Nationwide & International 9-4-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

MICHAEL CALABRESE

MELISSA HONEA

RAYMOND CHIN

MARK LEADER

JEFFREY CHUBB

JOSE RAMON MARTINEZ

DEBBIE MELVIN

KIMBERLEY EZEARD

SAM PLOUCHART

SARAH REECE

MELINDA ROBINSON

ROBERT JOHN SCHWENDEL

KENNY SPERRY

MIKE STARKS

CAYLYN SULLIVAN

BRENDA WELSH

MIKE WILLIAMS

NATIONWIDE & INTERNATIONAL EDITION

MELISSA HONEA

MIKE WILLIAMS

JOSE RAMON MARTINEZ

ROBERT JOHN SCHWENDEL

KENNY SPERRY

CAYLYN SULLIVAN

MICHAEL CALABRESE

RAYMOND CHIN

CONTENTS 4) WHY DOESN'T TRAINING WORK FOR YOU?

13) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

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

17) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

21) IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS? 26) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

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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KIMBERLEY EZEARD

JEFFREY CHUBB

SAM PLOUCHART

MARK LEADER

DEBBIE MELVIN

SARAH REECE

MELINDA ROBINSON

30) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

37) 5 REASONS WHY YOU NEED A MENTOR

33) THINKING OF LISTING? NINE WAYS TO GET READY

41) SHUT UP AND SELL

MIKE STARKS

BRENDA WELSH

45) BUYERS AND SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS 49) BECOMING THE BEST OF THE BEST

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Why Doesn’t Training Work for You? by Carla Cross

Why isn’t your training working for as a ‘performance art’, not a you? Every company says they ‘knowledge pursuit!’ ‘have training.’ Yet, whether you’ve been in business 2 days or 20 years, Big question for you: Think of your you’ve probably felt frustrated that last 3 trainings. What were you doing those hours spent in class—listening in class? Listening to the ‘expert’? to someone at the front (the Or, were you putting to work what ‘expert)—didn’t do you any good. you were learning—while in class, There’s one reason training doesn’t so you could get valuable feedback work—and here’s how to make it before you ‘practiced’ on real work for you, so you don’t waste people—your clients? precious hours in training rooms. What you need to be doing in class Training doesn’t work because it’s to assure you can do it ‘for real’: not taught right—and the people in the class aren’t doing what needs to • If it’s appropriate, you need to role be done for training to make a play (like answering objections, giving a listing presentation, etc.) difference in their lives. Here’s what training needs to help • If appropriate, you need to you every time you’re in class: differentiate (like finding mistakes in a purchase and sale agreement). Training must have action inside class to be effective for you. • If appropriate, you need to practice the actions in class and then What do I mean? go out and do it with a ‘real person’—the client—and come back I mean we have to look at real estate and tell how it went (practice a 4

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listing presentation, do it ‘for real’, Real Estate: Performance Art and come back to class and refine it). or Knowledge Pursuit? None of these things happening in class? Make it work anyway. Take the ‘actionable’ items you learned in class and go do them—for real— within 3 days of going to class (otherwise we only remember 10% of what we heard!). Now you’ve made your own action plan. Trainers: I just videos showing training work. uTube channel. Top Agent Magazine

Let’s be honest: Do you know someone in your office who seems to know everything—but doesn’t sell a stick of real estate? Sure. That’s the problem with treating real estate as a ‘knowledge pursuit’. It has little to do with results. It’s a performance art. How you perform in the field—with real clients— did a series of 5 determines your success. how to make your See them on my Big question for you: Which kind of agent are you? A ‘performance art’ 5

How you perform in the field—with real clients—determines your success. agent or a ‘knowledge pursuit’ agent? Which is easier to become? Your Training Should Resemble a Piano Lesson

will ‘do it’ for you 3.Relying on ‘on demand’ video. Many large franchises are providing video on demand training. Brokers may be relieved that this is going to take training off their plates. I wish. Unfortunately, video training can provide very limited production results. Why? Because people don’t learn much by watching video. Yes, they learn a little. They observe someone else doing something; they get information. But, they don’t have to take action.

As a long-time pianist and teacher, I know intimately that, if you don’t practice, you can’t play (or you play badly)! Think of effective training like a piano lesson. You practice outside class. You come prepared. You get tips and modeling from your teacher. Then you practice in class with your ‘coach’ watching and listening. Then, you ‘go out in the field’ and practice. You come back When you’re ready to get results ready to perform for your coach from your training, you’ll be ready to treat your training like the power again. That’s effective training. tool it really can be. Here are 3 things that don’t work in training (and things for you to avoid): Carla Cross, CRB, MA, is an international 1.Listening for a long period of time and thinking you can do it (you already know that, from your experiences, right?) 2.Thinking most company training 6

speaker and president of Carla Cross Seminars, Inc. and Carla Cross Coaching. A former national Realtor Educator of the Year, Carla is known as one of the ‘go-to’ experts in her profession. She’s written training and coaching programs for most of the major real estate franchises. Contact Carla at 425-392-6914 or www.carlacross.com. Top Agent Magazine

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MELISSA HONEA

MELISSA HONEA Home buyers and sellers seeking the most considerate, professional services in Central Mississippi appreciate the boutique real estate offerings of Dream Home Properties, co-owned by REALTOR® and Broker, Melissa Honea. “I love this work!” says Melissa, who thinks nothing of working 12-hour days up to seven days a week to meet her clients’ needs. Although she has built her reputation and her business steadily since entering real estate in 2006, it wasn’t until several years into a corporate sales and marketing career that Melissa heeded the call to real estate. “I’d wanted to be a REALTOR® all my life, and when I finally let myself do it I never looked back!” A longtime resident of Central Mississippi, she brings local expertise, savvy negotiation skills and deep passion for real estate to her profession. “I love helping people find their dream homes and helping make their dreams come true,” she says. Inspired by her clients’ personal successes with real estate, in 2012 Melissa formed Dream Home Properties with business partner Melissa Rhodes. With the goal of furthering the American Dream of home ownership, she became Principal Broker of the agency, which now includes six thriving agents. “We’re a boutique firm,” she says. “We each work independently but with a collaborative spirit.” As experts in central Mississippi, the firm’s agents combine their knowledge, energy and expertise to create an unforgettable home buying or selling experience for every client. “Clients see our dedication, commitment and genuine care,” says Melissa. “I am grateful for the opportunity to work for them and I treat each client like a member of my family.” Those people, in turn, are grateful for her honesty, openness and willingness to go above and beyond on their behalf. They value the attentive service that Melissa and all of the agents

at Dream Home Property offer, explaining that Melissa puts them at ease, describing her “game plan” and educating them before and during each step of the process. Given her creativity and her deep marketing background, Melissa most enjoys the advertising and marketing components of listing and selling houses. Sellers benefit from her love of the creative process. “We’re on all the major websites with featured listings for our sellers and we pay extra to have the listings optimized for viewing on all mobile devices,” she says. “We also use professional photography and videos with music, so that our clients’ listings look beautiful on every platform.” Melissa and team are also known for integrity and for making themselves readily available to address questions or concerns, not only during the sales process but for the long-term. As a result, Melissa finds that her network of loyal clients reaches out to her regularly. “If I’m thinking about someone, I’ll call them. But it’s fun when someone I sold a house to 10 years ago calls me for a reference on a plumber or help with something else they know I can provide,” she says. As Dream Home Properties grows, therefore, Melissa will maintain and expand on her image as a reliable community resource. “I will probably continue to grow my business as far as recruiting more agents,” she says. “But I’m selective about whom I’ll hire!” Dream Home Properties prides itself on providing the best service from well-informed, involved agents. Melissa herself is an Accredited Buyers Agent (ABR); a Sellers Representative Specialist (SRS), a Certified Negotiation Expert (CNE); and a member of the Women’s Council of REALTORS® (WCR), who also volunteers with several real estate boards and has held numerous elected roles and committee chair posts. “Each of us is also very active in our local communities,” says Melissa, who cherishes every aspect of real estate. “I plan to make real estate my ‘forever’ career!” she says.

To learn more about Melissa Honea, visit MSDreamHome.com, email melissa.honea@gmail.com or call 601.209.6093 www.

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

For many sales reps, being flexible throughout the sales process seems like the best, consultative approach to establish a strong prospect relationship and win more sales. Rather than suggest what a prospective client should buy, reps opt to empower the client to dictate their needs. In doing so, the thought process is that reps convey patience and a commitment to ensuring the client gets exactly what they want, which will in turn improve their chances of closing the deal. Here’s what that approach accomplishes instead: Slower buy cycles and lower closing ratios. Truth is, most buyers don’t know exactly what they need from you. Sure, prospects know the outcome they want to achieve. They might even have an idea of which tools or services might help accomplish it. But they don’t know which specific products, services, or solutions will get them there. Other prospects know the outcome they want to achieve, but have no idea how to get started, let alone which products, services or solutions to look at. Top Agent Magazine

Either way, to achieve the outcome they’re aspiring to, buyers often look to you to guide them toward the right decision. When you don’t provide that guidance, it stalls the sales process and dramatically reduces closing ratios. Here’s why: 1 Flexibility doesn’t empower buyers — it confuses them 2 Forcing work on to your buyers typically causes them to look elsewhere for someone who can figure out how exactly to address their problem In both cases, your performance suffers. Ultimately, buyers — particularly in the earlier stages of their buy cycle — don’t want total flexibility or the freedom to choose any possible solution. They want, and need, guidance from you to navigate toward the right one. When you provide that definitive insight in the early stages of the buying cycle, customers gain confidence that you’re the right person to get them to where they need to be. To put it more bluntly, being “flexible” is a cop out. It might make you feel better, but it’s not helping prospects. If you really want to empower small and mid-size businesses to make meaningful change, you have to be willing to make a definitive, confident recommendation and show prospects a clear path to addressing their problem. When you do that, you’ll close sales faster and your clients will be happier. They’ll get what they need (and want), and your closing ratios will trend in the right direction. Copyright©, 2016 Kendra Lee. All rights reserved.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding strategies. 10

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JOSE RAMON MARTINEZ

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JOSE RAMON MARTINEZ At the tender age of sixteen Jose Ramon Martinez was already working in a real estate office as a clerk assisting with paperwork and he was fairly certain that being a realtor was in his future. He became a licensed agent in 2013 and now has a total of fourteen years in the industry and four as an agent serving the greater Chicagoland area. For most of this time he has worked as a solo agent but he began working with a team just this year at ERA Mi Casa Real Estate. He’s currently a member of NAHREP, CAR, IAR, NAR and is on his way to the ERA Circle of Success. Many of his clients rave about Jose Ramon’s incredible patience in working with his buyers and his willingness to keep looking until he finds the perfect home for them. His attention to detail and rock-solid work ethic have earned him a nearly 50% repeat/referral rate in only a few years as an agent. “I try to always be there for my clients,” he says. “I take them to the home inspection and I also always show up for the closing which not all agents do. But how can I not be there for the closing? That’s my client’s big day!” Jose Ramon’s hands on approach has made great friends of many of his clients and his attention to building relationships also extends to the lenders he chooses to work with. “You can know twenty different lenders,” he explains. “But if you don’t have a relationship invested with them then that doesn’t help your clients.” He takes a proactive approach with his sellers as well, meeting with them at the

home and asking them to take care of repairs rather than waiting for an appraiser to tell them to do it. Unlike many agents Jose Ramon prefers not to do a whole lot of staging when selling homes. “I like to show the house as it is without a lot of bells and whistles,” he says. “It should be about the house not about the fancy furniture that’s just there temporarily.” Jose Ramon always does employ a pro photographer for marketing purposes and holds one or two open houses per month. “I like to keep in touch through emails on every holiday and send past clients calendars at Christmas and things like that,” he says with a smile. “It’s the little things that keep you in people’s minds.” When not working Jose Ramon is a multi-talented musician. “If you don’t see me out there selling houses then you’ll see me playing in a band!” Since he plays piano, bass, accordion and guitar there are no end of musical opportunities for him in the Chicago area. He also enjoys playing soccer with his nieces and has helped host several events to benefit the local elementary school. But most of all Jose Ramon is enjoying his career which allows him the freedom he covets. “I never felt comfortable working a nine to five job,” he explains. “I like to call my own shots and I really enjoy being out on the road and being able to meet new friends through my work.” As for his future in the industry Jose plans to have his own company and team one day. “It’s always been my goal to make sure that no client ever feels left alone or has unanswered questions,” he says. “If your clients are happy then you’re successful. You can’t have one without the other.”

For more information on Jose Ramon Martinez call 773-964-5661 or email jrm@joseramonmtz.com Copyright Top Agent Magazine 12

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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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ROBERT JOHN SCHWENDEL

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ROBERT JOHN SCHWENDEL Top Agent Robert John Schwendel of EXIT Kingdom Realty in Levittown, New York has made a name for himself as an agent who is willing to go above and beyond standard levels of service to provide all his clients with the very best guidance the industry has to offer. Robert, who sells primarily on Long Island, works with a stellar team that includes his partner William Anthony Dean as well as Michael Tepper and Morgan Miller. He got his start in the real estate world six years ago when he began reevaluating his life and former career choice. “I told my friend – my current partner – that I was looking for a change,” he says. “I wanted a job where I could create how much money I made and not have someone else determining that for me. I was working twelve hours a day, six days a week, and getting paid nothing. I needed a change. My partner got me set up with everything, showed me the ropes. I learned a lot from him.” Robert dove right in, and from the get-go began to establish himself as a force to be reckoned with. His deep commitment to client service – coupled with a sturdy work ethic – created an ever-growing base of grateful clients who have come to depend on him for his honesty, efficiency and depth of real estate knowledge. Robert and his team can currently boast that their business is based nearly 70% upon repeat and referral business, a direct result of that client gratitude. A solid five-star rating on Zillow is testament to the confidence Robert inspires in his clients. Among the glowing testimonials is this recent tribute: “It is my absolute pleasure to recommend Robert Schwendel. Robert spent countless hours with us during the home search process. He guided us through every step of the way and made sure we found the perfect first home. His excellent service, frequent communication, professionalism and dependability made this adventure much easier for us. We sincerely

appreciate the fact that he went above and beyond for us and would gladly recommend his services to anyone buying or selling a home.” That gratitude goes both ways, and Robert is adamant about letting his clients know that he appreciates the trust they place in him. “I try to stay in constant communication with current and past clients,” he says. “We’ll send out cards or little gifts just to let them know that we’re grateful for trusting us with their home purchase. I feel like anything we can do to give back, we should do.” An avid techie, Robert made the decision early on to provide his clients with the very best current technologies have to offer, and began providing interactive floor plans for all of his listings, regardless of price point. “I do this for both buyers and sellers,” he says, “because it helps them plan everything out before they move in.” Robert’s passion for real estate is equaled by his passion for giving back. To that end, he and his partner have formed a non-profit foundation, Pink Cans 4 Cancer, which collects recyclable cans and donates the redemption proceeds to charities that promote breast cancer awareness for young women; cancer being something that, unfortunately, hits close to home for them. “Both my mom and my aunt are breast cancer survivors,” he says. As for the future, Robert plans to continue growing his already burgeoning business and to hopefully open his own brokerage at some point. Purchasing investment properties to secure the financial future of his family is also on the agenda. “I love what I do,” he says. “I love helping people with the most important decision of their lives. If I can make the process of buying or selling a home a little easier and a little smoother, I’ll do anything I can to help.”

For more information about Robert John Schwendel, call 718-578-8331 or email Robert@yourperfecthomeawaits.com Copyright Top Agent Magazine 16

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. Top Agent Magazine

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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CAYLYN SULLIVAN

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CAYLYN SULLIVAN Caylyn Sullivan is relatively new to the real estate industry but you’d never know it looking at her sales record! Specializing in the townhouse market of New York City’s Upper East Side Caylyn has sold over $250 million worth of real estate and currently represents more than $120 million of exclusive townhouse listings. Not bad for only being in the business for four years. Caylyn originally worked in the healthcare field right out of college. “I loved helping people,” she says. “But I felt like something was missing from that career and I didn’t like the way the healthcare industry was being handled.” She was drawn to real estate’s nearly limitless income potential as well its entrepreneurial aspect. “I love the concept of building your own brand and creating your own business,” she explains. “And best of all I’m still helping people.” Caylyn is already known for her unparalleled work ethic, drive and attention to detail in one of the world’s most competitive real estate markets. In fact in the first half of 2017 alone she’s sold over $100 million dollars’ worth of townhouses. “A lot of agents I’m competing against have been in the biz for twenty years or more and have a well established name,” she explains. “So I’m kind of the one young person in my area and I think I give off that hungry competitive energy that attracts people.” Caylyn has extensive experience representing individual owners as well as estates and institutions and uses her youthful tech savviness to her advantage in marketing her listings, employing everything from Instagram and LinkedIn to email blasts and video newsletters to get the word out. However she’s also a fan of good old fashioned phone calls and often checks in with her past and potential clients just to say hello. She credits her willingness to understand her clients’ needs and desires Copyright Top Agent Magazine 20

for much of her success. “A lot of agents can be very aggressive and think they know best,” she says with a smile. “But I’m very big on listening to my clients wishes and concerns and advising them appropriately. I’m constantly in touch with them during the whole process.” Originally hailing from the Boston area Caylyn lives in the Upper East Side and is avidly exploring all that her adopted hometown has to offer. In college she played field hockey at the national level and continues her love of fitness by taking workout classes of all kinds. Last year she started practicing golf as a way to connect with clients and colleagues. “Yeah I’m working on the golf thing,” she laughs. “I wouldn’t say I exactly play just yet but I’m learning!” Caylyn helps support her community as a member of the Friends of The Upper East Side and the Apollo Circle of The Metropolitan Museum of Art and she is constantly building new industry relationships as a member of the Urban Land Institute and the Real Estate Board of New York. She plans to continue to build her brand and business going forward. “I really like that I’m still helping people but I also like the competitive nature of it,” she admits. “I love the hustle involved in the real estate business and I’m all about growth.” And at only 27 years old she is well on her way to the top of the heap in the glittering City that never sleeps.

For more information on CAYLYN SULLIVAN call 212-574-6966 or email CS@lesliegarfield.com Top Agent Magazine Copyright Top Agent Magazine

Is Starting a Team the Right Solution for your Business? You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision. 21

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans22

actions in sometimes stressful circumstances. Having the right team spirit, so to speak, is what will help your business and team grow. The ultimate goal of a team is to have thriving careers for everyone on board. So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we? Top Agent Magazine

MIKE WILLIAMS

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MIKE WILLIAMS Mike Williams, Top Agent and seasoned real estate veteran of nearly twenty-five years, has been providing his many satisfied clients with the very best in client service since 1995. A consummate professional, he has made a name for himself as a realtor who can be depended on to look out for the welfare of his buyers and sellers. Mike got his start in the business when he responded to a classified ad in a newspaper and began working for a land developer in Northern Wisconsin, doing vacant land sales. “That’s where it all began,” he says. Having recently opened his own office, RE/MAX Central in the city of Plover, he is beginning the process of staffing his office in order to grow his business and begin to increase the market presence of RE/MAX in that area. Mike has built a solid reputation as a realtor who is willing to take on difficult listings that many, less experienced agents would be likely to avoid. “I’ve always enjoyed working with difficult properties,” he says, “the ugly ducklings, if you will. I’ve had success with them; I find them to be a challenge. So I’ve developed a fairly good reputation in the area as the agent clients can go to when they have that property that is a little bit different or out of the ordinary.” With an impressive rate of repeat and referral business that accounts for close to 30% of his transactions, Mike is clearly doing something right. His willingness to hold his client’s hands through the often convoluted process of buying or selling is among the many reasons his clients keep returning to him for his services. “I think I’m easy to work with,” says Mike. “There are some buyers and sellers who are very experienced and they’re relaxed about it, but that’s generally the minority. Most of them really need a guide, and that’s the part the real estate agent plays.”

That compassion for his clients goes hand in hand with the expertise he has cultivated during his many years in the business. “I’ve weathered some good markets, I’ve weathered some really bad markets,” says Mike. “I enjoy the interactions with my clients because the job is different day to day, one of those jobs where you think you’ve heard it all…but just wait until tomorrow because you’ll see that’s not the case. This job keeps me challenged, keeps things different, and the job is forever moving. It’s sort of the perpetual motion machine if you will, real estate doesn’t really sleep.” Making sure he leaves his clients with a good impression of him is of vital importance to Mike. “My main goal with any client, when all is said and done, is that they can look back and say that I was good to work with, and made things go really well…that the transaction process was as relaxed and as smooth as they could have hoped for.” Mike is adamant about giving back to his community, and to that end supports multiple local charities and also coaches youth basketball in the area. When he’s not working, he enjoys spending time with his wife and his young daughter, fishing, playing basketball and spending time with friends. As for the future, Mike intents to continue building his business and to increase the visibility of his office. “I want to get our name out there,” he says, “and in the right places, to be both seen and involved. I want to participate in local events, I want us to not just be viewed as a real estate office but as a community presence.” “I really enjoy real estate,” he says. “I find it fun. Yes, it can be stressful, but then again any job can be. I’m very content where I am right now.”

For more information about Mike Williams, call 715-544-4881 or email mike@centralwisconsinrealty.com Copyright Top Agent Magazine 24

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business. So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

BUILD A SOLID FOUNDATION

SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy. You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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KENNY SPERRY “With my work ethic and passion, I am creating clients for life. It’s not about the commission. I have my clients best interests at heart, and take great pride in helping them achieve their ultimate real estate goals.” Kenny Sperry got his start in sales in the automotive industry, but he was always intrigued by the real estate business. With a brother in mortgages, he encouraged Kenny to make the leap. He was quickly recruited to be on one of the most successful teams within Utah. In no time he became one of the most successful Realtors® working in his area. After one year in the business, he struck out on his own, and is quickly building a reputation as one of the highest producing, and in-demand agents in the area.

Kenny serves all of Utah, but really specializes in North Utah County, as well as parts of Southern Salt Lake County, with his main focus on the rapidly growing Silicon Slopes. Although he has only been in the business five years, Kenny already has a remarkable repeat and referral business rate of just over 80%. One of the key advantages that Kenny has been able to offer his clients, is that he is a successful real estate investor himself, with his hands on knowledge, he is really able to pass his expertise on to his clients. “I took up investing in real estate at a young age. Through trial and error I have found what it takes to have success while investing. I’ve purchased numerous properties, and own several rental properties. Many of my clients look at the success I have had, and realize that there’s no reason they can’t also have the same results. I would love to teach everyone what I have learned, and see them also thrive as investors. I have an extremely loyal following, and I know that it is accredited to the service that I provide being a-typical. It truly does go above and beyond your average real estate experience.” Copyright Top Agent Magazine

Kenny has been the top producing agent at his brokerage for the last few years. His competitive spirit and drive to be the best, really fuels his strong work ethic and desire to be the top agent. He not only builds strong relationships during the active transaction, but manages to maintain those relationships well past closing. He has built an incredibly strong sphere of influence after just a few years being in the business. “I use social media to great effect, and use every technological advance in order to keep in contact, and continue to provide the best service to my clients. I really make it a priority to check in on clients and see how things are going. This effort has really paid off when it comes to keeping myself in their minds as their ‘go to’ resource for all things real estate. When it comes to technology, I leverage many different resources to ensure my clients always finish with the better end of the deal.” Kenny’s large social media presence has been a valuable tool when it comes to marketing his listings. The majority of his listings end up pushing value, and selling well above list price, and at a higher value than area comparables.

purchase thus far in their lives. As with any entrepreneur, I love to see my business grow, and will always continue to build my team. When it comes down to long term success, ultimately this business is about honesty, and really doing things right. I am not in this business for the short term. With my work ethic and passion, I am creating clients for life. It’s not about the commission. I have my clients best interests at heart, and take great pride in helping them achieve their ultimate real estate goals.”

Kenny is active in his community and does charity work through his membership in the LDS church. He’s an outdoors enthusiast, and when he isn’t working, he loves spending time with his family in the mountains, biking, hunting and fishing. Kenny couldn’t be happier with his decision to join the industry that has now become his passion. “I really do love what I do. I especially love working with first time homebuyers. I love seeing the excitement while assisting them make the largest Top Agent Magazine

To learn more about Kenny Sperry, visit tesava.com, email kenny@tesava.com or call 801- 687-6151 www.

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. 30

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MICHAEL CALABRESE When it comes to buying, selling and managing property, the Charlotte metro area has an ace up its sleeve: Prism Properties & Development. This full-service real estate firm and its owners, Michael Calabrese and Brian Simpson, know what it takes to make clients’ dreams a reality. Skilled negotiators and market experts, Michael and Brian provide clients with the tools and education to make the process seamless. Their goal is to provide such a high level of service and satisfaction as to guarantee a lasting client relationship. In fact, they accomplish it every time. Repeats and referrals account for fully 80 percent of their business. From Charlotte, Indian Trail and Waxhaw to Monroe, Matthews and surrounding areas, PPD’s clients spread the word. They just opened a new PPD office in Myrtle Beach, South Carolina, as well, called PPD Coastal. The high repeat and referral rate is no surprise. “We help sellers strategically plan and get top dollar for their home,” Michael Calabrese said, “and we help buyers find their dream home at the most cost-effective price for their budget.” Their company also offers full-service property management, including everything from finding tenants to monthly management, quarterly inspections and maintenance. Property owners have access to an owner portal to communicate, track maintenance, view invoices and more. In addition, with the professional advice of PPD, owners approve tenants. PPD’s motto is “Real Estate and Property Management with a Personal Touch.” Clients not only get a live person when they call (rather than an answering service), they also have access to Michael and Brian’s cell phones and are encouraged to call them directly. Clients whose property PPD manages appreciate the myriad services included under one fee, as many companies charge à la carte for the same services. While real estate turned out to be Michael’s dream job, it wasn’t originally on his radar. In 2001, a Teacher friend was considering buying her own home. Michael’s interest was piqued; he wanted to help her. He got his license and never looked back. Around 2005, a potential buyer from New York told Michael that if he bought the property, he would need help renting it out. Again Michael’s interest was piqued. He dove into property management. Brian had originally been in the architecture field for over 20 years. With the downturn in the economy in 2009, he decided to enter the “family” business of real estate with Michael. During the market downturn they took on more and more management properties, until in 2010 they opened their own company. They’ve been building it ever since. Marketing is central to Michael and Brian’s strategy for both listings and management. Their process begins with an analysis to determine Top Agent Magazine

the home’s condition, after which the owner receives a form listing necessary improvements. When the work is complete, they market the property on every available website, place ads on social media and even send the listing to agents in other states. The relationships they build with their fellow Realtors are very important. “We make sure our Realtors know we have a team-based approach for the property management business,” Michael states. “We’re not taking their clients. When our clients want to sell or buy another property, we tell them to go back to their original agent. We’re part of their agent’s team.” PPD signs a referral agreement with other Realtors to ensure this happens and that the Realtors are comfortable with this. Michael and Brian enjoy nothing more than helping their clients achieve their dreams. “We see so much appreciation,” they say. And they give that appreciation back to the community, donating to charities such as Common Hearts, Time-Out Youth, American Warrior Initiative and Wounded Warriors, just to name a few. PPD also gives veterans and active military and their families a discount for their services as a way to give back to them for the sacrifices they have made for our country. Free time finds Michael and Brian traveling or spending time with family and friends on the water or in the mountains. In the future, they plan to expand and hire more agents and property managers so they can better serve clients. Meanwhile, they’ll continue to be the ultimate resource for real estate and property management in the Charlotte metro area.

For more information about MICHAEL CALABRESE or BRIAN SIMPSON of Prism Properties & Development, Indian Trail, North Carolina, visit PrismPD.com, call 704-231-7750 or email Info@PrismPD.com www.

RAYMOND CHIN Raymond Chin initially thought he wanted to pursue a career in law, but after graduating from University, he decided to change course completely and get his real estate license in 2006.”I had always been interested in being self-employed, something where hard work and dedication would allow me to build a business as big as I wanted it to be. I dove in head first and it’s been a great ride ever since.” Raymond currently leads a small team and primarily serves the greater Ottawa area. One of the unique aspects of Raymond’s business is that he really excels in three areas of the industry, residential, commercial and investments. Raymond is well known for his professionalism and the white glove service he offers his clients. His devotion to going above and beyond when it comes to creating exceptional real estate experiences has earned him a remarkable 90% rate of repeat and referral business. One of the keys to his success is the incredibly high level of communication he provides his clients. “I really want to give them the best value possible, and that means I give them however much hand holding and education on the process that they need. I always respond to them when they have questions. I really want to exceed their expectations every way I can. I keep things very businesslike and professional, but we often become friends. Building and maintaining relationships is what this business is all about.”

Raymond goes all out when it comes to marketing his listings as well.”I have a very active social media presence which helps me communicate and stay in touch with my clients, as well as market my listings. I hire a stager for my listings who consults with the client and helps them get the property show ready, with a specific focus on the type of buyer we’re looking to reach. Then I get them maximum exposure online, and I make a big push with my database. I even go out and canvass the neighborhood and meet the neighbors, that not only help get the word out about my listings but helps me build a profile with potential future clients.” Having the right balance between his personal and professional life is really important to Raymond. “One of the reasons this career appealed to me was the flexibility it offered. I am tightly scheduled, but it allows me to have that balance that’s a big priority to me. I love spending time with my friends and family, and being active. I’m also a huge foodie, so my social media accounts sort of revolve around food, wine and real estate, my three passions. I also enjoy traveling and exploring new things.” Raymond would like to continue to see his business grow, and is constantly fine tuning his systems to making things even more efficient. He also wants to add a new team member in the near future. “My motto is “Never dwell or focus on the things I can’t change, but triple down on the things that I can.” I want to be the best Realtor® I can be, so that I can continue doing what I’m doing, and hopefully help even more people achieve their real estate dreams.”

To learn more about Raymond Chin call 613.866.3656, email Raymond-chin@coldwellbanker.ca or visit Raymondchin.ca

Thinking of Listing? Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home. With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved. Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time. 1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable. Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time. 2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing. 3. Paint: Whole-house painting is likely not necessary, but consider touching

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

such as bathrooms, the office, family room and indoor recreation spaces. Also consider a little varnish on the front door or banister. 4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

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

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

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings. 6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

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

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

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

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

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things. 9. Staging: Once you’ve selected a staging professional for the finishing

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

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JEFFREY CHUBB After the sudden passing of his father, Jeffrey Chubb took a semester off from school to help his mother run her real estate business. Diving into the deep end to take over his late father’s role, Jeffrey worked behind the scenes to market and process property sales and developed a knack for the industry on the fly. Learning on the job provided him with hands-on, practical experience that helped grow the family business from $10 million in annual volume to $25 million by the time he left to start his career working in investment banking on Wall Street. Ultimately, Jeffrey decided to return to his roots and today, he’s one of the top RE/MAX agents in all of New England and across the U.S. At the helm of a thriving career, Jeffrey’s daily practice is laser focused on memorable client service, incisive marketing, and consistent delivery of results. Jeffrey primarily serves the Boston Metro market, where he’s earned honors as the number one RE/MAX agent in the area since 2011. He leads a team of highly productive real estate professionals, working in tandem to ensure the smooth and timely progression of all transactions. For the price of one agent, clients receive the support of Jeffrey’s entire team. This value-add provides his clients with a sense of security that their needs will be prioritized and delivered. “When you’re working as a solo agent, if things get busy then sometimes details are overlooked or forgotten,” he explains. “That’s why we work as a team. Together, we don’t ever drop the ball.” Astutely recognizing that the real estate industry is driven by relationships, Jeffrey goes above and beyond to ensure his clients’ long-term success, and values the lifelong connections he’s able to cultivate through his work. With roughly 40% of his business driven by repeat and referral clientele, clients remember Jeffrey and his team for their attentive and results-driven service. Additionally, Jeffrey’s proficiency in navigating numbers—a callback to his days in investment banking—ensures that clients receive a financial education, capable counsel, and unique insight on properties and the market. Imparting his experience and expertise, Jeffrey helps his clients price properties appropriately and better understand the potentials of an investment—tools that serve them long after a transaction is complete.

With the spirit of an entrepreneur, Jeffrey is enthusiastic about achieving success for his clients through effective and powerful marketing efforts. “We capture every breath from a marketing standpoint,” Jeffrey explains. “I’m not a real estate agent, I run a real estate marketing company. That’s how I see it.” With a marketing budget in the range of six figures, Jeffrey and his team propel listings to the top of every possible platform nationally and beyond. They take a tailored and targeted approach, with advertisements well-placed across social media and their status as premier members on all the top listing sites nationwide. What’s more, Just Listed postcards and monthly newsletters disperse information about properties to the local community. As for staying in touch with his sizable network of past clients, Jeffrey prefers to keep extended communication light and fun, sending out handwritten notes and, most recently, mailing a lotto ticket out on St. Patrick’s Day. Reflecting on his favorite aspect of the work, Jeffrey says: “I love getting my clients what they want. I’m a strong negotiator, and it excites me to pull all aspects of a deal together.” Through his company, Jeffrey supports two foundations, the Multiple Sclerosis Foundation, and the American Heart Association. He holds both organizations dear, as MS and heart ailments have claimed the lives of friends and family members close to him. As for his free time, he loves spending time with his family whenever possible. He also revels in life on the water and the moments he can get out on his boat and fish. As for the future of his business, Jeffrey plans to continue expanding and developing his team, in turn increasing the number of clients they’re able to serve each year. With a commitment to maintaining the same superlative level of customer service, he plans to elevate his team to one of the top producing teams in the country. Considering his penchant for hard work, his gratitude for his clients, and his overall enthusiasm for the job, the future seems limitless for Jeffrey and his team.

To learn more about Jeffrey Chubb, visit Boston2.com, e-mail jeffrey.chubb@gmail.com, or call (617) 480-2600 www.

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KIMBERLEY EZEARD When looking to buy or sell real estate in the Toronto area, you won’t find a more in-demand and respected agent than Kimberley Ezeard. Recruited, trained and mentored by Richard Silver, one of the top agents in her area, Kimberley recently left his award-winning team to strike out on her own last year. “I owe Richard so much, and it’s exciting to take everything he taught me and create my own vision.”

Kimberley goes above and beyond when it comes to marketing her listings as well, taking a comprehensive approach that takes advantage of both traditional and modern techniques. “I have a fantastic network of professionals that I work with to get the listings show ready, stagers, photographers, people who create floor plans, you name it. I also have the backing of Sotheby’s which is a huge advantage, giving my listings an international reach. All of my listings have a large presence on the internet, but I also do print media and open houses as well, everything I can to give the properties maximum exposure, ensuring top dollar.”

Kimberley has been with the prestigious and internationally recognized, Sotheby’s International Realty Canada most of her career. A 35 year resident of Cabbagetown, Kimberley truly has an in-depth knowledge of all of Toronto. She happily goes wherever her clients need her, and has educated herself on most of the surrounding areas outside of the city to fulfill those needs. Her devotion to providing an exceptional customer experience has earned her a remarkable 80% rate of repeat and referral business.

Kimberley is actively involved in her community and serves on the Cabbagetown Garden Tour Committee and is also involved with dog rescue and supports the Toronto Western Hospital. Outside of work, Kimberley can be found devoting time to hounds and horses. “I love hiking with my hounds and spending time with my horse at my country home. I am also an ardent gardener and spend many peaceful hours in the garden.”

If you ask Kimberley’s clients what they loved most about working with her they mentioned the level of service, her accessibility and her unparalleled level of integrity. “When my clients need me, I’m there for them. I answer every phone call, I respond to very text and every email. I utilize all of the latest technologies I can to make sure that I maximize my accessibility. I have an active presence on social media, but I still believe in the old fashioned notion of picking up the phone. Having that voice time is a more intimate connection, and that is a key to building long lasting relationships, which is a must in this business.”

Kimberley couldn’t be happier where she’s at in her career, and has no plans to slow down anytime soon. “People always ask me if I have plans to retire and I just shake my head. I’m already living my best life. Retire for what? It doesn’t make sense when so many great things are still happening. As long as I continue to be challenged, I’m learning and enjoying myself, I’ll keep working. I have no intention of retiring. This profession is fascinating. Every day is different and filled with new people and new stories. Realtors® are some of hardest working and committed people I know. I consider it an honor to be acknowledged with them as professionals.”

To learn more about Kimberley Ezeard call 416-918-7485, email kezeard@sothebysrealty.ca or visit kimberleyezeard.ca www.

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

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

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

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

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

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

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

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

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 38

4. Networking

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

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MARK LEADER Top Agent Mark Leader of RE/MAX’s Chay Realty Inc., Brokerage is a modern-day renaissance man whose achievements far transcend the world of home buying and selling. Real estate training business owner, inspirational speaker and author, Mark combines fierce business acumen, an almost unparalleled reservoir of knowledge and a true concern for his clients. The Ontario native obtained his real estate license thirty-two years ago at the tender age of twenty, and within a year purchased his own brokerage, a local Century 21 franchise. “When I bought it, there were eighteen sales people working there. Three weeks later, I was left with three: my brother, who was my partner, and a retired accountant. Over the next nine years we built it up to approximately sixty sales people and a thirty-three percent market share.” We had a property management division, a land development division and a mortgage brokerage division. My brother and I ran that until I was thirty, when I sold it to the top six producers in the company.” During those years, Mark established himself as a rising star in the real estate world. “I listed and sold over one thousand properties,” he says, “and averaged about one hundred closings each year for eight years consecutively.” The accolades began to pour in, and he soon became one of the youngest person ever inducted into the Century 21 Worldwide Hall of Fame, when he was only 26. Once his brokerage was sold, Mark was at loose ends until the legendary Floyd Wickman crossed his path. “Floyd heard I’d sold my business and asked what I was planning to do now,” says Mark. “When I told him I was planning on going back into sales, he referenced my outstanding results and asked if I would become a trainer for him.” He did, and achieved his typical stellar results, quickly becoming one of Floyd’s top three trainers. When Floyd sold his business, Mark was again casting around for his next challenge, and a chance airport meeting with Bob Proctor set him in the direction of opening his own training company. This venture, called Leader’s Choice, is widely

recognized as the number one training program developed in the last twenty years, focusing on training realtors to be not only successful in sales, but also as business professionals. The average student graduated with 14 transactions in nine weeks. This is unheard of in the real estate business. Mark also wrote and co-authored several books, including Blueprint for Success (with Stephen Covey), Concrete Jungle (with Bob Proctor), Success is a State of Mind (with Deepak Chopra) and Distinguishing Marks of a Leader (forwarded by Bob Proctor). Following the 9/11 attacks in 2001, much of the joy of travel was diminished for Mark, and his wife and sons encouraged him to stay at home more. After training more than 40,000 students, and becoming one of the top three names in real estate training in the U.S., Mark once again returned to selling real estate. “The thing that I enjoy most is helping others achieve success in their lives,” says Mark. “When I owned my brokerage, I enjoyed helping the sales people become successful. I also love being a part of my community and helping them, whether that’s helping them buy their dream home or whatever the case may be.” At the heart of Mark’s compassionate, dedicated and authentic approach to everything he does is pure gratitude for those who have helped him achieve the success he has enjoyed for so many years. “There are so many people I want to thank,” he says. “I want to thank Floyd Wickman, Bob Proctor, Harold Crye (founder of Crye-Leike Real Estate Services, Memphis, TN), Bill Watson (founder of Watson Realty, Jacksonville, FL), Mike Pappas (CEO of Keyes Realty in Miami, FL), the folks at Leading RE and Realty Alliance, Chip Gardner (President of Gardner Realty in New Orleans, LA), Ron Peltier (CEO of Berkshire Hathaway). I also want to thank all my students over the years, who I’ve made a promise to that I’ll always be just a phone call away. I also can’t forget my mother and father Harvey and Maureen Leader, my two brothers, Chris Leader and Greg Leader, my beautiful wife of 31 years Denise, and my two boys Lucas and Jacob. Without these people I wouldn’t have had the inspiration to achieve what I have.”

For more information about Mark Leader, please call 705-730-2725 or email mark@markleader.com Top Agent Magazine

DEBBIE MELVIN Debbie Melvin always knew she wanted to sell real estate, but as a busy mother of two she wasn’t sure it was a realistic possibility. However, when she was laid off from her job she decided to view her life change as an opportunity, one she could approach with energy and optimism. Finally putting her passion in play, she set out to earn her license. She cites the help of Realtor Fran Haworth who facilitated her transition into the business. “She saw something that no one else saw and she gave me the chance of a lifetime,” Debbie remembers. “She has the most amazing character and the warmest heart. I am so blessed that she has been a part of my life since the day I met her.” Debbie’s auspicious start began thirty-one years ago, and today Debbie has mounted a commendable career characterized by industry expertise and a tried-and-true dedication to her clients’ lasting happiness. She has served her beloved Mt. Juliet for more than three decades and currently fields clients through RE/MAX Exceptional Properties. Primarily serving Wilson County, Davidson County, and Sumner County, Debbie works as a solo agent, though she’s partnered alongside the same builders, Bobby and Bryan Eastland, for over seventeen years. Together, they have grown their sales volume from twenty homes to nearly 140 homes per year. “I love new construction and I work for one of the best builders in Middle, Tennessee: Eastland Construction, Inc.,” she says. “Watching people’s dreams unfold and the excitement I see in them is very gratifying.” Five years ago, Debbie opened her own company RE/MAX Exceptional Properties, and now operates on 100% repeat and referral business—a testament to her winning personality and ability to deliver results. She has lived in her community of Mt. Juliet most of her life, from attending the local junior high and high school to raising her children here and now watching her grandchildren attend the same schools. “I have seen so many changes in Mt. Juliet and I am so proud of this city,” she says. “Even with the city’s fast growth it has still been able to offer that small town feeling for its residents. People want to move here because they feel safe; they love our school system and they love the closeness of the airport and the lakes.” Woven into the fabric of her business is Debbie’s ability to cultivate longterm relationships with those she’s served, and clients return to her time and time again, generation after generation. “If you take care of people, and do what’s right for them, then success will follow,” Debbie explains. “I care deeply about my clients and I make sure that the process goes smoothly and easily for them.” Over the years, Debbie’s relationships with clients begin to resemble that of family—and Debbie has been invited many times to celebrate important milestones in the lives of her clients. “The two most important things that any realtor can have are moral values and a strong work ethic,” Debbie says. “If you have that, people will come back to you.” As for marketing her listings, Debbie has trained photographers on staff to ensure professional quality images are rendered for each home. Harnessing the power of the RE/MAX syndication and marketing tools, listings are distributed widely online. She’s sure to remember and reach out to previous clients with holiday cards each year, and stays in touch regularly via email. Reflecting on her favorite part of her job, Debbie 40

explains: “I love that no two days are ever the same. I never get bored.” Approaching her work with unflagging energy, Debbie always looks at deals from all angles, resolving to spot and fix any issues that might arise so that she can continue deliver the results her clients expect. Outside of the office, Debbie is deeply involved with giving back to the community. She is a member of the Mt. Juliet Breakfast Rotary and has also found ways to give through the scholarship program that she and Bobby Eastland started, which awards scholarships each year to the families of their employees and subs that work for them. Debbie also co-founded with Shawn Glover and nine other local business women a charity organization called WINGS Over Wilson, a faith based group who together host functions and fundraisers—like fun bingo nights— in order to raise money to benefit worthy causes within Wilson County. Organizations, help centers, and local schools throughout the community also reach out to Wings Over Wilson when they need assistance. As for her free time, Debbie loves to spend time with her husband and best friend, Chet. “It is the most incredible feeling to be married to your absolute best friend that you trust completely,” Debbie says. “I am truly blessed.” When her schedule allows, she also enjoys going boating and travels whenever possible. She and her husband have two children, their daughter Crystal Ford and their son Jody Kelley. They also have six grandchildren, who undoubtedly keep family gatherings very lively. As for the future, Debbie hopes to continue growing her team in a meaningful way. With her thirty-one years of experience to guide her, she hopes to share the lessons she’s learned with a younger generation of Realtors. Confidently leading her company but grounded in her dedication to client-centric service, the future is sure to be filled with warmth and prosperity for Debbie Melvin. “The best advice I have ever received is that if you work hard, if you do what is morally right, you can honestly do and be anything that you choose,” she reflects. “We live in America, you just have to get up and do it. It’s all up to you.”

To learn more about

DEBBIE MELVIN,

visit DebbieMelvin.com, e-mail 1debbie.melvin@gmail.com, or call 615-754-0200 www.

Shut Up and Sell By Mark Hunter

Contrary to popular belief, to be a successful salesperson, it doesn’t matter how much you know about your product or service. It also doesn’t matter how much of an industry expert you are. It doesn’t even matter how great your mother thinks you are. The only thing that really matters to be successful in selling is your ability to shut-up and listen. On numerous occasions, everyone in sales has heard how important it is to get the customer talking, so it’s imperative that they have an arsenal of great questions to ask. Despite trying to follow this guideline, every salesperson seems to overstate the amount of time they believe they allow the customer to talk. The many interviews I’ve conducted over the years with customers and salespeople alike confirm this reality. Therefore, salespeople need to take a step back and consider their sales presentation. To talk less means you have to ask questions that truly engage the customer. However, this doesn’t mean you need to develop complex questions. Instead, the best tactic is to ask Top Agent Magazine

shorter ones. Long questions tend to result in short answers, while short questions will generally result in long answers. An example of a great short question is, “Why?” In my opinion, there isn’t a better follow-up question you can ask after the customer has shared with you some information. Consider how your customers would respond to other short examples like, “Can you elaborate on that?” and “Could you explain more?” These shorter questions elicit detailed responses and that’s just what you want. On the other hand, asking complex questions often tends to perplex customers. Because they are not sure what you are looking for, they respond with the universal answer representing total confusion, “What did you say?” Questions should not be your means of showing your customers that you are an expert. Save that for your statements. When preparing your sales presentation, a guideline I subscribe to is to limit yourself from talking for more than 20 seconds at a time without asking a question. The question you ask should be one directed at the 41

comments you just made. By doing so, you’re checking with the customer to see if they understood what you just shared with them. Again, this is something many salespeople overlook. They get caught up in sharing with the customer their expertise and the features of their product or service and forget all about what the customer is thinking. Even if your product or service requires a complex presentation, you should still follow this rule. Whether you’re selling software, high value medical equipment, or technical tools, it’s essential to check your clients understanding by asking a question every 20 seconds. Your goal on any sales call is to talk only 20% of the time. To help ensure that this takes place, you have to plan ahead. Before you start developing your sales presentation, create your list of questions. This is contrary to the pattern of most salespeople who often spend a substantial portion of their time developing their presentation and, at the last minute, develop their list of questions. Consider that if you’re expecting to have a 20 minute presentation, you should have 40 questions (2 questions per minute). Even though you may not use all 40, you’ll definitely be more prepared. In addition, you’ll be able to pick and choose which ones you want to ask. If you’re following the rule of asking 42

short questions, you’ll ensure that the customer is doing most of the talking. You’ll learn valuable information that will help you better understand the customer’s needs. If you want to move your questioning process to the next level, make half of the questions you ask be ones that help the customer see and feel the pain they have. By doing so, they will be much more open to receiving your solution. For example, if you’re selling computer back-up systems, you might ask, “Can you explain to me what happens when data is lost?” This short, concise question is designed to get the customer thinking about the risks they face. Furthermore, the beauty of this type of question is that no matter what the customer’s response is, some good follow-up questions will naturally arise. By adhering to these guidelines, you will be able to see dramatic results in the number of sales you are able to close. As simple as it sounds, the more you shut up, the more you’ll sell. And, the easiest way to achieve this goal is by asking more, short questions. So, shut up and sell! Copyright© 2014, Mark Hunter. All rights reserved. Top Agent Magazine

SAM PLOUCHART Originally from Paris, France, Sam Plouchart quickly made a personal and professional impact on Los Angeles upon his 2006 relocation. During his first five years in L.A., he fearlessly built a reputation for publicizing some of the fashion industry’s most iconic brands. But before long, he craved closer client interaction and opportunities to make a bigger splash. Bolstered by existing relationships with celebrities and professional partnerships within L.A.’s exclusive nightlife, Sam turned to real estate. A top agent with elite brokerage, The Agency, he delivers success for buyers and sellers, blending his tenacious but discreet client relations skills with his remarkable marketing expertise.

moment, not a bitter or frustrating time.” He remains responsive and hands-on without being pushy. “I’m not going to tell someone what to buy,” he says, noting that a buyer will know what feels right for them. “But I will warn them what not to buy!” Honesty is very important to everyone’s success, he adds.

Six years after entering real estate with The Agency, nearly all of Sam’s clients come by referral, in a market including upscale areas of Beverly Hills, Bel Air and West Hollywood plus Beverly Grove, Atwater and Venice. “I like knowing every community,” he says. “It’s interesting for me to know how each area started, the evolution of it and where it is going.” As independent agent supported by the robust resources of The Agency, Sam enjoys the fact that he retains control. “Everything gets done just as it should,” he says. His clients notice, commending him for above-and-beyond service. “I’m very personal with my clients. I’m more focused on the people than the deal, which makes people happy,” he says. “Even when they’re moved in, I keep holding their hand until they’re fully situated, all the way through the housewarming party, which I attend with a very nice gift.”

“There’s always more to do when growing a business,” says Sam, who plans to build his brand and incorporate his expertise from events and fashion marketing experience into listings marketing. “It’s important to let current and potential clients learn who you are and what differentiates you.” Sam’s international background, love of L.A., cutting-edge marketing abilities and sheer determination to do right by clients, no matter what, distinguish him. He’s also visible. As a “foodie,” he partakes of L.A.’s premier dining scene with his wife. They also enjoy the beaches, hiking and other outdoor adventures. Additionally, Sam belongs to Give Back Homes, a group of real estate professionals who help build homes for people in need. Sam works on sites building the homes; he also networks internationally to find design and marketing resources for the program. “There’s nothing better than giving your time to help people have a roof over their heads.”

Sam approaches relationships with transparency and open communication throughout the process. “People hear nightmare stories about real estate, but I tell them up front that buying or selling a house is one of the greatest moments of their lives; it’s important I help them make it an incredible experience,” says Sam. “It’s a huge page they are turning. It should be a glorious

Of course, one creature in Sam’s life may disagree with that sentiment, purring that nothing is better than the short-haired Persian mix Sam and his wife adopted. The kitty, whose social media presence is growing, inspired Sam to advocate for pet rescue. “I tell people to always adopt if they can,” says Sam. After all, everyone deserves a roof over their head.

When marketing listings, Sam takes advantage of The Agency’s wide syndication networks. He also finds social media, particularly Instagram, increasingly useful. “There is true artistic direction that goes into listing a property, from the photographer you choose when you take pictures to the type and amount of staging you do to spotlight the property’s best features. His job, he says, is to understand the product, the people who are selling it and the potential buyers. In the end, understanding the buyer allows him to match the right person with the right product.

To learn more about Sam Plouchart, visit theagencyre.com/agent/sam-plouchart, email splouchart@theagencyre.com or call 310.752.3133 www.

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SARAH REECE Top Agent Sarah Reece was born to be a real estate agent. She follows in the footsteps of her mother, who has worked in the industry her entire life. Sarah explains, “I grew up in this industry, literally. I have pictures of me door knocking with her at 7 years old while she was in her Century 21 gold coat, so I’ve never not been in this industry.” Sarah didn’t go straight into real estate, however. After high school she decided to deviate and try out the mortgage side. After 10 years in mortgage as a mortgage underwriter, Sarah’s family purchased a Re/max office. Sarah says, “We decided it would be fun for me to go and run that office. While running that office I met my now husband who became my business partner pretty quickly.” They’ve been partners now for the last 17 years, working as a team of two for 14 of those years, “before we realized that we didn’t need to do absolutely everything ourselves. So, we brought in assistant and found out that was a huge boost for our quality of life.” They’ve now added a second assistant and a buyer’s broker, bringing their team up to five members total. Having grown up in the real estate business, Sarah definitely has an advantage when it comes to understanding the real estate market and the industry in general. “I think it makes me look at the big picture. Being in it for as long as I have, there have been so many market cycles, so it becomes really obvious that when you’re dealing with a family you’re not dealing with them like a snapshot. You’re dealing with a movie that’s going to go on for years and years. It changes how I look at our business. Our business isn’t a five year business. It is a lifetime business.” Sarah puts her heart and soul into helping her clients have the best possible experience as well as make the best decision that will benefit their future wellbeing and happiness. She looks at the bigger picture of her clients’ lives in order to help them benefit from their real estate transaction in their present as well as their future. “We’re incredibly authentic. If we walk into a house and think it’s really not a good home, we will absolutely say it without hesitating,” Sarah says, explaining that, “We’re in this for the long run, which means we want our clients to really understand that we’re looking out for them now, but also for whatever interests are five years, seven years, 10 years down the road. We want to look at your big picture and we’re not going away. We’re genuinely invested in whatever is their best interest.” 44

Sarah understands how stressful the real estate process can be. Sarah tries to smooth out the ride and add some fun into the mix in order to make their experience a positive one. “We believe in telling people what we feel like they need to hear, which is not always what they want to hear, so we try to have fun,” Sarah begins. “This is by nature a stressful event, so having some levity in it and being able to really enjoy yourself while you’re shopping for something massive seems like it should happen. We do our best to pull off as much stress as we possibly can for them. So if there’s something that we can handle, whether it’s real estate related or not, we’re just going to handle it.” It’s not surprising that Sarah has developed a loyal client following. Sarah wants to continue seeing her business grow and help more people, but is being careful to bring in people that share her business ethics and will treat clients with the same love and care that she is known for. It’s that personal connection that inspires Sarah to go to work every day. She remarks, “Some of our best friends have come from the interactions of helping people buy and sell homes because it is such a personal experience. And just watching these families, watching them start out as a couple and then turn into a family with 3 children. It’s so cool to watch the evolution.” Sarah plans on being that rock that her clients can count on for many other couples and families in the future.

To learn more about Sarah Reece, call 206-371-1146, email sarah@reecehomes.com, or visit connectingyouhome.com http://

Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections. For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money. THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise. If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price. Top Agent Magazine

Top Agent Magazine

THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process. As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home. Be sure to attend the inspection or assign a proxy if you’re out of the area. Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts. HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results. Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations. 46

Top Agent Magazine

MELINDA ROBINSON Top Agent Melinda Robinson of Windermere Real Estate in Richland, Washington has established herself as one of the most sought-after realtors currently working in the Tri-City area. Her passion for the business, coupled with a commitment to the highest-quality client service have resonated with her many grateful clients and keeps them returning to her and providing consistent referrals.

exceptional support.” Melinda is a huge fan of open houses, and when the client agrees she can be found hosting them. She also hires professional stagers and photographers to represent all of her listings in the best light possible. “I think it makes a huge difference,” she says.

Melinda got her start in the business nine years ago. “I actually started as an assistant to a realtor in town, and I enjoyed it enough to where I got my license and started my own business,” she says. “I was always kind of interested in homes and tried to help friends and family with finding houses. When I’d have family move here, I enjoyed the excitement of helping them find a house that they liked.”

As for the future, Melinda plans on continuing to grow her business while sacrificing none of the top-notch client service that has become her stock-in-trade.

“What I like best about selling real estate,” says Melinda, “is helping people through the process, whether that buying or selling. There’s a lot to it, and it can be very stressful for them. I like helping them because I know I’m going to do a good job for them and help them get through the crazy transaction process.”

“I just want to continue what I’m doing and improve in any way that I can.”

While Melinda sells all types of properties, she maintains a passion for horse properties. “I love horses,” she says. “I have horses myself, I’ve always had them, I grew up with them. I like that with horse properties, there’s a lot of things that are more involved, like when they can water them and what’s legal as to how they can use the land. I enjoy helping clients with that.” The level of commitment she shows her grateful clients has resulted in a thriving business that is based almost 50% upon repeat and referral business. “I’d like to think that this is because of the fabulous service I provide,” says Melinda. “I do pride myself on taking care of my clients and representing them well, trying to get what they want for them. I definitely fight for them, and my hope and goal is they feel like I’m representing them the best way I can.” Maintaining contact after the transaction closes is incredibly important to Melinda, and she utilizes a variety of methods to communicate her gratitude. “I like to meet up with them after they’ve moved in and settled, to see if they’ve done anything with their new home, or if they’ve improved it or made any changes to make it their own. I’ll also stay in touch using Facebook, or I’ll text them to make sure they’re not encountering any issues that I can help them with. I stay in touch with my past clients a lot.” Savvy marketing has played a large role in Melinda’s success, and while she works solo she does depend on the exceptional support Windermere provides their real estate agents. “Windermere has an awesome staff,” she says, “and they provide Top Agent Magazine

For more information about

MELINDA ROBINSON,

call 509-946-1188 or email melindarobinson@windermere.com Copyright Top Agent Magazine 47

MIKE STARKS Top Agent Mike Starks of RE/MAX Town & Country real estate in the small town of Fredericksburg, Texas has been helping his many grateful clients buy and sell homes for nearly seventeen years, and has established himself as the go-to realtor in this small but charming community. A former house-flipper and restaurant owner, Mike made the switch to selling real estate in 2001, when he decided the profession would be a good fit for him. “I love the fact that I’m making a difference in peoples lives,” he says. “You can only make a person so happy with a hamburger, but when you’re helping them buy a home it’s a pretty big deal.” Excellent client service is of paramount importance to Mike, as is the ability to impart to his clients the vast knowledge his years of experience have given him. When he claims that he is the best realtor in Fredericksburg, he has the awards and recognitions to back him up. As the number four RE/ MAX realtor in the entire state of Texas for 2016, and as the recipient of the Five Star Award of Excellence in Real Estate from 2012 – 2016, Mike is squarely positioned head and shoulders above his competition. “I think the reason for this,” he says, “is that I make every effort to help my clients find the perfect home, ranch or investment property that meets their specific needs. I don’t just search the MLS listings, I stay on top of the real estate market for any possible new investment property, ranch land listing or homes for sale that fits what buyers are searching for. Whether they’re searching for land and home sites or large acreage ranches, bed and breakfasts,

commercial real estate or homes, I know where to look and to help them find what they’re dreaming of.” A five-star rating on Zillow is testament to Mike’s real estate prowess. One glowing review sings his praises: “Mike listed our home, and although the economy was only beginning to recover, he responded quickly to our buyer’s phone call. The office of RE/ MAX quickly had another salesperson work on behalf of the buyer and a contract was settled quickly which was beneficial to us as well as the buyer. Everything was handled smoothly and quickly without drama. Mike returned phone calls in a timely manner. He has an easy going nature, yet is down to business. We closed without issue within several months of listing.” Mike has also developed a reputation for eschewing the hard-sell in favor of a more relaxed, low-pressure style of working. “We’re a small town,” he says, “so for many buyers we’re a destination community, and a lot of the time buyers who come in are searching for their last dream home. “I usually tell them that it could take a week or it could take a year to find the perfect property. I like to let them know that there shouldn’t be a rush when they’re buying something as important as their dream.” As for the future, Mike plans on simply continuing his tradition of providing excellent client service for each and every one of his many satisfied clients. “I’ve been the number one agent in the state for a long time, and for a small town I don’t know how much more I can do. But I’m happy where I am.”

For more information about Mike Starks,

please call 830-990-8708 or email mike@mikestarks.com 48

Becoming the Best of the Best By Verl Workman

Becoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

• Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

• Track closings and sold prices in your target area so you become To do that, you need to know more familiar with list-to-sell ratios about your market than the average consumer. That’s more of a challenge • Become familiar with vacant land than it used to be since consumers in your target area can easily find market statistics online, quickly and easily preview • Get active in the community by listings on the web, and access public doing things like attending county meetings where changes in zoning records without many barriers. and housing are to be voted on, and Clearly, becoming an expert offer your input requires effort, more now than ever before. Here are a few things you • Write articles and offer your can do to establish yourself as an expertise to newspapers and radio stations on trends and happenings in expert in your area. your area • Select the area you want to become • Start a community blog where you an expert in

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information. • Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country. Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 50

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty. Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards. Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved. Top Agent Magazine

BRENDA WELSH Brenda Welsh got her start in the industry eighteen storied years ago. While working as a dental hygienist, she decided to become a part-time agent to supplement her career in dentistry and finally indulge a long-held interest in real estate. Soon after, she made the transition to full-time and now, nearly two decades later, she and her husband are at the helm of their very own enterprise, Welsh Realty Corp of Sell4Free Real Estate. What began as a one-desk operation has since multiplied and thrived under Brenda and her husband’s astute leadership and determination, cementing their status as the number one real estate office in the area. Today, as a full-time associate broker and co-owner, Brenda has cultivated a professional ethos bolstered by client-centric service, digital savvy, and steadfast communication. Primarily serving Spencer and Dubois Counties, Brenda’s office has grown to include ten agents. Together, she and her husband have built a venture driven by a 90% rate of repeat and referral clientele—a true testament to their ability to deliver and create a meaningful impression on those they have served. What’s more, Brenda has earned multiple designations as an agent, including as a Multimillion Producer and as a member of the President’s Club. To Brenda, professionalism is paramount and accordingly, she affords her clients an expert’s insight and ability when navigating the buying or selling process on their behalf. She’s also mindful in applying a positive attitude, inspiring confidence and calm in her clients. This goes a long way in soothing anxieties, particularly in the case of those experiencing a relocation—a common factor among Brenda’s clientele. Likewise, she ensures that the lines of communication area open and readily tapped, staying accessible and responsive to her clients’ questions and needs along the way. “Clients remember how well we communicate and keep them informed,” Brenda explains. “Whether working with a buyer or a listing, we update our clients every time new information is available, and we pride ourselves on our integrity and transparency. If you offer good customer service and communicate well, it’s only natural that business will continue to grow.” With that in mind, Brenda keeps in touch with past clients by creating organic connections that often amount to a friendship lasting long after

close. Additionally, Brenda sends out cards, keeps in contact through social media, makes personal calls to check in, and sets the occasional lunch date for valuable faceto-face time. “To me it’s not just about selling a home, it’s about building relationships,” Brenda says. “That’s a very important part of the work we do.” To market her listings, Brenda’s method is decidedly modern, blending the best of the digital with the tried-and-true traditional. In addition to using social media’s vast reach to elicit interest from potential buyers, she also incorporates virtual tours for each property. A firm believer in ongoing professional education, Brenda is also mindful to stay ahead of the curve when it comes to industry trends, fluctuations, and the local inventory—passing along an inside eye all for her clients’ benefit. In turn, each property receives a tailored strategy, with Brenda assessing each property’s characteristics and position in the market to best determine the steps needed to make a rewarding sale. As a prominent local business that shapes the landscape of the community, Brenda and her company make it a point to give back. Each November they sponsor Coats for Kids, hosting a month-long coat drive, dry-cleaning and boxing submissions, and donating them to community members in need as they prepare for the long winter. She and her company also go the extra mile to add hats and gloves to the mix, so that no child endures the harsh weather months without the support of a neighbor. Additionally, Brenda serves on the board for Girls on the Run, an organization geared toward empowering young women by teaching self-respect and camaraderie through running as a team. As a civically minded professional, Brenda is likewise involved in the area’s Chamber of Commerce, Women Empowering Women, and the Tri Kappa sorority focusing on community service. In her free hours, Brenda is an avid runner and enjoys spending quality time with her family and friends. As for the future, Brenda has plans to continue her office’s steady growth and prosperous role in their community, building on the sturdy foundation established over years of intelligent planning and considered execution. Now, with nearly two decades of industry wisdom in her arsenal and a business assuredly on the upswing, there are no signs of slowing for Brenda Welsh and Sell4Free Welsh Realty Corp.

To learn more about Brenda Welsh visit sell-4free.com, e-mail Brenda.Welshs4f@gmail.com, or call (812) 309-0630 www.

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