Nationwide 9-25-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

HEIDI CARPIO

LORI KAZANOWSKI

CHRISTOFER FOGELBERG

TAMMI KNAPP

SONYA FRANCIS

ANGIE KUZMA

JANAE LINCIFORT

DARIN HOLLAND

GREG MACALUSO

MICHAEL & ADAM MAX (THE MAX TEAM)

MIKE NETZEL

MEGHAN O. OLIVER

TINO PEABODY

MATT RAPF

BEN THOMAS

JILL WHITE & TINA ANDRADE

SHANE WOOTEN

NATIONWIDE & INTERNATIONAL EDITION

JILL WHITE & TINA ANDRADE

HEIDI CARPIO

CHRISTOFER FOGELBERG

DARIN HOLLAND

SONYA FRANCIS

BEN THOMAS

LORI KAZANOWSKI

TAMMI KNAPP

CONTENTS 4) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS' STRESS! 11) IF IT'S GOOD FOR THE SOUL, IT'S GOOD FOR BUSINESS

15) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET 19) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

25) TIPS ON BEING A GOOD TEAM LEADER 29) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID 33) BRANDING BAD IN REAL ESTATE MARKETING

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

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ANGIE KUZMA

MIKE NETZEL

JANAE LINCIFORT

MEGHAN O. OLIVER

37) COACHING 9-1-1 41) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

TINO PEABODY

45) 5 SIMPLE MINDS SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS

REALTOR Vendors and Real Estate Companiesâ&#x20AC;&#x201D; Get Nationwide & International exposure!

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GREG MACALUSO

MICHAEL & ADAM MAX (THE MAX TEAM)

MATT RAPF

SHANE WOOTEN

48) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

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Business Growth Hack: Absorb Your Clients’ Stress! Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth. 4

You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable. Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family. And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions. Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service. Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly. Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted. Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’” Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares. If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help. When clients feel cared for, they remember the agents and partners who helped them.

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JILL WHITE & TINA ANDRADE

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JILL WHITE & TINA ANDRADE Top Agents Jill White and Tina Andrade of Jasco Realtors in Memphis, Tennessee have been labeled “The Dream Team,” and for good reason. With a combined twenty-one years of experience between them, they are able to provide each of their many clients with top-drawer, conscientious and dedicated customer service. Tina began her sojourn into the real estate world in 1999. A former property manager, she decided to venture into the retail side of things and obtained her real estate license. Initially working primarily in new construction, she segued into working with investors in 2005. She now does retail, new construction and investment sales. Jill is a former public school teacher and employee of the State Department who grew up with a father who rehabbed homes. She made the switch to home sales three years ago. The two moved to Jasco in January of this year, and teamed up shortly thereafter. Currently in the top 10% of sales for the Memphis area, the pair work with first-time buyers, investors, repeat buyers and sellers. Savvy, cutting-edge marketing plays a huge part in their success. Within minutes of listing a home, they market it with ListHub which hits at least 54 different websites. With social media becoming such an active part of life, they target the social media sites to promote their listings. They oversee all of the details and manage the showings for the client, working with local lenders that provide marketing tools for the house. Both agents are part of the Memphis Area Association of Realtors which means all of their listings are put into the MLS system for every agent in the city to access. They also have the major sites like Realtor.com, Zillow.com, Trulia.com, and Homes.com. The Dream Team also has a website with a lead generation system. Their listings are put on their website and prospective buyer information is captured through the system. They enjoy selling in Shelby, Fayette and Tipton counties. “We do it all,” says Jill. “We sell everything from condos to mobile homes up

to million dollar homes. We service everybody.” The pair points to their egalitarian approach to real estate as a factor in their incredible success. “I think it’s because Tina and I have a philosophy that we have shared since we first met each other, and that is we work with everybody. It doesn’t matter the size of their budget, we treat every one of our clients the same. That’s huge in our area,” says Jill, “because we have the whole spectrum of home buyers. With their rate of repeat and referral business exceeding 50%, the pair is obviously doing something right. “A lot of our clients refer us,” says Tina, “because they have a level of trust with us that’s hard to come by. They know that we put their best interests first, above and beyond what our paycheck is going to be. With us, it’s our clients first and us last. They know they can depend on us to get their house closed when they list it, and we’ll do whatever it takes.” The pair make such a good team, they believe, because each takes a different approach toward supporting their clients, making for a wellrounded, efficient and smooth process. “We take care of them from beginning to end,” says Tina. “With us as a team, our clients get the ying and the yang. Jill is the hand-holder, she’s compassionate and is perfect with getting the paperwork and back-end stuff done. I’m the one who goes out and fights for them; I’m the strong-arm of the two of us.” “Our clients know we give 100% when we’re working with them,” says Jill. “Even if we have multiple deals going, our clients don’t feel that because we make sure each individual client is taken care of.” The fact that they both love what they do is yet another factor in the success of The Dream Team. “I love waking up and going to work,” says Jill. “I love interacting with the clients; I love going to closings with them and handing them their keys.” Says Tina, “I love real estate, I absolutely love it. I love the feeling of making a family’s dream come true.”

For more information about Jill White and Tina Andrade, please call Jill at 901-359-9651 or Tina at 901-502-0762, email rjillwhite@gmail.com or td.andrade@yahoo.com 8

Jeffrey A. Smith is proud to congratulate

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

Jeffrey A Smith | Managing Broker | TN 322248 o: 901.878.LIST(5478) | sellnotlist.com www.

Drew Johnston is proud to congratulate

Jill White & Tina Andrade

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

Drew Johnston drew@riverblufftitle.com | (901) 235 - 6906 riverblufftitle.com www.

2735 Highway 64, Eads, TN 38028 10

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night? The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning. REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing. Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says. “There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.” The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home. For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!” Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie. We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 12

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HEIDI CARPIO

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HEIDI CARPIO What could be better than a Realtor who gets results? One who puts clients at ease, is totally trustworthy and makes herself available 24/7. All those qualities describe Heidi Carpio, who, after just four years in the business, is raking in the referrals. It’s easy to see why. Meeting her clients’ needs is her top priority. “I want people to feel I’m there for them,” she says. “They tell me I’m accessible almost to a fault! They can call me anytime and ask me any question. I’m dedicated to providing them with outstanding service.” Four years ago, Heidi was about to turn 40 and was looking for a challenge. She wanted to open her own business, but it had to be flexible, as she has a family. When she married her husband in the late 90s, he was in real estate, and she got a glimpse into it, helping with open houses and taking clients out for dinner after a closing. She liked the energy of it, so she decided to get her license. “I thought I’d dabble in it and see if it was right for the second part of my life,” she says, “but I got immediately hooked!” She’s never looked back. Now Heidi serves primarily Milwaukee and Waukesha County, along with Walworth and Racine counties and the Lake Geneva, Delavan and Elkhorn areas. Her business comes from many places, and she makes sure to stay in touch with those clients after the transaction closes. She sends three big mailers throughout the year: a Green Bay Packers schedule, Brewers baseball schedule and large year-round calender for the new year along with a holiday letter. She sends their settlement statement at the end of the year. Then she likes to touch base by phone or text just to see how things are going, usually in January, February and March.

Even with homes sometimes selling before they go online, Heidi feels marketing is important. Her agency has an excellent marketing department, and she always hires a professional photographer. Then she coaches her sellers to pretend they’re in party mode. “You’re going to have guests!” she tells them. “You only get one chance to make an impression. You need to be game on!” Besides doing occasional staging, she always leaves a basket of treats on the counter tied with a ribbon and her card tucked inside, and a binder containing detailed information about the property and the community. Heidi loves what she does, from meeting new people and reconnecting with old friends to the flexibility real estate offers and being able to make her business whatever she wants. “It’s a fun industry to be in,” she says. Community involvement has basically been Heidi’s middle name, from supporting her parish school to volunteering for vets and United Way and sponsoring the local softball team. Focused on her kids’ activities now, she uses First Weber as a tool for community support but is always ready to bake or cook when someone needs help. She also likes to take a minute for herself, either gardening, enjoying her home, reading, biking or cooking, and she loves to travel. Heidi is philosophical about her business. “You’re learning every day,” she says. “I try to implement what I learn from other agents, good or bad. How can I use this in a positive way?” This year she plans to continue building her business, continue her education and live her life. “That seems to bring business back to me,” she says. “I’m so appreciative of my clients and the people I’ve worked with. I’ve been fortunate to meet a ton of great people.”

For more information about Heidi Carpio of First Weber Group Realtors, Greenfield, WI, please visit HeidiCarpio.com, call 414 - 350 - 8180 or email hcarpio@firstweber.com www.

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

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

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

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

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

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well. By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too. Theme Your Event Whether the area’s high school sports team has made it to the state champion16

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

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SONYA FRANCIS

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SONYA FRANCIS For Sonya Francis, real estate is a family affair. She started her career in 2003, when her father–who had just sold his oil business– suggested they both study to obtain their real estate licenses. What started as an interesting idea soon became a family passion and she now owns a thriving RE/MAX office along with her husband and her parents. While each of them focus on different aspects of the business, they have a strong collaborative dynamic and all work together along with the other agents in their office to help each other with their goals. Located in Carroll County, Maryland, Sonya serves Northern Maryland and Southern Pennsylvania including: Carroll, Baltimore, Howard, Frederick and Harford Counties and York, Adams Counties in Pennsylvania. Each year, Sonya sells over $10 million in real estate properties. Sonya’s work ethic and honesty both set her apart and are responsible for her incredible success. “I’m available 100% of the time. If I don’t know the answer to a question I never try to fluff it. I tell my client I need to research the answer and then I let them know,” Sonya says. It’s that sort of integrity that keeps her clients coming back and eagerly spreading the word about the amazing service she provides. Sonya specializes in foreclosure properties, acting as a listing agent for several banks, so almost all of her business is either foreclosure or repeat and referral. To market her listings, Sonya uses a mix of new technologies and traditional print media. She shares information via social media, MLS, ads in Homes Guide Magazine, and mailings to surrounding neighborhoods. She hires a high quality professional photographer for every listing. A licensed stager, she guides her clients in how to best arrange their house. But if the house truly needs a full

staging, she also hires a staging professional to take the lead on ensuring the house will really pop. What does Sonya love most about what she does? “Every day is different. I love meeting new people,” she says with a smile. Seeing her clients’ homes and how they decorate them also fascinates her. To keep in touch with past clients, Sonya sends out newsletters and fun, engaging contest questions. She also stays engaged via Facebook. Living in a small, tight knit community means she often runs into past clients while she’s out and about and she always loves to stop for a quick chat. “I become friends with my clients and I’m in constant contact. Every month they get something from me.” To stay involved with her community, Sonya sits on the Board of Directors for the Carroll County Association of Realtors. She also belongs to the National Association of Realtors and the Maryland Association of Realtors. Her RE/MAX office belongs to the Hampstead Business Association, as well as the Main Street Merchants Association and is involved in donation drives for the Boys and Girls Club and the Maryland Food Bank. In her rare free time, Sonya loves to spend time with her two boys, who are both active in sports. “We find ourselves spending a lot of time on the soccer fields,” she says with a smile. She also enjoys walking in her neighborhood and swimming in her backyard pool with friends. “My family and my friends are my world,” she says. Since Sonya’s own business is thriving, her future goals are focused on helping the other agents in her office grow and to perhaps open a second office. With her strong work ethic and commitment to serving her fellow agents and her community, she’s sure to succeed!

To find out more about Sonya Francis, contact her via phone at 410-871-4300 or by cell at 443-220-6560. She can be reached by email at sonyafrancis@remax.net. You can also check out her website at sonyafrancis.com www.

Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental. Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent. First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 19

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts. These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument. Here are some examples of meditations you can try.

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis. When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity. Top Agent Magazine

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BEN THOMAS

BEN THOMAS While he was apprenticing and working as a chef in high-end restaurants, Ben Thomas decided it was time for a career change. One day while he was looking through the paper, Ben saw an open position at Ray White and decided to apply, satisfying his long-held curiosity for the field. He landed the role in October of 2005, and has since climbed his way decisively up the ladder, now serving as the Director at Ray White Real Estate Ferntree Gully. Over the course of his twelve year career, Ben has crafted a polished professional reputation and a thriving career, focused on straight-forward communication and results-driven execution. Serving the City of Knox and its surrounding suburbs, Ben leads and mentors the sales team, while focusing his day-to-day efforts on listings and the big picture dynamics of heading an office. Just last year, Ben spearheaded the sales of 165 homes, earning him recognition as one of the top producers in Melbourne. This year, Ben won number one agent at Ray White VIC, which also became the number one producing office. As a leader, Ben has cultivated an office where his team is well-appointed and confident in their respective roles, allowing each to shine in his or her own light. With more than half of his business driven by repeat and referral clientele, Ben and his team’s ability to create memorable experiences for those they serve is foundational. Likewise, Ben and his team consider trust, integrity, and forthright communication among their highest priorities. They also place a strong emphasis on continuing education, guiding sellers through the intricacies of the listing process to earn them top dollar. Ben’s foremost goal is to be an advocate for his clients and approaches every deal from a strategic, results-driven perspective in order to get the biggest return on his client’s asset and investment. “The people who choose to work with me know that I’ll help them do what’s necessary to get top dollar,” he recounts. “Because I’ve delivered, they trust me with the work the next time around.” Ben has also created a professional environment where in-house team members are dedicated to client-side communication. This allows Ben and his colleagues to remain accessible to clients at all times, instilling a sense of security and clarity throughout the process.

As for his listing methodology, Ben recognizes the unparalleled importance of presentation when introducing a home to the market. Accordingly, he counsels his clients on attractive staging so that each property makes the ideal first impression whether online or in person. To further guarantee the highest possible sales price, Ben takes a holistic approach to marketing campaigns. In addition to syndicating all listings to the leading real estate websites, he also lends visibility to properties by incorporating online and full-page newspaper ads to create buzz around the community. To stay in touch with his past clients, Ben naturally maintains contact long after closing by checking in a few months after the close of a sale and showing clients their appreciation by sending gifting cards. In reflecting on his favorite part of his career, Ben says: “I love the ability to make a difference in someone’s life, putting them in the best possible equitable position for their next chapter.” As service is a theme that runs through his business dealings, it’s little wonder that Ben and his team make charitable giving in the community a cornerstone of their practice. As a company, Ray White is involved with over sixty worthy causes and raises at least twenty-thousand dollars in funds for the Royal Children’s Hospital each year. For his part, Ben is personally involved in sponsoring local schools and sporting clubs. As for his free hours, Ben loves to cheer on his favorite football team, the Bulldogs and spend time with family and friends. Considering his professional background as a chef, he is also keen on trying all the new restaurants hitting the Melbourne scene and keeping up to date on sampling the latest food trends. Considering the future of his business, Ben has his sights set high, with auspicious plans to become the top producing agent in the country. He’s always looking for ways to challenge himself and reach the next level of his practice. At Ray White Ferntree Gully, he’s looking forward to digging into his role as Director, and investing even more time into mentoring his sales agents as they develop. With his ambition clearly demonstrated by the steady success of his enterprise—along with an authentic streak for serving others—the best is assuredly still to come for Ben Thomas and his team at Ray White Ferntree Gully.

To learn more about Ben Thomas, visit RayWhiteFernTreeGully.com, e-mail ben.thomas@raywhite.com, or call 0433 - 439 - 590 www.

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CHRISTOFER FOGELBERG Originally from Gothenburg, Sweden, Christofer Fogelberg moved to the south of Spain back in 1999. After a few years spent soaking up the region and all it had to offer, he dove into the real estate industry in 2001 and launched his own imprint, Start Group, in 2003. Christofer’s professional niche is decidedly unique, and he offers clients an unmatched international pedigree with experience fielding business from multiple countries, in several languages, and for properties of all kinds. Undaunted by a challenge and inspired by the breadth his professional path has afforded him, Christofer is at the helm of a sixteen-year career built on first-hand insight and consistent delivery. Christofer’s business is based out of the idyllic destination region of Costa del Sol, perched on southern Spain’s Mediterranean coast. There, he and his team offer comprehensive real estate services that span seven languages and appeals to vacationers and expats from an array of European countries. With 60% of his office’s business generated by repeat and referral clientele, Christofer and Start Group have cultivated a sterling reputation for professionalism and on-the-ground expertise on Costa del Sol, where international buyers rely on his team’s precision and follow-through. What’s more, Christofer and his team set themselves apart by offering services that are tailored to the individual— from the language business is conducted in, to the corresponding knowledge of currencies, exchange rates, and international negotiations. Accordingly, Christofer and his team inspire a sense of confidence and security in those they serve, and stay communicative with clientele throughout a transaction’s progression. Likewise, the Start Group teams makes an effort to reach out and connect with their base, using newsletters, e-mails, and the wide reach of social media to stay friendly with past clientele, acting as an ongoing resource long after close. “Buying or selling a holiday home is about helping someone fulfill his or her dream,” Chris-

tofer explains. “Finding clients the right property for what they want is next to priceless. It also makes the work fun, because you get to see lots of happy faces and if you manage to do it correctly.” To market listings, Christofer and his team incorporate the leading international listing platforms online, posting properties in several languages to secure maximum exposure around the globe. Additionally, Start Group publishes their own property magazine, published a few times a year to generate a steady stream of interest in their roster of offerings. All in all, Christofer and his team act as wise counselors amidst sales that are often international, accounting for the complexities of a remote purchase, and navigating the negotiations and contracts of buyers and sellers the world over. “We’re available to help our clients even when they move in,” Christofer explains. “The services we offer pay off tenfold—especially for clients who live abroad and navigating international realty for the first time. We offer a helping hand from the beginning, so clients can feel at ease with their purchase. We don’t just reach the end of a transaction and say goodbye, we act as ongoing support.” To stay involved in his community, Christofer and his team give to a variety of causes that support children, including the Adahimar Children’s Association and the Global Gift Foundation. Christofer is also passionate about giving back to organizations that support animals and wildlife. In his free hours, he relishes quality time spent with family, enjoying the nearby beach. He also enjoys traveling internationally and scuba diving. As for the future, Christofer has hopes to continue his business’s steady growth, fortifying his relationships with area developers and growing within the thriving Spanish market. Today, nearly two decades since he launched his ambitious career, Christofer’s abiding goal is to deliver meaningful, impactful results to those he serves. With experience, courtesy, and capability guiding the way, the future is bound to be sunny for Christofer Forgelberg and his team at Start Group.

To learn more about Christofer Fogelberg visit startgroup.com, e-mail info@startgroup.com, or call +34 952 90 48 90 www.

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

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

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

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

DARIN HOLLAND After 17 years in the military, Darin Holland has the perfect qualities for a real estate career: discipline, work ethic, concern for others. He puts his nose to the grindstone and gets the results clients want, building friendships in the process. It’s no wonder that out of 15 agents, he maintains the #1 position in his office. “I’ve been trained to set a goal and follow it through to completion,” he says. “I don’t think twice about doing things other agents aren’t willing to do. I’ve traveled over two hours just to show a property—not even to sell it. I’m willing to go the extra mile to make sure everything goes smoothly.” On December 24, 2014, Darin was officially discharged from the U.S. Army as a disabled vet. He started an e-commerce business, but typical of his conscientious nature, he wanted a Plan B. That’s when he saw a billboard for a local real estate office that read, “Ask us about free training.” He called, went in, and of course they took him on. After the training, he interviewed a few different brokerages and selected to join the Richard Beckman Realty Group, where he’s been for the last two years. Darin serves primarily Mason County with a referral rate that has steadily climbed—referrals already account for 25 percent of his business. Clients love that he not only does a great job for them, he becomes a friend. “That’s heartwarming,” he says. “It inspired me to adopt this catchphrase on my letters and thank-you cards: ‘Selling Real Estate by Building Relationships.’ That’s truly the backbone of how to be successful in this industry: build relationships. Be able to leave a transaction and have a rapport with clients where they respect you as a professional but also think of you as someone they consider a friend.”

Along with building friendships, marketing comes naturally to Darin. As a full-service Realtor, he has professional photographs taken of his listings (including drone photography if an aerial view would be beneficial), which helps them sell faster than those of his competitors. And thanks to his experience in e-commerce, he’s prolific with social media, running Facebook ads and pushing each listing out so it gets the most views possible, eventually bringing in the perfect buyer. Darin loves the joy he gets from helping people accomplish their dreams and goals. “You can’t help but walk away with a smile on your face,” he says. He also loves the flexibility, “unlike the military, where I was told where to be, when to be, what to wear.” With three little children, Darin enjoys not having to sacrifice their lives for his career. This year he volunteered to coach Little League baseball for his son and daughter’s team. When he has time, he loves to go fishing and hunting. He’s developed a wonderful sense of community through his real estate practice. “I didn’t know what I was missing,” he says. “After struggling through the recession, we’re seeing so many positive things starting to happen. We’re working to bring in a YMCA, new hotels, and of course businesses that can provide our community with stable jobs to replace those lost when the mill closed. I can make a difference on the issues we get behind.” Darin has volunteered for community cleanup with his church, served as a director for the Mason County Association of Realtors, attends chamber of commerce functions and much more. In the future, Darin plans to keep building his business and is currently forming a team, so that he can support additional clients with the same exceptional service. With his expertise, discipline and compassion, he’s sure to accomplish his goals.

For more information about Darin Holland

of Richard Beckman Realty Group, LLC, Shelton, Washington, please visit sheltonrealestatepro.com, call (360) 463-7624 or email Darin@RichardBeckman.com www.

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LORI KAZANOWSKI Top Agent Lori Kazanowski of All Towne Realty in Clark, New Jersey knows that real estate is all about helping people, and as a former nurse she is ideally suited to care for her many grateful clients. With nineteen years of experience under her belt, Lori has been providing top-notch customer service that has placed her squarely at the top of her profession. “I was a nurse, and a doctor I worked for wanted to buy a property,” says Lori. “I connected him with a realtor in town, and one of the nurses I worked with thought I’d make a good realtor. I feel like it’s another helping profession, and that people who worked in service positions bring real estate to another level with their customer service.” Selling primarily in Clark, Union County, and Middlesex County, almost all of Lori’s business is based on repeat customers and referrals. The reason for that, she believes, is her dedication to her career and her clients. “I give excellent service,” she says. I answer my phone all the time, I call my clients before they have to call me. I’m also a workaholic, so I don’t take vacations and I work seven days a week. My last vacation was seventeen years ago, and that’s the truth. Nursing was a job, real estate is like the statement ‘if you do a job you love, it’s not work.’” And I love that I can help people.” Savvy marketing and guiding her sellers through the process of preparing their homes for sale has played a major part in Lori’s success, and to that end she does extensive walk-throughs and makes suggestions about what should be moved or removed from the home prior to listing. “If I feel there’s something that needs to be done I’ll hook them

up with a handyman just to get the house ready to show. We also have a full time professional photographer on staff, so my photos look much better than the ones some agents take with their camera phones.” Lori is also adamant about providing efficient service and not wasting her client’s time. “One thing I do that a lot of other realtors don’t, is that when my client wants to go out looking at a lot of houses, I always call the listing agent first. There are a lot of properties that are already under contract or in attorney review and the agent has not marked them as such, so you can waste a lot of steps. I have never shown a house without contacting the listing agent first. How can I advise my buyer if I don’t know my playing field.” Giving back to her community is something Lori has been doing for a while, and she was formerly on the local Board of Education, a former Girl Scout Leader and a member of the Pool Committee. Her late husband was a city councilman for eighteen years. During the rare times she isn’t working, Lori enjoys watching real estate shows. “I’m very real estate focused,” she laughs. “Even when I’m watching these shows my phone is on, I don’t shut it off, I answer it. Or if I’m at a closing or an appointment, they’ll get a call back within five minutes.” As for the future, Lori is committed to remaining at the Platinum Level of sales, which is the highest possible. “I just want to continue doing what I’m doing: give great service. This is a wonderful career and I love every moment of it.”

For more information about Lori Kazanowski, please call 732 - 713 - 4984 or email Lkaz@comcast.net 28

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. Itâ&#x20AC;&#x2122;s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Hereâ&#x20AC;&#x2122;s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse? Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement. Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest. Stick to your schedule and adjust accordingly. It’s also important to not just post your listings. Be a resource for people who follow your page. Post community events, or other informative articles that are relevant to home ownership. Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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TAMMI KNAPP Tammi Knapp of Keller Williams in the Raleigh Durham area of North Carolina is one of the most successful real estate agents working in her area, an achievement based on both hard work and her absolute dedication to her many grateful clients. Possessing a true entrepreneurial spirit, Tammi entered the world of real estate after opening a successful fitness center in California. “I built that business from the ground up,” she says. “I negotiated the lease on the property, and the lease for the equipment. I really enjoyed that negotiation process. After a while, though, I kind of realized that the day-to-day running of the business wasn’t really my thing, it was the negotiations that I liked. So I started looking around and decided real estate would be a good place to be.” Tammi currently has a team of two agents and a transaction coordinator, and is in the process of adding two more agents to keep up with her flourishing business. With almost 50% of that business based on repeat and referred clients, they are clearly doing something right. “I think it’s because my clients know that I care about them,” she says. “I make a connection with them. I feel like it’s almost a friendship that is made during the transaction, and I try to make them feel like they are my only client - even though I have many clients – and I think they appreciate that. I also try to make the process stress-free.” Being able to hone in on her client’s needs is another factor in Tammi’s success. “I like to get a win/win for my clients. I also like to try and get a feeling from my clients. I help them get the feeling they want from the transaction. It’s different for everyone, so I try to figure it out and get that for them.” Her responsiveness is often cited by past clients as a reason they enjoyed working with her. “I answer my phone,” she says. “I

get back to them as soon as possible, because their concerns are of great importance to me.” Staying in touch with her many clients is also of paramount importance. “I’m Facebook friends with most of my clients. I also send out emails quarterly. I phone them, and I have client appreciation events. The last one was a Durham Bulls game, and they were able to bring their family and come out and catch up.” Savvy marketing plays a factor in her success, too. “I always use professional photography and every single listing is videotaped. I have a large online presence, including Facebook, I use Zillow, some print media and ‘just listed’ and ‘just sold’ postcards that go out for every listing.” When she’s not working, Tammi has volunteered for local charitable organizations, including a thrift shop that also provides services such as dental work for the underprivileged. Her priority, however, is her family and spending time with them. An avid volleyball player, she can be found during her rare free moments on either indoor or outdoor sand courts. As for the future, Tammi plans to continue growing her business. “I’d really like to grow my team a little more, develop my systems so they’re even more streamlined, so that nothing ever falls through the cracks. Providing excellent customer service is always my goal and I continue to learn from each transaction, and to build on that so the next transaction is even better.” Ultimately, it all comes down to one thing for Tammi: happiness. The happiness of her clients, her team members, and of course, her own. “Happiness takes you to your goals, not the other way around,” she says. “So in every team meeting I talk about happiness; what my team is doing to make sure they are happy and what they can do to increase that happiness.”

For more information about Tammi Knapp, please call 919 - 995 - 0397 or email tammi@tlcrealtypro.com Top Agent Magazine

ANGIE KUZMA Although she was quickly a top-producing agent working in the greater Tucson area, Angie Kuzma is a single mom of two girls who originally started in a completely different field—education. “I felt like my opportunities were somewhat limited in education, and I was looking for something that had no ceiling. Real estate seemed like the perfect fit because you get out of it what you put in. My degrees and my background were actually a great foundation for this industry. That was in 2010 and it’s been an amazing journey ever since.” Angie led a successful residential team for the past several years and recently joined forces with Pete Peterson’s commercial team to form Stratton Real Estate Group. They recently added a full-service property management division, creating a truly one-stop real estate team. The team is currently with Keller Williams Southern Arizona and has a dominant residential presence in Southern Arizona, with commercial partners spread across the country. “Our team consists of highly motivated, hard-working agents who love to help people. We really function as a family, so we have a lot of fun together and we work hard.” Stratton Real Estate Group is one of the few teams in the Tucson area that provides services in all aspects of real estate including residential sales, commercial and property management, and no matter what type of transaction they’re dealing with, providing top notch customer service is always their priority. “We are all about serving the needs of our clients, whether that’s selling a property or getting them into an investment opportunity. If someone is upside down on their house, we can help them turn it into an investment until they gain equity. Whatever a client needs, we are here to guide them to the best solution.” It’s this level of red carpet service that not only keeps people coming back, but also recommending Stratton Group to their friends and family.

A key aspect to Stratton Real Estate Group providing such a high level of customer service, is running off of proven systems so that every client receives the same exceptional experience and nothing slips through the cracks. The team also takes advantage of various Keller Williams strategies which allow them to stay in touch with past clients, as well as provide them with valuable market information that keeps everyone educated on their investments. Stratton Real Estate Group offers their clients an incredible marketing plan, and they have a full time marketing director on their team. One of their biggest strengths is that their average home sells 25% faster than the time it takes the majority of Tucson agents to sell homes. “We really spend a lot of time getting the homes looking their best and getting professional photography done. We always want our listings to stand out and look their best. We get our listings maximum exposure internationally, and incorporate a dominant internet and social media presence, which is what allows us to net our owners the highest profit possible.” Angie is very active in her community and started a program called “Houses 4 Kids” in order to stay connected to education and give back to local schools and teachers. Her team donates portions of their commissions to schools when they sell homes. Keller Williams as a company believes strongly in giving back to the community, so Stratton Real Estate Group makes it a priority to make a strong impact in their community in as many ways as possible. They support education, veterans, the local food bank, and various other associations around Tucson. Stratton Real Estate Group has big plans for the future. They would like to grow to 50 agents in 2018, increase the number of properties they manage, and expand their commercial partners in order to do sales in 15 cities across the country. They are currently on track to double the number of homes they sold last year, and they are excited about the future in front of them. “ We love what we do, and we’re passionate about bringing what we offer to even more people, while impacting the community at a very high level.”

To learn more about Angie Kuzma and the Stratton Real Estate Group, call 520-225-0020, email Angie@StrattonRE.net or visit StrattonHomes.net www.

Branding Bad in Real Estate Marketing by Rob Flitton

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

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients. In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important. By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client. And there is another devastating result—the agent ends up financing the brand of their brokerage. 33

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

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

And finding potential clients comes down to two fundamental activities: hunting—the effort to find “right If an agent ever decides to look into now” business every day form a changing their brokerage they are variety of sources; and farming—the somewhat trapped. Not only do they effort to grow a reliable bounty of lose any equity or money they spent leads by having a long term online on co-branding and collateral mater- and offline strategy with the agent, ials, and the reliance on having some and not their company, as the central leads here or there, but they are empty- core of a targeted branding strategy. handed vis-à-vis Google Juice—each time they leave a brokerage, they are Rob Flitton is a Seattle Real Estate Marketing specialist helping independent starting all over. The solution for any agent is to drill 34

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

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JANAE LINCIFORT Top Agent Janae Lincifort of Keller Williams Greater Columbus in Columbus, Ohio has only been selling homes for two years, but has achieved rapid and stellar success through a combination of a solid work ethic and a wealth of knowledge accumulated during her previous career in the mortgage industry. “I think the biggest thing that sets me apart is my knowledge of the back end of things,” says Janae. Especially with me being a newer agent, I was able to come into this with no experience and still be able to make people feel comfortable that I knew what I was doing to make sure we could get them into a home and to close on time.” Staying in close contact with her past clients has endeared her to them and resulted in a high rate of referral business. “A lot of my clients follow me on social media,” she says, “and they actually continue to send me referrals. I’ll go out and visit them, and just now and then send them something in the mail to remind them that if they need anything, or have any questions, they can call me.” Savvy marketing is also a huge part of Janae’s success. “I start with having pictures taken by a professional photographer,” she says. “Then I get that up on the MLS, which goes to several websites like Trulia, Zillow and RealEstate. com. I’ll send out postcards to the area, and I also phone the entire area. In addition, I contact my past clients to ask if they know of anyone in the area, and request that they send them my way.”

A solid five-star rating on the aforementioned Zillow is testament to Janae’s prowess in her new field. Among the many glowing reviews is this standout: “I strongly recommend Janae Lincifort basic on my experience. I was in the process buying a house and didn’t really know what to look for. With Janae on my side, I was able to make not only the right decision, but move forward every step with discretion. My experience with Janae was exceptional.” Another reads: “Janae Lincifort knows her job very well. I love my house; she did a great job. Janae made me and my family feel very comfortable and welcome; I couldn’t have picked a better person to help me with our decision on buying a home that I plan to raise my children in.” There are many things Janae appreciates about her chosen career, chief among them a sense of comfort and ease that she did not experience in her previous finance-related endeavors. “It doesn’t feel like work,” she enthuses. “I’ve been on the lending and banking side of things, and how I feel now is completely different from how I felt then. I feel like I’m really helping people by getting them into their homes, and I truly admire that they allow me to help them through the process.” As for the future, Janae is looking to continue growing her business. “My husband is now licensed as well, so I plan on building team and seeing if we can get to the point where we’re big enough to eventually spread out and go out of state.” “Even though the grind of the job can be difficult,” says Janae, “I genuinely feel like this is what I was called to do, this is my purpose and what was meant to be. I really love real estate.”

For more information about Janae Lincifort, please call 614-456-9916 or email jlincifort@kw.com Top Agent Magazine

GREG MACALUSO Backed by more than 15 years in the financial services industry beginning in New York, Greg Macaluso brings a unique perspective and approach to the world of residential real estate in North Carolina. “I had always dreamed of owning my own business, so I opened an OSJ (office of supervisory jurisdiction) branch of LPL Financial in the Charlotte, NC, area,” he says. “But I traveled often and spent too much time away from my family.” Not wanting to be “that Dad” whose time with his kids took place by FaceTime, Greg researched careers for his transferrable skills. Real estate kept appearing as a strong possibility, given Greg’s strengths as a financial advisor and entrepreneur. “I started four years ago and am thankful every day that things have progressed as well as they have for myself and for my team.” That team includes four other real estate advisors and two virtual assistants on The Mac Group of Costello REI covering the greater Charlotte Metro Area. “I’ve built a unique team of agents who each have a background in some form of corporate finance,” says Greg. It’s a niche that propels them. “We’re determined to take a strategic approach to advising people on one of the biggest investments they’re going to make in their lifetimes.” Given their corporate finance experience, impeccable communication and professionalism define the team’s engagements. “Our backgrounds allow us to guide clients more strategically than others can; we have a stronger understanding of how someone’s home fits into their overall portfolio.” To help people visualize homes as investments, The Mac Group conducts comprehensive background data collection including census bureau information on the markets that are attracting people to (or from) Charlotte. “We know what areas are hotter than others,” Greg says. This analysis empowers both buyers and sellers and has even inspired Greg to consider expanding into additional growing markets in the Carolinas.

“We mostly work with families and individuals, but about 15% to 20% of our clients are investors,” Greg explains. “What sets us apart is the time we spend helping all our clients understand their investments.” Greg enjoys “changing the game” of real estate by creating a “full advisory experience” complete with slide shows and charts to educate and guide people. In addition, The Mac Group’s comprehensive process for listings includes strategic pricing; differentiation of properties after a free staging consultation and recommendations for low-cost/high impact improvements; professional photography; professionally drawn floorplans; and wide advertising. “You have to spend money to make money. We spend upwards of $10,000 a month marketing our listings.” Greg conducts targeted marketing in addition to the mass marketing, especially to regions that are attracting the most Charlotte buyers. Meanwhile, every minute that Greg is not working, he wants to be with his children and his wife. “They are why I went into this. Without my wife, I wouldn’t be able to do anything I’m doing!” The family enjoys bike rides, playing at the park and quality time that’s all part of having a fulfilling life. “I understand that life comes first,” Greg says, adding that he knows that many people are driven by a specific life experience or situation. For Greg, that drive comes from the fact that, at age seven, his identical twin brother sustained a traumatic brain injury (TBI) that led to lifelong treatments. Greg, therefore, actively supports Hinds’ Feet Farm in Huntersville, which provides innovative programs for adults with traumatic and acquired brain injuries and their families. “Everything they do is amazing,” says Greg. He adds that, in life and work, it is important to keep things in perspective. “Everyone has problems or issues they have to face and we all have to be sympathetic to that while still driving ourselves to accomplish what we want out of life.” Driven, humble and focused on what matters: That’s Greg, summarized.

To learn more about Greg Macaluso, visit macgroupclt.com, email greg@macgroupclt.com or call 914.522.4398 www.

Coaching 9-1-1 By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up. Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?” Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business. Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us Copyright©, 2015 Walter Sanford. All rights reserved. online at www.waltersanford.com. 38

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MICHAEL & ADAM MAX (THE MAX TEAM) feel gratified helping someone get to the next stage of their life. “There’s a lot of emotion behind the process,” Michael says. “I love helping people through it. Adam and I are also fast paced. We love that the market can change in a heartbeat. As long as we’re changing with it, it’s a lot of fun.”

For Michael and Adam Max, real estate is not just a career, it’s a passion. In their early twenties, the brothers exude energy and understanding. Couple that with a strong work ethic and lifelong experience, and you’ve got a team you want on your side. “Our father’s been in residential real estate in the suburbs for 25 years,” Michael explains. “We were 14 when we started cleaning buildings my dad managed. When we turned 18 we got our leasing licenses and began renting out the units. At 21 we got our broker’s licenses so we could sell the buildings, and from there we jumped into real estate. We have strong family ties to the industry, so we treat our clients like family too, making sure everyone has a good experience.” While they’re relatively new—Adam has had his real estate license three years, Michael, almost two—they’ve grown by 80 percent, turning many of their previous leasing clients over into listings and buyers. They’re also available 24/7, and the size of the commission doesn’t matter—it’s about the person. “Whether we’re working with a $900 rental or a $5,000 rental, a $200,000 buyer or a $1 million buyer, we treat all clients with the same respect, the same work ethic,” Michael says. The Max Team primarily serves through the City of Chicago to the North and NorthWest Suburbs. The brothers split their time between offices in Northbrook and River North, and their father jumps in to help on suburban transactions. They incorporate both old- and new-school techniques to market their listings, from the MLS, Zillow Premier, and social media to magazine advertising, open houses, broker opens and tours. Word of mouth, however, is their best weapon. They stay in touch with past clients by becoming friends on Facebook or Instagram, and set up reminders on their phones to reach out when a client has a birthday or life event. They also send a small gift, such as a candle, every couple of months. Why so much passion? Both brothers love being with people all day rather than sitting at a desk, and they Top Agent Magazine

There aren’t many young Realtors in the suburbs, so the first thing Adam and Michael did was join a committee of the North Shore Board of Realtors to plan and host events for younger agents to get to know each other, regardless of agency affiliation. They also participate in charitable causes. The most rewarding has been a south side project where they joined several foundations to bring the area up, going to churches, schools and restaurants and talking to people about what they wanted to see in housing. Adam and Michael plan to grow their business every year, yet stick to their roots, never turning down a client because of price. They’d also love to become a bigger name. “At 23 or 24 years old, becoming Top Agents in Chicago would be amazing,” Michael says. “We’ve been lucky enough to do 75–80 transactions already, $4-5 million, and we want to grow every single year.” Those numbers are hardly a matter of luck. Michael and Adam work tirelessly, serving clients with knowledge and understanding. They’re well on their way to those goals.

For more information about Michael and Adam Max of The Max Team, Realty Advisors North, Northbrook, Illinois, please visit MaxTeamRealty.com, call 847.480.5500 or email TheMaxTeam@realtyadvisorsnorth.com www.

MIKE NETZEL “It is true that you can have anything in life that you want if you’re willing to help other people achieve what they want,” says Mike Netzel, who has risen to the top of the residential real estate market in north suburban Pittsburgh, Pennsylvania, in the past 28 years. To Mike, making his way to the #2 spot among Keller Williams agents in Pennsylvania is as much due to his unrelenting tenacity and work ethic as his attitude. “Getting people what they want is our job as REALTORS®,” says Mike. In establishing themselves as leaders in their market, the four members of The Mike Netzel Team continuously keep themselves trained in the latest knowledge and technology available. But Mike insists that in addition to education and real estate designations, each team member considers service their top priority. “Our focus is all about people.” In fact, Shelley - TMNT’s Buyers’ Specialist – earned her master’s degree as a licensed therapist and was a TMNT client before real estate. “She realized that helping others is her passion and that’s exactly what we do!” Meanwhile, Cara, Mike’s Executive Assistant, found the doctors’ offices she was directing increasingly subject to various outside influences. “But the challenges of the real estate field, and working with Mike,” she laughs, are a welcome and invigorating change. In real estate, each of Mike’s team members helps clients navigate major decisions. “The ability to create and to problem solve is unparalleled. We get new opportunities to solve different problems every day,” says Mike. Mike, who has been coaching and training in real estate for more than 20 years, believes it is his responsibility to each of his clients to continue his education. “And when you have a real passion for a topic, learning isn’t a task or a chore, he says. “It’s kind of like breathing.” His clients notice, with more than two-thirds of them returning to him for additional transactions and the balance coming largely from referrals. Mike, in turn, rewards his clients for being a valuable part of his life. “The HGTV show ‘Property Brothers’ is coming to Pittsburgh soon and we are hosting a group of 25 clients to hang out with them while they’re here,” he said. While mailings, emails, birthday greetings and active social media engagement are always part of the mix, Mike says that his events and other ways of staying in touch with clients are continually evolving. “When a new method of communication comes out, we’re on that right away. But engaging with people the way they want to engage is always a best practice!” Mike sees it as an honor to be able to make a difference in people’s lives, whether they are buying or selling. “We’re people first, real estate second.” When working with sellers, Mike takes an aggressive, assertive approach that clients appreciate. “We’ve done professional pho40

tography for years as well as aerial photography and drones for some properties,” he says. “We’ve used drones in new construction, flying them through multiple stories.” With multiple homes hitting the market each week, the team also leverages online and interactive social media marketing to the fullest to get buyers coming through each property. Mike’s unrelenting effort doesn’t stop with work. In his personal time, he enjoys “going fast” on his motorcycle and his Tesla, as well as working out at the gym. He and his wife and their children are blessed to be involved in the vibrant faith community at their church and enjoy giving back to community causes. Even after 28 years in real estate, Mike is more fired-up about the industry now than ever. “When I started, it was exciting, but I had no resources back then,” he says. “Now, things are rapidly evolving; we’re growing North, South, East and West, and TMNT is on pace to double our satisfied clients assisted in 2017. We’re actively seeking to add new talent to power this growth,” says Mike. He prefers to hand-pick team his members from diverse backgrounds outside the industry. Doing so provides his team and clients with fresh perspectives and advantages. “Success,” says Mike, “depends on the talent you surround yourself with in business.”

To learn more about Mike Netzel, visit themikenetzelteam.com, email Mike@TMNT1.com or call 724.933.8547 www.

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts. Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect. Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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MEGHAN O. OLIVER Meghan Oliver loves to see her clients smiling at the closing table. They’re happy because she helped them achieve their goals with excellent service, start to finish. With fun! Meghan recently placed a radio ad that was “so corny” it took off. She never expected the reaction, but now wherever she goes, people are talking about her. Tagging her as Super Agent Meghan Oliver. “I like to err on the side of humor,” she says, “because real estate can be extremely emotional. I like to show people there’s a lighter side of it.” By that, clients come to know that Meghan gives 100 percent: around-the-clock availability, lightning fast responses and thorough market knowledge. Meghan grew up on Chincoteague and now serves the Chincoteague Island area, from the Virginia/Maryland state line to the Chesapeake Bay Bridge Tunnel, a distance of about 80 miles. Her broker calls her the Roaming Realtor. Meghan found her path in life by chance. Working as a server in a restaurant at 18, by 24 she wanted more. But she didn’t qualify for student loans, so college wasn’t an option. A friend suggested real estate, and she found that was the perfect solution. She earned her sales license in 2004 and quickly discovered that real estate was her dream-come-true career. She loves what she does, and that’s reflected in the rave reviews she receives from her clients. They enjoy working with her personally as well as professionally. Meghan’s down-to-earth attitude and keen eye on market trends keeps her at the top of her game. She didn’t quit during the recession; instead she waited on tables to help pay the bills.

“People around here respect that,” she says. “That’s basically my life story.” She’s become friends with so many of her clients, and that’s the part of her job she loves. “It’s like I have a whole other family,” she says. “We go out to dinner or they invite me to parties or holiday events. Just having someone say ‘Hey, Meghan made it happen!’ is really gratifying. It makes me feel that I have a purpose; to be the one that someone trusts enough to get them into their dream home or find the right investment or buyer.” Meghan is plugged into social media, which helped her get started and helps her stay in touch. She also uses social media blasts to market her listings, along with New Listing alerts. She advertises in print media as far away as the Virginia Beach market and does direct mail campaigns, such as Just Listed postcards for properties over a certain price point, within a radius of the property. She likes to get sellers involved in staging the home, which she then photographs using an extraordinary tool her company purchased: 3D Matterport technology. She recently listed an adorable house where every room looked like a page out of a magazine. But it sat on the market for four months. She ordered a 3D Matterport on a Friday, had it online that night, and by Wednesday the house was sold. When she’s not working, Meghan serves on the board of the local YMCA, supports the Little Leaguers and does fund-raising for local causes, including the construction of a dog park on Chincoteague. She loves spending time with her own little dog and just being outside in the fresh air. “It’s good for the soul,” she says.

For more information about Meghan Oliver of Long & Foster Real Estate, Chincoteague Island, Virginia, visit meghanoliver.lnf.com, call 757- 894- 0798 or email Meghan.Oliver@longandfoster.com Top Agent Magazine

TINO PEABODY Ever since he earned his license at the ripe age of nineteen, Tino Peabody has lived and breathed the real estate industry. As he worked his way through the ranks over the years, he earned his broker’s license and went on to own his own brokerage. Eventually, he used his industry knowledge and experience to make a transition to property management, and now he is at the helm of the thriving Peabody Residential. Equipped with nearly two decades of first-hand industry insight, Tino has founded a business committed to fostering a superlative team and the lasting success of his clients.

As for marketing their listings, Tino utilizes the MLS to disperse listings across every possible platform online. Property listings are accompanied by professional photography, as well as measurements and immersive details regarding each home. Additionally, pairing with other brokerages as well as tenant placement services helps them sell and fill properties with efficiency. In reflecting on what he likes most about his work, Tino says: “Every day is different, and there’s always a new story to discover. I’ve created a business where our staff is happy and we can help our clients maximize their investment.” He focuses on providing an educational experience for his clients, so they are empowered to understand their returns and feel confident in the service Tino and his team provide.

Primarily serving northern Virginia, Tino’s reach extends into the northwest D.C. area. Together, he and his team manage between 225 and 250 properties depending on the time of year, and provide their clients with comprehensive property management services. These services include evaluating, pricing, and making properties market-ready, in addition to screening tenants and coordinating leasing. Other services offered by Tino and his team include inspections, transitions, lease violations, insurance claims, and even the sale of a property if it is required. As a specialty provision, Tino and his team often work alongside military personnel who are leaving their homes for years at a time and require reliable management to protect their investment. Tino and team offer an exemplary level of service and lure clients with their staff to client ratio of 1:26, while the industry averages about 1:80. This allows team members to hone in on each property they oversee and never become overloaded in a way that effects performance. Likewise, Tino offers an elective contract for clients, with a month-to-month performance guarantee: if a client is unhappy with their service, Tino refuses to charge them for that month. Highlighting Tino’s commitment to proper execution, he and his team have received more awards than most any competing property management company in Virginia, D.C., and Maryland. They are the recipients of the Angie’s List Award for Super Service for seven years running, and were named the Best of the Best in Property Management, earning a spot in the Top 5% of companies in the nation for best business practices.

Outside of the office, Tino is deeply involved with his community through various outreach efforts. He’s the President of the Virginia State Chapter of the National Association of Residential Property Managers and the past President of the Northern Virginia Chapter. He also serves as the Chairman of the Virginia Association of Realtors and the Property Management Council. Through these organizations, Tino helps craft laws and guidelines related to his industry. He also helps host the largest property management conference for Virginia property managers, upcoming this October. Tino makes time to speak at national conferences to help educate other property managers on time management and best business practices. As for his free hours, Tino is a family man first, and loves nothing more than spending time with his wife, eight-year-old son, and five-year-old daughter, exploring the outdoors. As for the future of his business, Tino has ambitious plans to create the first property management company to become nationally recognized, lease-certified residential management company—a status his company already holds locally in Virginia and D.C. Driven by the same enthusiasm that characterized his entry into the industry, Tino is looking ahead with an incisive eye. With knowhow, determination, and a proven track record of success already in place, the future is bright with possibility for Tino Peabody, his team, and Peabody Residential.

To learn more about Tino Peabody, visit PeabodyResidential.com, e-mail tino@peabodyresidential.com, or call (703) 436 - 6963, ext 123 www.

5 Simple Mindset Shifts That Will Help You Achieve Your Goals

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

Turn jealousy into admiration

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

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

Tackle the things you dread doing first

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

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision. If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic. When you’re feeling emotional...wait. It really is that simple. Wait it out until 46

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

Learn to love feedback

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

Replace a fixed mindset with a growth mindset

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

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MATT RAPF Malibu is a wonderland, where a tight-knit community, rich history, unforgettable coastline and breathtaking views from the mountaintops are a lifestyle. And as a lifelong resident of Malibu and a local REALTOR® for nearly 35 years, Matt Rapf is the best advocate for its buyers and sellers. “I was fortunate to learn the business from my mother, Carol Rapf, who for several decades was considered the ‘Queen of Malibu real estate,’” says Matt. “She handled many of the high-profile people in entertainment back in the 70s, 80s and 90s.” Matt’s oldest Brother Jim Rapf has been his mentor and inspiration for decades. “I was fortunate to be born and raised in Malibu Colony where our family lived since the 1930s so I guess you could say beachfront real estate is in my DNA.” Real estate came naturally to Matt and he takes great pride in carrying on his family’s tradition. Matt is a Broker Associate at Pritchett-Rapf Realtors and carries on that family tradition with a deep dedication to excellence in service. “I try to put myself in the mind of my clients. If I can’t answer a call immediately, I don’t wait until the end of the day to return the call. Things like that matter. I am extremely hands-on, involved in every aspect of a deal. My clients like that I am so involved.” Representing buyers and sellers from all ends of Malibu, Matt brings uninterrupted knowledge of the area. “We have deep roots here.” He’ll go anywhere for a client to help them experience each unique part of Malibu. “People know that I can take care of anything they need,” he says. “They come to me to ask about all aspects of Malibu.” Matt notes that his clients also become his friends. “I’ll do a $20 million deal or a three-week lease,” he adds. “I just want to take care of my clients.”

That commitment is reflected in Matt’s listings and marketing. “The Pritchett-Rapf marketing program is extensive, unique, creative and multi-platform,” he says. From tailored staging to his choice of photographer from an extensive network of professionals, Matt has “go-to” people for each home. “We’re also part of LuxuryRealEstate.com,” he says, describing the largest international luxury real estate site, which syndicates their listings globally. “And each house is a story for me,” says Matt, who loves to write. “I was an English major in college and I use those skills in my property descriptions. The key to online marketing is creating an emotional connection immediately to grab people’s attention.” Matt’s clients compliment his energy and enthusiasm for Malibu, for real estate and for their needs. “I love working with people,” says Matt. “Malibu is deep in my soul. It means the world to me when people and their families fall in love with it.” Personally, Matt enjoys all Malibu has to offer – including surfing and beach time with his two children and his wife. “I have a deep connection to the ocean,” he says, noting he is currently writing a memoir about growing up in Malibu. Looking forward, Matt says that every transaction is a chance to evolve as an agent and he plans to continue growing his business. “It’s such an exciting time to be in real estate with all the emerging technologies,” says Matt, explaining that success ultimately boils down to how much an agent knows his market, how hard he will work for his client and what experience he brings to the table. “I love what I do and can’t believe that my office is next to the sea; I’m the luckiest guy I know!” He adds that life in Malibu is wonderful, but that he and other community members remain mindful of “what a little bubble this is out here.” Keeping things in perspective, Matt is involved in service work in the inner city. Giving back is part of him, just as much as Malibu real estate is part of who he is. “My wife and I are raising two kids in Point Dume. It’s important to us to keep them centered and focused on what matters,” says Matt. “We all have to keep our values real and genuine.”

To learn more about Matt Rapf, visit mattrapf.com, email mattrapf@msn.com or call 310.916.6053 www.

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

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

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 48

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SHANE WOOTEN With his natural people skills and a dedication and drive to succeed, it’s no surprise that Shane Wooten has found great success in sales. He started off in retail sales, where he quickly made a name for himself as an award winning and accomplished professional. In 2005 a customer recognized his talents. “I was selling car audio equipment at the time, and a man approached me to see if I was interested in selling real estate. He really opened my eyes to the opportunities this business offered me, and I got my license and started working Real Estate full time in 2006.” Shane now leads one of the most successful mega teams working in Northeast Louisiana. His team consist of 12 agents and 8 support staff members all of whom share Shane’s dedication to providing an exceptional customer experience. “We have a solid rate of repeat and referral business and I think that’s the best testament to the service we provide. People feel comfortable referring their friend and family to us, and that’s a great way to know we’re doing something right.” Although Shane has always been in sales, he truly considers what he does as relationship building. Shane is not only able to build strong relationships during the active transaction, but he maintains those relationships after

closing as well. “We do make an effort to stay in touch with our past clients, and use social media so we can stay a part of their lives, which is key part of this business.” Shane and his team go above and beyond with their marketing as well. “We’ve just started using a professional stager to get our listings show ready, and I really take a hands on approach in that process. We also have a professional photographer on staff and he’s incredible. Once we get the listing and images all top notch, we get the maximum exposure possible. Shane tries to be active in his community whenever he can. He and his wife have volunteered at the local homeless shelter and are also big supporters of animal rescue. When he isn’t working, Shane enjoys cooking, fishing, and spending time on the water with his kids. Last year Shane and his team were the top team at Keller-Williams in the Gulf State Region, with 360 units sold and a Volume sold of $51,200,000 and Shane has big plans to take his vision of how a team should be run and expand into new marketplaces. “We’ve built a great team and we are really excited to take it to other cities and duplicate what we’ve been able to accomplish here. We really treat this as a people business. We just happen to also sell real estate. I love what I do. I get to interact with people every day, talk to them and hear their stories. It’s a great honor to be able to help them achieve their real estate dreams.”

To learn more about Shane Wooten call 318 -348 - 1943 email wshanewooten@gmail.com or visit shanewooten.yourkwagent.com www.

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