in Anderson for the past 13 years and raised her children there, so she’s an expert on various neighborhoods, schools and all the community has to offer. “It’s a wonderful place to raise children,” Deana says with a smile. Located only an hour from the mountains and two hours from Charlotte and Atlanta, it provides easy access to both gorgeous hiking trails and all the culture of a big city.

“Anderson is growing and our downtown community is a great place to have a nice dinner and visit,” Deana says.

realtor and public open houses. They still believe strongly in the efficacy of print advertising, placing ads in the newspaper and real estate magazines. Deana also works with her sellers, advising them on how to prepare the house for viewings.

What does Deana love most about her work? “Meeting new people and building relationships is my favorite part of the job.

I also love helping people find a new home or sell their current home. That’s very rewarding. I’ve been in real estate for years and I can’t imagine doing anything else.” To stay involved in the community, Deana and her team make a donation to a local charity for every home they sell; and they let the client select the charity they most want to support. They also are helping build an area home for Habitat for Humanity and are involved in downtown events.

In her free time, Deana loves to visit new places in the area– her favorite place to visit is Charleston, SC. For the future, she hopes to continue growing her team and to create a YouTube channel where her clients can go to get helpful information when buying or selling a home. With her passion for real estate, her team and her community, she’s sure to succeed!

Deana’s caring and thoroughness in supporting her clients set her apart from other realtors in the area. “I stay in constant contact with my clients, even after the sale,” Deana explains.

“I work as a relocation specialist–when buyers visit the area, I don’t just show them homes, I also show them the area. We cater to our clients; once they close we set them up with contacts to help then get established in their home and in the area. We believe in building rapport and building a relationship with our clients, which helps them feel more comfortable when learning a new area.” As a result, Deana receives frequent referrals from past clients and also works with various investors on a regular basis. She has a knack for staying in touch with past clients, meeting them for lunch or coffee and sending them cards for birthdays and anniversaries. She also hosts an annual client appreciation party.

Deana and her team believe marketing plays a big part in selling a home. For each new listing, they hire a professional photographer to take photos; and they create a virtual tour and a full color brochure and send out emails to other agents in the area.

They also share listings extensively on social media and hold 32

To find out more about DEANA KILCOMMONS, email realestatebydeana@gmail.com or call 864-245-5869 Copyright Top Top Agent Agent Magazine Magazine

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

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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 33

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 34

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.

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KEN LIBBY After 17 years as Police Chief of the resort community of Stowe, Vermont, Ken Libby started his commercial real estate career in the early 80s working part time for one of the lead commercial brokers in Northern Vermont.

“He took me under his wing and taught me what he knew,” Ken said with a smile. Ever since Ken has had a thriving second career and he now runs his own office in Stowe, serving the entire state of Vermont for commercial properties and the northern half of the state for residential properties. He’s an expert on Stowe–a year round destination with a ski resort, hiking trails and golf courses and a relatively short drive time to New York City, Boston, Montreal and Toronto.

Ken has a reputation for working hard for his clients and their interests; and as a result over 60% of his business comes from repeat clients or referrals. He’s a trusted member of the community–respected for both his past service as Police Chief and his current role as real estate expert. He is also heavily involved in the national commercial real estate scene, having served on the National Association of REALTORS® for several years. “That translates to knowledge and the ability to impart information that other people might not be aware of to the buying public here,” Ken says. He was one of the founders of the National Association of REALTORS® Resort and Second Homes Certification process and was chair of the committee that shepherded that certification through

approval in 2006. “That has been a very good designation to have behind my name up here in the resort community,” Ken says.

To market listings, Ken works closely with a marketing consultant who updates his social media accounts daily. He also has a new website. He helped found an invitation-only, referral organization for luxury real estate agents called the Associated Realty of the Americas (AREA), which meets three times a year. Ken has a radio show, as well as a television ad that runs on a local cable channel and in hotel rooms throughout Stowe. To stay in touch with past clients, Ken uses social media, email and phone calls and he makes a point to touch base seven times a year.

What does Ken like most about his work? “The people that I meet,” he says. “I make a new friend every week.

Some of them become dear friends.” Ken has been a pillar of the community for decades, acting as founding President of the Local Rescue Squad, the founding President of the Economic Development Council and the founding President of the Ski Academy for high school age Olympic hopefuls. He was a registered lobbyist of the State Legislature for 30 years, and served for two terms as President of the state real estate association. He was also chair of the committee that built a new firehouse for Stowe, and involved in the committee that built a new school. “I’ve pretty much been around,” he jokes. When he isn’t working he loves to ski in the winter, golf in the summer, and visit his 10 grandchildren. Ken just turned 78 years old and has no plans to slow down his real estate career. “This is so much fun–why would I want to retire?” he asks.

To find out more about Ken Libby, email ken@kenlibby.com or call 802 - 793 - 2002.

You can also check out his website at KenLibby.com www.

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MIKE & MARRIAH UNRUH As newlyweds Mike and Marriah Unruh realized they love to work together. They compliment each other’s talents and have the same work ethic and vision, so they decided they would take their passion for looking at houses and transform it into a career that would allow them to be of service to others. In 2001, they both received their real estate licenses and launched the Unruh Team Real Estate.

client events. “Many of our past clients are now in our close friend circle, so we just maintain those relationships by staying in contact and being part of their lives,” Marriah says.

Mike and Marriah serve the area from Northern Virginia down to Fredericksburg, as well as Loudoun and Orange Counties. An impressive 80% of their business comes from repeat and referral clients. What keeps their clients coming back and referring their friends and family at such high rates? “I would definitely say it’s the care and attention we give them, as well as our high quality of service. We communicate often and consistently with our clients.

And we make the process easy,” Marriah says. They also aren’t afraid to roll up their sleeves and help in any way needed. “We’ll help clean out the fridge or do whatever it takes to get it done.”

After working with the Unruhs, clients remember their caring attitude and how easy they make what could potentially be a stressful transaction.

Both Mike and Marriah have lived in Northern Virginia for their entire lives, and as a result they have a huge sphere of influence that helps them spread the word about each listing. “We have a large network we reach out to and we also use community advertising and social media,” Marriah says. To market listings, Mike and Marriah also believe in a full-service approach. They consult with each client as needed regarding how to best stage the property, and Mike takes professional photographs that Marriah edits.

The Unruhs believe in staying in touch with past clients, reaching out with handwritten cards and phone calls and hosting festive

Mike and Marriah are both very experienced and connected with the local real estate community. Marriah works as the Managing Broker of her office, and stays involved with the Northern Virginia Association of Realtors serving on the Grievance Committee, the NVAR Cares Committee, KWCP Culture Committee and the KW Agent Leadership Committee. She was also named the Keller Williams MidAtlantic Region’s Cultural Ambassador in 2016. Marriah makes it clear it’s Mike’s attention to detail and support, as well as their teamwork approach that allows her to chase her passions “He allows me to do all these additional things while balancing and carrying the load, making sure all is smooth with our transactions,” she says. After the Unruh’s children graduated from high school, they used their newfound free time to serve their community. “I became the Cultural Chair in our office in 2014,” Marriah says. She now works closely with nonprofits and over the last five years has raised over $75,000 for charity by hosting community concerts and silent auctions with her office. Mike and Marriah also volunteer to raise money for the Capital Area Food Bank and for underserved children in the community, as well as for other worthy nonprofits in the area. In Marriah’s free time, she plays the guitar, does aerial silks, and paints. A former pro-volleyball player, Mike’s free time consists of home improvements and spoiling his family. For the future, Mike and Marriah hope to help their clients connect with volunteer opportunities that would be a good match for them. They also hope to keep their team marketable and identify the people they can pass the reins to one day. With their drive to serve their clients and their community, they are sure to succeed!

To find out more about Mike and Marriah Unruh, you can contact Marriah by email at marriah@unruhteamrealestate.com or by phone at 703-855-5084, or check out their website at UnruhTeamRealEstate.com www.

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Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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KATHY NOSEK Multi-Million Dollar Producer and Managing Broker/Owner Kathy Nosek of 4C Realty has been providing her many satisfied clients in the Western suburbs of Illinois with a level of concierge service for over twenty years.

“I got started in real estate because of the great experience I had with the realtor who was showing my husband and I our first home. He was so full of energy and seemed to love his job. During our house hunting he mentioned to me that I should think about a career in real estate, he thought I would be great at it. I had enjoyed the process of looking for our home so much I decided to give it a try.”

That leap of faith Kathy took has paid off handsomely, and she is now one of the most respected agents working in the United States today. With a slew of designations to her name, Kathy has spent her years in the industry continuing to educate herself to better provide her clients with exceptional service. Among her designations are Relocation Specialist, Certified Real Estate Negotiator (CREN), Accredited Staging Professional (ASP), Accredited Buyers Representative (ABR) and Short Sale Foreclosure Resource (SFR). She also serves at the Main Street Organization of Realtors on the Grievance Committee and for the last 5 years on the board of Woman’s Council of Realtors (WCR).

With 97% of her business based on repeat clients and referrals, the customer service Kathy provides is highly evident. “My favorite clients to work with are firsttime home buyers,” she says. “I treat all my clients like they are my family, and I’m there for them whenever they need me. I coach them through every aspect of the process, from start to finish, and it doesn’t end there.

I build friendships as well. My business comes to me through the exceptional service I provide.”

Another factor that sets Kathy apart from her peers is her commitment to honesty.

“It’s really all about keeping your word,” she says. “If you don’t do what you say you’re going to do, then who are you? So that’s been a stronghold for me throughout my twenty years in this business.”

Staying in touch with past clients is of paramount importance as well. “I stay in touch through social media,” says Kathy. “I do a lot of phone calling, and I send out items of value to my sphere on a regular basis.

It’s about staying in touch with the people who have been so good to me throughout the years with their friendship and their referrals.”

Despite her financial success, what Kathy enjoys most about her career is the ability to interact with a wide variety of people. “The relationships that I have and keep to this day are very important to me.” The flexibility of the job is also a perk. “I’m a grandmother, so there are days when I can schedule time with my 2 grandchildren without having to interrupt my work days. I love that I can have my family time and still maintain a really good business.”

As for the future, Kathy will stay active in Woman’s Council of Realtors and hopefully become more involved at Main Street Organization of Realtors. She wants to remain focused on what she loves: helping clients buy and sell homes. “I love this career,” she says.

“I’m not planning on going anywhere.”

For more information about Kathy Nosek, please call 630 - 290 - 5239 or email Kathy@kathynosek.com Top Agent Magazine

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ASHLEY PEVEAR Her clients call her “absolutely amazing,” tireless, genuine and caring, whether they are working with her to buy a house, sell a house or both. And Ashley Pevear, REALTOR® at Twin City Homes, takes those compliments to heart. “Real estate is definitely my calling,” says Ashley. “I get to work with some great people. I love being able to help them out, to alleviate any stress and take anything off their shoulders while they’re going through a move.”

Although she grew up around real estate (her father, Don Sinnwell, is Broker/Owner of Twin City Homes), Ashley began her career in another service business, having owned an insurance agency. But Ashley had helped out with the family business since she was young. Four years ago she earned her license, firming up a bright future. In those four years, she has built a strong reputation, drawing nearly 85% of her business from referrals. “Most of our clients become like family to us,” says Ashley. “The have such a good experience that they’re happy to send their friends and family members to us.”

That good experience includes total devotion to service, maintaining a small-town, tight-knit feel despite the broad area Ashely covers southeast of Minneapolis. “With a small, family-owned business, people get different handling than with a large firm,” says Ashley. “We’re involved in all aspects of the transaction; we never hand off any part of it to other people. We help our clients through every step of the process.”

Ashely’s success with listings stems from that hands-on approach. Through continued, personalized communication, her long-term local relationships pay off for sellers.

“We market through all of the major channels, but much of what we do is networking directly with other agents and agent-to-agent social media marketing.” Her sellers appreciate her professional, pleasant, low-pressure approach,

saying Ashley’s knowledge of the market especially shines during negotiations. She ensures that homes sell for the fairest market price and won’t want her clients to settle for less.

That personal care also extends to buyers, of course, who leverage Ashley’s local market knowledge when weighing their options.

She’s known for her unrelenting patience; Ashley won’t get frustrated a buyer needs several months to decide on their home. “I am as available as possible to answer questions and help people navigate this complex and very important decision-making process in their lives.”

Making herself so available may sound difficult for someone who in her personal life is raising two “future real estate agents.” She and her husband have two little daughters, Sadie and Ursula, who make frequent visits to the office, just as Ashley did as a young girl. “We just moved also,” Ashley adds. “We’re on acreage now and love relaxing and enjoying the outdoors.” Family time is top priority when Ashley is recharging between making clients’ dreams come true. In addition, she and the other team members at Twin City Homes are actively involved with Homes for Heroes, the largest nationwide network of real estate specialists and local businesses who help providing easy ways for “heroes” to save on homes and related purchases. Those “heroes” include firefighters, law enforcement, members of the military, healthcare professionals, EMS and teachers.

“We are local to our community, so we want to give back to the people and places that make it what it is,” says Ashley, noting that she also likes to support the local schools. It’s a goal that motivates the future of her business. “I plan to continue to grow my business, helping more people with home sales and purchases, getting even more involved in our community,” she says. “I want to reach a point where we can give back even more.”

To learn more about Ashley Pevear, visit twincityhomes.com, email ashley@twincityhomes.com or call 651.423.1223 www.

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8

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.

1

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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2

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.

3

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.

4

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.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 42

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.

6

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.

7

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.

8

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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RICK REITH Back in 1998, after a successful career at the United Parcel Service, Rick Reith knew it was time for a change in his professional path. Prior to beginning his formal career as a real estate agent, he’d already earned a bit of firsthand experience selling a home, and it was the perfect test-run for the track he ultimately chose. Today, Rick has been in business for nearly twenty years. Throughout, he has cultivated a longstanding reputation built on the principles of client-first care, forthright counsel, and an abiding passion for his chosen field.

Primarily serving the Milwaukee metro region, Rick specializes in the area’s suburbs, particularly Elm Grove, New Berlin, Brookfield, Germantown, and Wauwatosa—to name a few.

With 85% of his business generated by repeat and referral clientele, Rick has built his business by bringing a personal touch to each transaction, instilling a sense of preparedness and calm in all those he serves. “I strive to treat every client as if he or she was part of my family, my brother or sister,” he says.

“I’ve been doing this for nineteen years and I work hard on behalf of each and every client.” In that vein, Rick incorporates a twenty-first century appreciation and utilization of emerging technologies, ensuring that each property enjoys maximum visibility and up-to-date marketing. Likewise, he instructs clients on prepping homes for market. Using his wisely chosen network of contractors and vendors, he offers clients access to trusted resources—whether they’re fine-tuning their property before listing, or have bigger renovations in mind when buying.

Additionally, Rick incorporates professional photography for every listing, rightly recognizing the power of a curated online

impression in today’s competitive market. “The internet is such a huge, important part of selling homes now,” he explains. “It’s so important to have good photography best representing your home’s value.”

Keeping in touch with clients long after the closing table is also of high priority to Rick. To stay connected, he sends out area sports calendars for the Brewers and the Packers, as well for area festival events. For his part, Rick also makes it a point to stay accessible, recognizing that availability and a quick turnaround are integral components of industry success. “Timeliness is very important in this marketplace,” he says. In addition to providing superlative service, Rick’s track record of success is proven—demonstrated over the course of a lengthy, prosperous career. What’s more, his passion for his work is genuine, and he relishes the excitement and challenges each new day presents. “I love doing something different every day and I like working with different people and in new situations,” he reflects. “Each day is unique and exciting; it keeps you involved with your work. It’s what I love about it. When you are your own boss and you grow your business, you can be proud of that since you built it on your own.”

Though his schedule keeps him occupied, Rick does his best to give back to the community through prior work with the historical society. In his coveted free hours, he enjoys the area’s many sports teams, practicing archery, and taking his motorcycle out for a spin with his wife on back.

As for the future, Rick has plans to continue his business’s growth, with hopes to bring on likeminded professionals and further develop his imprint. In the meantime, he’ll continue his service of the Milwaukee area, fielding the homeownership needs of his community and making a bright impact on the lives of others, one home at a time.

To learn more about Rick Reith visit rickreith.shorewest.com, e-mail rreith@shorewest.com, or call (414) 795 - 8833 www.

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JON R. ROBERTS Jon R. Roberts’ first taste of the real estate industry began in college, where he ultimately earned a degree in Architecture from the University of Tennessee before going on to earn a Master’s in Real Estate and Construction Management from the University of Denver.

Though he’d studied the hard details of the business then, it wasn’t until he was recruited by his own real estate agent that he made the official leap into a career in the industry. Soon enough, Jon discovered his natural aptitude for the business and began learning everything he possibly could about the markets he served. Seventeen years later, Jon has cultivated a masterful career and reputation as a seasoned expert, backed by a proven track record demonstrating the highest levels of integrity and professionalism.

Today, Jon works as a solo agent supported by an in-office transaction coordinator and assistant. He primarily serves central Denver, where he has become extremely well-versed in the ebbs and flows of the local market. “I focus my energy on knowing the market and I share that knowledge with my clients,” he says. “I know central Denver inside and out. I know every block, and probably almost every house!” Considering the Denver area’s highly competitive market atmosphere, Jon’s first-hand insight gleaned over nearly two decades affords his clients an incomparable edge. With 100% of his business driven by repeat and referral clientele, clients remember Jon for his incisive industry eye and consistent ability to deliver results. Beyond his keen understanding of the city, Jon’s commitment to integrity and open lines of communication is woven into the very fabric of his enterprise. “I’m a former U.S. Army Officer; my integrity comes from that,” he says. “I don’t just tell my clients what they want to hear; I tell them the truth, and I earn more business being able to tell people no than yes.” Likewise, Jon considers his role to go far beyond securing a sale. Instead, he digs into the details in order to help his clients resolve their transaction in the best position possible, helping them secure their long-term goals.

Jon mainly represents buyers, so he makes himself accessbile twenty-four-hours a day, seven days a week, in order to stay ahead of the curve in Denver’s blistering market. He’s always sure to answer client calls at any given time, with a commitment to be there when his clients need him most—regardless of the hour, question, or concern. “I really don’t mind working full time,” Jon says. “I always tell people: I’ll go skiing on Wednesday and work on the weekend.” Astutely recognizing that real estate is a relationship-based business, Jon makes a commitment to staying engaged in the community he calls home.

Accordingly, he supports non-profit organizations and social action through his work, building up the neighborhoods and communities that rely on the real estate industry to enact positive change and civic growth. In reflecting on his work, Jon says: “This business isn’t about me, and I’m happy to be in absolute service of my clients.”

Beyond the office, Jon gives back to the community in numerous other ways, foremost among them the hours spent volunteering with Colorado Youth at Risk, where he teaches and mentors students through high school. Additionally, Jon serves on the Legislative Policy Committee for the Colorado Association of Realtors and the Legislative Policy Committee for the South Metro Denver Chamber of Commerce. As for his free time, Jon enjoys the pastimes of any true Coloradoan: getting up into the mountains, skiing, and embracing the great outdoors. He loves spending time with his wife and her two children, relishing his new role as stepfather. Outside of work, Jon focuses his energies on launching a homebuilding company.

Thus far, his homebuilding company has built thirteen homes in the last five years, and harbors plans to build about nineteen more in the next three years.

As for the future, Jon has plans to take his practice to the next level by focusing on expanding his marketing efforts and continuing to deliver the same hallmark service his clients have come to expect.

With close to two decades of hard-won experience in his arsenal— along with an incisive eye for the industry he loves—the road ahead is bound to be bright with promise for Jon R. Roberts and his blossoming team.

To learn more about Jon R. Roberts, visit linkedin.com/in/jonrroberts, e-mail jon@BanyanRealEstate.com, or call (303) 520-4034 www.

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KELLY SHAW Although Kelly Shaw came from a family of Realtors®, after graduating from college in 2004, she still wasn’t sure if the business was for her. “Several people recommended that I try it for a year just to see if I liked it. Well, here I am 13 years later, so clearly it was the right decision. I’m really passionate about what I do.” Kelly is an award-winning agent who was recently named one of Hawaii’s top 100 Realtors® as well as one of the top 100 in number of transactions for 2016.

Kelly recently joined the prestigious boutique agency Elite Pacific Properties, and shares the agency’s business philosophy of offering luxury service with the aloha spirit.

Representing the Kona Community, Kelly has built a reputation for her ability to offer an exceptional experience to her clients, and for having a deep love and knowledge for the area she represents. Kelly doesn’t just see what she does as helping people buy or sell property. It’s all about selling the lifestyle and helping her clients achieve their ideal living situation.

All of that starts with really listening to what her clients want.

“Good communication is key to my success. It’s all about my clients needs, dreams, and desires. I’m grateful to be a vehicle to help them achieve those goals. Communication permeates through every aspect of my job. I answer phone calls and emails. I’m very accesible. Good communication also makes me an excellent negotiator and someone who excels at problem solving. Hawaiian properties can often

times have some issues. I‘m always able to work through them, by being honest and having solutions ready, so even a more difficult transaction can feel seamless.”

Kelly also goes above and beyond when it comes to marketing her listings, taking a comprehensive approach that utilizes both modern and traditional methods. “One of the things I love about Elite Pacific Properties is the support they offer their agents when it comes to marketing. I’m able to offer multiple levels of marketing, and can create unique campaigns that best fit each property. I’ve also advertised for several years on the back cover of a local magazine, so I really take advantage of all options in order to maximize exposure and get my listings sold for top dollar in the quickest amount of time possible.”

Kelly is very active in her community and works closely with several organizations that are devoted to supporting services such as the local battered women’s shelter. She is also active in ARPAC, where she works to improve the industry that she loves. When she isn’t working, Kelly enjoys traveling, reading, and of course, going to the beach.

Kelly would like to continue to grow her business, and is always looking for more educational opportunities in an effort to do everything she can to serve her clients to the best of her ability. “I’m so thrilled with where I’m at in my career. The support I’m receiving at Elite Pacific Properties is blowing me away. They give me everything I need to offer an unbelievable level of service, and that’s what it’s all about for me. I love what I do. I love that every day is a new experience, and I’m always meeting new people and learning new things. I can’t think of a more rewarding career.”

To learn more about Kelly Shaw call 808.960.4636, email Kelly.Shaw@ElitePacific.com or visit BuyAHomeInKona.com www.

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

1

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 48

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

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

5

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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GEORGE WEEKS George Weeks hadn’t initially considered a career in the real estate industry but after working for a brokerage while he was in college, he became hooked almost instantly, He got his license in 1987, and for 30 years he has been one of the most successful and respected names in the business in all of Tennessee.

Despite having been in the business so long, George has never rested on his laurels, Twelve years ago he started a team which has grown now to 16 people, all of whom share George’s devotion to providing outstanding customer service and operating themselves with the utmost integrity. The team primarily serves Rutherford and Davidson Counties, and have a remarkable 86 % rate of repeat and referral business. Team George Weeks is Rutherford County’s number one team and are proud to be a top producing team with RE/MAX. They have been honored for their achievements countless times by RE/MAX, REAL Trends, and many others.

Key to the team’s success can perhaps best be summed up

by George’s business philosophy which is to have the heart of a servant. They always put their client’s needs first. “It all begins with having a strong work ethic. I really believe in following the Golden Rule of the service industry, that the customer is always right. We are helping them with one of the biggest financial transactions of their lives so we do everything we can to find out what their needs are and then go above and beyond to exceed those expectations. We want happy clients at the end of every transaction.”

That above and beyond approach extends to their marketing, as well. “We use all of the latest systems and technologies to great advantage.

We work with a professional stager, who gets the home show ready at no additional charge to the client, Then we provide professional photography and video tours, also at no additional charge. We have full time marketing people on our team who are constantly blog and use social media to get the listing maximum exposure, and of course we are optimized on all major websites. We invest in marketing and that’s why we are able to sell our listings for top dollar in the quickest amount of time possible.”

George is very active in his community, especially through his church. He has chaired local committees and is also a huge supporter of area events and kid’s sports teams. He’s also involved with the Rutherford County Humane Society, Paws, helping rescue pets find forever homes. When he isn’t working, George enjoys spending time with his family, and traveling with his wife. He also collects antique cars and tries to play tennis when he can.

George has seen his business grow by 25% every year, and he would like to continue that pace as he broadens his business and network throughout middle Tennessee, with the ultimate goal of bringing even more people the premium level of service his team offers. “I couldn’t do what I do without the team of people that surround me. We all love what we do. It’s very rewarding to have the opportunity to help people every day.”

To learn more about George Weeks call 615.948.4098, email gweeks2010@gmail.com or visit teamgeorgeweeks.com www.

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