Nationwide and International 6-25-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

6 Ways to GET YOUR CLIENT TO TRUST YOU

FEATURED AGENTS

MONICA CAPELLAN KAREN GATTA SARAH GEORGER-CLARK GINA GRASSI TÃ&#x2030;A HONKANEN MATT HUMPAL TYLER LAYMAN CYNTHIA MASSARI ELLIE McGILLAN THE RENDINO TEAM LIZ SEARS YVONNE STEER GREGORY SWIATEK IRENE VRENTZOS TONY VRUVIDES JOSH WALLACE

5 Lessons from Silicon Valley to MODERNIZE AND MONETIZE YOUR BUSINESS 3 Ways Joining a Professional Organization Can MAKE YOUR BUSINESS BETTER COVER STORY

SHAHLA REZVANI

NATIONWIDE & INTERNATIONAL EDITION Sylvia L. Breitowich, Esq. is proud to congratulate

Ellie McGillan

MONICA CAPELLAN

executive running orld’s retail giants, 6 ge. Once she made mily, she was eager use of her seasoned e had always been and had spent years n 2016, she decided follow her passion. herself as an agent of a reputation for MONICA CAPELLAN promise on results.

When it comes to listing properties, Monica applies the best practices of digital marketing. First, she incorporates 10 13 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 SHAHLA REZVANI ELLIE throughout the McGILLAN 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 explain all the details throughon being featured forto state 25 29the 33 out so nothing takes them by surprise. To be able to reach the closing SHAHLA of New Jersey in Top Agent Magazine! REZVANI 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.”

TÉA HONKANEN

es in the New Jersey communi37 Fairview, along with the greater Monica is also licensed in the already managed to generate a ugh repeat and referral clientele. properties and was honored by rs’ Circle of Excellence Award. Monica cites integrity, communiL. Breitowich, Esq. | Hunnell Breitowich, LLC Williams’ s the primary motivators of her To Sylvia give back to her community, Monica&takes part in Keller LIZ SEARS GREGORY SWIATEK ent in Spanish and herCYNTHIA bilingual MASSARI Red Day and 732-749-3500 supports the organization Dress for Success, which THE RENDINO TEAM | 732-749-3503 CYNTHIA rsey’s sizable Latino population. empowers to achieve economic independence. During the holiTHE RENDINO TEAM MASSARIwomenMonmouth-Divorce.com ncluding Miami, San Francisco, days, Monica also participates in a charitable lunch that serves over 300 408 7th Avenue | Asbury Park, New Jersey 07712 e says. “Understanding that profamilies in her community. There, she puts her Spanish language skills REAL ESTATE, ESTATE PLANNING ANDelf, PROBATE, ANDfamilies MATRIMONIAL/FAMILY understand the culture of a wide to use while dressed as an helping get into theLAW Christmas of a major retail company, I also spirit. In her remaining free hours, Monica most enjoys travel, going to lients’ needs and how to provide Broadway shows, operas, musicals, and concerts, as well as trying out new recipes, and visiting new19) restaurants. Most recently, she is learnGREGORY 4) WHY EMPLOYEE CREATIVE MEDITATION 31) 8 THINGS ing to play golf. As a mother to twin boys, Monica is very proud of her SWIATEK APPRECIATION MATTERS FOR THE REAL ESTATE SUCCESSFUL PEOPLE cation, Monica is a big believer sons and their achievements. tion necessary feel confident &toCAN BOOST YOUR PROFESSIONAL NEVER DO nts. “My priority is to make sure Looking ahead, Monica aspires to continue growing her business, with BOTTOM LINEplans to build a team in the years to come. Now, with two sterling years body they can trust,” she says. 35) 3 WAYS JOINING e that they are making the right of experience and a bright future ahead, Monica Capellan considers 23) BUYERS AND For most of us, buying property what she enjoys most about her second act career. “I love what I do 8) 5 LESSONS FROM A PROFESSIONAL . I want clients to feel like they and I just want to continue toSELLERS: have fun with the process,” she reflects. UNDERSTANDING VALLEY TOshould be able to enjoy the home buying or selling process, ORGANIZATION CAN tead of beingSILICON pushed to make a “People HOW HOME INSPECTIONS MODERNIZE AND MAKE YOUR BUSINESS and so far, I have been able to make it a pleasant process for my clients.

earn

www.

CONTENTS

LIZ SEARS

MONETIZE YOUR BUSINESS

12) CREATIVE WAYS TO SAY THANK YOU

ARE NEGOTIATION TOOLS

BETTER

27) HOW TO MAKE YOUR COMMUTE PRODUCTIVE

39) BECOMING THE BEST OF THE BEST

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com 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

nicaCapellan@kw.com or call 502 – 4112. published by Feature Publications GA,(917) Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent

Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.

Top Agent Magazine

KAREN GATTA 44 GINA GRASSI 47 43 SARAH GEORGER-CLARK

MATT HUM

When speaking with Top Agent/ employs to great effect. Another method is theofcreation Top unique Agent Gina Grassi, Howard The apprecia Matt Humpal grew a decade in that the business In addition to home stayingtoaccessible responsive, Broker Karen Gatta of Baird andWithofhalf “location maps” plot the distance from the localestateand Hanna Real Estate in Brecksville, full,it as is business butma nto behind her, Sarah Georger-Clark has upon a deep well of knowledge when comes Warner Northwest Suburban in sites like schools, libraries, restaurants orspent other over pertinent places. successful career as Ohio, has two decades nials on both local market, its neighborhoods, and the inventoa Arlington Heights, Illinois, oneplayed many roles as a real estate thereviews family building a stellarherreputation aslaunched a rave Shefinancial began asrewards an adminapproach comprehens can’t help but be taken by herprofessional. While the of her properties, chosen profession are is notsimilarly 1975, and afterthe colleg Realtor who can always be trusted trates gra assistant to it’s an agent, before for market through project mana affable nature and overall enthu-istrative inconsiderable, the more personalties sideareofprepared the transaction thatcorporate career in do to be honest with her many buyers is incorporated work with. earning her license and gaining then professional photography toS siasm for what she does. Also, Karen finds the most satisfying. “I love interacting with people,”In 2001, he decided he and sellers. Her past experience in personalized reputation wi experienceGINA as a buyer’s agent in her inMATT their best light. From there, web SARAH GEORGER-CLARK GRASSI HUMPAL KAREN GATTA it’s important to note that what VRENTZOS she says, her sincerity obvious. “It’s funny to have been on thecontrol of his own de IRENE own right. Applying the first-hand forlegal eachand property, while each listing enjoys ma both the title and escrow about getting she does, she does exceptionally legal side of things and then move over to the broker side: it’shis hometown of Ro knowledge gleaned from years fields of allows across the leading online listing platforms and ac Gina to offer full-serinto the right in his father’s profe teer of Coldwell Banker How at Success about being positive and honest. II think honesty isstrong providing herbecome many grateful justone night day. have a really sense ofpast understanding has Irene well: Vrentzos quickly Irene develops suchgood relationships with know they are on his mi How did Tony Vruvides become of and the clients experience, she made the transition to outlets. Throughout the listing process, custom vice real are estate guidance the able beginning to in the end and ifhas weestab eve Today, Matt St. Thomas, Ontario takes her verymost trusted extremely onejob of the residential real estate her clients that from it’s easy herto to stay buyersmost and trusted sellers a level ofaimportant.” where in agent their lives, communicate 48 names in residential real people estate keeps up-to-date with what’s 52 55 for 57 51with full-service residential underand being niques are employed to ensure that no detail hap isp ofthem each and every transaction. Her forthright, honest, and a forward-thinking A fierce advocate for her many clients, agents in Sussexclient County? Irene and her touch once the transaction is over. She sends service nearly unparalleled with as well as understand their life situations to make sure If real inthe Elkbanner Grove? withofa Windermere degree in their livesenjoy via social media. “I a of Tony Cloudgraduated City Homes Real Estate. for. As a result, sellers aindispensable competitive edg golden reputation for integrity, ind sincere approach has vaulted her to Top Producer status, Gina is deep ent more than a decade establishing her Her approach ensures that nearly all of as hersmoothly clients and father co-owned restaurant in downtown handwritten birthday cards, and ina the Chicagoland transaction proceeds as holiday possible.” Herthere clients be allin Marketing from universityofthe ina Montreal. stantly for them,” Tony says, Today, Saraharea. is in acommand reputation defined by qualbuyers in short order. anMinneapolis authentic spiritarea, of service. as an agent who puts her clients needsBeach. becomestudying friends,agree, and Yvonne works hard toher maintain and shows no sign of slowing down. her his husband Rehoboth was across the street reaches email tothe keep clients informed Tyler “It Layman was in career college to be a evidenced Inventory isby low inand so to give poten asshe is byout perfect five-star rating on Zillow. He several opportunities inrelationships. Marketa result, they don’t forget me.” ityhad care, authentic relationships, and proactive communication. ing fos front of each and every transaction. Her and nourish those “Having someone from the office where I work now. My curabout new listings and open houses. To mar(her husband when he was introduced to a local an edge, Tyler often asks them to write a letter about themse Karen began her journeypolice in realofficer estate in 2005, when she began com, comprised of over thirty rave reviews. During herrealized first year theme business, bestowed the Serving To givethe back to her Seattle community, Sara ing, but he hisintrue passion liesshe in was real even estate, three-county the ure, coupled with her wealth of industry come to for repeat business refer broker was a client at the restaurant,” ketor listings, Irene them the MLS and area real estate field not posts Gina’s firston career ambition. “I surrounding supports her working as arent real estateRe/Max lawyer. After years of providing legal real estate agent. They had conversations sends outwas tosomeone owners aren’t yet listed, but would conside Rising Star Award—a testament to The her talent and staying power arewho active inTo a market variety of local events and char estate because it gives him the opportunity to listings, Tony conducts region, Matt spearheads his work under the banne shortly e has elevated her to Top Agent status in to me is the biggest compliment I can receive,” she explains. When Irene was pregnant runs aathorough to spread word used to isn’t work for mortgage company when Ithe was going to their passionate ab guidance, sheshe began to feel limited by that career.with “Iwith found thatand be When she working hard campaign for her clients, Karen enjoys that piqued his and he was to find the right buyer. “I believe mail! The tangible things! Letters as aninterest, agent. they’ve hosted wine nights for neighborhoo Group ofin RE/MAX Property Source, which his work clients of service ough marketing campaign on c city. says, and curious she maintains contact with them through first child, she decided todirectly meet withmuch the via social media. She partners with agot lender insocial 2006 school to become a lawyer,” Gina explains. “I my parait was a littlehermonotonous and that there wasn’t client spending time with her husband and children, close knit to lead the Dress for Success clothing drive. They al out more about the industry. Being one year Iprovides think people are often overwhelmed byHumpal email marketing to today. All told,to the Group isma sp them. “Iexperience love being with people, talking to etc. his website, the MLS and other the sending of gifts andout the utilization of social media to ask about histo work and that an online marketing database lead hi legal degree, and while I did my internship for astays law firm AsWindermere for the fut interaction sobroker I decided to move over to the brokerage side Sarah extended family and her friends. She enjoys entertaining Based in and serving Seattle, spearheads her work alongof also every closing commission to also the area offices—in Rockford, Belvidere, Byron, an YVONNE STEER IRENE VRENTZOS TONY VRUVIDES JOSH WALLACE of high school, the thought of starting a career so ciate an old-fashioned letter.” Tyler in close touch with c ansitioned intoTYLER the realLAYMAN estate industry platforms like Facebook. “I also send out cards people, and helping people. Real estate is a estate websites. He sends “jus in the industry. He immediately realized her create individual property websites and a text I discovered that didn’tof like firm was working just his hired a pli of things,” says Karen, a true people person. Thattwice proved aandwhether in her home. side her business partner with the support of aI licensed host fundraising events thatfor. contribute tolicense their isthe toI roughly thirty For part, ars ago. A former employee of the a ayear, it’s for the anniversary their was ato bit After only he 30 days after closing tonumber ensure they are settling well into n potential andearly helped hervehicle joinscary. the estateme link. “Clients can text ahome and it comes thatreal allows to dofew that.weeks, That’s what postcards to agents. let people in their the cM time agc decision, and since then Karen has built a move-in solidmanager. and just felt that didn’t care me about people wayworks Ifree hours exceptional assistant and project far, Sarah hasthey to itesaknow causes. Inthe hersame remaining beyond by full-time assistant and as a partner ndustry, she sage professes a business. long-time date orThus forIand Christmas. I’m inmanaged contact with She had her he baby, she her famto to letall which realized a and passion for in “Istraight want tome make sure that if anything I can still gothad me interested in the the business, industry,” he says. nityproperty knowgoes aboutwrong the property. Wh highly-reputable career on a foundation ofof honesty, clear for the future, Karen’s are simple: toSenior continue to pull 75% her business from As repeat and clientele. Toof most enjoys time spent with her familyhelping andyea lov Willows Living Communities, did. So Ireferral decided to getplans out that business and go togrow school 10 the world of 1999 buying selling homes. of them regularly.” ily sold restaurant, and started in 2014, she started they are inquiring about,” she says. She also hosts well-atTony in real estate in Montreal in 1989. favorite part of the job? “I love inte heand obtained histheir real estate license. Tyler decided toworking finish school as help them,” he explains. He also reaches out byout mail. “I water think accomplish this feat, Sarah cites fun and laughter, constant comalso relishes the chance to get on the make the multifaceted transition to a senior com communication, and a broad spectrum of industry knowledge. her business, as it has been, exponentially year after year. That to get my real estate license.” A wise decision, as was made “I love worki happen urging of a good friend, she began to real estate agent with Joe Maggio Realty. tended open houses. as a full-time He moved to Elk Grove in 2005 andas has been going strong people,” Tony says. “I love sharing my from expe heShe washas diving full-time into the residential real estate business. He started is quickly. transitioning to the old days of branding and relationships,” robust ofofMatt’s business munication, and aincluding personal theher primary drivers of her and paddle-boarding. accumulated slew of recognitions, growth, however, comes with awith caveat: the stellar level client obvious very “The first year Icontingent started, another agent “I stems lovetime makin te making the jump into also a new career. wasaprimarily working Yvonne is also adept attouch marketing listings, and does so with sa Irene now “I serves Sussex County, which includes in the local industry ever since. He works with his wife, his my field. I love being around people and helping with RE/MAX Advantage Plus, and he’s stayed with them ever since his rals, in part because of his expertise as a design success to date. “Iand develop a personal connection with clients,” & Warner’s Founder’s Club, Club that has become her card staylove the same.I was k full-time, so Baird the45) thought ofeverything changing careers was Chairman’s a property great care and a Prescomprehensive plan that includes both profesFOUR CHALLENGES 49) TURNING YOUR 56) HOW TO IWhat’s worked with told me I calling would never because purchases or from beachfront along the coast toservice Irene’s favorite part of her job?must “Isucceed really what and another buyer’s agent. With offices in After Elk Grove, out. ATyler, house is someone’s dream. than ap Estate Over the course of his partne Sarah says. “Above I and represent them in ainternet way thatpresence makes ahead, Sarah hopes to Other continue growi day“But as anIfarmland agent. has thriving career aall, solo agent with RE/ working with his clients say they were over the moo ident’s Club. Additionally, Karen apart member of theas Women’s osition,” shefirst admits. thoughtHe I’d look intoaisson, it, sional photography video. Atoo and open in now the western of the state. She also serves I robust do. When Ishe help that onethem person orLooking family thehim perfect nice,” muses. “The next yearSpecialist®. Ifind beat in sales.” takes someon AND SOLUTIONS FROM PROFESSION INTO OVERCOME YOUR after graduating high his team serves the Sacramento area, including Elk Grove more 200 seniors and their families as It’s theyaT family, a than home is“Shortly theirthem biggest investment. feel like they are completely taken care of.” To keep in touch with plans to build a team and further develop I started taking the courses I clients found to be really interhouses are also among the tools in her highly-effective arsenal. Council and has earned industry designations as a “I love educating my clients,” says Karen. “I want to MAX andofheRealtors, servesitinthe Greater Minneapolis area. communication and the hand holding throughout the process. central Delaware. home, then, it’s just rewarding,” she says. “It’s not someSince hervery career has continued its ascendancy, and Entertainment she them through Feld properties and begin anow, newshe’s chapter. and Carmichael. part of thatwith helping that dream THE FRONT LINES THE ASarah PASSION WORKPLACE with network, orchestrates annual client appreciation her community. For content to come go and abo exciting. After Certified talking to Staging my husband about it,(CSC) he OF also Consultant and athat Leading Relocation know everything and be just asbeing confident during that transacthing I’d experienced before. It’s just to help their questions were upand front and along the way, and is now ranked among the Top 1% answered of allamazing Realtors nationwide. working for productions such events, hosts regular club meetings such as “food club,” gifts on serving the aspiring buyers and sellers of the gre my clients.” d me to giveDuring itSpecialist a shot. And I haven’t looked back. It Despite the financial rewards of her chosen profession, it’s the (LRS). tion as I am.” Though she’s a relatively new agent, already 60% of someone reach that goal!” To give back to the community, REAL ESTATE INDUSTRY FEARS the market downturn of 2009-2010, his business needed to adapt the process was enjoyable. What’s Tyler’s favorite part comm of the While Matt has demonstrated an abiding occasion, and keeping alive the connections forged during the munity. Finally, with five years of experience b to be one the best things I’ve ever done.” more personal element that Yvonne finds most rewarding. “I get to A staggering 90% of is business comes from repeat and Live!, Ringling Bros. Barnum Irene’s business comes fromwas repeat and referral customers. sheTO volunteers for various nonprofit charity fundraisto the changes in the market. Tyler given an opportunity, through relationship building isand favorite part ofGina the job. I’m anmost outg 53) 6great WAYS In addition to selling a wide swath ofmy local geography, the greater Rockford area’s senior community, he’ transactional process. In fact, staying communicative is a central Georger-Clark considers what she values meet a lot of really people,” she enthuses. “It’s about the relareferral clients. What keeps his clients coming back and To give back to the community, Tony participates Monster Jam and much more.” What keeps her clients coming backprovides? and eagerLook to spread ing activities through Joe Maggio Realty, and she reads to Need evidence of the excellent service Karen istoalso licensed in Florida, where she people. occasionally vacations himself in the realms of new construction propert some amazing colleagues, andwithin began focus on the growing and I love meeting new Watching apersonal client take one of pillarto ofprimarily Sarah’s working tryCLIENT create seamless, stress“Ievents really enjoy relationships GET YOUR TO primarily on St. though travel tionships. Also, every day is“ITony different and just really enjoy that.” eager to the word about among their friends tiple charity throughout the year the word about their sphere of influence? “Istyle. really children atIaher son’s school. In her career. cherished free time, shethe noThomas further– than theshe’ll fact thatIrene her tobusiness isspread based more than countries, hesponsored became homebuyers. When it rewarding comes to listing with her family. “Although it’sfirst-time hardtotomake calldifferent itthat a vacation,” market. Recently that market has slowed and the tradisteps in life and helping happen is incredible,” he free experience for my clients,” she explains. “I make sure that clients,” she reflects. “It’s so to radius for herforeclosures/REO clients – Yvonne works solo, preferring loveclients what Iand do and I think it shows. I really do care YOU and spends“If as much time as possible with herStanley son, who ishow now andfrom family? He’s incredibly responsive. a client calls brokerage, Real Estate &heavily Investment. Incoh 85% on repeat referrals satisfied customers. TRUST and each market varied approach isGina’s strategic and draws upon emer she laughs, “because this job is 24/7.” work ethic all the details are handled and that I’m proactive about commuexperiences along the way, knowing that I’m he hands-on fortional the duration of every transaction. Her When she’s not working, Yvonne is involved with multiple market has bounced back in a fantastic way! Tyler is now utilizing keep my clients everything else. I an think years old. “We live“I’m very close to the beach, Iabove call them backofwithin hour.four-and-a-half It doesn’t matter if it’s ished freeantime, heemployed loves traveling and spending tim When askedI to account for interests this me, impressive level client experienced, youthful realtor. I’ve grown u Feld Inc., Josh is remarkable, and she enjoys sharing the stories ofwith her nication throughout.” their next adventure.” ethic and integrity-based approach hasfirst endeared her charitable endeavors, primary among them her work with theand allloyalty, the tools from his ten to eleven years in the business to again Tyler has another major passion, outside his family and that’s really helped in keeping clients and having them pass so we like to go to the boardwalk fish at the pier,” she Karen points to her longtime affiliation will and call deepthem rootsback by one in the morning,” he midnight—I his family. He’s ofthe Greek decent, and he recently and I’ve always been on the cutting edge of how tt year, with three months off many clients,focus and has resulted in a business that is Alzheimers Society, which she has participated in for fifteen years. children’s births, both of which involved real estate work. my name onshe to friends and family.” She’s incredibly says. For the future, she wants to continue growing her onthe traditional residential real estate. As a result of the amazing sercareer—he’s working to launch Lift Up,“Our a Tony nonprofit wher within community services. “I’m extremely active inhonest says. His clients rave that he keeps them informed during family to Greece. For the future, hopes to eve in this business,” Matt says. industry is in the ost entirely on repeat clientsand and referrals from satisThe balanceher of her down-time is spentIengaging inkeep hobbies thatmy daughter, he purchased investment prope “When had my to epidural with I“tangible” was returning communicates well clients, “Idonor want doing I’m doing and work vice provides,trustworthy, roughly 70% hisclaim business comes from repeat and for money will go towards product. Tyler and the he community,” she explains, andof that impossible to and when it to technological but what every step ofiswith the Tony has abusiness. knack keeping upkickboxer. havewhat one ofcomes his asons take over thetools, business, anddi mers. When asked to accounttreats for this level of would loyalty, include the process. sport of also Dragon Boating, and she isshe an she avid lio. By the end of 2016, he lef phone calls,” says, “and when I had my son I had the them as she want to be treated. She’s one as hard as I can!” says. Now that’s a worthy goal and dispute. Among the many events she is involved with or sponreferral clients. What keeps his clients coming back and eager to spread found that donors are wanting to give to things they can touc with past clients. Twice a month hespending reaches out email, thriving his family to continue. Now that’ auses, her modesty and reluctance to real singestate her own Above all,fluent however, she loves timevia with her to husband – legacy forand of the only agents in the area in Greek. one her clients are sure appreciate! nurses faxing contracts.” moved back to Michigan w she about is part of Northwest Community thesors, word Tyler to their sphere ofHospital influence? “Isweetheart take greator pride invideo feel, tangible things as schools, dorms, to orphanag sending helpful market updates a short email. He thy goalsuch that combines his child commitments his clie ident. “I think it’s because I work full-time and I’m her high Foundation’s school – and their two adult children. license in January of 2017. President Circle, holds board andneed committee in schoolhe reaches also hostspositions client out by phone to let care hispoints, family! etc. “There is such an overwhelming communication and responding promptly to myget-togethers, clients,” says. “I’m ball courts, ailable to them,” she muses. “When my clients With nearly the entirety of her business based on repeat and organizations well coaches park youth “For whatgoals ys answer thealso phone or return as texts or as emails quickly.” for the teams. future, Yvonne’s are simple: to continue growing transparent with my clients and district let As them know exactly isreferred going globally and domestically, and lasting we want to bring the amazing clients, Gina customer is clearly making a Given impresme, just my presence and outreach to theher community is more his strong background w business while sacrificing none of the high-level on during the process.” He only works with a small number of clients at “I a think generous donors and these tangible needs, together!” he sa sion. what keeps back to me is effective in obtaining referrals than of direct mailing n to her excellent level of communication, there areany sort service that has become synonymous with her name. “I’mmy justclients coming homes and flips,from plusa his time, so that every client feels like his only client. “They feel that that I have characteristic enthusiasm. He recently returned trip exc to I’m honest,” she“Because says. “It’s upfront within sales, campaignstheortrust general says Karen. rs that have engendered that marketing,” is placed in her. going to continue doing what I’m doing,” she says, I because I’m Fo from a career Josh qui that focus, and that I’m actually looking out for them and their long-term Lift Up funded a basketball court at a school. Currently Lift Up them. I tell them what they need to do to sell their home, back about being very responsive,” she explains, “and really love it.” For more information about is currently in an independent investment in the he says. “Anyone cansuccess look at the market water things. filtration systems inHe community and I don’tting sugarcoat What you see isa what you get Cambodia. “T Another factor thatproperties,” plays a significant role in Karen’s To learn more about Sarah Georger-Clark Real Estate, a successful Port KAREN GATTA , and advise their client of approach what needs to be done but few look we are raising fornever theselieglobal projects will with at me. They know that I’ll to them and that I’mchange the world is her savvy, cutting-edge to marketing hernow, listings. ple of my strengths is having where the market will be!open Thishouses can create uncomfortable conversations “People will beI’ll able tothem come to us and say, ‘I want to help such buil Professional photography, when possible, self-proalwaysplease upfront with them. what’s going on and call 773 - tell 793 - 7627 or email SarahGC@CloudCityHomes.com, visit CloudCityHomes.co email g look foron in where homes,” he mone says. duceddown home videossame and clients highly-professional years thewalk-through road when those calls you to sell and you andexpect they will receive progress their to sometimes the worst, butup-to-date hope fortothe best.” To lear https://www.facebook.com/pg/cloudcityhomes/about/ email Karen.gatta@bairdwarner.com contractor, had years (206) 762Vrentzos, – Lift 0682, or WELIFTUP.ORG visit her Facebook here. marketing materials several of Because theout manymore she To find about Irene have to tell them theyare are just upside down! oftools thecall ‘advice’ you proUp and will look page toJosh fullyhas launch in lateo

ease

YVONNE STEER

TONY VRUVIDES

JOS

TYLER LAYMAN

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REALTOR Vendors and Please contact Real Estate Companies— mag@topagentmagazine.com Get Nationwide & or call 888-461-3930 for emailconstruction MattHumpal@Remax trades. client email or call 302 249 5473 vided them years earlier!” His clients ravemyagentirenev@gmail.com about his integrity, and several 2018. Tyler’s also very involved in his church. He His enjoys spe International exposure! To find outad more about Tony Vruvides , rates and information. detail, his expertise in negotia Copyright Top Agent Magazine www.

say Tyler advised them against purchasing properties unlikely to increase with his wife of eleven years and their four Copyright small children— Top Ag his-753 devotion representing hi orcherished call 916 - 4663. in value over the coming years. He enjoys educating email first-timetony@stanleyrei.com homebuyand one boy. In his downtime, he to likes to golf, fish, Copyright Top Agent Magazine ers and teaching them about each step of the process. Withcan two decades in the family out. For future, he plans to. continue You also check him and outwork online atthetonyvre.com By doingwith what heclients. excels at wa an For more information about Yvonne Steer , theAgent industry, he has expertise and an understanding of the market he uses personal business and his relationships past “I Top Magazine 3 real estate, he helps to make h to his clients’ “It makes difference if you’re a first time a versatile business plan with many different avenues,” he say call 519 - 619advantage. - 0177 or emailnoYvonne-steer@coldwellbanker.ca daily. “It’s very exciting to pl Copyright Top Agent Ma buyer, a first time seller, you’re building a new home, or you’re buying a focus on his clients and his community, he’s sure to achieve a www.

Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in 4

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good. In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it? Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months. Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output. By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment. How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider Top Agent Magazine

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines. If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis. Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity. While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention. Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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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. 6

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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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. Thereâ&#x20AC;&#x2122;s much to learn from Americaâ&#x20AC;&#x2122;s fastest-growing sector, and even if Silicon 8

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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Top Agent Magazine

1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public Top Agent Magazine

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch. Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective. If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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ELLIE McGILLAN Back in 2001, Ellie McGillan was weighing her post-college career options, just as her mother began the process of opening her own Keller Williams office. Growing up in a family of investors, Ellie had long been intrigued by the industry, though she’d never imagined a career as an agent. Eager to rise to the challenge, Ellie earned her license and set to work in 2002, building her skills and repertoire as an agent on the rise. When the Recession swept the industry, Ellie maintained her motivation and resourcefully added property management to her offerings. Today, Ellie has been back in action as a full-time agent since 2012, developing an expertise in the new construction niche and a steadfast reputation for honest, capable representation that delivers results. Based in Princeton, Ellie serves clients and communities across the Garden State. As a premiere agent with Lennar Builders, Ellie works in close conjunction with new construction properties in all parts of the state, and even in nearby Pennsylvania. In considering her own professional approach, Ellie cites honesty, preparedness, and follow-through as the foremost drivers of her working style. Including her work with new construction homes, an impressive two-thirds of her business is driven by repeat and referral clientele—a testament to her reliability and follow-through. “I’m very honest with people,” she says. “When I sit down with them, I give them the time and the information they need. One of the most important parts of my work is to be able to give clients clear information. I don’t push or pressure them into anything, and I make sure they have accurate information so that they can make the right decision for them.” As for her specialty in new construction properties, Ellie emphasizes the importance of an experienced agent who understands the subtle differences in traditional residential resales versus the purchase of a new construction home. “My experience sets

me apart, because I’m able to walk people through the process from beginning to end,” Ellie says. “When people are buying a new construction home, there are different timelines and details to account for. For instance, it requires an expanded set of skills to plan the appropriate time to list your existing property when you’re purchasing a new construction property. That’s just one place where I come in and am able to guide buyers appropriately.” Considering roughly 70% of her business is comprised of new construction properties, Ellie’s experience and track record of success is well-proven. To date, she averages 25 to 35 units sold per year. When it comes to listing properties, Ellie leaves no stone unturned. She begins by raising neighborhood awareness through Just Listed postcards that get the word out on a hyper-local level. She also leverages the power of target marketing that identifies and caters to specific buyer profiles, yielding ideal results in short order. Additionally, Ellie makes use of her relationships with area agents to tap potential buyers scoping out the market. All in all, Ellie’s efforts are thorough, and she doesn’t shy away from performing in-depth due diligence when working with buyers and sellers alike. “I do my research,” Ellie explains. “I add value to my work with clients by making sure they have all the information necessary to make an informed decision.” Beyond the office, Ellie is a mother of four and prizes her career in real estate for the many opportunities it’s afforded her over the years as a working mother. Looking ahead, she plans to continue building her business and sharpening her skillset when it comes to the field of new construction properties. Finally, with close to two decades of experience under her belt, Ellie McGillan considers what she enjoys most about her career. “What I enjoy most about what I do is making it to the closing table. Through the good, the bad, and the ugly—it’s so rewarding to help clients get to be where they want to be,” she reflects. “I’m also very happy about the fact that I can run my own business even as a busy mom. Real estate can be a fun process, but it’s not always easy. It’s the only business I know that lets me have the best of both worlds.”

To learn more about Ellie McGillan email ellieengle@gmail.com, call (609) 987 – 8889, or visit exit8realestatenj.kwrealty.com http://

Sylvia L. Breitowich, Esq. is proud to congratulate

Ellie McGillan

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

Sylvia L. Breitowich, Esq. | Hunnell & Breitowich, LLC 732-749-3500 | 732-749-3503 Monmouth-Divorce.com www.

408 7th Avenue | Asbury Park, New Jersey 07712

REAL ESTATE, ESTATE PLANNING AND PROBATE, AND MATRIMONIAL/FAMILY LAW Top Agent Magazine

Creative Ways to Say Thank You

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

Top Agent Magazine

SHAHLA REZVANI 13

SHAHLA REZVANI Firmly ensconced at the very pinnacle of her chosen profession, Top Agent Shahla Rezvani has built a highly reputable real estate career through honesty, integrity, industry knowledge and an indefatigable work ethic. As a 2010 Coldwell Banker Hall of Fame inductee, Shahla has spent twenty-five years providing exceptional client service to her many buyers and sellers in the Research Triangle (the eight county region that stretches across Raleigh, Durham & Chapel Hill between North Carolina State University, Duke University & the University of North Carolina at Chapel Hill). Shahla, who possesses both a B.A. in English and an M.A. in Mass Communications, began her journey in real estate in 1989, when she first obtained her license. “I was always interested in the business,” says Shahla, who delayed working in the field until 1994 so she could raise her young children. “Right after I started, I realized it was a good fit.” During her tenure in the 14Copyright Top Agent Magazine

industry, Shahla has established a deep level of trust and respect between herself and her clients. So much so, in fact, that one of them actually named their child after her as an expression of gratitude.

Top Agent Shahla Rezvani continues exceptional client service in the real estate industry. Working under the umbrella of Coldwell Banker Howard Perry and Walston, Shahla prides herself on her impressive work ethic, and there is nothing of the nineto-five paradigm in her approach. “It’s just my type-A personality. I cannot rest until I get the job done. If you Top Agent Magazine

set your goals high and you don’t limit them, this is more than a full-time job.” This conscientious approach has resulted in a staggering number of awards and recognitions, including as Coldwell Banker’s Number One Agent in North Carolina, an astounding seven times between 2008 and 2018. Shahla has also been recognized with the Coldwell Banker International President’s Premier Designation (which is held by only the top 1% out of 92,000 agents worldwide.) Those she works with agree that Shahla is a force to be reckoned with. “Shahla Rezvani is one of the most dedicated Realtors to our profession and her clients that I know. With twenty-five years of experience, she never ceases to amaze me in her tireless commitment to her clients and her relentless work ethic. She is a true inspiration!” says Randy Cox, Broker in Charge of the Coldwell Banker Howard Perry and Walston Chapel Hill office. Kent Hanley, CEO of Coldwell Banker HPW, agrees: “Shahla is one of the top agents I’ve had the opportunity to know and work with. She is knowledgeable in real estate and puts her clients and their needs first. Her being a top agent year after Top Agent Magazine

Shahla is knowledgeable in real estate and puts her clients and their needs first. year is no surprise to anyone at HPW as she strives to be the best not only in our area but throughout the country.” Perhaps the greatest accolade comes from her company’s Founder and Chairman, Don Walston: “Shahla’s contributions to Coldwell Banker Howard Perry & Walston over the years have been substantial, to say the least. Shahla is a leader in our organization, Copyright Top Agent Magazine15

Those she works with agree that Shahla is a force to be reckoned with. and is held in the highest esteem by her colleagues and co-workers. She has been an integral force in our success since 1994, and we continue to be honored that she is a part of our team.” The majority of Shahla’s business is based on repeat clients and referrals, something she is justifiably 16Copyright Top Agent Magazine

proud of. The reason for this impressive level of loyalty is clear to her. “I think it’s just my honesty and the fact that I pour my heart, soul and energy into it. I don’t rest until I’ve finished the job, and my goal is not just a one-time transaction,” explains Shahla. “My goal is to build out relationships. It warms my heart when a client I’ve helped before reaches out to me again. They trust me.” That trust is made evident by this glowing testimonial – just one of many - on her website: “Shahla was extremely knowledgeable about all aspects of buying a home in the Triangle Area of NC, as well as very easy to work with. She was always prompt and always available for any questions that Top Agent Magazine

would arise. We had such a great experience that we would only use Shahla when considering buying another home. She does not stop working with you even after all the papers are signed,â&#x20AC;? by Janet & Francesco DeMayo. Giving back is of vital importance to Shahla and her husband, a professor of Psychiatry & Behavioral Sciences & Associate Director of the Addiction Division at Duke University. Together, they orgaTop Agent Magazine

The majority of Shahlaâ&#x20AC;&#x2122;s business is based on repeat clients and referrals, something she is justifiably proud of. nize various cultural events and are involved with several charitable causes. Specifically, they are Copyright Top Agent Magazine17

involved with an organization that supports recovering drug & alcohol addicts in Durham, NC. When she’s not working, Shahla enjoys spending time with friends and family, and also loves music and exercising. She is a passionate world traveler, though in true Shahla fashion she tends to take her work with her. “I still work when I’m traveling,” she laughs. “I always receive calls and answer questions from clients, even if I’m boarding a plane.”

Looking to the future, Shahla hopes to continue growing her business with the assistance of her Listing Manager, Closing Manager, Marketing Manager and all resources available to her. Together, they assist Shahla to ensure a successful transaction. Ultimately, it’s primarily about continuing the exceptional client service that has become synonymous with her name.“I will always have my client’s back,” she says. “I will work to the best of my ability to not disappoint them, and I mean that from the bottom of my heart.”

For more information about Shahla Rezvani, visit her website at shahlarezvani.com or call (919) 960 - 6302 www.

18Copyright Top Agent Magazine

Top Agent Magazine

Creative Meditation

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

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

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

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

2 Repeating a mantra can be very calm-

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

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

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

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

TÃ&#x2030;A HONKANEN

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TÉA HONKANEN Top Agent Téa Honkanen of Long Realty Co. in Tucson, Arizona possesses a genuine, thoughtful nature combined with a deep reservoir of industry knowledge. This combination has helped her achieve a career that ensures her many clients continue using her and referring new customers. Her genuine love for the Tucson area is evident, as is her mission to put her client’s needs front and center in every transaction. Téa moved to Arizona from Finland in 1995, intending to stay for only one or two years. That plan was scrapped, however, when she fell in love with the area. “It wasn’t hard for me to appreciate the sunny blue sky, people and the easy life style of Tucson,” she explains on her website. “This is the place where you’ll meet people from all over the world and share the same joy of year-round outdoor cultural and many other activities. Here, for sure, is something for every taste and style.” A registered midwife nurse in Finland, she was unable to continue that career in the United States, so began looking for something else to do. One day she found herself in the parking lot of a real estate school and decided to give it a try. The rest, as they say, is history. Since then her business has grown exponentially year after year, and shows no sign of slowing down. With approximately 87% of her business based on repeat and referrals clients, Téa is clearly making quite an impression on her many customers. When asked to account for this level of client loyalty, Téa grows thoughtful for a moment before replying: “I think the main reason is that they trust me,” she says. “They see that I always go above and beyond for them. I really think it’s just about the service level and the trust.” The gratitude her clients feel for her is made manifestly evident by the reviews she has garnered on Zillow.com. “It is hard to find the right words to explain how wonderful Téa Honkanen is. I bought my first home in 2012 with her assistance. She was there for me from start to finish…She

is a determined, dedicated, honest and caring real estate professional,” reads just one. Téa cherishes the relationships she forms with her clients, and is adamant about making sure they know this. “I love them all,” she enthuses. “The relationships we form are for life, they become part of my family.” Téa is rigorously consistent in sending out postcards, newsletters and emails to help her stay top-of-mind and to let them know they are in her thoughts. “I work hard to keep in touch with all of them,” she says. An impressive commitment to marketing her listings plays a role in Téa’s continued success in the industry. While many other agents have begun to eschew the concept of open houses, Téa has embraced them and holds them regularly. She also utilizes the internet to great advantage to get her listings in front of as many potential buyers as possible. Téa enjoys the flexibility of her career, and also its unpredictability. “I like that I can make my own schedule,” she explains. “You never know when you’re coming home, depending on what happened that day. As a field trainer for new agents, she also appreciates being able to impart the lessons she has learned over her sixteen years in the business. In her spare time, Téa enjoys volunteering in the Tucson community. She is especially passionate about helping children and families. She has been a member of the Long Realty Care Foundation for years, where she contributes part of every commission to its support. She also enjoys glamming with her dog in her RV. “We head out the mountains or the lakes, and we love it,” she says. As for the future, Téa’s plan is simple: to continue doing what she loves and providing as many people as she can with her expert assistance and the excellent client service that has become her calling card. “I’m going to do this job for as long as I can,” she laughs.

For more information about Téa Honkanen, please call 520 - 360 - 3937 or email Tea@longrealty.com 22

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

Top Agent Magazine

THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process. As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home. Be sure to attend the inspection or assign a proxy if you’re out of the area. Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts. HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results. Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations. 24

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CYNTHIA MASSARI 25

CYNTHIA MASSARI For years, Cynthia Massari enjoyed a succesful career as a Vice President at a major bank. Equipped with multiple degrees and a specialty in accounting, Cynthia displayed the prowess of a consummate professional. When her company asked her to relocate, Cynthia decided to stay close to home and family, seizing the opportunity to discover her next passion and path. After some soul-searching, real estate seemed like a natural fit for her skillset and desire to serve others. In 2002, she made the leap and earned her license. The rest is history. “I never looked back,” she remembers. “It was the best decision I ever made. I love what I do and I do what I love. It doesn’t get any better than that.” In the sixteen years since launching her career, Cynthia has crafted an impressive track record of success. Today, she is primarily based in Maryland and partners with another agent to serve the counties of Carroll, Baltimore, and Harford. Communication and technology play integral roles in Cynthia’s operation. “Our tagline is: We listen to your needs and deliver your dreams. Thanks to technology, we have constant communication and I’m always chatting and listening to clients,” Cynthia says. Over the course of her career, Cynthia has managed to drive 60% of her business through repeat and referral clientele, a signal of her staying power as an agent. Likewise, she enjoys over 150 glowing reviews online—high praise from her base of clientele. For her part, Cynthia credits communication and a personal touch as some of the foremost inspirations of her success to date. What’s more, she is a dedicated professional that remains constantly accessible throughout the transactional process, ensuring all details are accounted for and no stone is left unturned. “You have to stay communicative with clients throughout the entire process,” Cynthia emphasizes. “We’re there for everything—from home inspections to appraisals and everything in between. It’s all about listening to what people want and delivering that, even if it means going above and beyond.”

When it comes to listing properties, Cynthia takes a multifaceted and comprehensive approach that makes use of both traditional and digital marketing means. First, Cynthia ensures all properties headed to market are showcased in their finest light through top-quality photography and brochures. Then, she takes to the leading online listing platforms and social media to net wide-ranging exposure through targeted ads and premier visibility. Likewise, she networks with her network of fellow agents and sends out local postcards to draw area buzz. All in all, Cynthia offers an expert’s insights when it comes to the transactional process, and her deep well of knowledge is a tremendous asset to her clients. “I’ve experienced all kinds of market cycles in this business, and my own business has remained vibrant and healthy,” Cynthia says. “I’ve been able to find consistent success because my clients trusted my services enough to recommend me and come back. If you do it right, the rest will follow.” Beyond the office, Cynthia has served in a few key roles within her professional community. In the past, she has served on the board for the Carroll County Association of Realtors, and as the chair of CCAR’s Education Committee. Cynthia is also a big believer in giving back by supporting animal welfare and rescue causes. In her remaining free hours, Cynthia most enjoys the rugged Montana landscape and spending quality time with her daughter and two grandchildren. Considering the future, Cynthia has plans to continue growing her business steadily, building upon the many relationships and experiences she’s enjoyed over the course of her sterling career. Finally, with sixteen years of experience under belt and an authentic passion for her daily work, Cynthia reflects upon what she’s enjoyed most about her career thus far. “When you sit at that closing table and you’ve really helped somebody accomplish their dream and they’re so excited—it’s a rush,” she says. “Whether clients are selling to move on to the next phase of their lives, or you’re guiding first-time homebuyers—there’s no greater joy than helping people meet their goals and dreams.”

To learn more about Cynthia Massari, – 596 – 4588, visit her website here, email CynthiaMassari@gmail.com, call 410https://www.remax.com/realestateagentoffice/hampstead-md-21074-2136-cynthiamassari-id26437865.html https://www.facebook.com/CynthiaMassari or visit her Facebook page here. 26

How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day. Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards. With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute. Top Agent Magazine

Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day. If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes. Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks. As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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THE RENDINO TEAM

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THE RENDINO TEAM The top-producing Rendino Team of Sonoma County’s real estate hub, RE/MAX Marketplace, have created a different kind of brokerage for all the right reasons. What started in 1998 as a one-man business initially focused on multi-unit and investment real estate overnight grew to include an equal balance of residential buyers and sellers. With this unique structure for a boutique brokerage, David Rendino’s brand of service describes how it is not only possible to serve both sectors, but that doing so benefits the clients he serves in each.

commercial drone pilot and provides stunning aerial tours with the very best equipment available”. says Erika. The Rendino Team is a premier agent on all the top real estate sites and also syndicates globally through the RE/MAX brand. “And for our high-end luxury properties, we use The RE/MAX Collection, which has its own special website and advertises globally in high exposure periodicals such as The Wall Street Journal and New York Times,” adds David. David and Erika enjoy sharing their knowledge and expertise with their brokerage of agents, which allows their team to grow their businesses while giving back to the community. “We’re always out in the community,” says David. The team takes part in weekly farmers’ markets with giveaways, hosts major quarterly client appreciation events and is presently planning a CPR training class with the local Fire Department. “One of our agents is very involved with Canine Companions, and we are proud to support her and this amazing organization,” says David. This activity shows David’s and Erika’s commitment to the individuals who make The Rendino Team and RE/MAX Marketplace the thriving business they are. “As we grow, it’s so important to support and develop our people,” says David. “We are uniquely positioned to share our knowledge and best practices with help our family of agents, so that they can meet and exceed their goals. Their success is our success.

A husband-and-wife team since 2006, David and Erika Rendino devote every minute of every day to service and problem solving. “That’s what we’re here to do,” says David. “We take care of people.” Erika explains that when she first began working with David several years before they married, one of his philosophies resonated deeply with her: “He said, ‘If you take care of people, business will take care of itself.’” That mindset holds true as David, Erika and their dynamic brokerage of 17 agents deliver excellent communication, education, information, fairness and openness to each of their clients. Given this service focus, David has been a top producer since 1999. Even during the financial crisis, he never wavered, selling approximately 500 homes during the REO market. The market crash actually gave the team an opportunity to work with a great number of banks and investors, increasing David’s expertise.

Erika adds, “Most of our clients become our friends – we have a lot of friends! It’s so important for everyone in our organization to give to people, help their families and remain available to them for all of their needs.”

For years, David and Erika have published a popular Sonoma County income property report with data that is gathered, tracked and analyzed by David and his team. “What’s interesting is that, by selling so many multi-unit residential properties, we continue to develop relationships with those clients who also have homes and kids and families,” says David, explaining the team’s tremendous referral rate. “From the beginning, I was heavily weighted in both fields.” Key to success in investment and multi-unit residential real estate is giving those clients the same, high-quality marketing that applies to residential. This is where Erika shines. With a software engineering background and savvy marketing skills, she conducts targeted, visually appealing, narrative marketing. “Everything needs to look pristine,” says Erika of home presentation. The team also employs a professional marketing director. For every property, they create single-property websites and top-of-the line brochures. “For income producing properties, it includes a comprehensive public offering memorandum,” says Erika. “We use professional photography for every listing, along with a combination of video and 3D tours. “David is also a 30

To learn more about The Rendino Team visit rendinosrealestate.com or follow us at facebook.com/SonomaCountyHub, email derendino@gmail.com or call 707.696.3742. www.

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MARKETPLACE

The Rendino Team EXPERIENCE

INTEGRITY

RESULTS

Things Successful People Never Do

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

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things, that success might happen a little quicker.

DON’T JUST WING IT

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

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

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

THEY DON’T WORK HARDER, THEY WORK SMARTER

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

THEY DON’T TRY TO PLEASE EVERYONE

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

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 32

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

GO FOR THE SHORT RUN SOLUTION

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

PAY ATTENTION TO THE NAYSAYERS

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

THEY NEVER QUIT

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

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LIZ SEARS

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LIZ SEARS Liz Sears has always been fascinated by the real estate industry. After moving to Utah from her native Washington, she first delved into the business by way of financial planning. In 2000, she added a mortgage license to her repertoire to fortify her advising services, then joined forces with her husband, who became a Realtor in 2005. Liz enjoyed the world of real estate so much that she decided to take a leap of faith, switching gears to become an agent. That was back in 2010, and in the eight years since, Liz has carved out an impressive reputation and track record defined by clear communication, professional innovation, and a firm dedication to superlative client care. Today, Liz heads a tightknit team of real estate professionals that includes her long-time licensed assistant of eleven years, a transaction coordinator, a runner, and a social media expert. Together, they serve clients across the state of Utah. While Liz bases much of her business in the state’s northern segment, she’s frequently collaborated with regional agents to coordinate and close deals across the Beehive State. Throughout her flourishing tenure in the business, Liz has managed to forge lasting bonds with those she serves, while delivering hard results on their behalf. Accordingly, she’s managed to derive 95% of her business through repeat and referral clientele. “I always wanted a job where I could help people on a major level,” she says. “To guide people through the biggest purchase of their lives and in a way that’s most advantageous to them – it’s an amazing opportunity, and it’s so impactful in a positive way.” Beyond her commitment to her clients’ best interests, Liz is a consummate professional who has earned numerous designations and accolades over the years. In addition to becoming a Certified Negotiation Expert, she recently was awarded the Keller Williams’ Culture Award for her region, an honor bestowed at her banner company’s national convention. Likewise, Liz leverages her experience in the financial and mortgage sectors, serving clients as a trusted, knowledgeable advisor. “We strive to be really, really good at what we do,” Liz says of her team. “I want my clients to feel like they’re my only clients. I have the structure within my team to provide very quick responses and we’re always available around our clients’ schedules. We have amazing communication because we understand that the most frustrating thing during such an important transaction of your life is to feel unsure of what’s going on. So, we have a touch process in place to ensure our clients have all the

information they need, we’re available for questions, and we keep them abreast of what to expect before it happens.” When it comes to listing property, Liz’s approach is decidedly proactive. In addition to crafting immersive listing presentations that include professional photography and virtual tours, she also hosts grand open house events and delivers postcards to neighbors to stir up a local buzz. From there, she and her team take to social media and the leading online listing platforms to generate awareness and visibility through boosted posts, targeted demographics, and prelisting awareness. All told, Liz applies her eye for detail and consistent follow-through to inspire confidence in her clients. “The most important thing clients need is an expert on their side,” she says. “The key components are to structure the best offer for your client, effectively negotiate the contract, and make sure that all the pieces of the puzzle are accomplished efficiently and smoothly through killer communication.” To give back, Liz coaches her son’s soccer team and also runs her local real estate board’s food drive, with last year’s results successfully netting roughly 311,000 items. Likewise, she served as Chairman of the Public Relations Committee in 2014 and has been a member of the Community Outreach Committee since 2015, partnering with the Northern Wasatch Home Builders Association to help build houses at a discount for families with children who have disabilities. Liz is also a trustee on the statewide Utah Association of Realtors Housing Opportunity Funds (UARHOF) committee, which uses the interest earned on earnest money to promote and provide housing opportunities for those in need. To lend her expertise to her office, Liz teaches training courses at her brokerage. In her remaining free hours, she most enjoys spending quality time with her husband and four sons. In considering the future of her business, Liz plans to continue growing her imprint mindfully, with the potential of adding new team members to the mix as her enterprise continues to grow. She also hopes to share her talents and vision in a coaching and mentoring role, particularly geared towards young people searching for their own professional paths. Finally, with eighteen years of real estate experience under her belt and an ambitious outlook on the future ahead, Liz Sears reflects on what she enjoys most about her day to day work. “I love that I can make a big difference in people’s lives by helping them get into the right homes and making it a smooth transition,” she says. “It can be a stressful time for most people, and when I can help out and lead clients to the best possible resolution— it’s really fulfilling.”

To learn more about Liz Sears

email Liz@TheSearsTeam.com

visit TheSearsTeam.com, call 801 – 989 – 3013, or visit her Facebook page here.

https://www.facebook.com/TheSearsTeam/?hc_ref=ART5X8spd2hSRiqPllM67-yCRX6M1bvoXR0tmvdXbLlgyN9Y1HQnLx4uT3iG50VdbNE

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale. How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset. It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros. But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine. This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 36

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet. The old saying stands true: if you want to go fast, go alone; if you want to far, go together. In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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GREGORY SWIATEK

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GREGORY SWIATEK Gregory Swiatek has been a trusted force in Noranda area real estate for 28 years. After graduating from University of WA, he realized that his fantastic people skills, business expertise, and independent streak would make him ideal for the real estate industry. He worked at Ockerby Real Estate in Noranda for ten years before joining Passmore Real Estate in 2000. In May 2017, Gregory joined the Agency Team where he continues to serve the Noranda area, as well as several surrounding suburbs.

He continues, “These days marketing strategy matters more than ever. I use a multi-channel approach, which involves a combination of classic print/traditional media and word-of-mouth marketing, which is based on the exchange of personal recommendation. This is considered more credible than the classic advertising. It plays an important role online, especially in social networks, forums and property and agent reviews. My campaigns are tailored to you, not what everyone else is doing.”

As a result of the down-to-earth, reliable service he provides, around 70% of his business comes from repeat and referral clients. What keeps his clients coming back and eager to spread the word about Gregory? “I am pretty genuine, actually,” Gregory says. “I am a very ordinary man, but I do small things in the right way. Maybe that’s the reason people come back to me. They know I will be looking after them. I offer a simple and no-nonsense approach when it comes to selling properties, and it all starts with understanding the current real estate market. My advice is based on your situation, not my agenda.” Gregory is rigorously honest with his clients—he always tells them the truth, not just what they want to hear.

After working with Gregory, his clients say he is incredibly trustworthy and straightforward, and he spends lots of time with them, ensuring they understand every step of the process. As a Noranda community member, staying in touch with past clients is easy for Gregory. “I’m always in the area, and I bump into past clients when I’m shopping or taking a walk,” he says.

“Considering that the entire world is ‘online’ today and it is no longer a secret about real estate transactions, I focus entirely on real estate process and marketing,” he says. “Success in real estate is a process that we commit to and work toward from the day you decide to sell. It’s a decision that is connected to action. It isn’t merely an intention. If we all received a top price based on our intention, we would all be very wealthy. And that’s why we need to concentrate on the process, not the promise of the price. Yes, we will achieve TOP PRICE but only if we create and follow the process correctly.”

What does he like most about his work? “Everything!” he says with his characteristic smile. He enjoys the independence of running his own business and being of service to his clients. To give back to his community, he sponsors a local recreational club and helps the local primary school with their events. His children attend local schools and he enjoys watching their sporting events. In his free time, he loves to travel with his family. “We’ve been around the world,” he says. “We love going on cruises. I love that lifestyle.” For the future, Gregory plans to continue his work in real estate with The Agency. “I don’t even feel like I’m working. This is more like my hobby! I don’t just work for money—I really enjoy what I’m doing.” Now that’s fantastic motivation and one his clients are sure to appreciate!

To find out more about Gregory Swiatek, email gregorys@theagency.com.au, call +61-414 - 260 - 457, visit gregoryswiatek.com or theagency.com.au www.

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Becoming the Best of the Best By Verl Workman

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

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

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

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information. • Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country. Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 40

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

KAREN GATTA When speaking with Top Agent/ Broker Karen Gatta of Baird and Warner Northwest Suburban in Arlington Heights, Illinois, one can’t help but be taken by her affable nature and overall enthusiasm for what she does. Also, it’s important to note that what she does, she does exceptionally well: providing her many grateful buyers and sellers with a level of client service nearly unparalleled in the Chicagoland area. Karen began her journey in real estate in 2005, when she began working as a real estate lawyer. After years of providing legal guidance, she began to feel limited by that career. “I found that it was a little monotonous and that there wasn’t much client interaction so I decided to move over to the brokerage side of things,” says Karen, a true people person. That proved a sage decision, and since then Karen has built a solid and highly-reputable career on a foundation of honesty, clear communication, and a broad spectrum of industry knowledge. She has also accumulated a slew of recognitions, including Baird & Warner’s Founder’s Club, Chairman’s Club and President’s Club. Additionally, Karen is a member of the Women’s Council of Realtors, and has earned industry designations as a Certified Staging Consultant (CSC) and a Leading Relocation Specialist (LRS). Need evidence of the excellent service Karen provides? Look no further than the fact that her business is based more than 85% on repeat clients and referrals from satisfied customers. When asked to account for this impressive level of client loyalty, Karen points to her longtime affiliation and deep roots within the community she services. “I’m extremely active in the community,” she explains, and that claim is impossible to dispute. Among the many events she is involved with or sponsors, she is part of Northwest Community Hospital Foundation’s President Circle, holds board and committee positions in school organizations as well as coaches park district youth teams. “For me, just my presence and outreach to the community is more effective in obtaining referrals than any sort of direct mailing campaigns or general marketing,” says Karen. Another factor that plays a significant role in Karen’s success is her savvy, cutting-edge approach to marketing her listings. Professional photography, open houses when possible, self-produced home walk-through videos and highly-professional marketing materials are just several of the many tools she Top Agent Magazine

employs to great effect. Another unique method is the creation of “location maps” that plot the distance from the home to local sites like schools, libraries, restaurants or other pertinent places. While the financial rewards of her chosen profession are not inconsiderable, it’s the more personal side of the transaction that Karen finds the most satisfying. “I love interacting with people,” she says, her sincerity obvious. “It’s funny to have been on the legal side of things and then move over to the broker side: it’s just night and day. I have a really good sense of understanding where people are in their lives, and being able to communicate with them as well as understand their life situations to make sure the transaction proceeds as smoothly as possible.” Her clients agree, as is evidenced by her perfect five-star rating on Zillow. com, comprised of over thirty rave reviews. When she isn’t working hard for her clients, Karen enjoys spending time with her husband and children, close knit extended family and her friends. She also enjoys entertaining in her home. As for the future, Karen’s plans are simple: to continue to grow her business, as it has been, exponentially year after year. That growth, however, comes with a caveat: the stellar level of client service that has become her calling card must stay the same. “I love educating my clients,” says Karen. “I want them to know everything and be just as confident during that transaction as I am.”

For more information about KAREN GATTA, please call 773 - 793 - 7627 or email Karen.gatta@bairdwarner.com Copyright Top Agent Magazine 41

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SARAH GEORGER-CLARK With half a decade in the business behind her, Sarah Georger-Clark has played many roles as a real estate professional. She began as an administrative assistant to an agent, before earning her license and gaining experience as a buyer’s agent in her own right. Applying the first-hand knowledge gleaned from years of experience, she made the transition to a full-service residential agent under the banner of Cloud City Homes of Windermere Real Estate. Today, Sarah is in command of a reputation defined by quality care, authentic relationships, and proactive communication. During her first year in the business, she was even bestowed the Rising Star Award—a testament to her talent and staying power as an agent. Based in and serving Seattle, Sarah spearheads her work alongside her business partner and with the support of a licensed assistant and project manager. Thus far, Sarah has managed to pull 75% of her business from repeat and referral clientele. To accomplish this feat, Sarah cites fun and laughter, constant communication, and a personal touch as the primary drivers of her success to date. “I develop a personal connection with clients,” Sarah says. “Above all, I represent them in a way that makes them feel like they are completely taken care of.” To keep in touch with that network, Sarah orchestrates annual client appreciation events, hosts regular club meetings such as “food club,” gifts on occasion, and keeping alive the connections forged during the transactional process. In fact, staying communicative is a central pillar of Sarah’s working style. “I try to create a seamless, stressfree experience for my clients,” she explains. “I make sure that all the details are handled and that I’m proactive about communication throughout.”

In addition to staying accessible and responsive, Sarah also draws upon a deep well of knowledge when it comes to the competitive local market, its neighborhoods, and the inventory therein. To list properties, her approach is similarly comprehensive. First, properties are prepared for market through project management, staging, then professional photography is incorporated to showcase homes in their best light. From there, personalized webpages are created for each property, while each listing enjoys maximum exposure across the leading online listing platforms and across social media outlets. Throughout the listing process, custom marketing techniques are employed to ensure that no detail is left unaccounted for. As a result, sellers enjoy a competitive edge, sourcing ideal buyers in short order. To give back to her Seattle community, Sarah and her office are active in a variety of local events and charities. In the past, they’ve hosted wine nights for their neighborhood and contribute to the Dress for Success clothing drive. They also give a portion of every closing commission to the Windermere Foundation and host fundraising events that contribute to their past clients’ favorites causes. In her remaining free hours beyond the office, Sarah most enjoys time spent with her family and loved ones, and she also relishes the chance to get out on the water through boating and paddle-boarding. Looking ahead, Sarah hopes to continue growing her business, with plans to build a team and further develop her roots within her community. For now, she’s content to go above and beyond in serving the aspiring buyers and sellers of the greater Seattle community. Finally, with five years of experience behind her, Sarah Georger-Clark considers what she values most about her chosen career. “I really enjoy the personal relationships that I build with clients,” she reflects. “It’s so rewarding to collect friends and experiences along the way, knowing that I’m helping others with their next adventure.”

To learn more about Sarah Georger-Clark email SarahGC@CloudCityHomes.com, visit CloudCityHomes.com, www.

call (206) 762 – 0682, or visit her Facebook page here.

https://www.facebook.com/pg/cloudcityhomes/about/

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GINA GRASSI Top Agent Gina Grassi, of Howard Hanna Real Estate in Brecksville, Ohio, has spent over two decades building a stellar reputation as a Realtor who can always be trusted to be honest with her many buyers and sellers. Her past experience in both the legal and title and escrow fields allows Gina to offer full-service real estate guidance from the beginning to the end of each and every transaction. Her forthright, honest, and sincere approach has vaulted her to Top Producer status, and she shows no sign of slowing down. The real estate field was not Gina’s first career ambition. “I used to work for a mortgage company when I was going to school to become a lawyer,” Gina explains. “I got my paralegal degree, and while I did my internship for a law firm I discovered that I didn’t like the firm I was working for. I just felt that they didn’t care about people the same way I did. So I decided to get out of that business and go to school to get my real estate license.” A wise decision, as was made obvious very quickly. “The first year I started, another agent I worked with told me I would never succeed because I was too nice,” she muses. “The next year I beat him in sales.” Since then, her career has continued its ascendancy, and she is now ranked among the Top 1% of all Realtors nationwide.

The appreciation Gina feels for her clients is reciprocated in full, as is made evident by the numerous glowing testimonials on both her website and Zillow.com. Among the many rave reviews for her services is this one that perfectly illustrates the gratitude she engenders: “Gina was a pleasure to work with. She is knowledgeable, patient and has a great reputation with other realtors too. Very responsive and cares about getting a great price for your home and getting you into the right home at the right price. Amazing to work with and if we ever move again, I will use Gina for sure!” Gina is deeply involved in her community, and she and her husband support the local Ronald McDonald House (her husband is a Chairman for that organization). She also supports her children’s school and sporting endeavors and is passionate about working with the homeless. As for the future, Gina’s plans are to grow her business (she just hired a licensed assistant), while sacrificing none of the exceptional client service that has become her trademark. “I love working with my buyers and my sellers,” says Gina. “I love making them happy because this is one of the biggest purchases or sales they will make in their lifetimes. And it takes someone who is experienced to help them and guide them through this process.”

In addition to selling a wide swath of local geography, Gina is also licensed in Florida, where she occasionally vacations with her family. “Although it’s hard to call it a vacation,” she laughs, “because this job is 24/7.” Gina’s work ethic is remarkable, and she enjoys sharing the stories of her children’s births, both of which involved real estate work. “When I had my epidural with my daughter, I was returning phone calls,” she says, “and when I had my son I had the nurses faxing contracts.” With nearly the entirety of her business based on repeat and referred clients, Gina is clearly making a lasting impression. “I think what keeps my clients coming back to me is that I’m honest,” she says. “It’s because I’m upfront with them. I tell them what they need to do to sell their home, and I don’t sugarcoat things. What you see is what you get with me. They know that I’ll never lie to them and that I’m always upfront with them. I’ll tell them what’s going on and to sometimes expect the worst, but hope for the best.” 44

For more information about

GINA GRASSI, please call 216 - 952 - 9078 or email ginagrassi@howardhanna.com Copyright Top Top Agent Agent Magazine Magazine

Four Challenges and Solutions from the Front Lines of the Real Estate Industry By Walter Sanford

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns. 1. Lack of training from top agents. Many times, the agent who was average in production but great at the process becomes a training manager. There are broker/owners who just don’t have the time to train; there are the top producers in the office who don’t have the time or motivation to train; and then, there are the previously mentioned managers who took that job because it was as financially lucrative as production. Too many agents are not receiving superstar training in lead generation. I have coaching clients who receive training on process rather than lead generation at their offices. There are many solutions, two of which are detailed below: A A brokerage system that brings the top agents into the training and recruiting business -- the two best known systems are Keller Williams and EXIT Realty. It is easy to reproduce these systems by giving better splits for listings sold or pieces of profit on new hires given to the introducer. B Set up systems in the office that promote production like meetings where everyone puts their best buyer and best seller together; where the office performs certain lead generation systems until agents commit to them like expired solicitation; where top trainers are brought in and agents are held accountable to new ideas. Top Agent Magazine

2. Reliance on purchased leads. Agents have lost their ability to prospect for sellers from hot demographics, because they buy leads from consolidators. If the purchased leads are good one year, they will go up in price or decrease in the number of leads in the next year. Agents need to prospect hot seller demographics blending “new school” with old school tools like direct mail, phone, follow-up, database, and closing abilities. The value you can offer certain seller demographics should be discussed at training meetings. 3. Offer macro-economic services. An agent has the ability to offer great information on a local level. It is the only way to compete with national websites. Whether you develop neighborhood websites or a newsletter based on local statistics, honing your local value is the only way to beat national efforts. 4. Financially struggling agents who don’t understand budgeting, planning, and investing. Many agents are struggling financially and they cannot devote their full attention to maximizing client satisfaction. They do whatever it takes to make the deal; they are in panic mode. With office services in place like setting up agent savings systems at close, training on tax-deferred investments, promoting real estate investing for groups, and budgeting analysis – offices have more agents who don’t live commission to commission. These agents are always better at making deals when the deals are based upon client satisfaction and not agent survival. Before you attend another webinar from a trainer or a tech guy (who never sold real estate) as they try to make your job easier – take a step back and start firming up some of the basics. Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 46

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MATT HUMPAL Matt Humpal grew up in the real estate business but never anticipated a successful career as an agent. His father launched the family imprint back in 1975, and after college, Matt pursued a corporate career in downtown Chicago. In 2001, he decided he was ready to take control of his own destiny, returning to his hometown of Rockford to follow in his father’s professional footsteps. Today, Matt has established himself as a forward-thinking professional with a golden reputation for integrity, indispensable industry knowledge, and an authentic spirit of service. Serving the three-county area surrounding the greater Rockford region, Matt spearheads his work under the banner of The Humpal Group of RE/MAX Property Source, which his father continues to lead today. All told, the Humpal Group is spread across four area offices—in Rockford, Belvidere, Byron, and Rochelle—and is home to roughly thirty agents. For his part, Matt is supported by a full-time assistant and works as a partner alongside Wesley Willows Senior Living Communities, helping those over sixty make the multifaceted transition to a senior community. In fact, a robust contingent of Matt’s business stems from repeat and referrals, in part because of his expertise as a designated Seniors Real Estate Specialist®. Over the course of his partnership, he’s guided more than 200 seniors and their families as they sell their existing properties and begin a new chapter. While Matt has demonstrated an abiding commitment to serving the greater Rockford area’s senior community, he’s also established himself in the realms of new construction properties and alongside first-time homebuyers. When it comes to listing property, Matt’s approach is strategic and draws heavily upon emerging technologies. “I’m an experienced, youthful realtor. I’ve grown up in the digital era and I’ve always been on the cutting edge of how technology is used in this business,” Matt says. “Our industry is in the midst of transition when it comes to technological tools, but what differentiates me is

that I know how to communicate with a younger generation currently buying homes. I know how to access and communicate with that audience.” Homes headed to market are first prepped through decluttering and staging techniques that lure prospective buyers through strategic presentation. “We’re always looking at dollars that are well spent and easily returned to the seller,” Matt explains. From there, homes are featured in their finest light and exposed to dozens of online listing platforms that secure wide-ranging visibility—a testament to RE/MAX’s global brand. Conversely, in guiding buyers through the house-hunting process, Matt creates an atmosphere of calm and security by applying his years of experience and positive outlook. Likewise, he understands the power of remaining accessible and responsive in today’s fastpaced, competitive marketplace. “I have a charismatic personality and I’ve provided exceptional service and negotiating skills on my clients’ behalves,” Matt says. “First and foremost, I’m not trying to sell people; I’m trying to give my clients expert advice so that they can make an informed, educated decision that’s right for them. I’m also very cognizant about communication. I’m always available and I serve as a reliable resource throughout the transactional process.” Beyond the office, Matt has a passion for travel. He most enjoys time spent motorcycling through scenic regions, with past destinations including California, Colorado, the Smoky Mountains, and Wisconsin’s Driftless Region. He also enjoys activities that afford him an afternoon outdoors, such as a biking, gardening, and golfing. Considering the future of the family business, Matt plans to continue growing his client base and providing pivotal guidance to aspiring buyers and sellers of all ages in the Rockford community. The Humpal Group also hopes to expand to new service regions and continue its steady growth. Finally, with nearly two decades of firsthand experience behind him, Matt Humpal considers what he values most about his career. “I love interacting with people,” Matt says. “To me, it doesn’t feel like work. Every day is rewarding. You’re helping people get through what’s often an emotional period of transition in their lives, and it’s so gratifying to serve others by creating new opportunities.”

To learn more about Matt Humpal email MattHumpal@Remax.net, visit MattHumpal.com, or call (815) 509 – 4469 www.

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TYLER LAYMAN Tyler Layman was in college studying to be a police officer when he was introduced to a local Re/Max real estate agent. They had conversations that piqued his interest, and he was curious to find out more about the industry. Being one year out of high school, the thought of starting a career so early was a bit scary. After only a few weeks, he realized he had a passion for the business, and in 1999 he obtained his real estate license. Tyler decided to finish school as he was diving full-time into the residential real estate business. He started with RE/MAX Advantage Plus, and he’s stayed with them ever since his first day as an agent. He now has a thriving career as a solo agent with RE/ MAX and he serves the Greater Minneapolis area. During the market downturn of 2009-2010, his business needed to adapt to the changes in the market. Tyler was given an opportunity, through some amazing colleagues, and began to primarily focus on the growing foreclosures/REO market. Recently that market has slowed and the traditional market has bounced back in a fantastic way! Tyler is now utilizing all the tools from his first ten to eleven years in the business to again focus on traditional residential real estate. As a result of the amazing service he provides, roughly 70% of his business comes from repeat and referral clients. What keeps his clients coming back and eager to spread the word about Tyler to their sphere of influence? “I take great pride in communication and responding promptly to my clients,” he says. “I’m also transparent with my clients and let them know exactly what is going on during the process.” He only works with a small number of clients at a time, so that every client feels like his only client. “They feel that I have that focus, and that I’m actually looking out for them and their long-term investment in the properties,” he says. “Anyone can look at the market and advise their client of what needs to be done now, but few look at where the market will be! This can create uncomfortable conversations years down the road when those same clients calls you to sell and you have to tell them they are upside down! Because of the ‘advice’ you provided them years earlier!” His clients rave about his integrity, and several say Tyler advised them against purchasing properties unlikely to increase in value over the coming years. He enjoys educating first-time homebuyers and teaching them about each step of the process. With two decades in the industry, he has expertise and an understanding of the market he uses to his clients’ advantage. “It makes no difference if you’re a first time buyer, a first time seller, you’re building a new home, or you’re buying a million dollar home, communication and transparency are key!” he says.

Inventory is low in the Minneapolis area, so to give his potential buyers an edge, Tyler often asks them to write a letter about themselves that he sends out to owners who aren’t yet listed, but would consider selling to the right buyer. “I believe in mail! The tangible things! Letters, postcards, etc. I think people are often overwhelmed by email marketing, but appreciate an old-fashioned letter.” Tyler stays in close touch with clients in the 30 days after closing to ensure they are settling well into their new homes. “I want to make sure that if anything goes wrong I can still be there to help them,” he explains. He also reaches out by mail. “I think real estate is transitioning to the old days of branding and relationships,” he says. After working with Tyler, his clients say they were over the moon about his communication and the hand holding throughout the process. They say all their questions were answered up front and along the way, and as a result the process was enjoyable. What’s Tyler’s favorite part of the job? “The relationship building is my favorite part of the job. I’m an outgoing person and I love meeting new people. Watching a client take one of the biggest steps in life and helping to make that happen is incredible,” he says. Tyler has another major passion, outside his family and real estate career—he’s working to launch Lift Up, a nonprofit where 100% of donor money will go towards a “tangible” product. Tyler and his partners found that donors are wanting to give to things they can touch, see, and feel, tangible things such as schools, child dorms, orphanages, basketball courts, care points, etc. “There is such an overwhelming need both globally and domestically, and we want to bring the amazing amount of generous donors and these tangible needs, together!” he says with his characteristic enthusiasm. He recently returned from a trip to Haiti where Lift Up funded a basketball court at a school. Currently Lift Up is also putting water filtration systems in a community in Cambodia. “The monies we are raising for these global projects will change the world,” he says. “People will be able to come to us and say, ‘I want to help build a school!’ and they will receive up-to-date progress on where their money is going.” Lift Up and WELIFTUP.ORG will look to fully launch in late September 2018. Tyler’s also very involved in his church. He enjoys spending time with his wife of eleven years and their four small children—three girls and one boy. In his cherished downtime, he likes to golf, fish, camp with the family and work out. For the future, he plans to continue to grow his personal business and his relationships with past clients. “I want to create a versatile business plan with many different avenues,” he says. With his focus on his clients and his community, he’s sure to achieve all his goals and continue to give back both locally and globally!

To find out more about Tyler Layman, email tyler@tylerlayman.com, call 612 – 414 – 6035, or visit tylerlayman.com www.

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again. TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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YVONNE STEER Yvonne Steer of Coldwell Banker at Success Realty in St. Thomas, Ontario takes her job very seriously. A fierce advocate for her many clients, she has spent more than a decade establishing her reputation as an agent who puts her clients needs at the forefront of each and every transaction. Her genial nature, coupled with her wealth of industry knowledge has elevated her to Top Agent status in this historic city. Yvonne transitioned into the real estate industry twelve years ago. A former employee of the banking industry, she professes a long-time interest in the world of buying and selling homes. Upon the urging of a good friend, she began to contemplate making the jump into a new career. “I was working at the bank full-time, so the thought of changing careers was a scary proposition,” she admits. “But I thought I’d look into it, and when I started taking the courses I found it to be really interesting and exciting. After talking to my husband about it, he also encouraged me to give it a shot. And I haven’t looked back. It turned out to be one the best things I’ve ever done.” Focusing primarily on St. Thomas – though she’ll travel within an hour’s radius for her clients – Yvonne works solo, preferring to remain hands-on for the duration of every transaction. Her solid work ethic and integrity-based approach has endeared her to all her many clients, and has resulted in a business that is based almost entirely on repeat clients and referrals from satisfied customers. When asked to account for this level of loyalty, Yvonne pauses, her modesty and reluctance to sing her own praises evident. “I think it’s because I work full-time and I’m always available to them,” she muses. “When my clients need me I always answer the phone or return texts or emails quickly.” In addition to her excellent level of communication, there are other factors that have engendered the trust that is placed in her. “I get feedback about being very responsive,” she explains, “and

about being positive and honest. I think honesty is extremely important.” Her approach ensures that nearly all of her clients become friends, and Yvonne works hard to maintain and nourish those relationships. “Having someone come to me for repeat business or refer someone to me is the biggest compliment I can receive,” she says, and she maintains contact with them through the sending of gifts and the utilization of social media platforms like Facebook. “I also send out cards twice a year, whether it’s for the anniversary of their move-in date or for Christmas. I’m in contact with all of them regularly.” Yvonne is also adept at marketing her listings, and does so with great care and a comprehensive plan that includes both professional photography and video. A robust internet presence and open houses are also among the tools in her highly-effective arsenal. Despite the financial rewards of her chosen profession, it’s the more personal element that Yvonne finds most rewarding. “I get to meet a lot of really great people,” she enthuses. “It’s about the relationships. Also, every day is different and I just really enjoy that.” When she’s not working, Yvonne is involved with multiple charitable endeavors, primary among them her work with the Alzheimers Society, which she has participated in for fifteen years. The balance of her down-time is spent engaging in hobbies that include the sport of Dragon Boating, and she is an avid kickboxer. Above all, however, she loves spending time with her husband – her high school sweetheart – and their two adult children. As for the future, Yvonne’s goals are simple: to continue growing her business while sacrificing none of the high-level customer service that has become synonymous with her name. “I’m just going to continue doing what I’m doing,” she says, “Because I really love it.”

For more information about Yvonne Steer, please call 519 - 619 - 0177 or email Yvonne-steer@coldwellbanker.ca Top Agent Magazine

IRENE VRENTZOS How has Irene Vrentzos quickly become one of the most trusted residential real estate agents in Sussex County? Irene and her father co-owned a restaurant in downtown Rehoboth Beach. “It was across the street from the office where I work now. My current broker was a client at the restaurant,” she explains. When Irene was pregnant with her first child, she decided to meet with the broker to ask about his work and experience in the industry. He immediately realized her potential and helped her to join the real estate business. She had her baby, she and her family sold their restaurant, and in 2014, she started working as a full-time real estate agent with Joe Maggio Realty. Irene now serves primarily Sussex County, which includes everything from beachfront property along the coast to farmland in the western part of the state. She also serves clients in central Delaware. Though she’s a relatively new agent, already 60% of Irene’s business comes from repeat and referral customers. What keeps her clients coming back and eager to spread the word about Irene to their sphere of influence? “I really love what I do and I think it shows. I really do care and I keep my clients interests above everything else. I think that’s really helped in keeping clients and having them pass my name on to friends and family.” She’s incredibly honest and trustworthy, communicates well with her clients, and treats them as she would want to be treated. She’s also one of the only real estate agents in the area fluent in Greek.

Irene develops such strong relationships with her clients that it’s easy for her to stay in touch once the transaction is over. She sends handwritten birthday and holiday cards, and reaches out by email to keep clients informed about new listings and open houses. To market listings, Irene posts them on the MLS and runs a thorough campaign to spread the word via social media. She partners with a lender that provides an online marketing database to create individual property websites and a text link. “Clients can text a number and it comes straight to me to let me know which property they are inquiring about,” she says. She also hosts well-attended open houses. What’s Irene’s favorite part of her job? “I really love what I do. When I help that one person or family find the perfect home, it’s just very rewarding,” she says. “It’s not something I’d experienced before. It’s just amazing to help someone reach that goal!” To give back to the community, she volunteers for various nonprofit and charity fundraising activities through Joe Maggio Realty, and she reads to children at her son’s school. In her cherished free time, she spends as much time as possible with her son, who is now four-and-a-half years old. “We live very close to the beach, so we like to go to the boardwalk and fish at the pier,” she says. For the future, she wants to continue growing her business. “I want to keep doing what I’m doing and work as hard as I can!” she says. Now that’s a worthy goal and one her clients are sure to appreciate!

To find out more about Irene Vrentzos, email myagentirenev@gmail.com or call 302 - 249 - 5473 52

6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust. But how do you prove to someone you’ve likely never met that you can be trusted?

Top Agent Magazine ®

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive. Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating. Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it. You should always act in their best interest. 54

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent. But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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TONY VRUVIDES How did Tony Vruvides become one of the most trusted names in residential real estate in Elk Grove? Tony graduated with a degree in Marketing from a university in Montreal. He had several career opportunities in Marketing, but he realized his true passion lies in real estate because it gives him the opportunity to work directly with clients and be of service to them. “I love being with people, talking to people, and helping people. Real estate is a vehicle that allows me to do that. That’s what got me interested in the industry,” he says. Tony started in real estate in Montreal in 1989. He moved to Elk Grove in 2005 and has been going strong in the local industry ever since. He works with his wife, his son, and another buyer’s agent. With offices in Elk Grove, his team serves the Sacramento area, including Elk Grove and Carmichael. A staggering 90% of is business comes from repeat and referral clients. What keeps his clients coming back and eager to spread the word about Tony among their friends and family? He’s incredibly responsive. “If a client calls me, I call them back within an hour. It doesn’t matter if it’s midnight—I will call them back by one in the morning,” he says. His clients rave that he keeps them informed during every step of the process. Tony has a knack for keeping up with past clients. Twice a month he reaches out via email, sending helpful market updates or a short video email. He also hosts client get-togethers, reaches out by phone to let

past clients know they are on his mind, and keeps up-to-date with what’s happening in their lives via social media. “I am constantly there for them,” Tony says, “and as a result, they don’t forget me.” To market listings, Tony conducts a thorough marketing campaign on social media, his website, the MLS and other major real estate websites. He also sends “just listed” postcards to let people in the community know about the property. What’s his favorite part of the job? “I love interacting with people,” Tony says. “I love sharing my expertise in my field. I love being around people and helping people out. A house is someone’s dream. Other than a person’s family, a home is their biggest investment. It’s amazing being part of that and helping that dream come true for my clients.” To give back to the community, Tony participates in multiple charity events throughout the year sponsored by his brokerage, Stanley Real Estate & Investment. In his cherished free time, he loves traveling and spending time with his family. He’s of Greek decent, and he recently took his family to Greece. For the future, Tony hopes to eventually have one of his sons take over the business, and leave a thriving legacy for his family to continue. Now that’s a worthy goal that combines his commitments to his clients and his family!

To find out more about Tony Vruvides, email tony@stanleyrei.com or call 916-753-4663. You can also check him out online at tonyvre.com. www.

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

ASSESS THE FEELINGS BEHIND THE FEAR

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

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 56

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

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

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties. Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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JOSH WALLACE If real estate were a stage, it would be all-eyes-on Josh Wallace. Having fostered his long interest in real estate, Josh began purchasing homes shortly after graduating high school in 2006; it was work that eventually lead him to earning his real estate license in 2017 and becoming a full time agent. But, for Josh, those first 10 years of investing in real estate happened alongside another full time sales career. “Shortly after graduating high school, I took a job in sales with Feld Entertainment and traveled across the world working for productions such as Disney On Ice, Disney Live!, Ringling Bros. Barnum & Bailey, AMA Supercross, Monster Jam and much more.” While traveling throughout different countries, he became very interested in real estate and how each market varied from place to place. While employed with Feld Inc., Josh worked nine months out of the year, with three months off in the summers during which he purchased investment properties, slowly built his portfolio. By the end of 2016, he left his career in entertainment and moved back to Michigan where he earned his real estate license in January of 2017.

receive top-notch marketing tools including social media, marketing analytics, professional photography and staging, plus billboards, radio campaigns, newspaper, farming and more!” No matter who Josh is working with, he’s dedicated to providing full service. His fiduciary duty to his clients is something he doesn’t take lightly. “The real estate market is forever changing,” says Josh.” But one thing that will always remain the same with our agency is our first-class service.” As he grows his business and continues to enjoy life in the beautiful blue water area of Port Huron, Michigan, with its summer water recreation and his love for fitness and the outdoors, Josh is setting his sights on becoming a broker. “I want to continue establishing myself, providing service and giving back to our community.” Already, he has developed a reputation for the honesty, trust, loyalty and devotion that helped him close more than 40 transactions in his first year. “For every transaction I’ve done, I have received two or three referrals.” With referral growth like that, the sky’s the limit and those dreams of becoming a broker with a team look more and more possible.

Given his strong background with real estate investing, REO homes and flips, plus his excellent communication skills from a career in sales, Josh quickly built a strong following. He is currently an independent agent with Hanging Gardens Real Estate, a successful Port Huron, MI, brokerage. “One of my strengths is having such a great knowledge of what to look for in homes,” he says. Although he’s not a licensed contractor, Josh has had years of hands on experience in the construction trades. His clients appreciate his attention to detail, his expertise in negotiating and, most importantly, his devotion to representing his clients’ best interests. By doing what he excels at and having a great passion for real estate, he helps to make his clients’ dreams come true daily. “It’s very exciting to play a role in helping my clients buy and sell their homes,” he says. Whether it’s a first time buyer, seller, investor or builder looking to create new subdivisions, he enjoys every aspect of the business and creating lifelong memories for clients while building relations. “When buying or selling real estate, my clients Top Agent Magazine

To learn more about josh Wallace, visit hanginggardensrealestate.com/buyer-.html or facebook.com/jwallaceHGR, www.

email homesbuywallace@gmail.com or call 810 - 488 - 2490 Copyright Top Agent Magazine 57

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