Nationwide & International 6-18-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

THE DAILY SCHEDULE of a Successful Real Estate Agent

FEATURED AGENTS

BARRETT DALY GROUP MONICA CAPELLAN DIANNE CHRISTIAN & MATT DANIEL KELLY D'ERRICO MISSEY DEGROFF ANGELA EVANS DAVID FANKHAUSER SUSANNA HAYNIE FRANCES MARKEL WADE PYLES JEAN RILEY PAM SESSIONS JOE SULLO

ADDING VALUE TO LISTINGS & the Advantage of Identifying Neighborhood Amenities TAKE MY WORD FOR IT: The Power of Testimonials & Making Word-ofMouth Count COVER STORY

RORY S. COAKLEY

NATIONWIDE & INTERNATIONAL EDITION Bearfoot Team is proud to congratulate

Jill Edgington and Watson Realty are proud to congratulate

MONICA CAPELLAN Pam Sessions Kelly D’Errico

After twenty successful years as an executive running the western region of the one of the world’s retail giants, 6 10 Monica Capellan was ready for a change. Once she made the move back East to be closer to family, she was eager to find a new path that would make use of her seasoned skillset and entrepreneurial streak. She had always been fascinated by the real estate industry and had spent years assisting in site acquisitions for Zara. In 2016, she decided to make the leap into real estate and follow her passion. Since then, Monica has established herself as an agent swiftly on the rise andPAM in command of a reputation for MONICA CAPELLAN SESSIONS personalized service that does not compromise on results.

When it comes to listing properties, Monica applies the best practices of digital marketing. First, she incorporates 12 professional photography, virtual tours, and videos to create an immersive, striking first impression online. Then, she uses social media and the top online listing platforms to secure wide exposure, securing buyers successfully and in short order. Whether working with buyers or sellers alike, Monica emphasizes the power of communication and straightforwardness when it comes to building a relationship with clients and creating an open dialogue throughout the transactional process. “When I am workKELLY D'ERRICO on featured forallthe ing being with a client, I explain thestate processes GROUP even before BARRETT DALY start. That way, they haveMagazine! realistic expectations from ofwe Florida in Top Agent Passion, the consideration andexplains. experience“I define Based in Fort Lee, Monica specializes in the New Jersey communioutset,” she continue to explain all the details through- going to make the Barrett Daly Group. Between them, Mary17 and Fairview, along with the 25greater 33the closing need in order 29 ties of Edgewater, Cliffside Park, out so nothing takes them by surprise. To be able to reach we keep the beth Barrett and Taylor Daly have more than a on being featured for the state Bergen and Hudson County regions. Monica is also licensed in the table successfully the satisfaction in the faces of my clients— them, putting quarter century of real estate and sales see experience, of Maine in Top Agent Magazine! their is backgrounds and success feeling. serving Seeing that joy really motivates me nothing more state of New York. To date, she has already managed to generate but a it’s that the most rewarding others that them aserving premier real teamBuying or selling a home is such an Taylor than th sizable contingent of her business through repeat and referral clientele. to make continue myestate clients. table. That ha in Greater Hartford, Connecticut. Specializing Last year, she closed on twenty-four properties and was honored by important decision for people, and President/Broker to be a trusted part of that process lades as clien Edgington | Vice in Glastonbury and GreaterJillHartford Marybeth, the New Jersey Association of Realtors’ Circle of Excellence Award. is really fulfilling.” compassion a Taylor and the Barrett Daly Group deliver an 386-740-5935 | JillEdgington@WatsonRealtyCorp.com The secret to her success thus far? Monica cites integrity, communialso become c unmatched client experience,JillEdgington.WatsonRealtyCorp.com earning them accoBearfoot Realty lades forTo their consistent their clients’Monica takes part in Keller Williams’Taylor. “Stayi cation, background, and hard -work the | primary motivators of her give back tofocus her on community, o: 207 539 - as 6060 fax: 207 - 539 - 6061 Watson Realty Corp. | 1961 S. Woodland Blvd. | Deland, FL 32720 best interests. working RORY style. Furthermore, she is fluent in Spanish and her bilingual Red Day andRILEY supports the organization Dress for Success, JEAN BARRETT DALY GROUPwhich Not surprising S. COAKLEY DAVID FANKHAUSER bearfootrealty.com status empowers her service of New Jersey’s sizable Latino population. empowers women independence. inDuring the top the 2% holinationally in the B Taylor, who spent several yearstoinachieve corporateeconomic sales prior to becoming facebook.com/bearfootrealty RORY S. COAKLEY “I have lived all around the country, including Miami, San Francisco, days,® Monica also participates in a charitable lunch that serves over 300 HTTP://

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a REALTOR , decided in 2012 that corporate sales wasn’t the best

the BHHS New England/Rhode Isl

their knowledge of homes and the match for her. “I grew up community. in a family of There, developers have Santa Monica, and New York City,” “Understanding that profamilies in her sheand puts herbeen Spanish language skills Bearfoot Realty |she 698says. Main Street | Oxford, ME 04270 marketing for listings. “We have around real estatewhile my whole life, soaswhile deciding what families to do, I took cess has allowed me to connect and understand the culture of a wide to use dressed an elf, helping get into the Christmas stagers and only use professional p the real estate classes and got licensed, thinking real estate could range of clients. As a former executive of a major retail company, I also In Iher remaining freestep.” hours, mostthat enjoysMarybeth travel, going to manage muc JEAN RILEY and Taylor hold me spirit. over until figured out my next SheMonica didn’t expect understand what is necessary to meetDAVID clients’ needs and how to provide Broadway shows, operas, whenas wetrying want a out different perspect during her first real estate job she wouldmusicals, fall in loveand withconcerts, the career. as well FANKHAUSER our professional stagers.” They als “That was in 2012 and I’ve working with Berkshire Hathaway excellent customer service.” new recipes, andbeen visiting new restaurants. Most recently, she is learnin widespread targeted marketi my entireing realtoestate playcareer.” golf. As a mother to twin boys, Monica is very proud ofbuther all real estate websites, and local p As for her commitment to client education, Monica is a big believer sons and their achievements. In 2014, she partnered with Marybeth, a respected Glastonbury in arming clients with all the information necessary to feel confident Meanwhile, Marybeth is known REALTOR®, who also came from a corporate environment, in helpbusiness, the community customerLooking service with American Airlines. Realtoestate was a growing smooth her amidst one of life’s biggest investments. “My priority is to make sure ahead, Monica aspires continue with and people in Marybeth visits a particular school transition, given self-motivation excitement clients are really working with somebody they can trust,” she says. plans to Marybeth’s build a team in the yearsand to come. Now,over with two sterling years reading to the kids or helps the te the process matching homes and clients. Marybeth has been in the “I want my clients to feel comfortable that they are making the right of experience and a bright future ahead, Monica Capellan considers her. She inspires the giving spirit business for more than 20 years; she is known for expertly building investment for their lives and goals. For most of us, buying property she Having enjoysthrived most through about her second actthecareer. love what I do every Christmas. “Our team empathywhat and trust. several turns in real “Ifamilies is the largest investment of a lifetime. I want clients to feel like they and Ishe justcounsels want to to have fun with thetheprocess,” shebuying reflects. families, what the kids wa estate market, andcontinue guides buyers and sellers toward real should estate decisions. partthe of my job isbuying seeing orthe families,” says Taylor. “It’s so received the support they needed, instead of being pushed to makebest a long-term “People be able“The to best enjoy home selling process, the smile on a buyer’s face because they found the right house, or They also collect and donate items decision.” and so far, I have been able to make it a pleasant process for my clients.

CONTENTS

4) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU?

14) EMBRACING SMART HOMES DOES NEW TECHNOLOGY REALLY INCREASE HOME VALUE?

27) TAKE MY WORD FOR IT: THE POWER OF TESTIMONIALS & MAKING WORD-OFMOUTH COUNT

9) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

23) THE DAILY 31) ADDING VALUE when aOF seller is happy they found a person that loves their home as SCHEDULE A much as they do,” says Marybeth. Taylor, TO meanwhile, brings an innate &Marybeth and Taylor plan to grow LISTINGS eye out for like-minded REALTO knowledge REAL of homes and strong marketing skills to the team. SUCCESSFUL the team and corner the market in THE ADVANTAGE ESTATE AGENT Real estate, they know, is not about transactions. “People remember they are grateful for the fact that IDENTIFYING that we made the buying or selling processOF enjoyable,” says Taylor. “It ually meet new people, see new h can be stressful buying or selling the biggest investment someone is dreams come true. NEIGHBORHOOD AMENITIES

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com To learn more about Monica Capellan

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is email MonicaCapellan@kw.com orensure callthe(917) – 4112. published by Feature Publications GA, Inc. Although precautions are taken to accuracy502 of published materials, Top Agent To learn more about the Barrett Daly Group at Berkshi Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send visit barrettdalygroup.com, email barrettdalygroup@bhhsne.com, o inquiry to mag@topagentmagazine.com. Published in the U.S. 2

Top Agent Magazine

MISSEY DEGROFF

DIANNE CHRISTIAN & MATT DANIEL Though relatively new to the real estate industry,

explaining it every step of the way.” Missey has a rep-

ANGELA EVAN

stian made her first foray into the place and local inventory. For clients competing to Top she Agent Missey DeGroff of Alabama utation 39 goes above and orld back in 1986. Years earlier, close one of life’s biggest, priciest36 milestones, this as a Realtor who frequently 35 Real Estate beyond for her customers. “I had a client once who eal estate office as a receptionistSolutions before in Madison, Alabama is already solidifying value-add provides a desirable edge when it comes How did Angela Evans becom earn her license and put her first-hand property or pricing listings. Inwas fact,about to move into his house, but the lawn needed her reputation as an agent who can be counted to onsourcing to theand most trusted realto o the test. When her son, Matt provide Daniel, top-notch customer service to all her buyers Dianne and Matt’s approach to listing property mowing, so I called the guy who doesone myof yard thedo Metro ge, he too considered pursuing and a career as acomprehensive as their regional knowledge. sellers. Possessing a winning combinationisof asked him to please mow their lawn. Iinjust thoseDetroit area? As an industry he’d grown up in and had Dianne begins by putting her creative eye to good mother, Angela came t charming, outgoing personality and a fierce determilittle things, because they mean a lot tosingle people.” s a source of inspiration. What’s more, use, assessing homes for staging and decluttering real estate by necessity—he nation, there is little doubt she is quickly becoming a sband was also making the transition opportunities ahead of professional photography. to be reckoned with. former career absolutely youngest informs son her has autism an ry and together, their family force decided Likewise, Dianne and Matt each connect withMissey’s their she needed a career that woul imprint Daniel-Christian Real Estate. trusted network of fellow agents to get theapproach word to real estate. “I’m also a numbers person,” years ago and today, Matt serves as began her journey in real estate in October out regarding homes headed to market and rely allow her flexibility to tak Missey sheon explains, “so when it comes to closings I’ll walk ANGELA EVANS DIANNE CHRISTIAN MISSEY DEGROFF ’s Managing Broker, with his of mother open houses and the leading virtual listingthem plat- through 2016. A former Controller / Accountant / Finanevery line item. I’ll provide myappointments—but sellhim to sh a licensed broker. Along the way, Dianne and & Matt have forms to generate maximum visibility in person and online. MATT DANIEL cial Analyst working in the government contracting ers with every possible scenario. I likequickly to makefound sure that real esta tried-and-true reputation for client-centric service that goes sector like Boeing, found are no at the closing table.” al Susanna Haynie, or sellers, specializes in relocation assisEquipped withknow a PhD Physical Chemistry Asthey for listing Frances’ approach is comHow did community Joe Sullo become onethere ofandthe topsurprises propasthasclien is herMissey’s passion. Angela no eyond. “We don’t any in other wayforto major do it,” companies Dianneand at To give back and to she theshe Franklin call home,properties, Dianne growing dissatisfied with the“I frequent tedium detail-oriented approach, along to with her exceptional work in athe semiconductor industry, Markel prehensive. Not only do listings enjoy exposure LLC in Coloeoup like being tightknit, boutiqueherself company withFrances deep family Matt are each involved in variety of civic and charitable organizations. tance. provide relocation information to as many been in the business for over 40 44 47 ducing and most respected real estate agents in old-fashi 43 rea, as well as having great knowledge of theestate. area.” desk Dianne isas a board member of the Downtown Neighborhood Association, of ainnine-to-five job. “My friends would always tell me that work ethic, informswebsites everything sheonline does as a Realtor. hadn’t anticipated a career real After welmore than hundred listing mple tagline: Love people possible, because I love where I three live.” You might say Wade Pyles was Weir I pay for at sh no decade. and Currently with Coldwell Banker Manuel, theof“They Lakes Region NewbutHampshire? market u as well as a member the Downtown Franklin comprised I was a people person,” Missey recalls. suggested I of Association coming her beausecond child, shesuch craved a career that platforms, they’re also leveraged by targeted ion for this destined to enter Wade for my market serves Oakland, Macombreal andestate. Wayne counties. anklin, Tennessee, Daniel-Christian Real Estate primarily of area businesses. She and her son each serve as members of the Heriget out and do something that I’d enjoy. When they suggested real Missey believes that giving back to her community is of vital imporwould keep to home while challenging ads and promoted placement that ensure grew upmaximum surrounded by the industhough magazi nity is evident incloser Hands-on, consummately mson County andher southern Davidson County, though they tage Foundation,comprehensive and Dianne has also and served on the Mayor-appointed estate, I told them that wasn’t a salesperson. But then I startedvisibility. to tance, and topart, thatFrances end she tackles is involved with knack forshe problem-solving. When she Ichose For her much of multiple her try. ofHis was service a philanthropic successful name it, I post prob herever clients may lead. In addition to Matt’s leadership Historic Battlefield Commission. is a into member ofCORE the Franklin dher sellers, and professional marketing alsoMatt factors the Joe majored in Marketing and graduated Joe As a result theAunt amazing she provides, 95% of he getCo-founder, really burned out and decided toClub give and it a try. Since serves I’ve become endeavors. Most recently, she served as Team Leader for The AmerBroker and Dianne’s as Broker, Rotary currently as President for thebuyers Williamson real estate as and her status next venture, others couldandhardly work—with and business sellers alike—using the Realtor and repeat Wade and was referral always clients. including conscientious Group’s continued and ever-growing success. “I’m comes®from What keep magna cum laude from Suffolk University. He a Realtor, I absolutely love it.County I loveAssociation being ableofto REALTORS®. help people.” In their respective ican Cancer Relay for Life. She is also actively involved mother and son duo partner alongside long-time agent Laurie freeSociety’s hours, believe Frances knew she had found a path same set of analytical skills honed during herby prior intrigued the business. He One of thin 2011. Herit—but passion there for my clients from beginning towith end,” says clients coming become friends with mythe client the Vegetable her Garden program of back? CASA“I(Care Assurance onsummate professional who has worked with the pair for Dianne most enjoys travel and spending time with her grandchildren, then worked in sales and management with search eth that promised limitless potential. In the sixteen years career. “As a child, I always loved solving puzzles,” eventually joined forces with his it allows him I don’t look at it as a job,” Angela says. “Buying a house career has Susanna. “From helping my clients prepare their her, Matt and resulted Dianne earn roughly 90% of their business while Matt enjoys watching his boys play sports and relishes time spent Selling the entirety of Northern Alabama, Missy quickly distinSystem for the Aging and Homebound), a non-profit agency that Sharp Electronics for seventeen years before will app Aunt when he opened a mortgage community inv since earning her license, Frances has established she remembers. “I enjoy working with a lot of movat andbe referral work—a testament to the lasting bonds and loved ones. the biggest investment my clients willMissey make. They are buyin can consistently property, to of any kind that of staging, guished herself as aforged go-getter,with andfamily in spite warnings it would to professional provides multiple services to in-need community elders. hey serve. and Reflecting upon SUSANNA their professional philosophy, business and handled hermentoring loans.theirsuccess. Ibuye think MARKEL WADE PYLES JOE HAYNIE herself as acenter consummate estate professional, ing parts, so determining best wayindustry, to make aliveSULLO aher successful equipment busibycherishe athe home where they will and create most ds front photography andseven video, drone video.” takereal a while to establish herself sheFRANCES closed launching on dealsincluding first alsooffice gives back to the real estate through her old-fashioned work, straightforward communication, As for the future of their enterprise, both Matt and Dianne planswitch tonaturally In 2002, he over to the sales side of the business. comes back to armed withhard a reputation for superlative service and a on transaction work comes to me.” memories. I really help people and listen to what they wan A robust online and social media presence has year in the business, and is well track to exceed that in the current of new agents. in downtown Boston, which effective al touch as the key drivers of the team’s steady success to continue growingness their business mindfully and steadily—maintaining the he ran for “I upon. realized I had a real passion for sometimes helping people andbut theI reallyWade a boat proven ability andportion deliver Location and size matter, try toislisten year. A large ofresults. her business is referrals, and those who have also proven beneficial, and Susanna works hard to lieve in taking caretoofsource people,”solutions Dianne says. “If you treat boutique-level service their clients have come to rely Lastly, in sixteen years. He on finally sold Ithat business Realty: hadeducation been doing some sales, while was in Creek Regionao Frances’ emphasis the importance of extends beyond them describe the beach home they areIvisualizing for themselves with quick considering to sing her praises. Among the many When she’s working, Missey enjoys time with her family. then they’ll always come backworked to you. We alsoher try are to help what each enjoys about the ofcommunity. real estatenot they’re ted States from ensure her listings are most seen by as world many potential when he moved to the Lakes Region to begin Hampshi mortgage, but wanted to devote myself full time to sales in munity chairHe and comfortable with as much ofbuyers the on process leaving their mark upon,is Dianne reflects on the nature ofisreader, Frances isfeel based outtooflearn the Keller Williams Realty Merrimack Val-page her industry and theeverchanging sciences, also aand major promoter of gardening. glowing reviews her Facebook this one, which She is alsoas an she avid passionate about Angela makes herself available to her“When clients at any time. dnderstand was disappointed that as business possible. f they have all in theWestford, information Massachusetts. and understand all the details her long-lasting career, while Matt considers the interpersonal compoorder to provide people the exceptional experience that I Society. In the clearly illustrates the gratitude her clients feel for her: “Missey is I’m stressed out,” she says, “I’ll just go read a book or go work in ley office She founded and leads The arts education. In her hometown area, quality schools are a major his career as a realtor. He received his license in 2003 toptransaction, ten for the pa clients rave that during and the coursethe of the Ange in best the decisions.” U.S. “I had nrecognized they can make the nent of his daily work. “Every day is different,” Dianne says. “That’s believe everyone deserves.” County Habita amazing…she was in contact with us every single day and made the my flowerbed.” Markel Realty Group, a team of eight licensed professionals. The draw for many of those moving to or relocating within the area, becomes like family. o,” she explains. “I had worked When she’s not Susanna enjoys spending her now works at Rochetime Group. oneworking, of the things that’s kept me in this business for Realty so with many years. You The company’s forty process easy and less stressful have been. was the Whaley Ch expansion team has been result of two things: growth and isMatt eager to the share opportunities and amenities of Dianne’s beenof inher the business for more than thirty-two have to than love itit tocould stay with it.” Frances For his It part, values trustthe placed in usly, when my husband was inasodirect family, availing herself of Colorado Spring’s stunning environagents did over $166 million inleads sales in the Lakes Region What’s Joe’s favorite our first home purchase and she explained everything to us and Looking to the future, Missey’s goals include obtaining her BroWade now a small team that includes an assistant, as Matt recently completing his sixteenth year in the industry, him as a counselor and facilitator during one of life’s biggest transitions. in her business and an uncompromising desire for the highest level the Westford region. The strong relationship she builds with her clients makes fortunately for her clients, she ment. Hiking, biking, tennis and skiing are among her passions. answered all of our questions…thankful she was our Realtor. She ker’s License, something she plans to accomplish this year. Other der that clients choose to work with a team of professionals Both mother and son take seriously their roles in shepherding clients last year. Outa large of those forty Joeforwas fifth in volple,” he says with well aagents, full timeeasy social media and person, and a fullonce When he isn’thw of service. service and results she delivers to her clients has her to staytech in touch with them the transactio industry. “SoThe I and was like,took ‘well, Asand thewe mother ofhome.” athespecial needs portion ofasthe her eped in experience knowledge. Likewise, and toward American Dreamchild, of homeownership. Together, team care of us,Dianne love ourand than that, her primary objective is to continue toFenton grow her business time stager. Heat primarily covers the Lake area and here spending time created a growing network of satisfied repeat clients the new To give back to her community, Frances and her team are involved ume. He serves the area from north of Conway down to move from Mas is over. She keeps up with the important occurrences in he et says with a laugh.ofSince non-work is spent as aReal ski Estate coachis for thetreading Special Olympics, of seven generations family then, born and raised in the lifeDaniel-Christian surely the right road toward aexcellent level of client service that is quickly and maintain the all of Livingston and North Oakland counties. He is now met cooking. clients they refer. In order to continue to service all of these clients in a few local, charitable causes close to their hearts. Together, clients’ lives via social media. Shenect also with reaches out by phon and have witnessed first-hand evolutions ofand the marketbright future. involved helped a multitude oftheclients she is also heavily with fundraising activities for Concord. them really

JOE SULLO

SUSANNA HAYNIE FRANCES MARKEL

WADE PYLES

37) THINKING OF LISTING? NINE WAYS TO GET READY

41) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

“I’m a very customer-driven Realtor,” Missey says. “I take care

45) COACHING 9-1-1

becoming synonymous with agents her name. “I state want of to Michigan. keep doing this one of the top producing in the

with the exceptional that she hasorganization. set, Frances has they frequently withCASA and sponsor just the Lowell Humane Socito check in and let her clients know she is thinkin wnership. Working standards with three Sheneeded also dedicates time and partner energy of my clients.that I just love helping them through the whole process, for to another twenty years,” she says with a laugh. of the buyers here Wadeup couldn’t to add like-minded agents to her team. ety, as everyone on the team is an animal lover. On the personal of them. nistrative assistant, Susanna’s (Court Appointed Special Advocates), which assists abused or A key to Wade’s success isfrom that herepeat sees whatand he does as being and plans on d A high percentage ofproud his business comes front, Frances is a Rotarian and is a Paul Harris Fellow, El Paso County. Her company neglected children. about building relationships, thanamazabout sales. To “I and grew do. Becoming “We are all great problem solvers notedclients for her eager consistent charitable giving. In her free referral tomore spread the word about his give back toand thesh Angela hasremaining a degree in Marketing Advertising, the American experience: “We and we collaborate in order to my life.” up in Fenton,is so Iputs really don’t look atinmy clients asmarketing transbring each client the benefit of our collective knowledge, educahours beyond the office, Frances a certified scuba diver and that expertise to play in her listings. Fo ing workplans ethic and business practices. What setswillJoe apart years with Meals on rican, and one South African Looking to the future, Susanna’s include growing her actions.the These areTo people that Ishe see ina the community, tion and experience,” Frances explains. “We offer a high level of most enjoys traveling around world. date, she’s visited over most listings hosts broker open, and a well-promote business and her roster of agents. wouldinlove from his “Ipeers the toindustry? “I’ve been in She sales all ofalllong-lasting mobile Club and se so provide I’m building trust them and contacts hopefully service and we’ve seen it all. For most people, this is the biggest thirty countries across the globe. openwith house. the neighbors of the listing more agents with the opportunity toand work with our company,” relationships. I approach everything I do with honest, clear and my life I majored in Marketing,” Joe explains. He has Realtors Community their lives and having the detail-oriented service that reaching out to one’s she already knows knocking o erpurchase businessofbased on repeat and she says. “I think we’re providing a great service to them, with communication. and constant I’m here to help people and our team provides throughout the entire purchase process makes twenty-four a Frances plans to continue growing her business one delighted cli5 Star reviews on Zillow, and is listed in Who’s He also donates gene doors of neighbors she hasn’t met yet. “I let them know I’ arly made a name for herself as a one-on-one coaching.” Branching out into the water rights arena I want to every guide single them tobuyer making the bestthat possible worldTo of difference.” ent at a time. It’s that focus on andproperty seller be listing the and they decisions should reach out ifcherish they hav learn more aboutis Dianne Christian and Matt Who Luxury Real Estate. His past clients cite his knowlbanks. In his re customer satisfaction. Among also a possibility. “I think, overall, that IDaniel just want to expand themselves their families. I really listen to to what has790 been–the key to herforsuccess. Sheand isany gratified by her friends or lending family they want livetheir nearby them,” she say Dianne@Daniel-Christian.com, (615) 6107, etention is email the company’s decidour services, because call I think that’s a great thing toofdo.” edge and expertise the market and the industry, and rave “I fishing,viagolfin andlevel goals and then I do everything I can to love help campaign To keep in touch with all her clients from over the years, Frances distinct expertise and needs superior ofare service and professionShe also conducts a thorough marketing soci belief is Daniel-Christian.com, that everybody needs to or Facebook.com/DanielChristianRealEstate visit them achieve them.” about his reliability andCentral loyalty. One media, client searched resor Forclient more information about Missey DeGroff, stays connected through regular email updates and apprecialism to Eastern and Massachusetts and Southern Newtheon the true and posts the for listing MLS four and allseason the major thir “because everybody deserves a Ultimately, though, it’s about keeping her customers satisfied. “I ation events—such as her group’s annual pre-Super Bowl party. Hampshire. perfect home for three years before finally buying. He says, continue his work at party real estate sites. Topin Agent Magazine please calldeserves 256 - 508 - 8432 email y clients is my number one goal, think everybody a happy placeCopyright toor live, and amissey@alrealsolutions.com thriving Not only does Wade build strong relationships, but he main“Joe stuck with me while all the other agents abandoned an independent agenc 00 home or a $1.5 million-dollar community. I want to help as many people as possible achieve tains them long after the active transaction as well. “I stay in What’s her favorite part of the job? “I love working with firs onate about working with buyers this,” she says, and her sincerity obvious. me.” isJoe follows through theclients listing to the closing, Joe “Frank Ro touchfrom with past through a monthly newsletter andsays. I

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally!

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REALTOR Vendors and Please contact Real Estate Companies— mag@topagentmagazine.com time home buyers. At the closing table, when they get the key have several social events throughout the years. “I make sure to cross all For instance Lakes Region Real E Get Nationwideand &he’s incredibly detail-oriented. I’m about tocall hold an event at a local nursery educating them or 888-461-3930 for my T’s and dot all my on I’s,” he says. To stay in touch with like working in this t curb appeal. I also do a lot of fundraising events for local International exposure! adandrates and information. charities nonprofits, so my clients can come and also www.

have an opportunity to give back.”

Wade’s comprehensive marketing packages are another thing that sets him apart. “When I have that first meeting with them, I take a lot of notes, and then I bring in my stager and a professional photographer, all of which is something

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learn more about Frances Markel email frances@markelrealty.com, visitHaynie, markelrealty.com, or call (978) 621 – 9785 more information about Susanna www.

To lear c emai or

How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script. Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with. To answer your client’s why you must go back to your own why. WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

Top Agent Magazine®

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest. WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions. In real estate, there’s so much to enjoy. There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones. There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community. WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team. Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with. WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events. WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns. Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers. Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal]. Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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PAM SESSIONS After beginning her role as an assistant to a broker back in 2006, Pam Sessions understood in short order that she wanted something more. After a few months in her hands-on position, she decided to take the next step forward and become an agent in her own right. More than a decade later, Pam has positioned herself as a consummate real estate professional, equipped with a faithful reputation for integrity, diligence, and a community-centered ethos. Based in Oxford, Maine, Pam primarily serves the counties of Oxford, Cumberland, Androscoggin, and York. Spearheading her work solo under the banner of Bearfoot Realty, Pam is capable and experienced in a variety of transactional types, including residential, commercial, multi-family, waterfront, and land. With 95% of Pam’s business driven by repeat and referral clients, she has built a proven track record for personable service that delivers results. In outlining her professional approach, Pam cites honesty, strong personal relationships, and intrepid problem-solving as the foremost tenets of her working style. “I’ve built my career on being a very honest, trustworthy professional,” Pam explains. “I go above and beyond and take an out-of-the-box approach to solve any problems that might arise, using creative ideas to get deals done.”

To keep in touch with her everexpanding network of clientele, Pam remains top-of-mind through annual magnet calendars that keep her close at hand, while she naturally reconnects with past clients through the relationships forged throughout a transaction. “Most of my clients end up becoming friends,” she explains. As for listing properties, Pam’s approach is multilayered. Beyond the traditional, tried-and-true methods like signage, she also leverages social media and visibility across the top online listing portals by incorporating targeted ads and boosted visibility. Likewise, she pairs with a local lender to host informative Q+A sessions at a local coffee shop. As a big believer in community-focused education, Pam hosts seminars for first-time homebuyers exploring the purchase process. Considering her years of experience in the business, Pam applies her honed expertise to solve problems on behalf of her clients. She’s built a name for herself when it comes to creative problem-solving and navigating the complexities of certain real estate transactions. “I’ll do what I need to do to keep a deal together and I never hesitate to contribute what’s necessary to make that happen,” she says. “I’m here to help buy or sell property, but I’m very patient and personable, and I often end up befriending my clients along the way. I’m that out of the box Realtor who never gives up.” In fact, Pam’s favorite story to tell new clients is how she showed eighteen properties the day before her wedding. As a result, those buyers bought one of those homes and have since sold that property, bought another with Pam, and have referred her to countless friends and families. Copyright Top Agent Magazine

To give back to her local Oxford community, Pam and her family take hands-on roles in serving their neighbors. Pam’s husband is a local firefighter and Pam and her family give back regularly by supporting his station’s fundraising and awareness efforts. Through her office, Pam supports the Bearfoot Realty Golf Tournament, in support of worthy causes. She also gives back through her commitment to community empowerment through her educational efforts geared towards prospective homebuyers. In her remaining free hours, Pam most enjoys quality time spent with her family and loved ones, as well as hiking, spending time by the water, and enjoying the great outdoors with her kids.

As for the future of Pam’s enterprise, she plans to continue growing her business steadily and mindfully, meeting her year-over-year growth goals. For now, she’s content to serve the aspiring buyers and sellers in the Maine community she calls home and references her favorite quote as part of her personal and professional ethos: “If you dream it, you can achieve it!” Finally, looking back on her exemplary career thus far, Pam Sessions considers what she values most about her chosen profession. “I love meeting and helping new people, connecting with them,” she reflects. “Seeing that end result when my clients get to sit down at the closing table, having met that goal—it’s such an exciting and rewarding feeling.

To learn more about Pam Sessions email Pam@BearfootRealty.com, call (207) 740-6351 or visit BearfootRealty.com www.

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Bearfoot Team is proud to congratulate

Pam Sessions

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

Bearfoot Realty o: 207 - 539 - 6060 | fax: 207 - 539 - 6061 bearfootrealty.com facebook.com/bearfootrealty http://

www.

Bearfoot Realty | 698 Main Street | Oxford, ME 04270

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

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

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

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MONICA CAPELLAN After twenty successful years as an executive running the western region of the one of the world’s retail giants, Monica Capellan was ready for a change. Once she made the move back East to be closer to family, she was eager to find a new path that would make use of her seasoned skillset and entrepreneurial streak. She had always been fascinated by the real estate industry and had spent years assisting in site acquisitions for Zara. In 2016, she decided to make the leap into real estate and follow her passion. Since then, Monica has established herself as an agent swiftly on the rise and in command of a reputation for personalized service that does not compromise on results. Based in Fort Lee, Monica specializes in the New Jersey communities of Edgewater, Cliffside Park, and Fairview, along with the greater Bergen and Hudson County regions. Monica is also licensed in the state of New York. To date, she has already managed to generate a sizable contingent of her business through repeat and referral clientele. Last year, she closed on twenty-four properties and was honored by the New Jersey Association of Realtors’ Circle of Excellence Award. The secret to her success thus far? Monica cites integrity, communication, background, and hard work as the primary motivators of her working style. Furthermore, she is fluent in Spanish and her bilingual status empowers her service of New Jersey’s sizable Latino population. “I have lived all around the country, including Miami, San Francisco, Santa Monica, and New York City,” she says. “Understanding that process has allowed me to connect and understand the culture of a wide range of clients. As a former executive of a major retail company, I also understand what is necessary to meet clients’ needs and how to provide excellent customer service.” As for her commitment to client education, Monica is a big believer in arming clients with all the information necessary to feel confident amidst one of life’s biggest investments. “My priority is to make sure clients are really working with somebody they can trust,” she says. “I want my clients to feel comfortable that they are making the right investment for their lives and goals. For most of us, buying property is the largest investment of a lifetime. I want clients to feel like they received the support they needed, instead of being pushed to make a decision.”

When it comes to listing properties, Monica applies the best practices of digital marketing. First, she incorporates professional photography, virtual tours, and videos to create an immersive, striking first impression online. Then, she uses social media and the top online listing platforms to secure wide exposure, securing buyers successfully and in short order. Whether working with buyers or sellers alike, Monica emphasizes the power of communication and straightforwardness when it comes to building a relationship with clients and creating an open dialogue throughout the transactional process. “When I am working with a client, I explain all the processes even before we start. That way, they have realistic expectations from the outset,” she explains. “I continue to explain all the details throughout so nothing takes them by surprise. To be able to reach the closing table successfully and see the satisfaction in the faces of my clients— that is the most rewarding feeling. Seeing that joy really motivates me to continue serving my clients. Buying or selling a home is such an important decision for people, and to be a trusted part of that process is really fulfilling.” To give back to her community, Monica takes part in Keller Williams’ Red Day and supports the organization Dress for Success, which empowers women to achieve economic independence. During the holidays, Monica also participates in a charitable lunch that serves over 300 families in her community. There, she puts her Spanish language skills to use while dressed as an elf, helping families get into the Christmas spirit. In her remaining free hours, Monica most enjoys travel, going to Broadway shows, operas, musicals, and concerts, as well as trying out new recipes, and visiting new restaurants. Most recently, she is learning to play golf. As a mother to twin boys, Monica is very proud of her sons and their achievements. Looking ahead, Monica aspires to continue growing her business, with plans to build a team in the years to come. Now, with two sterling years of experience and a bright future ahead, Monica Capellan considers what she enjoys most about her second act career. “I love what I do and I just want to continue to have fun with the process,” she reflects. “People should be able to enjoy the home buying or selling process, and so far, I have been able to make it a pleasant process for my clients.

To learn more about Monica Capellan email MonicaCapellan@kw.com or call (917) 502 – 4112. 10

Claudia M. Villamar is proud to congratulate

Monica Capellan

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

Claudia M. Villamar, AMP Senior Loan Officer | NMLS#1149645 D: 201.951.6758 | F: 201.221.7510 cvillamar@myccmortgage.com CrossCountry Mortgage, Inc. | 7520 Bergenline Avenue North Bergen, NJ 07047 | Branch NMLS3029 crosscountrymortgage.com/claudia-villamar-amp

www.

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KELLY D’ERRICO, SRES®, SRS® Kelly D’Errico was living in Connecticut in 1994 when her mother’s close friend, a real estate mogul in the area, suggested that Kelly would be perfect for the business. He paid for Kelly to study for her license. She loved it but felt she was too young to begin her career as a Realtor®. “I told him, ‘When I’m ready, I promise—I’ll be a Realtor®!” she says. In 2000, Kelly moved to Florida, purchased her Florida home, and studied for her license. “I’ve been a Realtor® with Watson Realty Corp since 2001!” she says with her characteristic enthusiasm. She now works as a solo agent, supported by her assistant—who is also her best friend. She serves mainly the West Volusia area, including DeLand, DeBary, Deltona, Orange City, Osteen, and Lake Helen, but she also serves The Villages, north to Ocala, and south to Polk City. As a result of the amazing, personable service she provides, 95% of her business comes from repeat and referral clients. “I’ve been doing this for so long, and I know so many people in the area,” she says. “I have three kids who at one point went to three different schools, and I’m very involved in the schools. In fact, I’m the Realtor® for the Superintendent of the Volusia County schools—I’ve sold six houses for him and his family.” What keeps her clients coming back to Kelly at such a high rate? “I’m very loyal. I treat them the way I like to be treated. I’m a very good communicator. I answer my phone and always respond promptly. I pay attention to detail. I constantly follow up.” Kelly calls all the Realtors® and lenders she is working with every Monday and then gives her buyers and sellers an update. In her seventeen years in the business, Kelly has never had a negative review or an unhappy customer. Her clients rave that she keeps them up-to-date during every step of the process, and she stays on top of every detail, which results in a smooth transaction. “I make the process easy for them, and they come back because of that,” she says. It’s easy for Kelly to stay in touch with past clients because most of them are referred to her and are also involved in the local schools in some way. “I see them often,” she says.

She reaches out by mail, phone and email, and sends calendars for the New Year. She also keeps in touch via social media. Kelly posts each listing to the MLS, her Facebook business page, and her heavily trafficked website. She also conducts a thorough marketing campaign on social media. Every Wednesday she works at the local farmer’s market in DeLand, sharing postcards and a look book of all of her current listings. She has “text to” signs at each property as well, which allows for seamless follow up with interested buyers. She hosts well-attended broker’s opens and open houses as well. These thorough marketing strategies often result in quick sales at high prices. What does Kelly like most about her job? “I like meeting people. I love my customers! I’ve never had a bad customer, so that’s a huge plus,” she says with a smile. To give back to the community, Kelly volunteers and donates to her children’s schools. For the past six years, she and her husband of 27 years have volunteered with the Deltona Soccer Club—he was Vice President for five years, and Kelly donated her time to build their website, maintain the books, and market the club. In her cherished free time, Kelly loves to spend time with her husband and their children. “I married the boy next door, and I have three amazing kids! We love to spend time together,” she says. She enjoys cruising, camping, NASCAR races, and hanging out around the fire at home with friends and family. For the future, she hopes to build a team and mentor newer agents in her office. “I’d like to take a few of them under my wing, work with them, and teach them the correct way to sell real estate. If I can give them a boost and help them to the closing table for the first, second or third time, then I think they can have the confidence to go out on their own and do a great job!” She’s also working towards her CRS and her Staging Certification. Those are all worthy goals, and ones that with all her expertise and amazing energy, she’s sure to achieve!

To find out more about Kelly D’Errico, email kellyd@watsonrealtycorp.com, call (386) 561 - 8931, or visit kellydsellsflorida.com http://

Jill Edgington and Watson Realty are proud to congratulate

Kelly Dâ&#x20AC;&#x2122;Errico

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

Jill Edgington | Vice President/Broker 386-740-5935 | JillEdgington@WatsonRealtyCorp.com HTTP://

HTTP://

JillEdgington.WatsonRealtyCorp.com

Watson Realty Corp. | 1961 S. Woodland Blvd. | Deland, FL 32720 Top Agent Magazine

Embracing Smart Homes:

Does New Technology Really Increase Home Value? Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 14

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return. There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market. On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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RORY S. COAKLEY

Rustic Log Home, Clarksburg, MD

RORY S. COAKLEY Born and raised in the D.C. area and growing up in the family business, Rory S. Coakley’s future in the local real estate scene was all but certain from the beginning. His family owned a full-service construction and development company, and Rory spent the summers of his teenage years working on job sites before transitioning to the corporate office. After graduating from Georgetown University with a Bachelor’s Degree in Finance, he went on to earn his Master’s Degree in Real Estate and Urban Development. In 1989, 18Copyright Top Agent Magazine

Rory was ready to put his long-nurtured skillset and vision to the test. Alongside his wife Nancy, he launched Coakley Realty, their own full-service real estate imprint. In the decades since, Rory and his office have carved out an intrepid reputation for superlative client care and unparalleled regional knowledge. Today, Rory is at the helm of a tight ship that includes thirty-eight agents. He also co-heads a property management offshoot Top Agent Magazine

Northwest Washington, D.C.

of Coakley Realty, called Coakley Realty Management, which oversee roughly 220 commercial and residential tenants in the greater D.C. metro area. Now that Coakley Realty is coming up on thirty years in business, Rory’s son has also joined the ranks of the family enterprise and spearheads much of the company’s commercial projects. Thus far, roughly 50% of business is driven by repeat and referral clientele—a testament to Coakley Realty’s staying power as a real estate powerhouse. For his part, Rory cites Top Agent Magazine

knowledge, lasting relationships, and diligent service as the most powerful drivers of the company’s success to date. “We’re a full-service company, and that gives our clients plenty of opportunities to work with us,” Rory says. “We may manage someone’s building, lease it, complete a real estate tax appeal on the building, appraise it, sell that person’s home, or manage their property. We’re proactive and make coordinating real estate ventures a seamless process for our clients. We also know the area and its Copyright Top Agent Magazine19

Rockville, MD

nuances well. I’m locally born and bred, grew up in a local family business, and we just have strong roots here.” In fact, Rory’s family has maintained an active presence in the regional real estate and/or construction scene since 1925, ensuring that he and his team offer clients invaluable insights when it comes to the area’s inventory, regulations, market, and major players. Beyond his experience, deep well of knowledge, and personal ties to the area, Rory is also a big believer in growing talent. As head 20Copyright Top Agent Magazine

of Coakley Realty, he devotes much of his time to finding and fostering agents with promise. Over the course of his career, he’s cemented himself as a masterful negotiator and a professional with vision. Applying those skills, he’s been able to steadily build his business and talent roster—while delivering optimal results for his clients in the process. Other services offered by Rory and his team include land development, litigation services, investment property services, and commercial real estate expertise. All told, Rory’s diversely equipped team and offerings Top Agent Magazine

Potomac, MD

The Castle at Forest Glen, Silver Spring, MD

ensure that clients turn to Coakley Realty as a one-stop-shop for all things real estate. To give back to his hometown community, Rory and his office are involved in a variety of civic and charitable causes and make giving a central pillar of their professional Top Agent Magazine

philosophy. Rory presently serves as Chairman of the Board for Big Brothers Big Sisters of the National Capital Area and on the board for Positive Coaches Alliance and Capital Bank. He also served as a past President of the Rockville Chamber of Commerce and as a trustee of Georgetown Preparatory School. In Copyright Top Agent Magazine21

Northwest Washington, D.C.

his remaining free hours beyond the office and his community contributions, Rory most enjoys traveling with his wife to new destinations, with recent locales including South Africa, Cambodia, Vietnam, Thailand, and Hong Kong. Considering the future ahead, Rory has plans to continue growing his business steadily, building on his existing relationships, while forging

new talent. In the last year, Coakley Realty has added a seasoned sales manager and twelve talented agents to their ranks and continue to grow amidst their mission to serve the greater D.C. metro region in both the residential and commercial sectors. For now, Rory is content to continue his incisive leadership of the family business and support his extended community, one property at a time.

To learn more about Rory S. Coakley email rory@coakleyrealty.com, call (301) 340 â&#x20AC;&#x201C; 8700 x 101, or visit coakleyrealty.com www.

22Copyright Top Agent Magazine

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar. Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first. Top Agent Magazine

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.” You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result. Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed. It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead. 1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments. 1.5 hours – Spend this time prospecting and appointment setting. 1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines. 8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive. As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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DAVID FANKHAUSER Top Agent Magazine

DAVID FANKHAUSER After a successful corporate career moving around the Eastern United Sates every few years, David Fankhauser eventually settled in Florida for two decades before making the pivotal move to Tellico Plains, Tennessee in 1996. After so many years packing up and relocating to new homes and communities, he and his wife Sandy developed their own philosophies and wish-list for their dream real estate hometown. In Tellico Plains, David and Sandy discovered a rare, tightknit community amidst stunning natural beauty in the mountains, a combination he had long been searching for. David put his entrepreneurial spirit in motion—launching real estate and development companies—and today he heads the very successful Skyway Realty Land & Homes. Over the course of his real estate career, David also managed to carve out an authentic reputation for professionalism, personable service, and community advocacy. Today, Skyway Realty serves the Tellico Plains area David cherishes for its people and scenic mountain beauty. Right beside his adoptive hometown, The Cherohala Skyway was even selected as the Best Mountain Drive in the Eastern U.S. by National Geographic and is helping grow Tellico Plains as a community with easy access to nature. “It’s a very beautiful place and it’s a great thing to be part of a community with a quieter lifestyle in the mountains,” he says. “I love meeting and helping people as they fulfill their dreams of living in a mountain community in Tennessee.” In this vein, David has courted clients from around the world, while cementing a strong community presence that builds collective prosperity. “Buyers are looking for real estate in a community that appeals to them,” he explains. “Oftentimes, if they’re retiring, they’re looking for a very specific kind of community fit. That’s why we try to highlight our community, its leaders and business owners, what construction opportunities are available, and how to connect prospective buyers with the trustworthy contractors and subcontractors who can serve their needs, as well. We like to take a synergistic approach to real estate.” To market listings, David and the team at Skyway Realty utilize huge real estate search engines that get their clients’ properties in front of millions of buyers across the internet. All properties are accompanied by high quality photography, and oftentimes drone footage to showcase the relationship of the home to its surroundings. Likewise, the team at Skyway Realty approaches marketing campaigns with a tech-savvy eye that optimizes listings for mobile viewing, while ensuring high visibility on the leading 26

digital listing platforms that produce worldwide exposure. In terms of his professional philosophy, David cites authenticity and a personal touch as the key drivers of his business model. “I love working with people,” he says. “It’s fascinating to see who my next neighbor might be, what they know, and what they will bring to the community. I like to connect and stay connected.” To give back, David has been cultivating close relationships with area leaders for years and uses his previous professional experience and ongoing connections to help bring new commercial and investment opportunities to the Tellico Plains region he believes in. “I want to help produce leaders for our town and continue to bring business to the area,” he says. I like pioneering and I love our community. I believe the future for us is really bright.” In his remaining free hours, David most enjoys time spent with his wife and loved ones. As a voracious reader, he also enjoys settling in with a good book to learn how pioneers fashioned the world we enjoy today. To him, their great wisdom needs to be carried forward. Looking toward the future, David shows no signs of slowing down and still considers real estate an adventure. “I’m a lifelong learner,” he admits. For now, he’ll continue building upon his twenty-one-year Tellico Plains legacy, relishing the chance to continue to build and advocate for his community one buyer and one seller at a time.

To learn more about David Fankhauser visit tellico-tn.com, email dave@tellico-tn.com, call 423 - 295 - 4440, or visit his Facebook page facebook.com/SkywayRealEstate www.

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The Top Agent Magazine

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver. With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do. If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show28

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective. If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial. Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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JEAN RILEY

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JEAN RILEY Jean Riley has built a career on being accessible and available to her clients while understanding and meeting people’s unique real estate needs in San Diego County. Having previously worked in property management, she was ideally suited for real estate sales when, in 2016, property management clients began requesting her help with other investments. “Some clients will only work with me, even when they’re purchasing in San Francisco!” It’s obvious that people can trust Jean. “I am not after the commission. I know that if I take care of my clients, I’ll be compensated.” Her clients appreciate her patience. “I take the time to explain all of the details and then go above and beyond, doing things that may not even be my job.” She makes it her responsibility to ensure that things go as smoothly as possible for everyone. “These are my clients and my friends for life.” Relationships are extremely important to Jean, who has a degree in business psychology. Given a previous decade of expertise in industrial and organizational psychology with a consulting firm, she knows to “step aside” every transaction and analyze the situation for her client from every vantage point. “I see myself as a consultant; I make recommendations based on what I know about them and the market.” She believes her most important role is to act as an advisor. In doing so, her clients notice the value she adds. “Some of them have never worked with an agent who did any more than open the door to a property, but I analyze each situation and negotiate on their behalf.” Jean discusses the client’s “exit strategy” with them before any purchase. “In the end, everybody sells; we just don’t know when.” She wants them to understand everything about the market and the property upfront, to review the data she provides, and to decide if the purchase is best for them. “Maybe it’s my

consulting background, but that part comes naturally to me.” Spending so much time getting to know clients’ needs also helps Jean get to know them personally. “I remember people and what they like, so keeping in touch is very easy for me. I reach out to them whenever something reminds me of them.” Her relationships form so naturally that many of her clients contact her as often as she reaches out to them. “They know they can come to me with any questions or needs, whether it’s about real estate or not, and I’ll put them together with the right resource.” Marketing her listings also comes naturally to Jean. In addition to deep and targeted internet and social media marketing following staging and professional photography, every one of her listings gets a top-of-the-line brochure. “It’s not the typical one-page flier. I have a designer and, for every property, whether $200,000 or $2 million, we produce a 12-page brochure in full-color on heavy, glossy card stock.” She also advertises in local newspapers and community publications. Because she speaks several languages, she easily translates her marketing and advertising to reach some of the biggest global markets of California buyers. “Certain properties attract luxury buyers from overseas,” she says. “Besides Canadian and Mexican buyers, the Chinese are one of the biggest groups of international buyers. I can write, speak, and communicate the language and advertise to special groups in Chinese.” Jean expects the next few years to bring continued growth to her business; it’s a fact that doesn’t surprise her colleagues, clients, friends and even former coworkers. “One of my ex co-workers happens to be my client now and told me, ‘Jean, you’re radiant!’” They see how happy I am and they know how much I really do enjoy helping my clients.” For Jean, this often includes educating young or new buyers on how to become qualified to buy a home, connecting them with the resources they need and working on their timeline to help them with that all-important first home purchase. “I feel a sense of satisfaction and happiness when I help my client accomplish their goal,” she says. “That’s an amazing feeling.”

To learn more about Jean Riley, visit SoldByJean.com or go to her Facebook page, email jean@centermacsd.com or call 858.598.3888 30

Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school Top Agent Magazine

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls. Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise. 32

While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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BARRETT DALY GROUP Passion, consideration and experience define the Barrett Daly Group. Between them, Marybeth Barrett and Taylor Daly have more than a quarter century of real estate sales experience, but it’s their backgrounds and success serving others that make them a premier real estate team in Greater Hartford, Connecticut. Specializing in Glastonbury and Greater Hartford Marybeth, Taylor and the Barrett Daly Group deliver an unmatched client experience, earning them accolades for their consistent focus on their clients’ best interests. Taylor, who spent several years in corporate sales prior to becoming a REALTOR®, decided in 2012 that corporate sales wasn’t the best match for her. “I grew up in a family of developers and have been around real estate my whole life, so while deciding what to do, I took the real estate classes and got licensed, thinking real estate could hold me over until I figured out my next step.” She didn’t expect that during her first real estate job she would fall in love with the career. “That was in 2012 and I’ve been working with Berkshire Hathaway my entire real estate career.” In 2014, she partnered with Marybeth, a respected Glastonbury REALTOR®, who also came from a corporate environment, in customer service with American Airlines. Real estate was a smooth transition, given Marybeth’s self-motivation and excitement over the process matching homes and clients. Marybeth has been in the business for more than 20 years; she is known for expertly building empathy and trust. Having thrived through several turns in the real estate market, she counsels and guides buyers and sellers toward the best long-term real estate decisions. “The best part of my job is seeing the smile on a buyer’s face because they found the right house, or when a seller is happy they found a person that loves their home as much as they do,” says Marybeth. Taylor, meanwhile, brings an innate knowledge of homes and strong marketing skills to the team. Real estate, they know, is not about transactions. “People remember that we made the buying or selling process enjoyable,” says Taylor. “It can be stressful buying or selling the biggest investment someone is

going to make. We give them all the detail they need in order to make informed decisions, but we keep the stress and frustration away from them, putting that on ourselves instead.” There’s nothing more rewarding for Marybeth and Taylor than their clients’ happiness at a closing table. That happiness leads to generous accolades as clients praise the team’s organization, compassion and savvy negotiation skills. “We also become close with a lot of our clients,” says Taylor. “Staying in touch comes naturally.” Not surprisingly, the Barrett Daly Group ranks in the top 2% nationally in the BHHS network and the #9 team in the BHHS New England/Rhode Island and New York network. Given their knowledge of homes and the market, they provide exceptional marketing for listings. “We have a terrific network of professional stagers and only use professional photography.” As licensed stagers, Marybeth and Taylor manage much of a listing’s preparation. “But when we want a different perspective or more furniture, we bring in our professional stagers.” They also produce and include floor plans in widespread but targeted marketing to buyers through social media, all real estate websites, and local publications. Meanwhile, Marybeth is known for going above and beyond to help the community and people in need. Two or three times a week, Marybeth visits a particular school in a lower-income neighborhood, reading to the kids or helps the teachers in whatever way they need her. She inspires the giving spirit in her team, ‘adopting’ five or six families every Christmas. “Our team members go out and shop for the families, buying what the kids want and delivering the gifts right to the families,” says Taylor. “It’s so meaningful to meet the families.” They also collect and donate items to Food Share on a regular basis. Marybeth and Taylor plan to grow their team and always keep an eye out for like-minded REALTORS®. With plans to keep growing the team and corner the market in Glastonbury and Greater Hartford, they are grateful for the fact that real estate allows them to continually meet new people, see new homes, and play a part in making dreams come true.

To learn more about the Barrett Daly Group at Berkshire Hathaway, visit barrettdalygroup.com, email barrettdalygroup@bhhsne.com, or call 860 - 716 - 2140 Top Agent Magazine

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DIANNE CHRISTIAN & MATT DANIEL Dianne Christian made her first foray into the real estate world back in 1986. Years earlier, she worked in a real estate office as a receptionist before deciding to earn her license and put her first-hand knowledge to the test. When her son, Matt Daniel, finished college, he too considered pursuing a career in real estate, an industry he’d grown up in and had long served as a source of inspiration. What’s more, Dianne’s husband was also making the transition to the industry and together, their family decided to create the imprint Daniel-Christian Real Estate. That was six years ago and today, Matt serves as the company’s Managing Broker, with his mother Dianne also a licensed broker. Along the way, Dianne and Matt have established a tried-and-true reputation for client-centric service that goes above and beyond. “We don’t know any other way to do it,” Dianne explains. “We like being a tightknit, boutique company with deep family roots in the area, as well as having great knowledge of the area.” Based in Franklin, Tennessee, Daniel-Christian Real Estate primarily serves Williamson County and southern Davidson County, though they also travel wherever clients may lead. In addition to Matt’s leadership as Managing Broker and Dianne’s status as Co-founder, Broker, and Owner, this mother and son duo partner alongside long-time agent Laurie Williams, a consummate professional who has worked with the pair for years. Together, Matt and Dianne earn roughly 90% of their business through repeat and referral work—a testament to the lasting bonds forged with those they serve. Reflecting upon their professional philosophy, Dianne cites old-fashioned hard work, straightforward communication, and a personal touch as the key drivers of the team’s steady success to date. “We believe in taking care of people,” Dianne says. “If you treat people right, then they’ll always come back to you. We also try to help our clients understand and feel comfortable with as much of the process as possible. If they have all the information and understand all the details involved, then they can make the best decisions.” Considering Dianne’s been in the business for more than thirty-two years, with Matt recently completing his sixteenth year in the industry, it’s little wonder that clients choose to work with a team of professionals so keenly steeped in experience and knowledge. Likewise, Dianne and Matt are part of seven generations of family born and raised in the Franklin area and have witnessed first-hand the evolutions of the market-

place and local inventory. For clients competing to close one of life’s biggest, priciest milestones, this value-add provides a desirable edge when it comes to sourcing property or pricing listings. In fact, Dianne and Matt’s approach to listing property is as comprehensive as their regional knowledge. Dianne begins by putting her creative eye to good use, assessing homes for staging and decluttering opportunities ahead of professional photography. Likewise, Dianne and Matt each connect with their trusted network of fellow agents to get the word out regarding homes headed to market and rely on open houses and the leading virtual listing platforms to generate maximum visibility in person and online. To give back to the Franklin community they call home, Dianne and Matt are each involved in variety of civic and charitable organizations. Dianne is a board member of the Downtown Neighborhood Association, as well as a member of the Downtown Franklin Association comprised of area businesses. She and her son each serve as members of the Heritage Foundation, and Dianne has also served on the Mayor-appointed Historic Battlefield Commission. Matt is a member of the Franklin Rotary Club and currently serves as President for the Williamson County Association of REALTORS®. In their respective free hours, Dianne most enjoys travel and spending time with her grandchildren, while Matt enjoys watching his boys play sports and relishes time spent with family and loved ones. As for the future of their enterprise, both Matt and Dianne plan to continue growing their business mindfully and steadily—maintaining the boutique-level service their clients have come to rely upon. Lastly, in considering what each enjoys most about the world of real estate they’re leaving their mark upon, Dianne reflects on the everchanging nature of her long-lasting career, while Matt considers the interpersonal component of his daily work. “Every day is different,” Dianne says. “That’s one of the things that’s kept me in this business for so many years. You have to love it to stay with it.” For his part, Matt values the trust placed in him as a counselor and facilitator during one of life’s biggest transitions. Both mother and son take seriously their roles in shepherding clients toward the American Dream of homeownership. Together, the team at Daniel-Christian Real Estate is surely treading the right road toward a bright future.

To learn more about Dianne Christian and Matt Daniel email Dianne@Daniel-Christian.com, call (615) 790 – 6107, visit Daniel-Christian.com, or Facebook.com/DanielChristianRealEstate www.

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MISSEY DEGROFF Though relatively new to the real estate industry, Top Agent Missey DeGroff of Alabama Real Estate Solutions in Madison, Alabama is already solidifying her reputation as an agent who can be counted on to provide top-notch customer service to all her buyers and sellers. Possessing a winning combination of a charming, outgoing personality and a fierce determination, there is little doubt she is quickly becoming a force to be reckoned with. Missey began her journey in real estate in October of 2016. A former Controller / Accountant / Financial Analyst working in the government contracting sector for major companies like Boeing, she found herself growing dissatisfied with the frequent tedium of a nine-to-five desk job. “My friends would always tell me that I was such a people person,” Missey recalls. “They suggested I get out and do something that I’d enjoy. When they suggested real estate, I told them that I wasn’t a salesperson. But then I started to get really burned out and decided to give it a try. Since I’ve become a Realtor, I absolutely love it. I love being able to help people.” Selling the entirety of Northern Alabama, Missy quickly distinguished herself as a go-getter, and in spite of warnings that it would take a while to establish herself she closed on seven deals her first year in the business, and is well on track to exceed that in the current year. A large portion of her business is referrals, and those who have worked with her are quick to sing her praises. Among the many glowing reviews on her business Facebook page is this one, which clearly illustrates the gratitude her clients feel for her: “Missey is amazing…she was in contact with us every single day and made the process so easy and less stressful than it could have been. It was our first home purchase and she explained everything to us and answered all of our questions…thankful she was our Realtor. She took care of us, and we love our home.” “I’m a very customer-driven Realtor,” Missey says. “I take care of my clients. I just love helping them through the whole process,

explaining it every step of the way.” Missey has a reputation as a Realtor who frequently goes above and beyond for her customers. “I had a client once who was about to move into his house, but the lawn needed mowing, so I called the guy who does my yard and asked him to please mow their lawn. I just do those little things, because they mean a lot to people.” Missey’s former career absolutely informs her approach to real estate. “I’m also a numbers person,” she explains, “so when it comes to closings I’ll walk them through every line item. I’ll provide my sellers with every possible scenario. I like to make sure there are no surprises at the closing table.” Missey’s detail-oriented approach, along with her exceptional work ethic, informs everything she does as a Realtor. Missey believes that giving back to her community is of vital importance, and to that end she is involved with multiple philanthropic endeavors. Most recently, she served as Team Leader for The American Cancer Society’s Relay for Life. She is also actively involved with the Vegetable Garden program of CASA (Care Assurance System for the Aging and Homebound), a non-profit agency that provides multiple services to in-need community elders. Missey also gives back to the real estate industry, through her mentoring of new agents. When she’s not working, Missey enjoys beach time with her family. She is also an avid reader, and passionate about gardening. “When I’m stressed out,” she says, “I’ll just go read a book or go work in my flowerbed.” Looking to the future, Missey’s goals include obtaining her Broker’s License, something she plans to accomplish this year. Other than that, her primary objective is to continue to grow her business and maintain the excellent level of client service that is quickly becoming synonymous with her name. “I want to keep doing this for another twenty years,” she says with a laugh.

For more information about Missey DeGroff, please call 256 - 508 - 8432 or email missey@alrealsolutions.com 36

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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ANGELA EVANS How did Angela Evans become one of the most trusted realtors in the Metro Detroit area? As a single mother, Angela came to real estate by necessity—her youngest son has autism and she needed a career that would allow her flexibility to take him to appointments—but she quickly found that real estate is her passion. Angela has now been in the business for over a decade. Currently with Coldwell Banker Weir Manuel, she serves Oakland, Macomb and Wayne counties. As a result of the amazing service she provides, 95% of her business comes from repeat and referral clients. What keeps her clients coming back? “I become friends with my clients. I don’t look at it as a job,” Angela says. “Buying a house is the biggest investment my clients will make. They are buying a home where they will live and create their most cherished memories. I really help people and listen to what they want. Location and size sometimes matter, but I really try to listen to them describe the home they are visualizing for themselves.” Angela makes herself available to her clients at any time. Her clients rave that during the course of the transaction, Angela becomes like family.

in their hands and they have tears in their eyes, it’s one of the happiest moments of their lives, and I get to be there for it!” she says. “Being a part of that experience is so rewarding for me.” To give back to the community, Angela runs in 5Ks to raise money for worthy causes. She also participates in many fundraising events for autism. “Because my son has autism, it’s where my heart is,” she says. Last winter she organized a successful holiday present drive for 40 underserved children in Detroit. She got her colleagues, friends and family involved, and when the CEO of her company heard about it, he matched her donations. “That made me realize how much I love working for this company. Every kid had two or three presents to open!” she said with her characteristic smile. “That made my Christmas.” In her cherished free time, Angela loves to be on the water and can often be found boating. She practices yoga and meditation, reads whenever she can, and she flies to Southern California—where she originally started her passion of real estate—often to visit family and friends. This year, she’s on track to double her business from last year, and for the future she hopes to continue growing her business while making each client feel like her only client. With her dedication to serving her clients and her community, she’s sure to succeed!

The strong relationship she builds with her clients makes it easy for her to stay in touch with them once the transaction is over. She keeps up with the important occurrences in her clients’ lives via social media. She also reaches out by phone just to check in and let her clients know she is thinking of them. Angela has a degree in Marketing and Advertising, and she puts that expertise in to play in marketing her listings. For most listings she hosts a broker open, and a well-promoted open house. She contacts all the neighbors of the listing, reaching out to one’s she already knows and knocking on doors of neighbors she hasn’t met yet. “I let them know I’ll be listing the property and they should reach out if they have any friends or family they want to live nearby them,” she says. She also conducts a thorough marketing campaign via social media, and posts the listing on the MLS and all the major third party real estate sites. What’s her favorite part of the job? “I love working with firsttime home buyers. At the closing table, when they get the keys Top Agent Magazine

To find out more about Angela Evans, email aevans@cbwm.com or call 586 - 216 - 4349. You can also check her out online at cbwm.com/aevans www.

SUSANNA HAYNIE Dedicated real estate professional Susanna Haynie, Owner/Broker of the CORE Group LLC in Colorado Springs employs a fairly simple tagline: Love Where You Live. Her appreciation for this beautiful, scenic mountain community is evident in her approach to both buyers and sellers, and she has been providing exemplary, conscientious and dedicated client service since 2011. Her passion for both the community and her career has resulted in a reputation as a broker who can be consistently trusted to place her client’s needs front and center in every situation. Susanna arrived in the United States from Germany twenty years ago, and was disappointed to learn that her German education was not recognized in the U.S. “I had to think of something else to do,” she explains. “I had worked in real estate marketing previously, when my husband was in the military.” Ultimately, and fortunately for her clients, she decided to join the real estate industry. “So I was like, ‘well, why not join the dark side?” she says with a laugh. Since then, Susanna’s indie brokerage has helped a multitude of clients achieve their dream of homeownership. Working with three licensed agents and one administrative assistant, Susanna’s reach extends to the entirety of El Paso County. Her company itself is almost a metaphor for the American experience: “We have two Germans, one American, and one South African working here,” she enthuses. With nearly three-quarters of her business based on repeat and referred clients, Susanna has clearly made a name for herself as a Realtor who works hard to ensure customer satisfaction. Among the many reasons for this client retention is the company’s decidedly egalitarian approach. “My belief is that everybody needs to be served properly,” she says, “because everybody deserves a great place to live. Service to my clients is my number one goal, whether they’re buying a $150,000 home or a $1.5 million-dollar home.” Susanna is equally passionate about working with buyers

or sellers, and she specializes in relocation assistance. “I provide relocation information to as many people as possible, because I love where I live.” Hands-on, comprehensive and consummately professional marketing also factors into the CORE Group’s continued and ever-growing success. “I’m there for my clients from beginning to end,” says Susanna. “From helping my clients prepare their property, to any kind of staging, to professional photography and video, including drone video.” A robust online and social media presence has also proven beneficial, and Susanna works hard to ensure her listings are seen by as many potential buyers as possible. When she’s not working, Susanna enjoys spending time with her family, availing herself of Colorado Spring’s stunning environment. Hiking, biking, tennis and skiing are among her passions. As the mother of a special needs child, a large portion of her non-work life is spent as a ski coach for the Special Olympics, and she is also heavily involved with fundraising activities for that organization. She also dedicates time and energy to CASA (Court Appointed Special Advocates), which assists abused or neglected children. Looking to the future, Susanna’s plans include growing her business and her roster of agents. “I would love to provide more agents with the opportunity to work with our company,” she says. “I think we’re providing a great service to them, with one-on-one coaching.” Branching out into the water rights arena is also a possibility. “I think, overall, that I just want to expand our services, because I think that’s a great thing to do.” Ultimately, though, it’s about keeping her customers satisfied. “I think everybody deserves a happy place to live, and in a thriving community. I want to help as many people as possible achieve this,” she says, and her sincerity is obvious.

For more information about Susanna Haynie, call 719 - 321 - 0800, email susanna@co-regroup.com, or visit yourcoloradospringshouse.com www.

SOCIAL MEDIA MISTAKES

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

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1 Using it to Vent

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

Lack of Consistent Branding

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

3Not Posting Enough

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

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

Not interacting With Your Followers

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

Not Sharing or Linking to Others

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

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FRANCES MARKEL Equipped with a PhD in Physical Chemistry and at work in the semiconductor industry, Frances Markel hadn’t anticipated a career in real estate. After welcoming her second child, she craved a career that would keep her closer to home while challenging her knack for problem-solving. When she chose real estate as her next venture, others could hardly believe it—but Frances knew she had found a path that promised limitless potential. In the sixteen years since earning her license, Frances has established herself as a consummate real estate professional, armed with a reputation for superlative service and a proven ability to source solutions and deliver results.

As for listing properties, Frances’ approach is comprehensive. Not only do listings enjoy exposure to more than three hundred websites and online listing platforms, but they’re also leveraged by targeted ads and promoted placement that ensure maximum visibility. For her part, Frances tackles much of her work—with buyers and sellers alike—using the same set of analytical skills honed during her prior career. “As a child, I always loved solving puzzles,” she remembers. “I enjoy working with a lot of moving parts, so determining the best way to make a transaction work comes naturally to me.”

Frances is based out of the Keller Williams Realty Merrimack Valley office in Westford, Massachusetts. She founded and leads The Markel Realty Group, a team of eight licensed professionals. The expansion of her team has been a direct result of two things: growth in her business and an uncompromising desire for the highest level of service. The service and results she delivers to her clients has created a growing network of satisfied repeat clients and the new clients they refer. In order to continue to service all of these clients with the exceptional standards that she has set, Frances has needed to add like-minded agents to her team. “We are all great problem solvers and we collaborate in order to bring each client the benefit of our collective knowledge, education and experience,” Frances explains. “We offer a high level of service and we’ve seen it all. For most people, this is the biggest purchase of their lives and having the detail-oriented service that our team provides throughout the entire purchase process makes a world of difference.” To keep in touch with all her clients from over the years, Frances stays connected through regular email updates and client appreciation events—such as her group’s annual pre-Super Bowl party.

Frances’ emphasis on the importance of education extends beyond her industry and the sciences, as she is also a major promoter of arts education. In her hometown area, quality schools are a major draw for many of those moving to or relocating within the area, and Frances is eager to share the opportunities and amenities of the Westford region. To give back to her community, Frances and her team are involved in a few local, charitable causes close to their hearts. Together, they frequently partner with and sponsor the Lowell Humane Society, as everyone on the team is an animal lover. On the personal front, Frances is a proud Rotarian and is a Paul Harris Fellow, noted for her consistent charitable giving. In her remaining free hours beyond the office, Frances is a certified scuba diver and most enjoys traveling around the world. To date, she’s visited over thirty countries across the globe. Frances plans to continue growing her business one delighted client at a time. It’s that focus on every single buyer and seller that has been the key to her success. She is gratified by lending her distinct expertise and superior level of service and professionalism to Eastern and Central Massachusetts and Southern New Hampshire.

To learn more about Frances Markel email frances@markelrealty.com, visit markelrealty.com, or call (978) 621 – 9785 www.

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WADE PYLES You might say Wade Pyles was destined to enter real estate. Wade grew up surrounded by the industry. His Aunt was a successful Realtor® and Wade was always intrigued by the business. He eventually joined forces with his Aunt when he opened a mortgage business and handled her loans. In 2002, he switch over to the sales side of the business. “I realized I had a real passion for helping people and the community. I had been doing some sales, while I was in mortgage, but wanted to devote myself full time to sales in order to provide people the exceptional experience that I believe everyone deserves.” Wade now leads a small team that includes an assistant, as well as a full time social media and tech person, and a full time stager. He primarily covers the Lake Fenton area and all of Livingston and North Oakland counties. He is now one of the top producing agents in the state of Michigan. A key to Wade’s success is that he sees what he does as being more about building relationships, than about sales. “I grew up in Fenton, so I really don’t look at my clients as transactions. These are people that I will see in the community, so I’m building trust with them and hopefully long-lasting relationships. I approach everything I do with honest, clear and constant communication. I’m here to help people and I want to guide them to making the best possible decisions for themselves and their families. I really listen to what their needs and goals are and then I do everything I can to help them achieve them.” Not only does Wade build strong relationships, but he maintains them long after the active transaction as well. “I stay in touch with past clients through a monthly newsletter and I have several social events throughout the years. For instance I’m about to hold an event at a local nursery educating them on curb appeal. I also do a lot of fundraising events for local charities and nonprofits, so my clients can come and also have an opportunity to give back.” Wade’s comprehensive marketing packages are another thing that sets him apart. “When I have that first meeting with them, I take a lot of notes, and then I bring in my stager and a professional photographer, all of which is something 44

I pay for at no additional cost to my clients. I’m known for my marketing. I get every listing maximum exposure though magazines, the local newspaper, social media, you name it, I probably do it.” One of the things Wade loves most about his career is that it allows him the opportunity to give back. “I really see my community involvement and support as a huge part of my success. I think when you give back and focus on others, it comes back to you in amazing ways.” Wade is a board member of both the Fenton and Swartz Creek Regional Chambers of Commerce. He’s also a community chair for the Relay for Life- American Cancer Society. In the past he has served on the board of Genesee County Habitat for Humanity and as committee chair for the Whaley Children’s Center. When he isn’t working or giving back his time, Wade enjoys spending time on the lake and is well-known for his gourmet cooking. Wade couldn’t be happier with where he’s at in his career and plans on doing it for many more years. “I love what I do. Becoming a Realtor® was one of the best decisions of my life.”

To learn more about Wade Pyles call (810) 845 - 6759, email wadepyles@gmail.com or visit wadepyles.com www.

Coaching 9-1-1 By Walter Sanford

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

leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with Copyright©, Walter Sanford. All rights reserved. us online at www.waltersanford.com. 46

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JOE SULLO How did Joe Sullo become one of the top producing and most respected real estate agents in the Lakes Region of New Hampshire? Joe majored in Marketing and graduated magna cum laude from Suffolk University. He then worked in sales and management with Sharp Electronics for seventeen years before launching a successful office equipment business in downtown Boston, which he ran for sixteen years. He finally sold that business when he moved to the Lakes Region to begin his career as a realtor. He received his license in 2003 and now works at Roche Realty Group. The company’s forty agents did over $166 million in sales in the Lakes Region last year. Out of those forty agents, Joe was fifth in volume. He serves the area from north of Conway down to Concord. A high percentage of his business comes from repeat and referral clients eager to spread the word about his amazing work ethic and business practices. What sets Joe apart from his peers in the industry? “I’ve been in sales all of my life and I majored in Marketing,” Joe explains. He has twenty-four 5 Star reviews on Zillow, and is listed in Who’s Who Luxury Real Estate. His past clients cite his knowledge and expertise of the market and the industry, and rave about his reliability and loyalty. One client searched for the perfect home for three years before finally buying. He says, “Joe stuck with me while all the other agents abandoned me.” Joe follows through from the listing to the closing, and he’s incredibly detail-oriented. “I make sure to cross all my T’s and dot all my I’s,” he says. To stay in touch with

past clients, Joe reaches out by phone and sends old-fashioned letters and postcards with helpful market updates and information. Joe posts each listing on over 80 websites, including all major real estate sites, and uses search engine optimization to ensure listings will appear in key word searches conducted by buyers. These techniques are incredibly effective for Joe and the other agents at Roche Realty: of the 2,392 firms in the state of New Hampshire, Roche Realty Group has ranked in the top ten for the past 21 years. What’s Joe’s favorite part of the job? “I love meeting people,” he says with his characteristic smile. “Many people move here from Massachusetts, where I’m from, and I connect with them really well. I have a lot in common with a lot of the buyers up here.” To give back to the community, Joe volunteered for many years with Meals on Wheels. He’s a member of the Snowmobile Club and serves on the Lakes Region Board of Realtors Community Service and Public Relations Board. He also donates generously to many local charities and food banks. In his cherished free time, Joe enjoys the outdoors. “I love fishing, golfing, and snowmobiling,” he says. “It’s a true four season resort up here.” For the future, Joe wants to continue his work at Roche Realty. “Roche Realty Group is an independent agency here that has been very successful,” Joe says. “Frank Roche, the owner, has been a leader in Lakes Region Real Estate market and is very reputable. I like working in this type of environment.”

To find out more about Joe Sullo, contact him via email at jsullo@rocherealty.com or by phone at 617.851.0354. You can also check him out online at rocherealty.com. www.

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