Nationwide & International 7-16-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

Easy Blog Topics for Your REAL ESTATE BLOG

LISA CABRERA JESSICA ROMERO MARGARITA CHALDARIYAN KELLY QUALTROUGH JOSEPH MENZA MIKKI CARDOZA & MICHELLE ROWLAND SAM CORRONE WESLEY HARPER JODIE HEDLEY-WARD LEIGHTON JONES MICHELLE MAIERS D. LEIGH MARTIN, IV JENNIFFER TAYLOR

Business Growth Hack: ABSORB YOUR CLIENTSâ&#x20AC;&#x2122; STRESS! 6 Ways to GET YOUR CLIENT TO TRUST YOU

COVER STORY

RENEE DEAN

NATIONWIDE & INTERNATIONAL EDITION

LISA CABRERA

Agent Lisa Cabrera of Connect Realty in San nio, Texas has forged a career based on deterion, a solid commitment to top-notch customer e and a true desire to be instrumental in the ss of both her clients and her fellow agents. A eader, Lisa’s passion for the industry and geny of spirit shines through loud and clear when ssing her career, inspiring both this writer and one she comes into contact with.

staying abreast of trends and the many different 11knowledge options available to her clients. “I think is power,” she says with enthusiasm. “Things are ever-changing in this industry, and it’s important to stay on top of them. I spend a lot of time on my computer educating myself, so I can impart that to both my buyers and sellers. I want to be able to answer any question they might have.”

When queried as to what she enjoys most about a former executive in the banking industry, her career as an agent, Lisa’s answer comes almost her journey in real estate when she learned instantaneously. “I think that what I like most LISA CABRERA was expecting her third child. Working sixty is that I’veJESSICA been able to ROMERO help people achieve the hty hours a week no longer seemed a viable American dream of owning a home. There’s nothn, and she began casting about for an alternaing more satisfying than helping someone do areer. On the advice of her sister who is an something they never imagined could be done.” in Houston, she obtained her license in spite of her fears of She is also grateful for having realized the goal behind her impetus 25 29 to be there for my kids,” she g a dependable six-figure career. “I told myself that I have to become an agent. “I’ve been able ive and determination to do this,” she says, “so I went ahead says, “I don’t have to worry about corporate America telling me I t.” Initially signing on to a large company, she soon found her- can’t take a day off to be with them. If my kids are sick, I can actueceiving less support than she had envisioned. After one year ally take care of them.” Helping other women achieve this is chief hat company, her sister’s broker at Connect Realty suggested among the gratifications her job provides. ork for them as their only agent in San Antonio, promising vering support in all areas including marketing. Lisa agreed, Lisa’s inspiring nature is evident when discussing future plans, oon her solo agent status with the company changed as she one of which is to increase her team’s involvement with local to recruit talent to the new Connect branch. “It’s been three philanthropic efforts. Already heavily involved with her church’s that this office has been open, and we are now a thriving, full- charitable endeavors, she looks forward to Property Sisters of Texas n presence in the San Antonio area,” she enthuses. Lisa grows being able to help the needy on a grander scale. “It would be my JOSEPH KELLY MARGARITA ingly emotional when discussing the recent formation of her greatest joy to be QUALTROUGH able to help our community and people in our eam, Property Sisters of Texas: “ICHALDARIYAN would never have thought in inner cities to get back on their feet.” ion years that after just one year in the business I’d be able to other agents, other women, become successful entrepreneurs. When asked what advice she might have for new agents, Lisa’s ke a sisterhood. I want to help them take control over their counsel is in keeping with her indomitable spirit. “Personally, I their careers and their finances and show them that they too believe that as long as you have breath in your lungs, you have ave the flexibility and work/life balance that I’ve achieved.” what it takes to start over and pursue your dreams. I don’t care how old you are; you can make it happen. All that is required is asked to account for her rapid ascension in the real estate drive, determination and the passion to get the job done. The sky ry, Lisa points to her passion for educating herself and is the limit.”

RENEE DEAN

MENZA

CONTENTS

4) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

14) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS!

8) SUCCESS–THESE 23) 6 WAYS TO GET 7 HABITS ARE THE YOUR CLIENT TO For more information about Lisa Cabrera , REAL SECRET TO TRUST YOU call 210 - 360 - 9399 or email Lisa@Cabrerarealtygroup.com SUCCESS AgentBREAKING Magazine 27) Copyright TIPS Top ON INTO THE LUXURY MARKET Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com

MIKKI CAR

Mikki Cardoza and Mi each followed differen thriving careers in t industry, but today th in tandem with their astic as ever. Mikki fo real estate back in 200 Mikki was a schoolte MIKKI CARDOZA & on becoming a princip MICHELLE ROWLAND neighbor suggested sh at real estate, even p decided to take on the challenge. By the following had made the full-time transition to real estate. “I kn career I needed,” she remembers. Michelle built her ence in the title and escrow sector before earning he she moved from her native San Diego to the Hum and Mikki crossed paths. Michelle joined Mikki as Team MikkiMoves agents and ultimately took the rei Moves Real Estate office in Eureka. Now, each busin command of a flourishing career, with their reputat professionalism, client-centric care, and forthright co

31) EASY BLOG TOPICS FOR YOUR REAL ESTATE BLOG

Today, Mikki serves as the head of the MikkiMo

35) MODERN spearheading leadership atEMAIL the company’s newest Sa while Michelle serves as Managing Broker of Mikki ETIQUETTE FOR branch. There, Michelle heads a team of nine agent Humboldt County. Meanwhile, the Santa Rosa office TODAY’S AGENTS of Sonoma, Napa, Lake, and southern portions of Men

While each professional leverages their own unique t communication, superlative service, and follow thro the foremost drivers of their success thus far. “We heart,” say Mikki. “We listen between the words w our clients, making them feel safe and comfortable concerns and questions are heard.” As for staying in clients throughout the transaction and long after, M responsive agents and practices that keep the lines of open for the long haul. “All of our agents are real tive,” she says. “We’re always checking in with o our marketing director and transaction coordinator r weekly. We’re very detail-oriented.”

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agentgenerated Magazine With 70% of business by is repeat and referral and Michelle’s business Top model delivers a memorable e published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Agent well-proven. What’saddress, more, both Mikki and Michelle Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change send respective staffs and agents through ongoing professio inquiry to mag@topagentmagazine.com. Published in the U.S. 2

efforts that add value to their talent rosters and client tion to professional coaching and licensed instructio prospective agents, Mikki and Michelle also offer reg check-ins with their staffs and agents to talk about cha to grow their business. They also bring in a differen Top Agent Magazine on a monthly basis to sow strong connections in the discover new ways to mutually support area enterp have a great accountability system so that our agen

SAM CORRONEWESLEY HARPERJODIE HEDLEY-WARD

rrone is relatively new to theHarper’s busi- experience in real estate goes That’sJodie something I believe wasatlost is now rather Wesley A and personal touch plays a central role in Wesley’s Top further Agent Hedley-Ward, Principal McGrath A significant portion of Jodie’s business is based thanasmost. teeth in Many andonhechasing stays connected43 to hisandbroad sphere Estate Agents’ Caloundra branch – alongside husband referral clients, one of the surest industry 39his y making a name for back himself an In high school, he cut unique. people now are focused 40justwork, – has made sale.” a name for herself on The Sunshine excellence customer service. “I think what thehis industry to a that local of clientele by going above and beyond. In inaddidepended on to guide buyersby working as an assistant David quick Coast as an agent who can be consistently trusted coming back to us is what I call The Car Then, license tion toto timely gifts that demonstrateclients his gratitude, xpert advice and trueagent. concern forafter graduating, he earned his place her client’s well-being front and centreWesley during also keeps clients informed go above and beyond in terms of care and servi and giant continued eventually through neigh. Working with industry Ray to expand his repertoire, every Building relationships transaction.and Withmaintaining a focus on exceptional client with all his Jodie explains. “Nothing is too much troubl going solo in 1997. In the ensuing years, Wesley’s borhood news and market updates—passing along service and a deep-seated back importance to they appreciate that.” The impressive number o bourne suburb of Drouin, Sam’s clients, past andcommitment present, to is giving of vital to role and skillset has adapted to the industry’s consistent value even beyond the closing As her various community, Jodie’s integrity-based approach to her reviewstable. on RateMyAgent.com.au confirm tha nd authentic approach sets him Sam, and again, he tends to utilize a more old-fashups and downs, providing him comprehensive for listing properties, Wesley and his team careerexpehas become her calling card. “Jodie and blend her team went above and beyond ther agents in the area. ioned approach that is appreciated by his clients. “I rience and insights that serve as a value-add for his the best practices of both digital find and the traditional perfect home,” reads one. “Nothing wa like to stay in touch byauthor calling on the he A thrice-published best-selling on them the marketing. topic of phone,” team was always willing to help clientele. He has garnered experience working alongFirst, properties are madetrouble readyand forthethe motherhood (the “Sometimes You Sexy Mother is on a debut the smallest details.” the world of real estate began, explains. I’llseries), even Jodie knock their HEDLEY-WARD door side new construction properties, custom homes, market through staging consultations and WESLEY HARPER JODIE SAM CORRONE advocate helping mothers of young distressed properties, and more. In 2006, passionate he earned professional photography. From there, all exposure airly impulsive decision. “I have and ask themforhow they’re settling in. chilI prefer face-todren live their best lives. “I had three books that came out Jodie, who holds a Masters Degree in Bus JENNIFFER TAYLOR broker’sfor license and has since launched hisface ownover Facebook or even email.” is customized per property. This includes strategic owned a real estate his business between 2008 and 2012,” she explains, “that looked at Marketing and previously worked in the marke brand in Wesley Harper Real Estate. What’s more, he pricing efforts, targeted and promoted ads, and idenTop Agent Jenniffer Taylor of Pacific Sotheby’s able to more than wi Iw ,” he with explains. young children transitioning from careers knowledge greathours advantage tion Top “He often said that clients remember most about “A great assistant employs can notthat only increase your bandwidth “I’ve loved real When estate asked sincemothers I what waswith ahis child,” says Top carved career out a steadfast reputation for personalized keyand buyer demographics to maximize results. International Realty in tifying San Diego has achieved experience showedyour and w 44 atMartin to being home with their kidsisand notalosing their mojo.” When her bring ings. robust internet presence, professional photog 48 51 gether, but I was on ahas different theworking While much ofatSam’s approach decidedly warmer more 47 to inAmore business, they high-level can complement Agent path Leigh of Martha Turner Sotheby’s Interof his passion with him, Leighton pauses for moment service, incisive leadership, and indispensable industry knowledge. premium visibility across social mediacopywriting and the leading youngest childembraces reached primary school age,estate her husband suggested she are amongrecommend the many tools in her arsen success inLikewise, thetechnology real industry through Jenniffer to reachednature, an age where I thoughtnational that if I Realty don’t doin old-school, he still modern when it comes tohard impeccable weaknesses so that yourofoffice is more well-rounded and Houston, Texas, and that love of the ffable before replying. “I think it’s because we do what online listing platforms ensures a wide-ranging audience. “It’s all try her hand at real estate. “I initially resisted,” she remembers, “because theofreasons I’m partattend the McGrath groupclasses of one hundred off Michelle Maiers discovered her lifelong her clients community she teach work, determination and a constant commitment transaction.” ll. Then opportunity arose industry where hehas had anwe marketing hisgoing listings. “We obviously our listings onclients’ the more well-equipped toofhandle challenges & opportunitranslated into a Istellar career predicated onaboutput didn’t think Ito had the Iall thought I wouldn’t beall tough is because attention to detail it comes to m the localthereal say are do,” he personality; says. “We’re very, Based in Alpharetta, Wesley heads a we tightknit team that includes accomplishing goals,” Wesley says. to right providing her many buyers sellers withrespective the Australia passion for real estate atand aour very young and real estate soour that they start the when buying or sellin ed to go for it. It really was thatpartners, simple; all it his wasn’t major internet platforms,” heInself-doubt says. Professional photography and ties.” providing many buyers and sellers in The Star enough to make it.” Lone That seems almost laughable in retrosays Jodie. “Our listings pop online compared tohalf our competit five sales serving the North Metro Atlanta region. “Every clients’ needs are unique. Whether their priority is timing very best service available in this highly-comWith nearly of her awards and a very strong on staying trueage. to She anyreceived promise her or license in 1989, understanding of how things might go. “I like to spect, as her acareer within eighteen months of debut. “I ht-out decision. It’s been brilliant ever since.” expert staging advice areexploded also utilized, as California well as adverts in local with the very pinnacle of customer service. Leigh’s addition to state serving clients as an agent, Wesley’s plays central role or budgets, we make it aher point towinner set realistic expectations from the soand Southern market. As referred clients, it’ when she was 19biggest years old, and started and she’s be honest with them they understand how nmore suburb commitment we make toat apetitive client. But the was the top agent the company I was with at the time,” says Jodie. When not working, Jodie enjoys spending time with OneSansignificant hallmark of Leigh’s approach isimpres hishe attention to resources detail, coupled withalso both personable papers. “I’ll go his around and introduce myself to front thethrough neighbors as team lead, providing for emerging agents on the beginning andGold follow to the end.” ofrise. both the Silver and awards by on the makes a lasting her career working the of our a commitments says. “I think they really appreciate that.” Sheand al With multiple Salesperson of the Year finalist recognitions anddesk her recent and two children, availing themselves of the local beaches emany has become thing that we’re most often complimented on is our willingness to consistently put his“When client’s best of interests nature and sharp acumen has established him “We help newer agents developbusiness their under umbrella,” other agents have come to increasingly andbusiness invite them toour Open for Inspection,” Diego of he Realtors, made sellers. this cli designation asanthe Sunshine Coast Corporate Business Woman ofhas Year Sunshine I’mMuch not atand work, I’m realAssociation estate office tosays. gain Jenniffer experience. “I splendor clientsoftothehelp themCoast. pinpoint their short longvice, one before his commission check, a trait distressingly rare in Wesley “TheySam’s havecommunication.” key access to our tools and systems, To give back, Wesley and his wife are involved with various orgaas an agent who can be trusted to provide exceptional a name for herself as a Realtor who can be trusted to the fact that Jenniffer realmjust to communicate with explains. their clients, for 2017, Jodie’s career just has been oneit!” of distinction. she about family,” she properties says. loved Michelle Additionally, says. “I loved canmy hone in on that will accommoda number one andhas areendeared able to estate plug into result, we are able to atnizations on aher local level, supporting causes thatindustry. benefit the special tospeaker consistently provide clients with expert contact with allrequireof her pa the real real estate “I’m fiercely to the real experience for allAs those who are lucky enough hasa been the Keynote multiple major Australasian real estate d-fashioned approach him to our hisstructures. Sam’s pride in the Drouin community obvious. “It’s an absothe people. Iisthought they worked hard the future. “I want my clientsloyal to look back ten yea D. LEIGH MARTIN, IV JENNIFFER TAYLOR MICHELLE MAIERS LEIGHTON JONES estate guidance. those relationships. “Ibus conferences, including AREC. In true Jodie fashion, when asked about the future of help them grow and take a hands-on approach, while nurturing their needs community—a cause close to their hearts because of their own ment of this job, which is a fiduciary responsibility tohermy Leighton’s approach to marketing has also played a to work with him. “I’ve had a lot of positive reviews from people lutely beautiful village,” heand says. “It’s hard. a place where people played I was young then, can but I answer purchase they made andgain say, ‘That was such a sm is less about financial and more about philanthr all, through phone calls, database, helping them build significant relationships, part and steering them in the son with Down Syndrome. In Wesley’s free hour, he most enjoys clients,” he says. “A lot of agents will push a deal just to in his continued success. Utilizing ” he says. “Everybody seems to appreciate my walk down the street and be greeted with a smile. It’s slowly being was how estate worked and in future glad did that,’” she says. dividing responher timetolearning between and the isIbased morethe and more Giveback Program,” she Prior beginning herreal career infamily real estate postcards newsletters, right direction.” Furthermore, Wesley citesCurrently communication, qualityoverseeing time spent withmentoring and ones, enjoying lake oron our getloved the“We’re paycheck, butourit’s important toand meI’dor tolove step backth After graduating from college inmore Nacogdoches, Texas, stry savvy, cutting-edge digital techniques that include thinkinis2014, a little different from most agents out recognized and more for what it offers, which is a great lifewhy it was important to own a home.” agents at her McGrath office and selling alongside her own team of four, doubling efforts this year, to think 2002, Jenniffer was toemployed by Prudential siveness, and client education as some of the key, overarching tenets taking trips the beach, and catching the occasional round of golf. keep the customer even that dropping a grenade subsequently working a Mattress Firm - first in Atlanta and Jodie has committed promoting a culture ofand social consciousit again the if following year. clients, We want Michelle to become more f ecause I got in started when wasand a little bit older, style.” When he’s not Sam enjoys nothing more than Invideo herfor quest to become aherself fully knowledgeable agent, Michelle never To first, stay in touch withmeans past doesn experience drone and photography, siteto plans anddoing a robust California Realty corporate marketing. “I double worked there Cutting-edge, intelligent marketing ha of his Iprofessional practice. “We are always available, and I working, tell our into the deal. The clients tend to recognize that, andidea can thatthi I thenI in Laspeople Vegas - Leigh began his journey in estate following ness, as with evidenced by real the McGrath Community Giveback Program. ourupability to build our team around this oftell combining missed a step. She worked as an assistant for several years, learning the phone and call to let them know she’s school in the way I treat people. treat spending time his family. “I love being with them, preparing for are three years before switching to the realWesley estate plans side,” toshe in Jenniffer’s success. Professional played a role in theteam develinternet andissocial media he assures that each and every members: real estate a lifestyle, notFor apresence, job,” he says. “We As for the future of his business, continue steady each closed transaction, their agents donate $250 to about a charity of It’s and community.” care them. important to be genuine and putlisting the client first.” a jet-ski accident, when he and was couch-bound andbefore watching Million every aspect of the business she finally started selling listings gravitate towards having a real connection with remembers. Jenniffer, who holds a degree in advertising, hit the ensure that every is presented be treated. I don’t pressure anyone into making meals cooking for them. I love to just hang around in our very accessible andofwe protect throughout the contract of his team and services. He also hopes to stretch his to mention his exceptional one hisreally listings is clients presented inlooks itschoice. best light that itthen is seen by their client’s Jodie and and development David match that donation, and Dollar Listing. “I thought ‘wow, that awesome’,” he says. ground running and soon most leverages internet toare great herself. It’s been almost 30we years since she“I’m licensed, andamong she’s the She soughtoften stopsalso byenjoys to seemost howthe past clients doin yurrently coach them throughprocess. process and they seem backyard. It’s very quiet and relaxed. iswas the typeherself ofcontinuing lifestyle Fromas time limits to special stipulations—we ensure entrepreneurial spirit by to When build his relationships with this year more than has beenThis donated tofound numerous charitable asked what she about what she does, Joa overseeing atheteam many potential buyers as possible. “I $50,000 think our digital presence When asked what he likes most about what heresponding. does, Leigh’s answer not the kind of person who can sit idle for very long, so it spurred me after Realtors in San Diego. Her continued to rise, and done primarily the internet these built aorganisations. thriving career serving the area Greater Seattle area. ask if they help finding avia particular service pr “A major commitment and cornerstone of star our has business thoughtful for aneed moment before “I love that eve advocate for our clients by giving every detail extra thought and builders and developers. Finally, with decades of experience that.” we have in Drouin. It’s just beautiful here.” of his profession has been onistodefinitely something that sets us apart from our competitors,” has nothing tothedoWesley with his checks. love nobutwith two get my license.” Relocating to Texas, he up shows no signpulled slowing down. Selling entirety of commission Sanconsiders ously,I what I’ll getfeel a “I few signthat calls, Im is our Giveback Program,” says Jodie. “It’s our belief that their own unique story. really honored to work explaining the process each step of the way. WeCommunity areHouston, very strategic and a of steady eye on the road ahead, Harper an impressive number of use Leighton. Another tool the company’s arsenal ismost aclients, dediit’s about more than just making money in our industry; weare have tosame, be “It’s because it’sno about so much more than a house. It’sjob? a new futur days the and that two clients are the same. Every day is hissays fraternity’s alumni list, sorted itinagents. by zip code and wrote more than Diego County, Jenniffer’s focus on exceptional communication sites like Realtor.com and Zillow, or As a result of her passion and attention to her seventy percent What’s Michelle’s favorite part of the “I lov and make of the best tools available to us as Especially he values about his daily work. so important to stay adapte business ethos is a result of his focus on client Lookinga part to the future, Sam’s plans are to the continue building hisof hersition, of the community and strive to make world anew better place.” and Ichallenge, really Facebook feel that estate gives an to opportun has set her head and shoulders above much competition. and Instagram. Those tendt ahave opportunity and a new andreal the people wemeget meet 200 notes, made more than 200 phone calls, and sent more than 200 ving sold more houses than cated team of tradespeople who work exclusively for them, and with twenty-five years of contract knowledge and my role as a able, but to always fun,” he says. “We enjoy building a business of her business comes from repeat and referral clients. Michelle different. It forces me to be organized and ready his next payday. “The real estate industry seems business, and hopes one day hour to bework recognized as of the best impact people’s lives in a powerful way.” “I’m easily accessible to all one my clients,” sheespecially says. “In this day affiliated buyers.” are incredible, being with Sotheby’s.” emails to jump start his career.her “I in a and lot of 80+ weeks. previous broker-owner, we use that expertise to put the fullest advantage serves the community andseeing that we can pass along inpotential our family assures that every listing is repaired, painted, orthat styled before it adores clients loves keeping in touch with them and bell rings,” she says with her characteristic smile. next commission check,” he muses. “I think ifme aagents inofDrouin, atogoal he isage, well onpaid his way to accomplishing. and they all want a response very quickly, and I’m willing This effort took couple months complete, but it huge and set ourselves apart.” for years and to come.” how their lives unfolds, both personally in terms of their real and seeing what people do over time with the hous goes on the market. th more dignity and respect, and not be insays suchLeigh. “I want to took keepaproviding theancommunity as in more wholesome tofor write offer at seven the morning or relationships on weekends.” Her When Jenniffer does findand a few mom Maintaining with clients, cutting-edge savvy dividends,” “It only few great contacts to make that estate goals. She’s passionate about discovering new marketing hprices, favorsforthe personal affable, friendly nature has also been singled out by her clients she enjoys nothing more than spendi example, andover take time to work with and old-fashioned way of doing things,” he says. “I think people marketing, and backtotocontinuing his community through year a great one.” His drive nevershe diminished, and has media resulted in his trends lovessuburb, bothas social and helpa commitment Michelle isgiving dedicated education for sple team are enjoy truly committed Leighton is proudrespond of theand his philanthropic anand asset. “I’ve gotphotography, an easy-goingwhich personality,” says Jenniffer, and appreciates the flexibility a career really and appreciate that approach. toKenmore that.” various charitable are Master other factors thatNegotiation play a signifiinclusion in his company’s Circle of listings Excellence from 2011 2017, ways. her market her in“and innovative and– appreciate effective “I live near organizations She earned her Certified Expe I think they that.” “I love that I can be on a field trip w ustomer for life. “A lot of and efforts are inductee a testament to that pride. “We have a warm, cantcan roleshow in Leigh’s impressive story. youngest intowater their Hall of Fame. hassuch also been the and using a droneLeigh for photography and video off nation and success hasworking,” taught classes to other real estate br she explains. Other off-the r friends; word-of-mouth named welcoming community,” enthuses. “We likeclose toMagazine. get Itout into a five-star agentthe bymountains the he prestigious Texas and hills and water canfeel be for funJenniffer to play with Real attending Estate Clock for Wasa TheMonthly gratitude herby. clients is perhapsCertified best illusher hour son’s instructor baseball games, mpany,” he explains. The the community andthat,” do she whatever we can, whether it’s a charity When not working, Leigh spending time with hisactivities wife, says. Michelle takes care to create a tailored adofhe’s campaign alsoshe believes strongly in back to the comm trated by the impressive number five-star reviews has enjoys school’s art giving program. Family for their clients is clearly With event or of a school function.” His company also recently started aZillow.com, two of children, andcommunity his she friends, including clients that have become much his business based on repeat andgarnered referral clients, for each listing that takes into account theLeigh trends andhis tastes potenclasses on investments and on industry website on which site is a education to the beach, scuba diving and skiing. close over thethe years. When asked what advice Association. he might have clearly doing page something right.a “I think who thatcommunities has to do with Premiere Agent. Among thethings. many to glowing testimonials is this buyers. “Different want different Inhim Seattle, Board of the Rental Housing Fo vident by the impressive is GoFundMe totialassist family losta lot their home inmy a fire. sharp business acumen and Jenniffer’s planscommitment fortothe are con industry newbies, Leigh “Pay attention allfuture aspects of to detail. I vow to leave no unturned,” he “I’m herfor everything isstone online, but outwhich in explains. smaller people love has hadsolid areplies: volunteer teaching with the gent.com.au, on which site attention “If anyone needs anything, we’re here toone, assist,” hedemonstrates says.communities, commitment to exceptional client “Jenniffer veryJodie profeshelpCommission. her clients achieve the America your business. So many agents bump along the status doing the evaluating how our listings are performing. more information about Hedley-Ward, their local newspapers,” she For says. To help prepare a service: property for Housing Finance Shequo volunteers wit of the Year. One particu- constantly analyzing and sional, wellof informed, knowledgeable, attentive, always on program, ship. “I’m looking to grow myforbusine learn more about Harper appease their clients, not why they I need to shift gearsTo or change strategy in the aWesley I thatbare Michelle helps with light staging buyers toto and Big Sisters andunderstanding has raised funds Hab strates the exception client If As for the future, listing, Leighton’s plans aresellers tomiddle continue growing hisallows please call 0424 -listing, 842 - 837 orminimum email jodiehedley-ward@mcgrath.com. top things. She isabout obviously intelligent, but extra friendly, anddonates avail- a she enthuses. “I want to help as to many should the mile.” can do so easily because I’ve been attention. It’s really envision theirpaying own things inofthe home. She uses Adwerx to go advertise She portion of each commission a no visitwhile WesleyHarper.com, email client Wesley@WesleyHarper.com, an’t thank Leighton enough being business, sacrificing none ofa the amazing service that her listings andtoposts all properties the MLS organization. In her free time, she loves to spe ingrained into your business degree that youon don’t miss and other major real https://www.facebook.com/wesleyharperrealestate/ He was extremely accom- anything.” has become synonymous with his name. you’re helping estate934 websites. This thorough strategic often results six-year daughter, cook nearAgent the wat –past 1861, oris “When visit his Facebook page call (404) to theinhere. future, Leigh’sold goal is to reach a and pointbewhere he can Constant contact with clients alsoand integral to approach his Looking Copyright Top M For information about Sam Corrone , process, and more always went someone in a transaction,” he says, “you’re really making a big quick sales at above market prices. she he plans continue evolving business has to already worked with. her “I would lovesoto s success. “Stay in touch with everyone,” says Leigh. “Don’t neglect work solely with people ns and always responded your change in someone’s love when buyerofand services. “I just really want trust to keep good wo work with people I already know, who already me.doing If I can ever relationships.” Leighlife. alsoI points to themy support his my staffseller as a can Copyright Top Agent Magazine call +61 - 490 - 799sit- 922 or have email sam.carrone@raywhite.com After with her clients rave thatthe she takes timewhere to she says. a worthy and good one that—w get to a point that’s the Now case,that’s that would be goal a really day,” in his and success. “Hire aworking great assistant and give up on one not too pushy, very friendly factor down a celebration, thenMichelle, handdon’t over the keys and eachand stepeffort of theforprocess to them way. Many my stress educating herproduction clients—she’s to ac he says. “Lower leveland andserving maintain and sure income. that’s Itexplain takes time individuals to in getantoengaging s and surroundings.” nextrecently chapterhired. begins for them.” know one another’s styles, preferences and behaviors,” he explains. That would be wonderful.”

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D. LEIGH MARTIN, IV MICHELLE MAIERS

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SOCIAL MEDIA MISTAKES

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

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1 Using it to Vent

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

Lack of Consistent Branding

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

3Not Posting Enough

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

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

Not interacting With Your Followers

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

Not Sharing or Linking to Others

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

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LISA CABRERA Top Agent Lisa Cabrera of Connect Realty in San Antonio, Texas has forged a career based on determination, a solid commitment to top-notch customer service and a true desire to be instrumental in the success of both her clients and her fellow agents. A born leader, Lisa’s passion for the industry and generosity of spirit shines through loud and clear when discussing her career, inspiring both this writer and everyone she comes into contact with. Lisa, a former executive in the banking industry, began her journey in real estate when she learned she was expecting her third child. Working sixty to eighty hours a week no longer seemed a viable option, and she began casting about for an alternative career. On the advice of her sister who is an agent in Houston, she obtained her license in spite of her fears of leaving a dependable six-figure career. “I told myself that I have the drive and determination to do this,” she says, “so I went ahead with it.” Initially signing on to a large company, she soon found herself receiving less support than she had envisioned. After one year with that company, her sister’s broker at Connect Realty suggested she work for them as their only agent in San Antonio, promising unwavering support in all areas including marketing. Lisa agreed, and soon her solo agent status with the company changed as she began to recruit talent to the new Connect branch. “It’s been three years that this office has been open, and we are now a thriving, fullblown presence in the San Antonio area,” she enthuses. Lisa grows touchingly emotional when discussing the recent formation of her own team, Property Sisters of Texas: “I would never have thought in a million years that after just one year in the business I’d be able to help other agents, other women, become successful entrepreneurs. It’s like a sisterhood. I want to help them take control over their lives, their careers and their finances and show them that they too can have the flexibility and work/life balance that I’ve achieved.” When asked to account for her rapid ascension in the real estate industry, Lisa points to her passion for educating herself and

staying abreast of trends and the many different options available to her clients. “I think knowledge is power,” she says with enthusiasm. “Things are ever-changing in this industry, and it’s important to stay on top of them. I spend a lot of time on my computer educating myself, so I can impart that to both my buyers and sellers. I want to be able to answer any question they might have.” When queried as to what she enjoys most about her career as an agent, Lisa’s answer comes almost instantaneously. “I think that what I like most is that I’ve been able to help people achieve the American dream of owning a home. There’s nothing more satisfying than helping someone do something they never imagined could be done.” She is also grateful for having realized the goal behind her impetus to become an agent. “I’ve been able to be there for my kids,” she says, “I don’t have to worry about corporate America telling me I can’t take a day off to be with them. If my kids are sick, I can actually take care of them.” Helping other women achieve this is chief among the gratifications her job provides. Lisa’s inspiring nature is evident when discussing future plans, one of which is to increase her team’s involvement with local philanthropic efforts. Already heavily involved with her church’s charitable endeavors, she looks forward to Property Sisters of Texas being able to help the needy on a grander scale. “It would be my greatest joy to be able to help our community and people in our inner cities to get back on their feet.” When asked what advice she might have for new agents, Lisa’s counsel is in keeping with her indomitable spirit. “Personally, I believe that as long as you have breath in your lungs, you have what it takes to start over and pursue your dreams. I don’t care how old you are; you can make it happen. All that is required is drive, determination and the passion to get the job done. The sky is the limit.”

For more information about Lisa Cabrera , call 210 - 360 - 9399 or email Lisa@Cabrerarealtygroup.com 6

Connect Realty is proud to congratulate

Lisa Cabrera

on being featured for the state of Texas in Top Agent Magazine! We are so proud of you and grateful that you are part of Connect Realty!

Your Connect Family 866-938-0924 | info@connectrealty.com connectrealty.com www.

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Successâ&#x20AC;&#x201C; These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all? The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 8

their lives donâ&#x20AC;&#x2122;t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few. It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty. Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

BE FEARLESS Successful people know that to give in to fear is a choice. They donâ&#x20AC;&#x2122;t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears. All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, donâ&#x20AC;&#x2122;t give up if you fail the first time. You must always try and try again.

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JESSICA L. ROMERO

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JESSICA L. ROMERO Jessica Romero was always intrigued by real estate, even as a child exploring homes and décor. To support her aspiring acting career, she earned her first taste of the business working in property management. “It allowed me to dip my toe in real estate, which I realized I loved,” she remembers. Five years ago, she decided to make the big leap and earn her license, parlaying the hustle learned from a life of show business to her new role as an agent. “I love all of it, even the more stressful parts of the job,” she says. “If I didn’t love it, it’d be an impossible career, but what I love most is the hustle, setting challenges and goals for myself every day.” Today, Jessica is in command of an impressive reputation as an agent swiftly on the rise. In short order, she has established herself as an intrepid partner to investment and developer clientele, and as an agent with a creative eye for décor and layout. Serving the communities of Northeast Los Angeles, Jessica heads a tightknit team that includes her superstar executive assistant, Jessica Castro, and her husband and business partner Alex, who manages the field. Together, Jessica and her team cater to clients of all kinds, and a staggering 90% of business is driven by repeat and referral clientele. For her part, Jessica cites hard work, vision, and authentic relationships are the primary features of her working style. “My ability to work well with investors and developers sets me apart,” Jessica says. “I help them reach their goals in every aspect of buying, renovating, and selling. I’ve been fortunate enough to develop loyal, long-lasting relationships and they come to me because I’m passionate about finding them a deal, helping them sell, and holding their hand throughout the process if necessary. I creatively look for fixers and identify those with potential. I’m also super familiar with the area and advise the best ways for them to get their properties top dollar. Each property has a different story and strategy.” Jessica also lends her expertise to buyers and sellers beyond the investment sphere. When it comes to listing properties, she accounts for every conceivable detail—from painting and staging, to décor and landscaping advice. All properties begin with premarketing exposure on her website, including under construction properties that regularly net pre-debut sales. Presentations are made memorable through use

of interior professional photo shoots, exterior twilight images, and a narrated drone video. Likewise, exposure is reached through premium visibility across the leading online listing platform, social media, and international outlets that reach audiences the world over. To further set herself apart and draw local buzz, Jessica hots twilight wine and cheese events for neighborhood open houses. With over 1,000 fellow agents in her databases, she also mines her sphere for the ideal prospective buyer. All told, Jessica understands the value of hard work and goes above and beyond to deliver results that exceed expectations. “I’m extremely dedicated to my clients,” she says. “I make sure they reach their goals and complete each transaction knowing they’re in the best hands possible with the help of me and my support team. My clients know that no matter how busy I am, I always make time for them and put their interests ahead of my own. I’m a strong believer in lifelong business relationships and my clients know that.” To give back to her community, Jessica is passionate about animal welfare causes and regularly supports the local rescue organization Hope for Paws. She also sponsors two area high school athletic teams and gives to environmentally-focused groups, such as Green Peace and the Environmental Protection Fund. In her free hours beyond the office, Jessica most enjoys quality time spent with her husband and loved ones. She also relishes the opportunity hike, getaway to her vacation rental in Palm Springs, and travel to new destinations alongside her husband, with recent adventures including Italy, Spain, and New Zealand. Looking toward the future, Jessica has plans to continue growing her thriving imprint, with hopes to further expand and develop her team. Finally, with half-a-decade worth of experience under her belt and a determined eye on the road ahead, Jessica Romero considers some of the lessons learned along the way. “To aspiring agents, it’s important to remember that it’s easy to give up when things get difficult, but if you keep working hard—you’ll break through that ceiling,” she says. “In real estate, the sky is the limit. We never want to stop growing and exploring new avenues.”

To learn more about Jessica L. Romero visit JessicaLRomero.com, email JessicaLRomero@kw.com, or call (626) 414 – 7464 www.

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Business Growth Hack: Absorb Your Clients’ Stress! Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth. 14

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

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

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

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

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

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

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 16

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

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RENEE DEAN

“Being successful isn’t just about following up on leads and showing houses. It’s about building a reputation and lasting relationships, earning the trust of each client and facilitating the process into an experience that remains with them after closing.”

Renee Dean

Winston Churchill said, “Some people dream of success while others wake up and work hard at it.” Hard work has truly characterized Renee Dean’s success in real estate. She started in the business in 2006 during the housing bubble that was followed by the worst housing crash in US history in 2007. “I had no choice but to work hard!” Renee says. As agents were struggling to survive through a downturned market with subprime defaults, the credit crisis, and 18Copyright Top Agent Magazine

foreclosures, Renee was learning the ropes, holding her ground, and building a business that is not only a success today but an obsession. “I love a good challenge, and I love what I do,” she says. Her challenge these days is helping clients create a financial foundation and the home of their dreams. “It’s an incredible feeling,” she says. Her clients always hear from Renee directly, not from an assistant. “I’m exceptionally hands-on,” she says. With an office in New Castle, Renee works independently and serves all of Lawrence County, northern Beaver County and surrounding areas. She averages over 80 sales a year! “Being successful isn’t just about following up on leads and showing houses. It’s about building a reputation and lasting relationships, earning the trust of each client and Top Agent Magazine

facilitating the process into an experience that remains with them after closing,” she says. Renee has been recognized by the esteemed Pittsburgh Business Times, America’s Most Honored Professionals, and RealTrends.com as an elite industry leader. As a consistent top producer in Lawrence County with over a decade in real estate, over 90% of Renee’s business comes from repeat and referral clients. What keeps her clients coming back? “Since the start of my career, my business has increased each year. I think it’s because clients recognize I am sincere in my efforts.” Renee is down to earth, knowledgeable and dependable, and always has her clients’ interests at heart. Her clients Top Agent Magazine

rave that she makes them each feel that they are her only client. She strongly believes that her success depends on client satisfaction. She delivers prompt, professional service and has proven strategies for success. “I always focus on my clients’ specific objectives and I work diligently until they are met and exceeded,” she says. She believes in educating her clients through each phase of the transaction so that they feel comfortable that they’ve made a sound, intelligent decision once the sale or purchase is complete. Renee takes a personal approach to building lasting relationships with clients, whether she’s catching up through text message or social Copyright Top Agent Magazine 19

media, or hanging out face-to-face and cultivating life-long connections. Renee strives to stay connected with her clients every step of the way—from the initial search to the closing table and afterward. To market listings, Renee uses a comprehensive approach. In addition to social media marketing and utilizing the most up-to-date technology, Renee creates a descriptive story that engages buyers to want to see the property in person. She posts her listings on the West Penn MLS, HowardHanna.com, Realtor.com, Trulia, Zillow and other major real estate websites. She customizes each marketing campaign and isn’t afraid to think outside the box. She averages 30 to 50 listings at any given time. 20Copyright Top Agent Magazine

What’s her favorite part of the job? “I love people and I love the challenge! It provides so much motivation to achieve the end result, which is helping a client find the home of their dreams or sell their current home. It’s all about the people and the process, start to finish!” To give back to the community, Renee participates in an annual Children’s Hospital fundraiser sponsored by the Howard Hanna New Castle office. It’s an extraordinary four-hour event that generates in excess of $20,000/year and consists of a luncheon, silent & Chinese auctions & raffles. She has also served on the Lawrence County Board of Realtors® for several years and helps organize a yearly golf outing at the New Castle Country Club to benefit local charities. Top Agent Magazine

In her cherished free time, she enjoys spending time with her family, sports, hunting and fishing. “My greatest love is staying fit and bodybuilding,” she says. “Like real estate, bodybuilding isn’t something you can excel at overnight. It takes years of training, discipline and dedication.” She’s a member of the Organization of Competition Bodies (OCB) and has competed twice, taking first place in her class in her most Top Agent Magazine

recent competition. She wakes up at 4am each morning and is at the gym by 5am. “An hour and a half of heavy training sets my mind and clears my mental space for the day,” she says. Renee believes education has been vital to her consistent success in real estate. “I continue to arm myself with knowledge by regularly attending a wide array of real estate seminars, Copyright Top Agent Magazine21

courses and workshops,” she says. Her diverse education in the full spectrum of real estate allows her to provide her clients with knowledge that empowers them to make intelligent, sound decisions. Renee is currently studying to obtain her associate broker’s license so she can someday manage her own office. Until then

she’s committed to going the extra mile to provide the highest degree of real estate service and ensure that every aspect of a client’s real estate needs are successfully met! She finds inspiration in a quote from Roger Crawford: “Being challenged in life is inevitable. Being defeated is optional.”

To find out more about Renee Dean, contact her via email at rdean@howardhanna.com or by phone at (724) 730 - 6909

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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?

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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. 24

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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MARGARITA CHALDARIYAN

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MARGARITA CHALDARIYAN Over the course of Margarita Chaldariyan’s travels, she developed a sincere love of real estate. When she finally settled in North Port, Florida, she was eager to take on a new professional challenge, ultimately deciding to pursue her passion and earn her license. In the nearly five years since launching her career as an agent, Margarita has established herself as a consummate professional known for her enthusiasm, love of people, and ability to deliver on her clients’ goals. Based in North Port, Margarita spearheads her work solo and serves the greater Sarasota region. Under the banner of Keller Williams, she has also managed to generate a sizable contingent of her business through repeat and referral clientele. Additionally, as a native of Moscow, Margarita parlays her heritage to connect with others relocating to the North Port region, an area she hails for its natural beauty, historic bodies of water, and limitless potential. “Every month, the community is growing and growing,” Margarita says. “You can feel the difference and there’s always something new happening. There are a lot of opportunities to invest in property and in land, and North Port is really a good place to have a high quality of life.” In addition to being a staunch supporter of the area, Margarita also cites the power of her brokerage as a foremost inspiration of her success thus far. “Keller Williams has great educational opportunities and they do everything they can to help you become successful,” she says. Communication, lasting relationships, and a communityminded ethic are also central tenets of Margarita’s professional philosophy. She takes a personalized approach to nurturing her agent-client relationships, often staying in contact natu-

rally after becoming genuine friends with those she serves. “I’m constantly in contact with my clients because they are such nice people,” she says. “Even going back to the very first deal in the beginning of my career, my clients and I remain good friends.” As for what she enjoys most about her daily work, Margarita considers the everyday challenges, opportunities, and connections made in the midst of a transaction. “Every day is different,” she reflects. “I love the challenge and it is always important to keep challenging yourself to make sure you are sharp enough and fast enough and good enough to do right by your clients. There are so many opportunities in this field, and if you rise to that challenge, you’ll be successful—an it’ll make your life more interesting. You get the chance to work with all different people, and every day you learn something new.” To give back to the community she loves, Margarita participates in Keller Williams community service activities. In her free time, she most enjoys visits to the Sarasota Studio Theater and enjoys the healing waters of the world famous Warm Mineral Springs. Looking ahead, Margarita has plans to continue growing her business, expanding her presence in the greater North Port region. Likewise, she aspires to continue building community, one homebuyer and seller at a time. “I plan to continue on in the industry and help the community to grow,” she says. “I invite everyone to visit and consider this place, which Ponce de Leon discovered 500 years ago. There is so much new life here, and I would like to use this opportunity to invite others to visit the North Port area, see its wonder, and potentially invest in the future of this thriving community.”

To learn more about Margarita Chaldariyan email ritachald@gmail.com, call (612) 232 – 2122, or visit MChaldariyan.KWRealty.com www.

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

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

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach. One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect. 27

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance. That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling. It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

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

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

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

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

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KELLY QUALTROUGH Top Agent Magazine

KELLY QUALTROUGH When speaking with Top Agent Kelly Qualtrough of Queensland Sotheby’s International Realty, one can’t help but notice her warm, affable nature. This, coupled with her deep reservoir of industry knowledge has endeared to every buyer and seller she works with, and has firmly established her as a real estate professional who puts her heart and soul into every transaction. Kelly’s numerous awards and accolades are a testament to her honest, hardworking and authentic approach to the industry. Kelly began her journey in the world of real estate back in 2005, after years of owning and running multiple beauty salons. “My body was just getting tired of the physical aspect of it,” she explains, “but I knew I still wanted to do something that still involved business and people, and I thought that real estate would be a good fit.” Having lived in Queensland for only two years at the time, she gathered her initial clientele from her sphere of influence, but soon her client base began to grow exponentially, and currently she is one of the most sought-after agents in Queensland. Kelly can currently boast of having a business that is based almost entirely on repeat and referral clients, an impressive feat by any standard. When asked to account for this almost-unheard of level of customer loyalty, she is quick to answer. “I think it has a lot to do with the skillset I had even as a young adult,” she explains, “even before I was self-employed. I feel like I was born to serve. I ask my clients a lot of questions, and I make sure that I know what they need. I then endeavor to exceed their expectations and go beyond what my job is.” Her aforementioned affable nature puts her clients at ease during what is often a very-convoluted transaction process. “So many others just go in to be a real estate agent,” she says. “I go in there, first and foremost, as a human being, and try to get an idea of how my professional skill set can help them.”

The appreciation Kelly has for her many clients, past and present, is clearly reciprocated. One needs to look no further than the impressive multitude of glowing, five-star testimonials she has accrued on industry website RateMyAgent.com. Among them is this testament to the exceptional client service Kelly provides: “We would recommend Kelly to anyone looking to sell their home. She has an amazing energy and professionalism which makes her a great agent. Her communication is excellent and her support team is outstanding. We truly look forward to working with Kelly and her team on our next venture.” When asked their favorite thing about a career in real estate, many agents would point to their commission cheque. Not so Kelly. “I just love seeing the relief on people’s faces or their body language when I’ve helped make their decisions easy by informing them properly,” she says. Even when the inevitable speed bump arrives, Kelly enjoys the challenge. “It’s constantly about problem-solving,” she explains. “Sometimes there are very difficult decisions people have to make and I just try to support them with as much information as possible so they can make that decision intelligently.” During those rare times when Kelly isn’t at work, she is passionate about giving back to her community, and throws her support to a local school’s Chaplaincy, and also participates in many other charitable events and philanthropic efforts. First and foremost, however, she enjoys spending time with her husband and her four children. As for the future, Kelly’s plan is to continue growing her team and her business, all the while remaining committed to the same level of exceptional client service that has become her calling card. “I want to be able to pass on to my team my experiences of how to serve in this industry well and make sure that our service level remains above that of our competitors.”

For more information about Kelly Qualtrough, please call 0487 971 913 or email Kelly.Qualtrough@qldsir.com 30

Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers donâ&#x20AC;&#x2122;t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again. Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine. Pillar content refers to those evergreen posts that never get old because they are always timely. Think about those questions that youâ&#x20AC;&#x2122;ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby? What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming. Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined. You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal. 32

Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in. Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful. The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression. If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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JOSEPH MENZA Top Agent Magazine

JOSEPH MENZA As a second-generation real estate broker, Joseph Menza earned his first taste of the industry at an earlier age than most. Joseph’s father founded Menza Realty back in 1970, and after his passing in 1998, Joseph stepped up to take the reins. Having earned his license at the ripe age of eighteen, Joseph has been a licensed agent for thirty-six years, and a broker for more than twenty—affording him an expert’s eye in all facets of the business. What’s more, he is in command of a masterful reputation for utmost professionalism, community-building, and a proven track record of success. Today, Menza Realty is Hillside’s longest running real estate enterprise. As a full-service, veritable one-stop-shop, Menza Realty also boasts a talented roster of nineteen agents specializing in both residential and commercial offerings. Together, Joseph and his team serve clients across the Union County region, including parts of Essex County. Almost the entirety of business is based on repeat and referral clientele, and Joseph has personally served multiple generations of clients from the same families—a testament to Menza Realty’s staying power and influence in the Hillside community. In fact, building community is a central tenet of Joseph’s working style and business model. He served as the city’s mayor from 2009 to 2013 and remembers his position of leadership this way: “During my time as mayor, we didn’t raise taxes a dime and we brought several new businesses to downtown, revitalizing the area,” he says. “It was a good lesson in doing what you say you’re going to do, and I’m proud of those accomplishments. My father was always very involved in the community, and it’s really at the heart of our business.” Of course, staying active in the community also adds value to Joseph and his team’s service toward clients. Whether spearheading residential or commercial transactions, Joseph is able to capably navigate rules regarding planning and zoning—ensuring clients are guided by the seasoned hand of an industry veteran. To keep in touch with the many generations of buyers and sellers in their sphere, Joseph and his team reach out regularly through email and social media, staying top-of-mind through consistent interactions over time. As for listing properties, the team at Menza Realty

blend the very best practices of traditional and digital marketing. In addition to letters, inviting open houses, and ads on display at major shopping hubs in the area, Joseph and his team also turn to the leading online listing platforms and social media to secure wide-ranging exposure. All told, Joseph and his team’s focus remains squarely on the client, working with buyers and sellers alike. Joseph leverages his experience, in-depth regional knowledge, and professional imprint to capably direct transactions on his clients’ behalf. “I love the work,” Joseph reflects. “I grew up in the real estate business with my dad, so I learned early on that there are a lot of avenues you can take, and I’ve gone down every one. I’ve built homes, done property management—we do it all. I also know virtually every building in the area, and I’ve put several deals together by matching a buyer and seller, even if a property isn’t on the market. It’s all comes back to the fact that people know and trust our name. I love that every day is different when you’re a local broker. There’s no cookie cutter business here.” To give back to his hometown community, Joseph continues his civic engagement by actively supporting candidates with a business-forward platform and by remaining involved in the township council. In 2012, he was named Mayor of the Year in Union County by the Gateway Regional Chamber of Commerce for his “perseverance in promoting City Interests despite significant opposition.” He was also named Speaker of the Night in 2014 by the same organization. In his remaining free hours beyond the office, Joseph most enjoys spending time with his family and loved ones, and also enjoys playing softball. Looking ahead, Joseph has plans to continue growing his business mindfully, with a constant eye on the superlative standard of care his clients have come to expect over the years. Finally, with a lifetime of experience in the industry, Joseph Menza fondly considers his professional path thus far. “It was important to my father that his business continued,” he reflects. “I had to switch lanes quickly to carry on that legacy, but it was well worth it. I’m glad I did it, and I wouldn’t change a thing.

To learn more about Joseph Menza, email JGMenza@aol.com, https://www.facebook.com/Menza-Realty-198924833608870/ page here visit MenzaRealty.com, call (973) 699 – 0222, or visit his Facebook www.

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing? For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters. You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone. For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 36

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media. When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term. Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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MIKKI CARDOZA & MICHELLE ROWLAND Mikki Cardoza and Michelle Rowland each followed different paths to find thriving careers in the real estate industry, but today they are working in tandem with their spirits enthusiastic as ever. Mikki found her way to real estate back in 2001. At the time, Mikki was a schoolteacher, planning on becoming a principal. But when a neighbor suggested she try her hand at real estate, even part-time, Mikki decided to take on the challenge. By the following spring, Mikki had made the full-time transition to real estate. “I knew this was the career I needed,” she remembers. Michelle built her industry experience in the title and escrow sector before earning her license. When she moved from her native San Diego to the Humboldt area, she and Mikki crossed paths. Michelle joined Mikki as one of the first Team MikkiMoves agents and ultimately took the reins at the MikkiMoves Real Estate office in Eureka. Now, each businesswoman is in command of a flourishing career, with their reputations defined by professionalism, client-centric care, and forthright communication. Today, Mikki serves as the head of the MikkiMoves enterprise, spearheading leadership at the company’s newest Santa Rosa office, while Michelle serves as Managing Broker of MikkiMoves’ Eureka branch. There, Michelle heads a team of nine agents serving all of Humboldt County. Meanwhile, the Santa Rosa office serves the areas of Sonoma, Napa, Lake, and southern portions of Mendocino County. While each professional leverages their own unique talents, both cite communication, superlative service, and follow through as some of the foremost drivers of their success thus far. “We work from the heart,” say Mikki. “We listen between the words when it comes to our clients, making them feel safe and comfortable, and that their concerns and questions are heard.” As for staying in touch with their clients throughout the transaction and long after, Michelle credits responsive agents and practices that keep the lines of communication open for the long haul. “All of our agents are really communicative,” she says. “We’re always checking in with our clients, and our marketing director and transaction coordinator report to clients weekly. We’re very detail-oriented.” With 70% of business generated by repeat and referral clientele, Mikki and Michelle’s business model delivers a memorable experience that’s well-proven. What’s more, both Mikki and Michelle empower their respective staffs and agents through ongoing professional educational efforts that add value to their talent rosters and clients alike. In addition to professional coaching and licensed instruction for new and prospective agents, Mikki and Michelle also offer regular one-on-one check-ins with their staffs and agents to talk about challenges and how to grow their business. They also bring in a different local business on a monthly basis to sow strong connections in the local area and discover new ways to mutually support area enterprises. “We also have a great accountability system so that our agents always have someone with them and behind them,” Michelle adds. “We offer great support through our marketing team and transaction coordinator, as Top Agent Magazine

well. We have all those systems set in place to make the transactional process completely seamless for our agents and clients.” When it comes to listing properties, the MikkiMoves teams account for every detail. Marketing is extensive and extends to the leading online listing platforms, multiple MLS outlets, and social media. What’s more, print ads in area publications generate local awareness, while selective exposure through radio, The Wall Street Journal, and The New York Times ensures national and global reach. Furthermore, Mikki and Michelle maintain close relationships with area agents and clientele, making it easy to follow up with prospective buyers. From hosting informative seminars to sponsoring community events. To continue giving back to the community, Mikki and Michelle also host an annual fundraiser that draws familiar faces together. Partnering with the local high school’s culinary program, students make grand-scale gluten-free gingerbread houses. Then, Mikki and Michelle invite clients’ and their families to a gingerbread house decorating party, where profits benefit the culinary club and local non-profits. They also donate 1% of all company proceeds to a charity in their clients’ names. Beyond the office, Mikki and Michelle each devote their spare hours to family adventures. Mikki most enjoys spending time traveling and with her grandchildren, while Michelle most enjoys outdoor explorations alongside her son. As for the future, Mikki and Michelle have plans to continue growing the business, with hopes to add new team members as their enterprise continues to flourish. “We always want to make sure we’re looking at the big picture of the company,” Mikki says. “We like to stay ahead of the game and adapt to changes in the industry.” Finally, with decades of combined experience and a distinct vision for the road ahead, Mikki and Michelle consider what they love most about their work. “Each day is rewarding,” Michelle says. “I get to help people, not only the clients and the community, but my team, as well. Whether seeing one of my agents get through a tough negotiation or watching a client walk into a home and fall in love with it—every day there’s a new reward, and I’m proud to talk about what I do. It’s a very challenging, fun, diverse, rewarding career.” For her part, Mikki cites the abiding passion that’s carried her through over the years. “There are so many success stories that melt my heart,” Mikki reflects. “We love what we do and we’re passionate about it. We really care about the people we work with, and our agents are always focused on what’s best for the client, and it shows.”

To learn more about Mikki Cardoza www.

email mikki@mikkimoves.com, visit mikkimoves.com, or call (707) 407 – 8925.

To learn more about Michelle Rowland email michellerowland@mikkimoves.com or call (707) 599 – 9446. Copyright Top Agent Magazine 37

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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SAM CORRONE Top Agent Sam Corrone is relatively new to the business, but is already making a name for himself as an agent who can be depended on to guide his buyers and sellers with expert advice and true concern for their best interests. Working with industry giant Ray White in the Melbourne suburb of Drouin, Sam’s highly personal and authentic approach sets him apart from many other agents in the area. Sam’s entry into the world of real estate began, he admits, as a fairly impulsive decision. “I have a friend who has owned a real estate business for many, many years,” he explains. “He often said that we should work together, but I was on a different career path at the time. Eventually I reached an age where I thought that if I don’t do it now, I never will. Then the opportunity arose where he had an opening, so I decided to go for it. It really was that simple; it wasn’t even a fully thought-out decision. It’s been brilliant ever since.” In an age where many other agents have come to increasingly rely on the digital realm to communicate with their clients, Sam’s decidedly more old-fashioned approach has endeared him to his buyers and sellers. “I’ve had a lot of positive reviews from people I’ve worked with,” he says. “Everybody seems to appreciate my approach, which I think is a little different from most agents out there. Maybe it’s because I got started when I was a little bit older, so I’m fairly old-school in the way I treat people. I treat people the way I want to be treated. I don’t pressure anyone into making decisions, I simply coach them through the process and they seem to respond well to that.” Sam’s low-pressure business ethos is a result of his focus on client service rather than his next payday. “The real estate industry seems to be a race to the next commission check,” he muses. “I think if we treat people with more dignity and respect, and not be in such a hurry to discount prices, for example, and take time to work with your vendors, people really enjoy and appreciate that approach.

That’s something I believe was lost and is now rather unique. Many people now are just focused on chasing that quick sale.” Building and maintaining relationships with all his clients, past and present, is of vital importance to Sam, and again, he tends to utilize a more old-fashioned approach that is appreciated by his clients. “I like to stay in touch by calling them on the phone,” he explains. “Sometimes I’ll even knock on their door and ask them how they’re settling in. I prefer face-toface over Facebook or even email.” While much of Sam’s approach is decidedly warmer and more old-school, he still embraces modern technology when it comes to marketing his listings. “We obviously put all our listings on all the major internet platforms,” he says. Professional photography and expert staging advice are also utilized, as well as adverts in local papers. “I’ll also go around and introduce myself to the neighbors and invite them to an Open for Inspection,” he says. Sam’s pride in the Drouin community is obvious. “It’s an absolutely beautiful village,” he says. “It’s a place where people can walk down the street and be greeted with a smile. It’s slowly being recognized more and more for what it offers, which is a great lifestyle.” When he’s not working, Sam enjoys nothing more than spending time with his family. “I love being with them, preparing meals and cooking for them. I love to just hang around in our backyard. It’s very quiet and relaxed. This is the type of lifestyle we have in Drouin. It’s just beautiful here.” Looking to the future, Sam’s plans are to continue building his business, and hopes one day to be recognized as one of the best agents in Drouin, a goal he is well on his way to accomplishing. “I want to keep providing for the community as more wholesome and old-fashioned way of doing things,” he says. “I think people respond to that.”

For more information about Sam Corrone, please call +61 - 490 - 799 - 922 or email sam.carrone@raywhite.com Top Agent Magazine

WESLEY HARPER Wesley Harper’s experience in real estate goes further back than most. In high school, he cut his teeth in the industry by working as an assistant to a local agent. Then, after graduating, he earned his license and continued to expand his repertoire, eventually going solo in 1997. In the ensuing years, Wesley’s role and skillset has adapted to the industry’s various ups and downs, providing him comprehensive experience and insights that serve as a value-add for his clientele. He has garnered experience working alongside new construction properties, custom homes, distressed properties, and more. In 2006, he earned his broker’s license and has since launched his own brand in Wesley Harper Real Estate. What’s more, he has carved out a steadfast reputation for personalized service, incisive leadership, and indispensable industry knowledge. Based in Alpharetta, Wesley heads a tightknit team that includes five sales partners, all serving the North Metro Atlanta region. In addition to serving clients as an agent, Wesley’s plays a central role as team lead, providing resources for emerging agents on the rise. “We help newer agents develop their business under our umbrella,” Wesley explains. “They have key access to our tools and systems, and are able to plug into our structures. As a result, we are able to help them grow and take a hands-on approach, while nurturing their database, helping them build relationships, and steering them in the right direction.” Furthermore, Wesley cites communication, responsiveness, and client education as some of the key, overarching tenets of his professional practice. “We are always available, and I tell our team members: real estate is a lifestyle, not a job,” he says. “We are very accessible and we really protect clients throughout the contract process. From time limits to special stipulations—we ensure we advocate for our clients by giving every detail extra thought and explaining the process each step of the way. We are very strategic and make use of the best tools available to us as agents. Especially with twenty-five years of contract knowledge and my role as a previous broker-owner, we use that expertise to the fullest advantage and set ourselves apart.”

A personal touch plays a central role in Wesley’s work, and he stays connected to his broad sphere of clientele by going above and beyond. In addition to timely gifts that demonstrate his gratitude, Wesley also keeps clients informed through neighborhood news and market updates—passing along consistent value even beyond the closing table. As for listing properties, Wesley and his team blend the best practices of both digital and traditional marketing. First, properties are made ready for the market debut through staging consultations and professional photography. From there, all exposure is customized per property. This includes strategic pricing efforts, targeted and promoted ads, and identifying key buyer demographics to maximize results. Likewise, premium visibility across social media and the leading online listing platforms ensures a wide-ranging audience. “It’s all about accomplishing our clients’ respective goals,” Wesley says. “Every clients’ needs are unique. Whether their priority is timing or budgets, we make it a point to set realistic expectations from the beginning and follow through on our commitments to the end.” To give back, Wesley and his wife are involved with various organizations on a local level, supporting causes that benefit the special needs community—a cause close to their hearts because of their own son with Down Syndrome. In Wesley’s free hour, he most enjoys quality time spent with family and loved ones, enjoying the lake or taking trips to the beach, and catching the occasional round of golf. As for the future of his business, Wesley plans to continue steady development of his team and services. He also hopes to stretch his entrepreneurial spirit by continuing to build his relationships with area builders and developers. Finally, with decades of experience and a steady eye on the road ahead, Wesley Harper considers what he values most about his daily work. “It’s so important to stay adaptable, but to always have fun,” he says. “We enjoy building a business that serves the community and that we can pass along in our family for years to come.”

To learn more about Wesley Harper visit WesleyHarper.com, email Wesley@WesleyHarper.com, call (404) 934 – 1861, or visit his Facebook page here. www.

https://www.facebook.com/wesleyharperrealestate/

Is Branding the Way to Take Your Business to the Next Level? Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet. Top Agent Magazine

When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 41

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals. Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap. This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 42

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites. If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take. But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised. If done right, soon you’ll become an in-demand agent whose name is synonymous with success! Top Agent Magazine

JODIE HEDLEY-WARD Top Agent Jodie Hedley-Ward, Principal at McGrath Estate Agents’ Caloundra branch – alongside husband David – has made a name for herself on The Sunshine Coast as an agent who can be consistently trusted to place her client’s well-being front and centre during every transaction. With a focus on exceptional client service and a deep-seated commitment to giving back to her community, Jodie’s integrity-based approach to her career has become her calling card. A thrice-published best-selling author on the topic of motherhood (the You Sexy Mother series), Jodie is a passionate advocate for helping mothers of young children live their best lives. “I had three books that came out between 2008 and 2012,” she explains, “that looked at mothers with young children transitioning from careers to being at home with their kids and not losing their mojo.” When her youngest child reached primary school age, her husband suggested she try her hand at real estate. “I initially resisted,” she remembers, “because I didn’t think I had the right personality; I thought I wouldn’t be tough enough to make it.” That self-doubt seems almost laughable in retrospect, as her career exploded within eighteen months of her debut. “I was the top agent at the company I was with at the time,” says Jodie. With multiple Salesperson of the Year finalist recognitions and her recent designation as the Sunshine Coast Corporate Business Woman of Year for 2017, Jodie’s career has been one of distinction. Additionally, she has been the Keynote speaker at multiple major Australasian real estate conferences, including AREC. Currently dividing her time between overseeing and mentoring the agents at her McGrath office and selling alongside her own team of four, Jodie has committed herself to promoting a culture of social consciousness, as evidenced by the McGrath Community Giveback Program. For each closed transaction, their agents donate $250 to a charity of their client’s choice. Jodie and David then match that donation, and this year more than $50,000 has been donated to numerous charitable organisations. “A major commitment and cornerstone of our business is our Community Giveback Program,” says Jodie. “It’s our belief that it’s about more than just making money in our industry; we have to be a part of the community and strive to make the world a better place.”

A significant portion of Jodie’s business is based on repeat and referral clients, one of the surest industry metrics of excellence in customer service. “I think what keeps our clients coming back to us is what I call The Care Factor. I go above and beyond in terms of care and service levels,” Jodie explains. “Nothing is too much trouble. I think they appreciate that.” The impressive number of five-star reviews on RateMyAgent.com.au confirm that they do. “Jodie and her team went above and beyond to help us find the perfect home,” reads one. “Nothing was ever any trouble and the team was always willing to help with even the smallest details.” Jodie, who holds a Masters Degree in Business and Marketing and previously worked in the marketing field, employs that knowledge to great advantage with her listings. A robust internet presence, high-level professional photography and impeccable copywriting are among the many tools in her arsenal. “One of the reasons I’m part of the McGrath group of one hundred offices across Australia is because of our attention to detail when it comes to marketing,” says Jodie. “Our listings pop online compared to our competitors.” When she’s not working, Jodie enjoys spending time with her husband and two children, availing themselves of the local beaches and the scenic splendor of the Sunshine Coast. “When I’m not at work, I’m very much about my family,” she says. In true Jodie fashion, when asked about the future of her business, her answer is less about financial gain and more about philanthropy. “The future is based more and more on our Giveback Program,” she enthuses. “We’re doubling our efforts this year, and I’d love to think that we can double it again the following year. We want to become more focused on our ability to build our team around this idea of combining commerce and community.” When asked what she enjoys most about what she does, Jodie grows thoughtful for a moment before responding. “I love that everyone has their own unique story. I really feel honored to work with my clients because it’s about so much more than a house. It’s a new future and transition, and I really feel that real estate gives me an opportunity to truly impact people’s lives in a powerful way.”

For more information about Jodie Hedley-Ward, please call 0424 - 842 - 837 or email jodiehedley-ward@mcgrath.com.au Top Agent Magazine

LEIGHTON JONES It only takes a few minutes of conversation with Top Agent Leighton Jones to get a sense of his passion and enthusiasm for real estate. His affable nature, coupled with his deep knowledge of the local real estate market has resulted in multiple awards and a forty percent market share in the Kenmore suburb of Brisbane. Leighton Jones Real Estate has become synonymous with excellent client service, just one reason he has been recognized as the number one agent in the area. Prior to entering the real estate industry in 2014, Leighton accumulated twenty years of experience in the sales industry, which certainly has played a role in the development of his customer-first ethos, not to mention his exceptional marketing and negotiating abilities. Currently overseeing a team of eight, Leighton’s ascent to the top of his profession has been impressively rapid, and he now holds an impressive number of sales records for the Kenmore area, having sold more houses than any other agent since 2015. Leighton Jones Real Estate’s approach favors the personal over the transactional, and Leighton and his team are truly committed making sure each client becomes a customer for life. “A lot of our customers end up referring their friends; word-of-mouth is definitely how we’ve grown the company,” he explains. The appreciation Leighton and team show for their clients is clearly reciprocated, as is made glaringly evident by the impressive number of rave reviews on RateMyAgent.com.au, on which site he has also been recognized as Agent of the Year. One particularly glowing testimonial perfectly illustrates the exception client service he and his team provide: “We can’t thank Leighton enough for helping us with buying our home. He was extremely accommodating throughout the whole buying process, and always went out of his way to answer any questions and always responded promptly…Leighton was professional, not too pushy, very friendly and had great knowledge of the suburbs and surroundings.”

When asked what his clients remember most about working with him, Leighton pauses for a moment before replying. “I think it’s because we do what we say we are going to do,” he says. “We’re very, very strong on staying true to any promise or commitment we make to a client. But the biggest thing that we’re most often complimented on is our communication.” Leighton’s approach to marketing has also played a significant part in his continued success. Utilizing savvy, cutting-edge digital techniques that include drone video and photography, site plans and a robust internet and social media presence, he assures that each and every one of his listings is presented in its best light and that it is seen by as many potential buyers as possible. “I think our digital presence is definitely something that sets us apart from our competitors,” says Leighton. Another tool in the company’s arsenal is a dedicated team of tradespeople who work exclusively for them, and assures that every listing is repaired, painted, or styled before it goes on the market. Leighton is proud of the Kenmore suburb, and his philanthropic efforts are a testament to that pride. “We have such a warm, welcoming community,” he enthuses. “We like to get out into the community and do whatever we can, whether it’s a charity event or a school function.” His company also recently started a GoFundMe page to assist a family who lost their home in a fire. “If anyone needs anything, we’re here to assist,” he says. As for the future, Leighton’s plans are to continue growing his business, while sacrificing none of the amazing client service that has become synonymous with his name. “When you’re helping someone in a transaction,” he says, “you’re really making a big change in someone’s life. I love when my buyer and my seller can sit down and have a celebration, then hand over the keys and the next chapter begins for them.”

For more information about Leighton Jones, please call +61 - 468 - 900 - 200 or email Leighton@LeightonJones.com.au 44

3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional lifeâ&#x20AC;&#x201D;whether youâ&#x20AC;&#x2122;re mapping your monthly goals or creating an overarching plan for growth.

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Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss. No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term. By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress. While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch. No matter how you envision your profes46

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract. To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way. While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success. Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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MICHELLE MAIERS Michelle Maiers discovered her lifelong passion for real estate at a very young age. She received her license in 1989, when she was 19 years old, and started her career working the front desk of a real estate office to gain experience. “I just loved it!” Michelle says. “I loved the people. I thought they worked hard and played hard. I was young then, but I was learning how real estate worked and why it was important to own a home.” In her quest to become a fully knowledgeable agent, Michelle never missed a step. She worked as an assistant for several years, learning every aspect of the business before she finally started selling listings herself. It’s been almost 30 years since she was licensed, and she’s built a thriving career serving the Greater Seattle area.

of her clients attend community classes she teaches about investing and real estate so that they start the buying or selling process with an understanding of how things might go. “I like to inform my clients and be honest with them so they understand how things work,” she says. “I think they really appreciate that.” She also works with her clients to help them pinpoint their short and long-term goals so they can hone in on properties that will accommodate their hopes for the future. “I want my clients to look back ten years from now on a purchase they made and say, ‘That was such a smart move! I’m so glad I did that,’” she says.

As a result of her passion and attention to her clients, seventy percent of her business comes from repeat and referral clients. Michelle adores her clients and loves keeping in touch with them and seeing how their lives unfolds, both personally and in terms of their real estate goals. She’s passionate about discovering new marketing trends and she loves both social media and photography, which help her market her listings in innovative and effective ways. “I live near the water and using a drone for photography and video can show off the mountains and hills and water close by. It can be fun to play with that,” she says. Michelle takes care to create a tailored ad campaign for each listing that takes into account the trends and tastes of potential buyers. “Different communities want different things. In Seattle, everything is online, but out in smaller communities, people love their local newspapers,” she says. To help prepare a property for listing, Michelle helps sellers with light staging that allows buyers to envision their own things in the home. She uses Adwerx to advertise her listings and posts all properties on the MLS and other major real estate websites. This thorough and strategic approach often results in quick sales at above market prices.

What’s Michelle’s favorite part of the job? “I love that everyday is different. It forces me to be organized and ready to go when the fire bell rings,” she says with her characteristic smile. “I love the variety and seeing what people do over time with the houses they purchase.”

After working with Michelle, her clients rave that she takes time to explain each step of the process to them in an engaging way. Many

To stay in touch with past clients, Michelle doesn’t hesitate to pick up the phone and call to let them know she’s thinking of them. “I gravitate towards having a real connection with people,” she says. She often stops by to see how past clients are doing or reaches out to ask if they need help finding a particular service provider.

Michelle is dedicated to continuing education for herself and others. She earned her Master Certified Negotiation Expert (MCNE) designation and has taught classes to other real estate brokers; and she’s a Certified Real Estate Clock hour instructor for Washington State. She also believes strongly in giving back to the community. She teaches community education classes on investments and sat for years on the Board of the Rental Housing Association. For fifteen years she has had a volunteer teaching commitment with the Washington State Housing Finance Commission. She volunteers with the Big Brothers Big Sisters program, and has raised funds for Habitat for Humanity. She donates a portion of each commission to a nonprofit or charity organization. In her free time, she loves to spend time with her six-year old daughter, cook and be near the water. For the future, she plans to continue evolving her business so she can offer new services. “I just really want to keep doing good work for my clients,” she says. Now that’s a worthy goal and one that—with her passion for educating and serving her clients—she’s sure to achieve!

To find out more about Michelle Maiers, email Michelle@MichelleMaiers.com, call 206 - 819 - 3802, or visit michellemaiers.com www.

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D. LEIGH MARTIN, IV “I’ve loved real estate since I was a child,” says Top Agent Leigh Martin of Martha Turner Sotheby’s International Realty in Houston, Texas, and that love of the industry has translated into a stellar career predicated on providing his many buyers and sellers in The Lone Star state with the very pinnacle of customer service. Leigh’s attention to detail, coupled with both his personable nature and sharp business acumen has established him as an agent who can be trusted to provide exceptional real estate experience for all those who are lucky enough to work with him. After graduating from college in Nacogdoches, Texas, and subsequently working for a Mattress Firm - first in Atlanta and then in Las Vegas - Leigh began his journey in real estate following a jet-ski accident, when he was couch-bound and watching Million Dollar Listing. “I thought ‘wow, that looks awesome’,” he says. “I’m not the kind of person who can sit idle for very long, so it spurred me on to get my license.” Relocating to Houston, Texas, he pulled up his fraternity’s alumni list, sorted it by zip code and wrote more than 200 notes, made more than 200 phone calls, and sent more than 200 emails to jump start his career. “I put in a lot of 80+ hour work weeks. This effort took me a couple of months to complete, but it paid huge dividends,” says Leigh. “It only took a few great contacts to make that year a great one.” His drive never diminished, and has resulted in his inclusion in his company’s Circle of Excellence from 2011 – 2017, and youngest inductee into their Hall of Fame. Leigh has also been named a five-star agent by the prestigious Texas Monthly Magazine. With much of his business based on repeat and referral clients, Leigh is clearly doing something right. “I think that has a lot to do with my attention to detail. I vow to leave no stone unturned,” he explains. “I’m constantly analyzing and evaluating how our listings are performing. If I need to shift gears or change strategy in the middle of a listing, I can do so easily because I’ve been paying attention. It’s really about being ingrained into your business to a degree that you don’t miss anything.” Constant contact with past clients is also integral to his success. “Stay in touch with everyone,” says Leigh. “Don’t neglect your relationships.” Leigh also points to the support of his staff as a factor in his success. “Hire a great assistant and don’t give up on one that’s recently hired. It takes time and effort for individuals to get to know one another’s styles, preferences and behaviors,” he explains.

“A great assistant can not only increase your bandwidth to bring in more business, they can complement your weaknesses so that your office is more well-rounded and more well-equipped to handle challenges & opportunities.” One significant hallmark of Leigh’s approach is his willingness to consistently put his client’s best interests before his commission check, a trait distressingly rare in the real estate industry. “I’m fiercely loyal to the requirement of this job, which is a fiduciary responsibility to my clients,” he says. “A lot of agents will push a deal just to get the paycheck, but it’s important to me to step back and keep the customer first, even if that means dropping a grenade into the deal. The clients tend to recognize that, and can tell that I care about them. It’s important to be genuine and put the client first.” When asked what he likes most about what he does, Leigh’s answer has nothing to do with his commission checks. “I love that no two days are the same, and that no two clients are the same. Every day is a new opportunity and a new challenge, and the people we get to meet are incredible, especially being affiliated with Sotheby’s.” Maintaining relationships with clients, cutting-edge and savvy marketing, and a commitment giving back to his community through various charitable organizations are other factors that play a significant role in Leigh’s impressive success story. When he’s not working, Leigh enjoys spending time with his wife, his two children, and his friends, including clients that have become close to him over the years. When asked what advice he might have for industry newbies, Leigh replies: “Pay attention to all aspects of your business. So many agents bump along the status quo doing the bare minimum to appease their clients, not understanding why they should go the extra mile.” Looking to the future, Leigh’s goal is to reach a point where he can work solely with people he has already worked with. “I would love to work with people I already know, who already trust me. If I can ever get to a point where that’s the case, that would be a really good day,” he says. “Lower my stress level and maintain production and income. That would be wonderful.”

For more information about Leigh Martin, please call 713 - 835 - 9839 or email leigh.martin@sothebyhomes.com 48

The Daily Schedule

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

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

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

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

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

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

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

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

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

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JENNIFFER TAYLOR Top Agent Jenniffer Taylor of Pacific Sotheby’s International Realty in San Diego has achieved success in the real estate industry through hard work, determination and a constant commitment to providing her many buyers and sellers with the very best service available in this highly-competitive Southern California market. As winner of both the Silver and Gold awards by the San Diego Association of Realtors, Jenniffer has made a name for herself as a Realtor who can be trusted to consistently provide her clients with expert real estate guidance. Prior to beginning her career in real estate in 2002, Jenniffer was employed by Prudential California Realty doing corporate marketing. “I worked there for three years before switching to the real estate side,” she remembers. Jenniffer, who holds a degree in advertising, hit the ground running and soon found herself among the most soughtafter Realtors in San Diego. Her star has continued to rise, and shows no sign of slowing down. Selling the entirety of San Diego County, Jenniffer’s focus on exceptional communication has set her head and shoulders above much of her competition. “I’m easily accessible to all my clients,” she says. “In this day and age, they all want a response very quickly, and I’m willing to write an offer at seven in the morning or on weekends.” Her affable, friendly nature has also been singled out by her clients as an asset. “I’ve got an easy-going personality,” says Jenniffer, “and I think they appreciate that.” The gratitude her clients feel for Jenniffer is perhaps best illustrated by the impressive number of five-star reviews she has garnered on industry website Zillow.com, on which site she is a Premiere Agent. Among the many glowing testimonials is this one, which demonstrates her sharp business acumen and solid commitment to exceptional client service: “Jenniffer very professional, well informed, knowledgeable, attentive, and always on top of things. She is obviously intelligent, but friendly, and avail-

able more hours than I would have expected. Her experience showed and was appreciated. I would recommend Jenniffer to anyone for any property transaction.” With nearly half of her business based on repeat and referred clients, it’s obvious that Jenniffer makes a lasting impression on her buyers and sellers. Much of this client loyalty can be traced to the fact that Jenniffer works hard to maintain contact with all of her past customers and nurture those relationships. “I stay in touch with them all, through phone calls, texts, weekly emails and postcards or newsletters,” she explains. Cutting-edge, intelligent marketing has also played a large role in Jenniffer’s success. Professional photography and video ensure that every listing is presented in its best light, and she also leverages the internet to great advantage. “Marketing is done primarily via the internet these days,” she says. “Obviously, I’ll get a few sign calls, but I mostly market online with sites like Realtor.com and Zillow, or sponsored advertising on Facebook and Instagram. Those tend to be the main sources of potential buyers.” When Jenniffer does find a few moments away from her job, she enjoys nothing more than spending time with her family, and appreciates the flexibility a career in real estate affords her. “I love that I can be on a field trip with my son, but still be working,” she explains. Other off-the-clock activities include attending her son’s baseball games, and volunteering with his school’s art program. Family activities include camping, going to the beach, scuba diving and skiing. Jenniffer’s plans for the future are consistent with her desire to help her clients achieve the American Dream of homeownership. “I’m looking to grow my business, and to build a team,” she enthuses. “I want to help as many people as possible.”

For more information about Jenniffer Taylor, please call 619 - 892 - 6773 or email jentaylor1993@gmail.com Top Agent Magazine

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