Nationwide & International 7-23-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

CONNECT BEYOND REAL ESTATE to Attract Future Clients 5 Steps to ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT If it’s Good for the Soul, IT’S GOOD FOR THE BUSINESS COVER STORY

KYLE HITCHCOCK

FEATURED AGENTS

JENN BARROWS KELLY COMLEY LINDSAY COUTU & DOM LANGE JERRY KOLLER STACEY KROLAK LINDSAY LEVIN JAYSON MADANI STEVE NORRIS KELLIE REVOIR SHANE SEARFOSS STEPHEN WILEY RYAN WILMOTT

NATIONWIDE & INTERNATIONAL EDITION

Allison Beldick is proud to congratulate

Lindsay Levin 6

LINDSAY LEVIN

KYLE HITCHCOCK

STEVE NORRIS

KELLY COMLEY STEPHEN WILEY on being featured for the state

LINDSAY COUTU & DOM LANGE

th Top Agent Kelly Kelly can boast of a business that is based potential sellers Realty even team before How did Stephen Wiley become a rising The Gibsonbuyers Sotheby’sand International together for neighbo er Real Estate instar St. in in real nearly eighty percent on repeat and of Lindsay Coutu Dom Lange serve upmedia, real upkeep. “The neighb become myandclients. On29 social in Birmingham andAgent 30 of estate Georgia in Top Magazine! 22 26referredthey with a personal touch from burgeoning ally thousands of res one can’t help surrounding but clients, I estate put out information on the step-by-step cities? Stephen’s interest in a staggering accomplishment. This South Boston through the communities of Brookin neighborhood asso enthusiasm in real her estate began soon after he graduated client loyalty is based in part, she believes, Top Agent Jenn Barrows of Barrows & we work th process of buying and selling, and even hoods where ing her career in real on her personable nature and her commit- line, Allston and Brighton, where they built their respective careers. Lindsay and Dom joined information about the mortgage side of from college. After working as a loans Associates in Rehoboth Beach, Delaware ill te for her many gratement to constant communication, among forces and founded their company in 2011 and Client testimonials s the business.” When he works directly processor, he studied for and received can claim nearly two decades worth possesses a powerful other factors. “I honestly think it’s because began forming their Broadway Village Team. Dom andofLindsaywe fo with hedates takes timerespective to ensure his real estate license three years I’m ago.really good at connecting with people. Theirclients, experience backthe to their skills, real attention to deta experience in the highly-competitive pl t industry knowledge graduations Boston University, 1997 for moment we meet som they fullyfrom understand the in transaction. He now leads Wiley Elite Homes servALLISON BELDICK | Senior Mortgage e to provide the very I’m good at working with a Banker lot of differestate industry. Working under the umbrella to Dom and in in 2009 for with Lindsay. “I started rightSteimportant things to th To stay touch past clients, ing Jefferson and Shelby Counties, and available in her local ent personality types, and that’s extremely NMLS #902007 | Licensed in GA & KY out of college working for a friend’s company says Lindsay. These of Ocean Atlantic Sotheby’s International prtw phen reaches out says by Dom. phone to check he has been namedO: a top producer atimportant his to exceed her client’s this industry,” she explains. in Allston-Brighton,” “I was renting in appreciate that their cl 470-481-8700 x 5325 |inC: 404-788-0705 Realty, she has solidified her reputation as ev idified her reputation “I’m also STEPHEN a quick communicator, sends withkids!” helpful market Keller Williams JENN KELLYoffice. COMLEY COUTU apartments tomailers fellowBARROWS college sThat path led him toLINDSAY onsite sales honest guidance. “We both also pride ourse WILEY and inand allisonbeldick@atlanticbay.com anthat agent who can be consistently trusted to at new residential Boston, where his professional path a team, one of us can always get back to so be trusted to help her today’s world everyone is impulsive and information. “I buildings like to in really build & DOM LANGE atlanticbay.com/AllisonBeldick ultimately crossed with Lindsay’s when she worked in the same field. Dom. They want their clients to be happy. “ vigate even the most wants everything immediately, so you have put her client’s needs first and foremost. Br relationship with my clients. Of course When it comes to providing high quality Equally passionate about Boston, real estate, and customer service, nity and we’re going to see our clients long sactions. to conform to that. able do that Peachtree Road Bldg 600 SI’ve 260, been Atlanta, GA,to 30328 it’s a business transaction, but IVillage also want customer service, 6600 Stephen is aDunwoody natural. su Lindsay and Dom opened Broadway Real Estate in 2011 and move into their condo or house!” and my clients seem to really appreciate it.” 14 agents. togrew be ait to friend.” “I really pride myself on providing top Jenn’s foray into the world of real estate began in 2000, when she so career in real estate When marketing listings, they take advan notch customer service to all of my cliand her husband moved back to the scenic, coastal town of Rehoboth ex “We quickly realized that we had complementary skills and strengths,” available to them through Gibson Sotheby and her husband relocated to the St. Another factor in Kelly’s success is her indefatigable When it comes to marketing listings, Stephen believes ents, no matter what price range they are in,” Stephen “Lindsay is greatalways at the organizational, client andarea. well as their personal u Beach. “We’d wanted to liverelations in this This is own where wenetworks. met “Weme s funny,” she recalls, “because my work ethic. “My day starts at 4:20 AM, and I don’t stop says Dom. marketing side and I hadbegins more experience on the sales side.” At Gibson raphy, social media outlets and a strong int that a quick sale at a great price with preparing says. Some agents prioritize serving luxury clients, but had been in real estate, but I’d never until about 7:00 PM,” she says, so that’s something that Sotheby’s and fell in love both had always strongly feltadds thatthatit inwould of International Realty,and Dom we and Lindsay still work with many Lindsay additionbe to tradition theAdditionally, property soofittheir looks its best. After advising clients StephenItgives the same dedication to of each andagents.” ally becoming a Realtor. just kind setslevel me of apart from a lot other original team members who chose toour join the Sotheby’sshe Inter-explains, also do virtual staging andresort take advantage the perfect place to raise family.” “but it’s a bro show off Realty the property’s best features, he about this merger Matterport tours. every oneand of his customers. As a result of hishas dedication national brand. “We couldn’t be more excited hat I should get my license, I just her authentic approach distinguishedon herhow as antoagent townSotheby’s andphotographers. there aren’t any major companies be withprofessional Gibson International Realty,” says Lindsay. “From our so it’s not easy to find a hires high quality He stays the careful attention he pays his clients’ needs,than by urned out to be anand excellent decision, motivated by atodesire to help, rather a commission first meeting with Larrymarketing Rideout and you Paul McGann, we knewa they were down Most important both buyers and seller good career where can make living here.” with Attempting sh on the cutting of effective techniques, already 30% of his business come frominterest repeat in andpeople,” er almost-immediate and over ever-growcheck. “I show genuine she says, heredge the team to join.” no client relationship ends at closing. “In sincerity obvious. “It’s not fake interestposting to secure allbusilistings ontothe MLS and the othercorporate major referral clients. parlay her all extensive marketing background job, with ma says Lindsay. “Weinto have a relationships ness. I truly care real aboutestate my clients As long-time residents the acommunities Lindsay Dom serve, which is why we loveone our jobs.” Dom website. He conducts thorough marshealso sent herof resume to two topandagents in theyears, area. Ultimately, Jo they a great majoritymedia of repeat and referral clients. “I live in of their original business, Broadway Villag their experience.” keting campaign onmaintain a variety of social platforms. Stephen’s emphasis on education sets him and apart from

JENN BARROWS

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CONTENTS

4) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT’S NEEDS

24) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

17) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

hired her Boston, as marketing director. “I immediately licensed Seaportof andthem Dom lives in South so our clients are our neighparallel with thegot growth of their communiti 8) CONNECT BEYOND He sends targeted your neighbor” postcards tosays other real estate agents in the area. “I like to educate bors,”“pick says Lindsay, who her loves right dogs and all things fitness and takes by’s International Realty the perfectJen and became hand,” Jenn. She remained a part ofwas that The appreciation Kelly’s clients the neighborhood, which often barre and spin classes in the city. “My husband31) and I likeADDING to hike with servicesVALUE we provide our clients. Sotheby’s REAL ESTATE TO HOW TO five years, and then left togrocery formstore, her own, which isresources comprised nit feel for her21) is perhaps best illus- our dogteam orresults takefor walks in the city. Clients see us at the us the tools and to take our busi in neighbors letting trated by her perfect five-star getting of coffee ormembers walking our dogs; they trust our husband first-hand knowlfoster additional growthbroker. and new heightsor six including her Brian, also a licensed LISTINGS & involving another agent on theiof ATTRACT FUTURE OVERCOME YOUR friends and family we live here.” Dom, theknow father about ofTO two children, is very considering rating on Zillow.com. Among the edge since Since then, Jenn has distinguished herself with a host of while awards and enjoying so the schools, listing.sports After andworking communitywith events. He even helped of their careers continually many excellent reviews of the active in local THE ADVANTAGE CLIENTS WORKPLACE form thecommendations, West Broadway Neighborhood Association to bring people Boston real estate market. including the Five Star Real Estate Award for DelaBr Stephen, his clients rave that service she provides is this one: he’s very hands-on and excelware for eight consecutive years. pr “Kelly Comley is one of the most FEARS OF IDENTIFYING lent at his work. He shows each honest, kind-hearted and hardest Je working people I have ever met. listing to hiseighty clients himself and With nearly percentNEIGHBORHOOD of her team’s business based on repeat wh She went above and beyond to his clients know theyJenn can is reach clients and referrals, clearly doing something right. “We really tee AMENITIES help me in the purchase of my out to him at any given time.

care about our clients,” says Jenn, by way of explaining this excepfo tional level of client loyalty. tio What’s Stephen’s favorite part“I’ve given clients advice many times that did not behoove me. I’ve told clients that it’s not the right time to of the job? “The relationship Phone 888-461-3930 | Fax 310-751-7068 list, and have to wait a year to save a little more or pay off As building,” hetold saysbuyers with a smile. learn more about Lindsay Coutu Dom Lang debt. also not person going tosotake to a property thatand I wouldn’t he “I’mI’m a To people it a client mag@topagentmagazine.com | www.topagentmagazine.com broadwayvillagerealestate.com or visit their Facebook pag feel likeorwork at member all putdoesn’t a closevisit friend family in.” tha No portion of this issue may be reproduced in anyTopmanner whatsoeveremail without prior consent publisher. Agent Magazine is lindsay.coutu@gibsonsir.com or Top dom.lange@gibsonsir.com or calldif 6 when I’m working withofa the client. Copyright Agent Magazine published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Jenn shows her appreciation for her clients in a myriad of ways,Copyrigh ha Magazine cannot be held responsible for opinions expressed or facts supplied bytwice-annual its authors. Toclient subscribe or change address, send including rat Copyright Top Agent Magazineappreciation parties. This appreciation inquiry to mag@topagentmagazine.com. is clearly reciprocated, as is made evident by her perfect five-star of rating on Zillow.com, on which site she is a Premier Agent. Among inc Published in the U.S. home and making that dream come true. I highly recommend her to everyone looking into purchasing or selling a home. She simply is the best there is!”

https://www.facebook.com/BroadwayVill

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t Magazine

Top Agent Magazine

JAYSON MADANI

JERRY KOLLER

Top Agent Jayson Madani, leader of The Madani them with reputable vendors for any po in the continued success of his Team Another at Kellerfactor Williams Santa Cruz has been a need that might arise. “It’s really abo business is his commitment to assisting those who 37 tion 34 33 vital force in the real estate business since 2003. sure we line them up with the right peopl do not speak English well, or at all. Jerry points His dedication to his coupled with his to an example of aclients, woman who bought a house Stacey Krolak had a long history Cutting-edge, in real our aggressive, clients appreciate that and vast knowledge the industry have propelled and creative using anotherofbrokerage, even though she had no estate long before she earned the desigis complete.” In addition, Stac him and his team to the number one spot among has played a large role in Jayson’s succ real understanding of the process. “Her agent just kindin of this pushed it through,” he recalls. Withnation a solid of agent. Alongside her husband, all agents beautiful coastal California town Jayson is successful particularlytransaction proud ofand hissol re they’re always track to con roster of twenty-five mostly multi-lingualStacey agents designed and built homes forofthirty multiple times. Howden’s Castle in on Ben Lomond in place who speak ten different languages, Jerry working closely with a variety years, of strategies that facilitated the s marketing is able to assist wide client baserentals and provide real estate professionals all the while. UltiAs for marketing listings,prope ever “My parents had me afixing up their and highly-unique medieval-inspired expert guidance to those who have beenmately, previ- Stacey decided to put her experience homes are Game primedof andThrones ready f showing properties,” says Jayson, by way of specifically targeted gan his journey in real estate at the tender ously under-served. JERRY KOLLER KROLAK JAYSON MADANI insights to use, earning her license andwhothe expertise of a stager andhe f explaining how STACEY his real estate career began,and “and people attend renaissance faires,” ighteen, when he purchased a four-family taking a hands-on role in the transactional high-resolution photography. I had the everyone should own home “A competitor told me I’d never be able nt building, flipped it, and sold it for a Jerrybelief pointsthat to his past experience as anainvestor process. That was back in 2013 andplace.” in the Professional house campaigns also generate and not industry have toprofessional pay rent. as Soone that’s what really photography, vide ofit six months later. He did theShane same again before relo- was and first a mortgage of the reasons for Given born entrepreneur, Searfoss this approach, Shane becomes five yearsthem since, hassocial established sion onare prospective o California and assuming a successful eight-year career his company’s “I’m kind an encyclopedia of getting real got meprosperity. started; the idea of of helping people and intoStacey robust media presence just a fewbuyers, of the bo to 43 arsenal. 38 xposed to real estate as ofa Sales child. Watching his friends clients. “We in touch on the leadin ortgage industry, as a Vice President for industry estate,” he says with a laugh. “I’ve Fifteen been quoted in 41 many real estate herself a consummate professional and stay are leveraged across homes of their own.” years on, Jayson is as now one ofwith marketing nding Tree. “Then the market crashed,” he explains, “and magazine and I’m very knowledgeable about mortcommunity-builder, with reputation for integrity, to net prime visibility amongs most respected Realtors workingequipped in histhe area. Asasocial Lead of the Ryan get Wilmott came toto thesee real estate ather buy rental properties and flip houses as the aarticles, media and diligence, they excited fty years old and wanted some freedom. So I decided to gage process. I did homeand inspections years just to make a personal touch. Madani Team, he oversees a two dedicated of professionals Jayson is very much committed to giving back hisove co Kellie Revoir wasforworking in group the corporate swag and giveaways. “I’ve built so many friendships industry after a long career as an to engiack into the real estate.” After opening International Home that I understood what a home inspector is looking for, and what I’m working on,” obby, importance and value of realsure estate he says, the To givenoting back to fundraising her community that includes ten agents and aLinda—an full-time in-house support staff which he does through donations and fof field when her mother, agent minted clients and other agents on my team,” Kellie says. “We neer. He always had friends in real Jerry set about hiring a team of solid, dependable and why it’s important. I’m also very solutions-based.” Based in Scottsdale, works inclient tandem with daughter Ashley, and professional causes. Since 20 that works closely together local charitable organizations. “Ihe grew up here,” he ubbed offagents, on Shane and, 18,hashe bought intricacies of athe historic sells in 2006—invited hertotoprovide joinStacey herexceptional flourishing real service andherhave really positive, supportive in-office culture estate, so homes when Ryan began considprofessional and since then by his age company with the of an administrative professional. Together, they Women’s of Realtors to each andmore every one ofsupport theirthough many satisfied clients. it’s and important toserve menew to give back.”Council Big Brothers and B ished itself as being among the very best in California. Jerry enjoys nothing than traveling, even this pastime estate career. Kellie’s father was a successful other up, I just love that.” ering horizons, they encouraged nd spent a year restoring an old Victorian. and his passion for them. He is aofmember the greater with Phoenix metro inI addition to Flagstaff, Stacey for chap is just where one ofhim the to beneficiaries his athe philanthropy, as ased in Irvine, the company works with clients all over has elements ofbuilder, businessand associated it. “Last yeararea, alone give President the business go.Arizona Intrigued her mother had decided to earn her ehernlater purchased a fine-dining restaurant, of the Historic Review Commission, andheher family a cherished cabin.alone, As oneand half offood a mother-daughter members. “We’re dedicated to The Madani team sold 118 own properties in other 2017 bank. by the challenge, part of The Golden State, from as far south as San visited eighteen countries,” says. “When I go to those launched license with to facilitate the sales process of his new When it comes to listing properties, Ryan Kellie’s methodhis cov o as far north as Malibu. countries, I always meet other Realtors. I take anarea, information Stacey cites hard work, listening and communication as and ascend into leadership role specialize in theteam, Santa Cruz mountain where their skills, exper-determines hich he owned and operated successfully which what second act improvements career as an agent nearly construction properties. Soon enough, Kellie’s Beginning with professional photography, immersive SHANE SEARFOSS RYAN WILMOTT KELLIE REVOIR packet with me and give it to investment companies. Anytime I get someofofrural the foremost of their thus far. Likewise, the Jayson Regionalenjoys Vice President tise and knowledge concerns drivers like septic tankssuccess and flood When he’s she not and working, spendingro years ago.the In the timeinsince, he an mother had become agent tions crafted tofour lure buyers person early of his business based on repeat and referral a chance to go somewhere, I’mdaughter gone.” or 13allyears, during which time he earned his andlong changes are line with historic zones has set them apart from much of theirone competition. “It’s his closing wife, in his children and their Board, German “ her actthe as anumber resource for clients after are the table hasprospective national asShepherd. well. Add has established himself as an agent it’s plainly obvious that Jerry and his team are satisfying in her brokerage. Inspired by her mother’s Kellie leverages the power of social media and the leadi definitely a lot more thanserves sellingaa testament tract home in their San married since 2006, andhe I’veisgot amember great family,”with he say been complicated reached, which to full-service approach. Rule, an organization as egree in Management and Finance from Penn homes they affect. Further, a ds of their many clients. When asked to account for this Looking to the future, Jerry’s of planthe is industry, to eventually movemade his swiftly on the rise, to equipped with a reputationdigital for honesty, adept in success and the limitless Kellie the platforms generate awareness, Jose,” opportunities laughs Jayson, “but I kind of like it. complicated, but by enjoys outwidespread at his father’sofliquor store, Accordingly, at least 40% ofIt’s business is generated repeathanging and referral Council Realtors butwhere are g onal of loyalty,admits Jerry growsthat thoughtful for a moment to a more retail-friendly environment, in hopes of encournegotiating skills, and steadfast persistence. tate.levelShane when he wasoffices ready and former president of the Historic Near leap to become an agent in her own right. Since 2013, she has partnered Walkthrough Wednesday efforts, where she utilizes it’s walk-in also funclientele. at the same time.”more at the know age of nine and heand credits for Fa hi clientele—the highest compliment “Our clients ages of which thirteen nineteen. eplying. “I think it’s because we’re a very customer-ori- aging more His larger, over-riding goal is clients can pay.working work ethic. “My dad grew in Iran and moved her mother create providing an intrepid estateshe team, built conduct virtual tours featured properties. To ensure al we give 110%,” says. “Weon goa repubeyond real estate, and most of of our whatup their dreams and goals or a change, about estate. Westside, which allocates grant money to usiness. There are he veryfelt few skeptical businesses leftalongside that are. real Inher to simplyto continue the real exceptional client service that Queensland’s Brisbane Ipswich region, Ryan spearWithsynonymous nearly seventy percent of friends. his business onBased repeat and heforwanted to behosts inand theopens redwoods,” says Jayson. “I’m clients become We’rebased not here in for themlocal the transaction; with professionals in the comm ate, people need someone to hold their hand,tation walk for themintegrity, has become with International Home Realty. “In myjust expertise, and superlative service. from buzz, she houses and stocks hom Many people get in and out of it quicklythere’s notclients, help elderly and low-to-moderate income headsanything, his workhe solo under theI banner ofimagine @Realty. There, has the process and explain things to them so they can make opinion,referral enough kindness world,” muses. “We Jayson the he rewards of a career that is did, because couldn’t growing uphe anywhe we love is toinreaping betheconnectors. If a client needs even after buying or attain their goals.” In her rema that invites further interest, paired with a round-the-clo managed to garner roughly 40% of his business through referral med Idecision. The know number one us is customer want to based make sure people feel comfortable when they’re buying nd didn’t ifthing thewith money was there.” families make appropriate repairs to their on a solid “client-first” ethos. Among the many reasons their home—from installing a pool to redoing a backyard—we are civic Today, Kellie is in co-command ofselling a top team that serves the Springfield, fliers for passersby to follow up. commitments, Stacey mo ” or selling with clientele—a noteworthy to Ryan’s staying power thisus.” exceptional client connecting loyalty is the continues to make Looking tofeat thethat future, Jayson’s plans are simple: to constantly andservice working with them to sure that they arespeaks ones, travel, and hiking the be Missouri its communities. With nine buyerhe agents, ut Shane earned more in his first region year and as for a surrounding homes. as agent. For his part, Ryan credits forthright communication, provide to them long after the transaction is closed. “I have clients building his team and growing his business, while s happy as possible.” ® an operations and an intern on staff, Kellie and her mother Linda To give back, Kellie remains actively involved on a local EATLOR , from 2011-2012, than he manager, did in diligence, as the key factors contributing calling me every day, asking for advice on real estate matters,”and negotiating none of the prowess stellar client service that has become sy ahead, Stacey plans operate as a one-stop-shop serving the real estate needs of aspiring buyers community. She’s served he as Looking President of the Women’s C to his success thus far. Likewise, highly values the personal he says. Jayson also takes the time to make sure he connects with his name. To keep in touch with that ever-growing network of clientele, Staceyisandexperienced fully, with hopes to elevate th Additionally, Shane with he restaurant business. and sellers. Last year, 52% of their business was generated by repeat connections and tors, derived holds a from leadership position with the Junior League the transactional process and always Ashley stay connected through monthly newsletters and email campaigns the power of education. Fina interior design, which complements real estate. office referral clientele—a proven testament to their staying power as agents. For his supports her area’s Chamber of“Our Commerce, serve clients’ interests of his own. “I’mand honest that keep clients informed of marketplaces developments andbest local happen-aheadbehind her, Stacey Krolak c her part, Kellie passion, diligence, and attention to been detail as someand ofreached, Professionals Education committees straightforward,” heNetwork says. “To me, it’slistings,” about than justfor a cl is keen on successfully doing the very best and marketing forcareer he s manager of the Corning, NY, office ofcites Signature Properings. Once closing has Stacey Ashley giftand as anmore agent. “Every the prime markers of her success thus far.anWhat’s more, overarching of Realtors. ToOf contribute her professional I milestone. work really hard and Itonever give of until landscape I getthe theclie clients American flagher to use celebrate their latest course, challenge assessing says. “We a transaction. professional we douptodrone es, Shane is a thriving, independent agent. Serving small, goal is to create a smooth, low-stress transactional forStacey’s her clients, aphotographer; coach with Club Wealth since ensuring a job doneserved right.” Furthermore, Ryan isgetting sensitive complex communication isprocess central to mission, and theasfirst step she takes them 2017, tothe where they w video with music behind wesupported create high-color glossy istoric towns across New York’s Tioga, Schuyler accounting forChemung, every detail along the way. “We offera new our client clients country are and the tools and encouragem transitions ofit; buying or selling a given home. Recognizing this, he D when working with is atohigh determine their preferred method of others pursue the American level of expertise,” Kellie explains. “My and always responsibility are love coaching other agents around theStarting country onand howon to m as a have positive, presence thatestate advocates capably communication. “We ask our serves clients how they prefer to commureal endeavor, it’s trifold brochures; and we ancalming in-house stager.” nd Steuben Counties, the Signature agents operate inKoller, a passion For more information about Jerry his clients’ try tosure helpthat people move on in their journey to make each transaction as seamless as possible. it isthat, always nessbehalf. and to“Imake while they’re succeeding th nicate, and once As we agents, determine we’re committed responding as impact and service betterinev from scratch, each listing receives unique attention before am-like atmosphere, otherourselves and making please call 949supporting - 379important - 6880each or email Jerry@IHRealty.com and comprehensively as possible,” she lives, says. andalso time succeeding again, number one goal.” and help them“Time with the next transition in in their lives,” he explains. to remind thatquickly our clients are uprooting their whole they’re their personal lives,” going foronmost. theI teach market socomes that agents caninthat get topto and dollar ure clients receive everythingexistence, they need. a an boutique “ItallreallyWealth down to the fact Isuccess like help and it“It’s can be incrediblyfeel stressful process was instrumental my I people want toget pas For more information about Madani, where they wantand go help andJayson accomplish those goals dreams free they h the agentssays on myShane. team thatConciergewhat we strive for is integrity, also to help agents them succeed.” In herand remaining for sellers. nd lends itself to the higher-end,” Copyright Top Agent but Magazine may have had for years.” our clients feel as much at ease as possible. As a team, we- really above Kellie most enjoys time spent with her two sons, en please call 831 234 go - 6683 oroffice, email jayson@teammadani.com

ent Jerry Koller, Lead of International Realty in Irvine, California, approaches ansaction as if it were his own. His dedito providing exceptional client service, with a decidedly multi-cultural approach eared him to his many grateful buyers and n Southern California. With a focus on e extra mile for his clients, Jerry has firmly hed himself as a trusted real estate expert, dvocate and all-around good guy.

STACEY KROLAK

SHANE SEARFOSS

RYAN WILMOTT

KELLIE REVOIR

35) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS

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

42) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and yle service has helped Shane build a business on referrals and beyond to make the buying and selling processes simple and painless.”Internationally! outdoors, curling up with a good book, or traveling to idy ® of clientele, in touch with ever-widening network Shane jokes that To hekeep is probably thehisonly REALTOR nd return clients. “I don’t spend money advertising myself. who

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

Ryan prefers take a personalized approach and checks in her by b To for keepquality in touch work, with their wide sphere Kellie and the crew fortothe future, Kellie plans to continue growing n this area, once you’re known people tendof influence, goes on vacation for theAssee purpose of seeing houses. But this Copyright Top Agent phone towith how things toareexpand faring her onceteam the to closing table has bM cultivate lasting relationships with clients that begin on an authentic, aspirations fifteen agents o return and to send their friends.” fact underscores hisPlease passion for contact real estate and the people he personalized level. In addition to monthly mailers and anniversary cards, year, and potentially launch a property management com serves. Of particular interest to him isandthe entire Kellie and her team also send out newsletters that include a fun quiz and a speaks on podcasts at real estateNortheast events around the U. mag@topagentmagazine.com prize: free frozen also host threeand to four appreciation achieve a high level ofwork successand following the he same path s he traits Shane’s clients appreciate are custard. many,They including theclient Gilded Age mansions. Outside travel, per year, from fallowned festivalsand and pie during Thanksnow, Kellie Revoir is content tofor continue using her exper or call 888-461-3930 is specialization on historicevents homes. “Having enjoys entertaining friends and family, gardening, Togiveaways learncooking, more about Stacey Krolak email Stacey.Krol giving to the most recent outing that included 130 of the office’s guests and integrity to serve the aspiring buyers and sellers of stored five Victorians myselfenjoying over the years, I Cardinals have experiplaying with his standard poodle and backFacebook to the orgiving visit her visit a Springfield baseball event, as well asad a StaceyKrolak.com, bunch of region she calls home. rates and information. nce in the mechanics of the older homes, which can be tough community. “As real estate agents, we build relationships or a buyer to navigate,” he says. He also has a close network with people during one of the most stressful times in their f local contractors who deal specifically with historic proplives,” says Shane. “It’s so important not to forget them after Top AgentShane Magazine 3 To friends learnthrough more abo ties. In addition, personally absorbs the stress of the the transaction. I really do gain so many ome buying experience. “It’s very important as an agent real estate.” As he grows his business, Shane plans continue email ryanwilmott@atrealty.com.au, v

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job. You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction. Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance. Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client. This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer. This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are Top Agent Magazine

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly. Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on. There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed. 5

LINDSAY LEVIN Lindsay Levin got her start in the industry by way of law. Prior to her career as an agent, she worked as a commercial real estate attorney, garnering in-depth experience in the particulars of contracts and negotiations. In 2012, Lindsay decided to make the transition to become an agent, parlaying her specialized skillsets in law and business to launch a new professional chapter. “I was negotiating multi-milliondollar legal transactions, and I knew I wanted to continue negotiating, but I wanted to work more closely with people,” she remembers. In the six years since, Lindsay has cemented herself a veritable force, complete with a reputation for incisive knowledge, comprehensive care, and a proven track record of success. Today, Lindsay serves Atlanta’s Buckhead and North Fulton region and spearheads her work solo—a conscientious decision that allows her to fulfill her proactive, hands-on style as an agent. “It’s important to me that I’m intimately involved in every part of the transaction,” she explains. “From staging and contract negotiations to close, I hold my clients’ hands through the process and am accessible to answer any questions along the way.” Likewise, Lindsay’s comprehensive educational background—commanding a J.D., as well as an MBA—cements her a foremost authority on the intricacies of making a milestone investment. “I love seeing a transaction through from beginning to end,” she says. “It’s the best feeling when you’ve made an idea and a goal come to life for your client. I also like to think that because of my legal background, I’m able to help people understand what their rights are as homebuyers and I’m able to advise them from that perspective, as well. I’m a highly educated Realtor and I run my business like a business. That’s a huge part of my value proposition and I’m able to provide a white-glove level of service to my clients as a result.” Since launching her imprint six years ago, Lindsay has managed to generate 100% of her business through repeat and referral clientele—a staggering feat that speaks to her staying power and ability to deliver. To stay top-of-mind with such a wide sphere, Lindsay connects every few months, mailing out a customized magazine and hosting regular client appreciation events throughout the year, including a holiday party at her home. Recently, she even hosted a shredding party, where past clients were invited to declutter their homes by bringing old docu-

ments to be shredded and recycled. “I like creating opportunities for people to connect with each other while also participating in something productive for them,” she says. When it comes to listing properties, Lindsay truly shines. Perhaps there’s no greater evidence of her marketing prowess than her recent record-breaking closing of a $3.25-million-dollar home in just seven days. In fact, Lindsay most relishes the chance to flex her creativity when marketing properties. “What makes me stand out is my ability to bring the story of a home to life through my marketing,” she explains. “For me, it’s about selling a lifestyle and inviting people to envision their lives through the creative marketing of a home.” To accomplish this, Lindsay begins with pristine architectural photography and videography that provides an immersive viewing experience for prospective buyers. From there, she leverages the influential power of her brokerage, Berkshire Hathaway HomeServices, to reach a global audience through social media exposure, as well as through global visibility across 40,000 listing sites online. More than thirty different countries across international MLS outlets access Lindsay’s listings, while prime placement in local print publications ensure a buzz is generated locally, as well. While Lindsay’s proven experience—particularly with luxury properties—is a cornerstone of her business, she also emphasizes the importance of a personal connection and cherishes the relationships forged with clients during the transactional process. “One of the things I love most about what I do is being able to meet so many interesting people from so many different backgrounds,” she says. “I really enjoy being able to establish connections with my clients, and many of them even become friends.” To give back to her Atlanta community, Lindsay is active in the Wish Society of Make-A-Wish Georgia. She also serves as the leader of her daughter’s Girl Scout troop. In her remaining free hours beyond the office, Lindsay most enjoys time with family, staying active, and supporting her kids in their various sports and activities. Looking ahead, Lindsay has plans to continue growing her business mindfully, with hopes to add an assistant in the future. She also looks forward to staying ahead of the curve when it comes to emerging technologies in her industry. Now, with six years of intrepid experience behind her and no shortage of ambition, Lindsay Levin is excited to serve the aspiring buyers and sellers of the Atlanta community she has always called home.

To learn more about Lindsay Levin, email Lindsay@ATLREInsider.com, https://www.facebook.com/ATLREInsider/ call (404) 667 – 3232, visit AtlantaRealEstateInsider.com, or visit her Facebook page here www.

Allison Beldick is proud to congratulate

Lindsay Levin

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

ALLISON BELDICK | Senior Mortgage Banker NMLS #902007 | Licensed in GA & KY O: 470-481-8700 x 5325 | C: 404-788-0705 allisonbeldick@atlanticbay.com atlanticbay.com/AllisonBeldick

www.

6600 Peachtree Dunwoody Road Bldg 600 S 260, Atlanta, GA, 30328 Top Agent Magazine

CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients. To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals. So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause. In fact, they want and need you to promote them. And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community â&#x20AC;&#x201C; our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didnâ&#x20AC;&#x2122;t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

9 Top Agent Magazine

secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you. Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content

that will draw in a broad range of followers. Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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KYLE HITCHCOCK Top Agent Magazine

Kyle Hitchcock

How did Kyle Hitchcock become one of the most trusted names in Milledgeville real estate? “My mom is actually the one that inspired me. She has been in real estate for over 30 years. I grew up watching her show properties and close deals,” Kyle explains. After graduating college with a degree in middle grade education, Kyle taught school for three years before finding her way to her true passion of real estate. She teamed up with her mother for a few years, bringing new ideas, social media expertise, and the enthusiasm of 12Copyright Top Agent Magazine

a newcomer to her mom’s established business. “Our first month together, we had seven closings!” Kyle said. After working with her mother for several years, Kyle and her husband started a family. During the downturn, Kyle became a professional photographer, a skill she brought back with her when she returned to real estate when the market began to pick back up. Last February, Kyle, her husband, and two other trusted agents, Lee and Danielle Top Agent Magazine

Kyle Hitchcock, her husband, and two other trusted agents, Lee and Danielle McLemore, joined forces to open their own company, Sinclair Reserve Realty LLC, in Milledgeville, Georgia. McLemore, joined forces to open their own company, Sinclair Reserve Realty LLC, in Milledgeville. Kyle’s husband is the managing broker. They now have ten active agents with several more to join them soon. “We Top Agent Magazine

are growing by leaps and bounds and we have had success that can only be explained by something that’s a ‘God Thing,’” Kyle says with her characteristic smile. “We are really on fire right now.” Copyright Top Agent Magazine 13

Kyle and her team are dedicated to being known throughout the community, not just for the ample awards they’ve won, but for who they are as people. They carefully match clients with the agent whose life experience, expertise, and interests most closely fit with those of the client. At the beginning of each month they feature a profile of one of their agents on their social media pages so that community members can know them better as people. “We really want to create a relationship with our customers, not just a deal. That’s very important to us,” Kyle says. 14Copyright Top Agent Magazine

As a result of the very personal and thoughtful service Kyle and her colleagues provide, 90% of their business comes from repeat and referral clients. Kyle is incredibly professional, kind, caring and responsive. She also posts frequent social media updates outlining the work style at Sinclair Reserve Realty, and how she and her colleagues accomplish so much on behalf of their clients. Their clients rave that this helps them to be able to relate to Kyle and understand that she’s accessible to them and their needs. To stay in touch with past clients, Kyle reaches out by text or phone and also Top Agent Magazine

keeps in touch through her personal social media accounts. Kyle believes that a successful marketing campaign begins with high quality, realistic photographs of the property. She shares her listings with her large social media followings and posts them on the MLS, Zillow, and all the major real estate websites. She also uses Matterport to create a 3D virtual tour of each property, which is perfect for buyers who don’t live in the area. The result of her thorough and innovative approach is often a quick sale at or above market price. Top Agent Magazine

Kyle appreciates that her job gives her the flexibility to spend time with her husband and their three children. “They are the #1 priority in my life,” she says. “My husband and I have just celebrated our 16 year wedding anniversary. This is the first time we’ve been able to work together, so that’s a real blessing!” While her husband’s expertise is in large land tracts, hers is in residential real estate. Kyle and the other agents at Sinclair Reserve Realty have started a new series on Facebook Live where they answer real estate questions Copyright Top Agent Magazine15

from community members. “It’s been fun and is another way to make our company more personal and approachable,” Kyle says. Kyle is also involved with the local chamber of commerce. Last year Sinclair Reserve Realty was one of the nominees for the Rising Star Award. Kyle is currently working with HGTV on a possible show. For the future, Kyle and

her colleagues plan to expand into the commercial market to bring new businesses into Milledgeville. “I want to do everything I can do to help our company become the number one choice of people in our community,” she says. Now that’s a worthy goal and one that with all her caring, expertise, and determination, she’s sure to achieve!

To find out more about Kyle Hitchcock, contact her via email at kylehitchcock@yahoo.com or by phone at (478) 451- 9716. You can also check her out online at sinclairreserve.com. www.

16Copyright Top Agent Magazine

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Creative Meditation

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

easily into the daily hustle & bustle world of the busy real estate agent. First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 17

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

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

2 Repeating a mantra can be very calm-

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

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

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

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

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STEVE NORRIS 19

STEVE NORRIS Steve Norris always had an interest in real estate, so when he saw an opening for a role at a local office— he decided to make the leap. Roughly twenty years ago, Steve began building experience with a Perthbased company specializing in selling and leasing both residential and commercial property, ultimately taking on a Sales Manager role. Over the years, he’s since built a winning career and now serves as a Director and Licensed Real Estate Agent with Dotcom Property Sales, having crafted a reputation for professionalism, personality, and abiding enthusiasm for his work. Today, Steve serves Australia’s eastern seaboard, including New South Wales, Queensland, and Victoria. At Dotcom Property Sales, he supports a talented team of agents through his progressive management platform. At Steve’s office, agents work solo and are provided with all the marketing and administrative tools necessary to run a cutting-edge business, without compromising autonomy and innovation. “We look after our agents and the agents look after their clients,” Steve explains. “Our agents are their own businesspeople and answer to themselves. By empowering our agents with all the right tools, they’re able to give their clients quality, comprehensive service. We offer a huge opportunity for real estate agents to take charge of their own life, business, and income—without being micromanaged. We’re also approachable and communicative, and if someone has an idea we’re always all eras.” With half of business generated by repeat and referral clientele, Steve’s own imprint as an agent is also thriving. For his part, he cites communication, authenticity, and lasting interpersonal relationships as the drivers of his career success thus far. “I have always loved working with people,” he says. “Of course, real estate can be a challenging job, but it is also really rewarding. There’s freedom, opportunity, and so many wonderful chances

to interact with people in our community.” When it comes to listing properties, Steve accounts for every detail. To secure wide exposure for properties headed to market, he blends the best practices of both traditional and digital marketing. From door-knocking around the neighborhood and leveraging letter drops, to sponsoring community events—local buzz is secured on the ground level. Likewise, visibility through social media and the leading online listing platforms nets a wide reach across audiences. All in all, Steve consistently prioritizes his clients’ interests ahead of his own, whether working alongside a buyer or seller. In fact, here’s what one particular couple had to say about their experience with Steve as their agent: “We can’t thank you enough for going above and beyond all the way with our first investment property purchase to make this new experience so easy for us,” report Sandy and Wayne. “From the minute we walked in the door on Open Day, throughout negotiations, dealing with any concerns we had, you have been genuinely attentive to our needs and we are extremely grateful.” To give back to his community, Steve and his office support a variety of local causes, including Meals on Wheels, fundraising for area helicopter rescue efforts, and organizations supporting cancer research and relief. He also takes part in his professional community, and most recently served as an exhibitor at the major real estate conference, AREC. In his free hours beyond the office, Steve most enjoys spending time with family and loved ones, as well as heading off for outdoor adventures. Looking ahead, Steve has plans to continue growing his business steadily and mindfully, year-over-year. He aspires to continue expanding the company’s base of agents, while building another team dedicated to the Central Coast region. For now, Steve is content to build upon his fifteen-year industry tenure, building community one buyer and seller at a time.

To learn more about Steve Norris email Steve@dotcompropertysales.com, visit dotcompropertysales.com, or call +0408 636 032 www.

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

ASSESS THE FEELINGS BEHIND THE FEAR

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

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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

THINK OF THE WORST CASE SCENARIO

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

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

COMPARTMENTALIZE

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

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

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

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KELLY COMLEY When speaking with Top Agent Kelly Comley of Schneider Real Estate in St. Charles, Missouri, one can’t help but notice the genuine enthusiasm in her voice when discussing her career in real estate. A true advocate for her many grateful clients, Kelly possesses a powerful combination of vast industry knowledge and a genuine desire to provide the very best client service available in her local market. Her desire to exceed her client’s expectations has solidified her reputation as an agent who can be trusted to help her clients expertly navigate even the most complicated of transactions. Kelly began her career in real estate in 2013, after she and her husband relocated to the St. Louis area. “It was funny,” she recalls, “because my entire work history had been in real estate, but I’d never thought about actually becoming a Realtor. It just kind of dawned on me that I should get my license, and I just went for it.” That turned out to be an excellent decision, as evidenced by her almost-immediate and ever-growing success.

Kelly can boast of a business that is based nearly eighty percent on repeat and referred clients, a staggering accomplishment. This client loyalty is based in part, she believes, on her personable nature and her commitment to constant communication, among other factors. “I honestly think it’s because I’m really good at connecting with people. I’m good at working with a lot of different personality types, and that’s extremely important in this industry,” she explains. “I’m also a quick communicator, and in today’s world everyone is impulsive and wants everything immediately, so you have to conform to that. I’ve been able to do that and my clients seem to really appreciate it.” Another factor in Kelly’s success is her indefatigable work ethic. “My day starts at 4:20 AM, and I don’t stop until about 7:00 PM,” she says, so that’s something that sets me apart from a lot of other agents.” Additionally, her authentic approach has distinguished her as an agent motivated by a desire to help, rather than by a commission check. “I show genuine interest in people,” she says, her sincerity obvious. “It’s not fake interest to secure business. I truly care about my clients and their experience.” The appreciation Kelly’s clients feel for her is perhaps best illustrated by her perfect five-star rating on Zillow.com. Among the many excellent reviews of the service she provides is this one: “Kelly Comley is one of the most honest, kind-hearted and hardest working people I have ever met. She went above and beyond to help me in the purchase of my home and making that dream come true. I highly recommend her to everyone looking into purchasing or selling a home. She simply is the best there is!”

When asked what she enjoys most about her real estate career, Kelly grows thoughtful for a moment before answering. “I think what I like most about what I do is the enjoyment I get from helping people move from point a to point b. For a lot of people, buying a home is the biggest investment that they’ll ever make. I love being a part of that and holding their hands from beginning to end, and seeing them go from one chapter to the next.” Kelly is a member of the Women’s Council of Realtors and when she’s not working, she enjoys giving back to her community by attending fundraising events for local organizations and charities.More than anything, how-

ever, she loves spending time with her family and friends. She’s also a self-professed “exercise nerd”, and enjoys reading motivational books. Looking to the future, Kelly’s plans are to continue growing her business and possibly form a team. A longer-term goal would be to obtain her broker’s license and open her own brokerage. When asked what advice she might have for newcomers to the industry, Kelly replies, “I don’t come from a sales background, and it isn’t easy to succeed in this business. But with the right mindset and resources, anyone can do it. I’m definitely proof of that.”

For more information about Kelly Comley, please call 636 - 614 - 6414 or email kelly.j.comley@gmail.com Top Agent Magazine

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

FIND A MENTOR

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

CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

BUILD A SOLID FOUNDATION

SET GOALS

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

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

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STEPHEN WILEY How did Stephen Wiley become a rising star in in real estate in Birmingham and surrounding cities? Stephen’s interest in real estate began soon after he graduated from college. After working as a loans processor, he studied for and received his real estate license three years ago. He now leads Wiley Elite Homes serving Jefferson and Shelby Counties, and he has been named a top producer at his Keller Williams office. When it comes to providing high quality customer service, Stephen is a natural. “I really pride myself on providing top notch customer service to all of my clients, no matter what price range they are in,” Stephen says. Some agents prioritize serving luxury clients, but Stephen gives the same level of dedication to each and every one of his customers. As a result of his dedication and the careful attention he pays to his clients’ needs, already over 30% of his business come from repeat and referral clients. Stephen’s emphasis on education sets him apart from other real estate agents in the area. “I like to educate

potential buyers and sellers even before they become my clients. On social media, I put out information on the step-by-step process of buying and selling, and even information about the mortgage side of the business.” When he works directly with clients, he takes the time to ensure they fully understand the transaction. To stay in touch with past clients, Stephen reaches out by phone to check in and sends mailers with helpful market information. “I like to really build that relationship with my clients. Of course it’s a business transaction, but I also want to be a friend.” When it comes to marketing listings, Stephen believes that a quick sale at a great price begins with preparing the property so it looks its best. After advising clients on how to show off the property’s best features, he hires high quality professional photographers. He stays on the cutting edge of effective marketing techniques, posting all listings on the MLS and all the other major real estate website. He also conducts a thorough marketing campaign on a variety of social media platforms. He sends targeted “pick your neighbor” postcards to the neighborhood, which often results in neighbors letting friends and family know about the listing. After working with Stephen, his clients rave that he’s very hands-on and excellent at his work. He shows each listing to his clients himself and his clients know they can reach out to him at any given time. What’s Stephen’s favorite part of the job? “The relationship building,” he says with a smile. “I’m a people person so it doesn’t feel like work at all when I’m working with a client.

It’s something that I wake up every morning looking forward to doing.” To give back to the local community, Stephen donates to help underserved local youth to participate in sports. When he isn’t working, he loves to spend time with his family and friends. For the future, Stephen would like to grow his team. Currently he has a transaction coordinator and an admin assistant. “I’m looking to bring on a buyer’s agent as the next step in the process, and continue growing my team from there,” he says. He also plans to build his own real estate investment portfolio. With his natural real estate talents and dedication to his clients, he’s sure to make those dreams a reality in the near future!

To find out more about Stephen Wiley, contact him via email at stephenwiley@kw.com, call (205) 275 2917, or visit wileyelitehomes.com www.

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JENN BARROWS Top Agent Jenn Barrows of Barrows & Associates in Rehoboth Beach, Delaware can claim nearly two decades worth of experience in the highly-competitive real estate industry. Working under the umbrella of Ocean Atlantic Sotheby’s International Realty, she has solidified her reputation as an agent who can be consistently trusted to put her client’s needs first and foremost. Jenn’s foray into the world of real estate began in 2000, when she and her husband moved back to the scenic, coastal town of Rehoboth Beach. “We’d always wanted to live in this area. This is where we met and fell in love and we both had always strongly felt that it would be the perfect place to raise our family.” she explains, “but it’s a resort town and there aren’t any major companies so it’s not easy to find a good career where you can make a living down here.” Attempting to parlay her extensive corporate marketing background into a job, she sent her resume to two top agents in the area. Ultimately, one of them hired her as marketing director. “I immediately got licensed and became her right hand,” says Jenn. She remained a part of that team for five years, and then left to form her own, which is comprised of six members including her husband Brian, also a licensed broker. Since then, Jenn has distinguished herself with a host of awards and commendations, including the Five Star Real Estate Award for Delaware for eight consecutive years. With nearly eighty percent of her team’s business based on repeat clients and referrals, Jenn is clearly doing something right. “We really care about our clients,” says Jenn, by way of explaining this exceptional level of client loyalty. “I’ve given clients advice many times that did not behoove me. I’ve told clients that it’s not the right time to list, and have told buyers to wait a year to save a little more or pay off debt. I’m also not going to take a client to a property that I wouldn’t put a close friend or family member in.” Jenn shows her appreciation for her clients in a myriad of ways, including twice-annual client appreciation parties. This appreciation is clearly reciprocated, as is made evident by her perfect five-star rating on Zillow.com, on which site she is a Premier Agent. Among

the nearly eighty perfect reviews on that site is this one that perfectly illustrates the care and concern she shows for all her clients: “We were referred to Jenn and Brian by friends and could not be more pleased with their level of service and professionalism from start to finish. Their knowledge of the market, builders, lenders and the process was top-notch, and we had complete confidence in them every step along the way.” Broad-spectrum, savvy marketing is another factor in Jenn’s continued success. In addition to tried-and-true methods like just-listed and justsold postcards, her team leverages the internet to provide maximum exposure for their listings. In addition to Facebook and other social media platforms, they also market directly to the large number of agents in their area, including hosting agent open houses and brokerage meetings on-site at the property. “We also get the benefit of being with Sotheby’s and their recognizable brand and strong partnerships” says Jenn, “which means added exposure for our listings and marketing. For example, our listings get priority on the Wall Street Journal website, which is a pretty phenomenal benefit to our sellers.” Jenn and Brian are passionate about giving back to their community, and to that end are actively involved in multiple local charitable organizations. They support and contribute to their local hospital, something they are both passionate about as Brian is a cancer survivor. Brian is also a member of The Beebe Medical Foundation Ambassador program and the Delaware State Golf Association Scholarship fund. Jenn donates her time at the elementary school Art Docent program which uses docents to teach children art history. She has been volunteer & committee member for Autism Delaware and a panel speaker for the Young Professional Network for the Sussex County Association of Realtors. As for the future, Jenn’s plan is to continue growing both her team and her business, while sacrificing none of the exceptional client service that has become her hallmark. “I love working with and meeting different people, and helping them reach their goals,” she says. She has also set a personal goal of reaching a one-hundred percent referral rate. “It’s so gratifying to have a friend of a friend or a family member of client call me and tell me that they want to work with me. It’s incredibly fulfilling.”

For more information about Jenn Barrows, please call 302 - 245 - 1730 or email jenn@barrowsandassoc.com Top Agent Magazine

LINDSAY COUTU & DOM LANGE The Gibson Sotheby’s International Realty team of Lindsay Coutu and Dom Lange serve up real estate with a personal touch from burgeoning South Boston through the communities of Brookline, Allston and Brighton, where they built their respective careers. Lindsay and Dom joined forces and founded their company in 2011 and began forming their Broadway Village Team. Their experience dates back to their respective graduations from Boston University, in 1997 for Dom and in 2009 for Lindsay. “I started right out of college working for a friend’s company in Allston-Brighton,” says Dom. “I was renting apartments to fellow college kids!” sThat path led him to onsite sales at new residential buildings in Boston, where his professional path ultimately crossed with Lindsay’s when she worked in the same field. Equally passionate about Boston, real estate, and customer service, Lindsay and Dom opened Broadway Village Real Estate in 2011 and grew it to 14 agents. “We quickly realized that we had complementary skills and strengths,” says Dom. “Lindsay is great at the organizational, client relations and marketing side and I had more experience on the sales side.” At Gibson Sotheby’s International Realty, Dom and Lindsay still work with many of their original team members who chose to join the Sotheby’s International Realty brand. “We couldn’t be more excited about this merger with Gibson Sotheby’s International Realty,” says Lindsay. “From our first meeting with Larry Rideout and Paul McGann, we knew they were the team to join.” As long-time residents of the communities Lindsay and Dom serve, they maintain a great majority of repeat and referral clients. “I live in Seaport and Dom lives in South Boston, so our clients are our neighbors,” says Lindsay, who loves dogs and all things fitness and takes barre and spin classes in the city. “My husband and I like to hike with our dog or take walks in the city. Clients see us at the grocery store, getting coffee or walking our dogs; they trust our first-hand knowledge since we live here.” Dom, the father of two children, is very active in local schools, sports and community events. He even helped form the West Broadway Neighborhood Association to bring people

together for neighborhood beautification and upkeep. “The neighborhood has grown by literally thousands of residents. I also get involved in neighborhood associations in other neighborhoods where we work.” Client testimonials show that people return to Dom and Lindsay for their excellent listening skills, attention to detail and responsiveness. “The moment we meet someone, we learn the five most important things to them in finding a property,” says Lindsay. These two agents know Boston and appreciate that their clients come to them for their honest guidance. “We both also pride ourselves on responsiveness. As a team, one of us can always get back to someone with answers,” says Dom. They want their clients to be happy. “We’re part of this community and we’re going to see our clients long after they sign their lease or move into their condo or house!” When marketing listings, they take advantage of the rich resources available to them through Gibson Sotheby’s International Realty, as well as their own personal networks. “We us only professional photography, social media outlets and a strong internet presence,” says Dom. Lindsay adds that in addition to traditional marketing mailers, they also do virtual staging and take advantage of other technology like 3-D Matterport tours. Most important with both buyers and sellers, however, is the fact that no client relationship ends at closing. “In fact, it really begins then,” says Lindsay. “We have relationships with these people for years and years, which is why we love our jobs.” Dom adds that that the growth of their original business, Broadway Village Real Estate, happened in parallel with the growth of their communities. “Joining Gibson Sotheby’s International Realty was the perfect next step for us and for the services we provide our clients. Sotheby’s International Realty gives us the tools and resources to take our business to the next level.” To foster additional growth and new heights of service for clients, they are considering involving another agent on their team in the next chapters of their careers while continually enjoying living and working in the Boston real estate market.

To learn more about Lindsay Coutu and Dom Lange, Facebook page, visit broadwayvillagerealestate.com or visit their https://www.facebook.com/BroadwayVillageRealEstate/ email lindsay.coutu@gibsonsir.com or dom.lange@gibsonsir.com or call 617 - 780 - 6344 www.

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

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

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

Know thy history: creating a narrative of the neighborhood

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

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

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

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

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JERRY KOLLER Top Agent Jerry Koller, Lead of International Home Realty in Irvine, California, approaches every transaction as if it were his own. His dedication to providing exceptional client service, coupled with a decidedly multi-cultural approach has endeared him to his many grateful buyers and sellers in Southern California. With a focus on going the extra mile for his clients, Jerry has firmly established himself as a trusted real estate expert, fierce advocate and all-around good guy. Jerry began his journey in real estate at the tender age of eighteen, when he purchased a four-family apartment building, flipped it, and sold it for a hefty profit six months later. He did the same again before relocating to California and assuming a successful eight-year career in the mortgage industry, as a Vice President of Sales for industry giant Lending Tree. “Then the market crashed,” he explains, “and I was fifty years old and wanted some freedom. So I decided to move back into real estate.” After opening International Home Realty, Jerry set about hiring a team of solid, dependable and highly-professional agents, and since then his company has distinguished itself as being among the very best in California. While based in Irvine, the company works with clients all over the southern part of The Golden State, from as far south as San Diego to as far north as Malibu. With nearly all of his business based on repeat and referral clients, it’s plainly obvious that Jerry and his team are satisfying the needs of their many clients. When asked to account for this exceptional level of loyalty, Jerry grows thoughtful for a moment before replying. “I think it’s because we’re a very customer-oriented business. There are very few businesses left that are. In real estate, people need someone to hold their hand, walk them through the process and explain things to them so they can make an informed decision. The number one thing with us is customer service.”

Another factor in the continued success of his business is his commitment to assisting those who do not speak English well, or at all. Jerry points to an example of a woman who bought a house using another brokerage, even though she had no real understanding of the process. “Her agent just kind of pushed it through,” he recalls. With a solid roster of twenty-five mostly multi-lingual agents in place who speak ten different languages, Jerry is able to assist a wide client base and provide expert guidance to those who have been previously under-served. Jerry points to his past experience as an investor and a mortgage industry professional as one of the reasons for his company’s prosperity. “I’m kind of an encyclopedia of real estate,” he says with a laugh. “I’ve been quoted in many real estate magazine articles, and I’m very knowledgeable about the mortgage process. I did home inspections for two years just to make sure that I understood what a home inspector is looking for, and why it’s important. I’m also very solutions-based.” Jerry enjoys nothing more than traveling, though even this pastime has elements of business associated with it. “Last year alone I visited eighteen countries,” he says. “When I go to those other countries, I always meet with other Realtors. I take an information packet with me and give it to investment companies. Anytime I get a chance to go somewhere, I’m gone.” Looking to the future, Jerry’s plan is to eventually move his offices to a more retail-friendly environment, in hopes of encouraging more walk-in clientele. His larger, more over-riding goal is to simply continue providing the exceptional client service that has become synonymous with International Home Realty. “In my opinion, there’s not enough kindness in the world,” he muses. “We want to make sure people feel comfortable when they’re buying or selling with us.”

For more information about Jerry Koller, please call 949 - 379 - 6880 or email Jerry@IHRealty.com Top Agent Magazine

STACEY KROLAK Stacey Krolak had a long history in real estate long before she earned the designation of agent. Alongside her husband, Stacey designed and built homes for thirty years, working closely with a variety of real estate professionals all the while. Ultimately, Stacey decided to put her experience and insights to use, earning her license and taking a hands-on role in the transactional process. That was back in 2013 and in the five years since, Stacey has established herself as a consummate professional and community-builder, equipped with a reputation for integrity, diligence, and a personal touch. Based in Scottsdale, Stacey works in tandem with her daughter Ashley, and with the support of an administrative professional. Together, they serve the greater Phoenix metro area, in addition to Flagstaff, where Stacey and her family own a cherished cabin. As one half of a mother-daughter team, Stacey cites hard work, listening skills, and communication as some of the foremost drivers of their success thus far. Likewise, she and her daughter act as a resource for clients long after the closing table has been reached, which serves a testament to their full-service approach. Accordingly, at least 40% of business is generated by repeat and referral clientele—the highest compliment clients can pay. “Our clients know we give 110%,” she says. “We go beyond real estate, and most of our clients become friends. We’re not just here for them for the transaction; we love to be connectors. If a client needs anything, even after buying or selling their home—from installing a pool to redoing a backyard—we are constantly connecting and working with them to make sure that they are happy as possible.” To keep in touch with that ever-growing network of clientele, Stacey and Ashley stay connected through monthly newsletters and email campaigns that keep clients informed of market developments and local happenings. Once closing has been successfully reached, Stacey and Ashley gift clients an American flag to celebrate their latest milestone. Of course, communication is central to Stacey’s mission, and the first step she takes when working with a new client is to determine their preferred method of communication. “We always ask our clients how they prefer to communicate, and once we determine that, we’re committed to responding as quickly and comprehensively as possible,” she says. “Time and time again,

our clients appreciate that and continue to call us long after the transaction is complete.” In addition, Stacey and Ashley sit down with clients after a successful transaction and solicit feedback for their performance so that they’re always on track to continue their professional growth. As for marketing listings, every detail is capably accounted for. To ensure homes are primed and ready for their market debut, Stacey incorporates the expertise of a stager and finetunes landscaping prior to professional, high-resolution photography. Video, high-quality postcards, and open house campaigns also generate area buzz and make an immersive impression on prospective buyers, both in person and online. Finally, all listings are leveraged across the leading digital listing platforms and social media to net prime visibility amongst local audiences and beyond. To give back to her community, Stacey is actively involved with local and professional causes. Since 2013, she has taken a hands-on role with the Women’s Council of Realtors and currently serves as the organization’s President for the Arizona chapter, leading and supporting over 500 state members. “We’re dedicated to helping women become lifelong learners and ascend into leadership roles,” she says. Next year, she is set to take on the Regional Vice President role and will hold a position on the council’s national Board, as well. Additionally, Stacey works closely with Girls Rule, an organization with aspirational goals that mirror the Women’s Council of Realtors but are geared toward young women between the ages of thirteen and nineteen. “We empower girls and help them discover what their dreams and goals are,” she explains. “Then, we match them with professionals in the community who can mentor them and help them attain their goals.” In her remaining free hours beyond the office and her civic commitments, Stacey most enjoys time spent with family and loved ones, travel, and hiking the beautiful state of Arizona. Looking ahead, Stacey plans to continue growing her business mindfully, with hopes to elevate the standards of her industry by emphasizing the power of education. Finally, with five years of sterling experience behind her, Stacey Krolak considers what she values most about her career as an agent. “Every client is different,” she reflects. “I love the challenge of assessing the client, determining their needs and goals, and getting them to where they want to be. It makes me so happy to help others pursue the American Dream of homeownership. I really love this real estate endeavor, and it’s my goal to keep reflecting and making our impact and service better every single year. Perfecting our art is my number one goal.”

To learn more about Stacey Krolak email Stacey.Krolak@russlyon.com, visit StaceyKrolak.com, or visit her Facebook page here https://www.facebook.com/krolaksells/

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

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

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

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

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

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 36

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JAYSON MADANI Top Agent Jayson Madani, leader of The Madani Team at Keller Williams Santa Cruz has been a vital force in the real estate business since 2003. His dedication to his clients, coupled with his vast knowledge of the industry have propelled him and his team to the number one spot among all agents in this beautiful coastal California town multiple times. “My parents had me fixing up their rentals and showing properties,” says Jayson, by way of explaining how his real estate career began, “and I had the belief that everyone should own a home and not have to pay rent. So that’s what really got me started; the idea of helping people and getting them into homes of their own.” Fifteen years on, Jayson is now one of the most respected Realtors working in his area. As Lead of the Madani Team, he oversees a dedicated group of professionals that includes ten agents and a full-time in-house support staff that works closely together to provide exceptional client service to each and every one of their many satisfied clients. The Madani team sold 118 properties in 2017 alone, and specialize in the Santa Cruz mountain area, where their expertise and knowledge of rural concerns like septic tanks and flood zones has set them apart from much of their competition. “It’s definitely a lot more complicated than selling a tract home in San Jose,” laughs Jayson, “but I kind of like it. It’s complicated, but it’s also fun at the same time.” With nearly seventy percent of his business based on repeat and referral clients, Jayson is reaping the rewards of a career that is based on a solid “client-first” ethos. Among the many reasons for this exceptional client loyalty is the service he continues to provide to them long after the transaction is closed. “I have clients calling me every day, asking for advice on real estate matters,” he says. Jayson also takes the time to make sure he connects

them with reputable vendors for any post-transaction need that might arise. “It’s really about making sure we line them up with the right people.” Cutting-edge, aggressive, and creative marketing has played a large role in Jayson’s success story. Jayson is particularly proud of his recent sale of Howden’s Castle in Ben Lomond, and the marketing strategies that facilitated the sale of that highly-unique medieval-inspired property. “We specifically targeted Game of Thrones fans and people who attend renaissance faires,” he explains. “A competitor told me I’d never be able to sell the place.” Professional photography, video, and a robust social media presence are just a few of the tools in his marketing arsenal. Jayson is very much committed to giving back to his community, which he does through donations and fundraising for multiple local charitable organizations. “I grew up here,” he says, “so it’s important to me to give back.” Big Brothers and Big Sisters is just one of the beneficiaries of his philanthropy, as is a local food bank. When he’s not working, Jayson enjoys spending time with his wife, his children and their German Shepherd. “I’ve been married since 2006, and I’ve got a great family,” he says. He also enjoys hanging out at his father’s liquor store, where he began working at the age of nine and which he credits for his amazing work ethic. “My dad grew up in Iran and moved here because he wanted to be in the redwoods,” says Jayson. “I’m so lucky he did, because I couldn’t imagine growing up anywhere else.” Looking to the future, Jayson’s plans are simple: to continue building his team and growing his business, while sacrificing none of the stellar client service that has become synonymous with his name.

For more information about Jayson Madani, please call 831 - 234 - 6683 or email jayson@teammadani.com Top Agent Magazine

KELLIE REVOIR Kellie Revoir was working in the corporate field when her mother, Linda—an agent minted in 2006—invited her to join her flourishing real estate career. Kellie’s father was a successful builder, and her mother had decided to earn her license to facilitate the sales process of his new construction properties. Soon enough, Kellie’s mother had become the number one agent in her brokerage. Inspired by her mother’s success and the limitless opportunities of the industry, Kellie made the leap to become an agent in her own right. Since 2013, she has partnered alongside her mother to create an intrepid real estate team, built on a reputation for integrity, expertise, and superlative service. Today, Kellie is in co-command of a top team that serves the Springfield, Missouri region and its surrounding communities. With nine buyer agents, an operations manager, and an intern on staff, Kellie and her mother Linda operate as a one-stop-shop serving the real estate needs of aspiring buyers and sellers. Last year, 52% of their business was generated by repeat and referral clientele—a proven testament to their staying power as agents. For her part, Kellie cites passion, diligence, and attention to detail as some of the prime markers of her success thus far. What’s more, her overarching goal is to create a smooth, low-stress transactional process for her clients, accounting for every detail along the way. “We offer our clients a high level of expertise,” Kellie explains. “My passion and responsibility are to make each transaction as seamless as possible. As agents, it is always important to remind ourselves that our clients are uprooting their whole existence, and it can be an incredibly stressful process for most. I teach all the agents on my team that what we strive for is integrity, but also to help our clients feel as much at ease as possible. As a team, we really go above and beyond to make the buying and selling processes simple and painless.” To keep in touch with their wide sphere of influence, Kellie and the crew cultivate lasting relationships with clients that begin on an authentic, personalized level. In addition to monthly mailers and anniversary cards, Kellie and her team also send out newsletters that include a fun quiz and a prize: free frozen custard. They also host three to four client appreciation events per year, from fall festivals and pie giveaways during Thanksgiving to the most recent outing that included 130 of the office’s guests enjoying a Springfield Cardinals baseball event, as well as a bunch of

swag and giveaways. “I’ve built so many friendships over the years with clients and other agents on my team,” Kellie says. “We feel like a family and have a really positive, supportive in-office culture. We build each other up, and I just love that.” When it comes to listing properties, Kellie’s method covers all the bases. Beginning with professional photography, immersive listing presentations are crafted to lure prospective buyers in person and online. Then, Kellie leverages the power of social media and the leading online listing platforms to generate widespread digital awareness, including via her Walkthrough Wednesday efforts, where she utilizes Facebook Live to conduct virtual tours of featured properties. To ensure all listings benefit from local buzz, she hosts opens houses and stocks homes with signage that invites further interest, paired with a round-the-clock number and fliers for passersby to follow up. To give back, Kellie remains actively involved on a local level within her community. She’s served as President of the Women’s Council of Realtors, holds a leadership position with the Junior League of Springfield, supports her area’s Chamber of Commerce, and serves on the Young Professionals Network and Education committees for the local Board of Realtors. To contribute to her professional landscape, Kellie has also served as a coach with Club Wealth since 2017, ensuring agents across the country are supported and given the tools and encouragement to thrive. “I love coaching other agents around the country on how to better their business and to make sure that while they’re succeeding in their professional lives, they’re also succeeding in their personal lives,” she says. “Club Wealth was instrumental in my success and I want to pass that on to other agents and help them succeed.” In her remaining free hours beyond the office, Kellie most enjoys time spent with her two sons, enjoying the great outdoors, curling up with a good book, or traveling to idyllic destinations. As for the future, Kellie plans to continue growing her business steadily, with aspirations to expand her team to fifteen agents by the end of the year, and potentially launch a property management company. She also speaks on podcasts and at real estate events around the U.S. to help others achieve a high level of success following the same path she followed. For now, Kellie Revoir is content to continue using her experience, positivity, and integrity to serve the aspiring buyers and sellers of the Springfield region she calls home.

To learn more about Kellie Revoir visit LiveLoveSpringfield.com, Email kellie@reecenichols.com, call (417) 343 – 1919, or visit her Facebook page here www.

https://www.facebook.com/KellieRevoir

Take My Word for It:

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

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

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

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show40

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

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

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SHANE SEARFOSS A born entrepreneur, Shane Searfoss was first exposed to real estate as a child. Watching his father buy rental properties and flip houses as a hobby, the importance and value of real estate rubbed off on Shane and, by age 18, he bought and spent a year restoring an old Victorian. He later purchased a fine-dining restaurant, which he owned and operated successfully for 13 years, during which time he earned his degree in Management and Finance from Penn State. Shane admits that when he was ready for a change, he felt skeptical about real estate. “Many people get in and out of it quickly and I didn’t know if the money was there.” But Shane earned more in his first year as a REATLOR®, from 2011-2012, than he did in the restaurant business. As manager of the Corning, NY, office of Signature Properties, Shane is a thriving, independent agent. Serving small, historic towns across New York’s Tioga, Chemung, Schuyler and Steuben Counties, the Signature agents operate in a team-like atmosphere, supporting each other and making sure clients receive everything they need. “It’s a boutique feel and lends itself to the higher-end,” says Shane. Conciergestyle service has helped Shane build a business on referrals and return clients. “I don’t spend money advertising myself. In this area, once you’re known for quality work, people tend to return and to send their friends.” The traits Shane’s clients appreciate are many, including his specialization on historic homes. “Having owned and restored five Victorians myself over the years, I have experience in the mechanics of the older homes, which can be tough for a buyer to navigate,” he says. He also has a close network of local contractors who deal specifically with historic properties. In addition, Shane personally absorbs the stress of the home buying experience. “It’s very important as an agent to make it fun. By keeping people up-to-date with realistic expectation, the home buying process is easier.”

Given this approach, Shane becomes friends with clients. “We stay in touch on social media and they get excited to see what I’m working on,” he says, noting the intricacies of the historic homes he sells and his passion for them. He is a member of the Historic Review Commission, which determines what improvements and changes are in line with the historic homes they affect. Further, he is a member and former president of the Historic Near Westside, which allocates grant money to help elderly and low-to-moderate income families make appropriate repairs to their homes. Additionally, Shane is experienced with interior design, which complements real estate. “Our office is keen on doing the very best marketing for listings,” he says. “We use a professional photographer; we do drone video with music behind it; we create high-color glossy trifold brochures; and we have an in-house stager.” Starting from scratch, each listing receives unique attention before going on the market so that agents can get top dollar for sellers. Shane jokes that he is probably the only REALTOR® who goes on vacation for the purpose of seeing houses. But this fact underscores his passion for real estate and the people he serves. Of particular interest to him is the entire Northeast and the Gilded Age mansions. Outside work and travel, he enjoys cooking, entertaining friends and family, gardening, playing with his standard poodle and giving back to the community. “As real estate agents, we build relationships with people during one of the most stressful times in their lives,” says Shane. “It’s so important not to forget them after the transaction. I really do gain so many friends through real estate.” As he grows his business, Shane plans continue focusing on the higher end historic homes while expanding relationships with friends and clients.

To learn more about Shane Searfoss, visit signaturepropertiesre.com/agent-detail/Shane-Searfoss/114197 go to the Signature Properties Facebook page, email signatureshane1@gmail.com or call 607 - 738 - 9799 www.

https://www.facebook.com/signaturepropertiesre/

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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RYAN WILMOTT Ryan Wilmott came to the real estate industry after a long career as an engineer. He always had friends in real estate, so when Ryan began considering new horizons, they encouraged him to give the business a go. Intrigued by the challenge, Ryan launched his second act career as an agent nearly four years ago. In the time since, he has established himself as an agent swiftly on the rise, equipped with a reputation for honesty, adept negotiating skills, and steadfast persistence. Based in Queensland’s Brisbane and Ipswich region, Ryan spearheads his work solo under the banner of @Realty. There, he has managed to garner roughly 40% of his business through referral clientele—a noteworthy feat that speaks to Ryan’s staying power as agent. For his part, Ryan credits forthright communication, diligence, and negotiating prowess as the key factors contributing to his success thus far. Likewise, he highly values the personal connections derived from the transactional process and always places his clients’ best interests ahead of his own. “I’m honest and straightforward,” he says. “To me, it’s about more than just a transaction. I work really hard and I never give up until I get the job done right.” Furthermore, Ryan is sensitive to the complex transitions of buying or selling a home. Recognizing this, he serves as a positive, calming presence that advocates capably on his clients’ behalf. “I try to help people move on in their journey and help them with the next transition in their lives,” he explains. “It really comes down to the fact that I like to help people get where they want go and accomplish those goals and dreams they may have had for years.” To keep in touch with his ever-widening network of clientele, Ryan prefers to take a personalized approach and checks in by phone to see how things are faring once the closing table has

been reached. “It’s always fun to catch up and see how my clients’ lives are unfolding in their new house,” he says. When it comes to marketing, Ryan blends the very best practices of traditional and digital marketing. Once homes are ready for their market debut, Ryan utilizes print collateral to establish a physical marketing presence in the area, including tools such as mailbox drops, neighborhood door-knocking, open houses and custom invitation letters and flyers. Online, Ryan secures premium visibility through promotion across the leading online listing platforms and social media outlets. Of course, one of Ryan’s specialties is in negotiating, and he applies dogged persistence in securing clients the best deal possible, whether working alongside a buyer or a seller. “I stick with my clients to the end,” he says. “I’m really persistent and I never give up. I’m a tough negotiator and I always have my clients’ best interests at the forefront, whatever their goals may be. I try to manage realistic expectations, but I always go above and beyond.” When it comes to giving back to his local community, Ryan has long taken an active role. For seven years, he served as a coach at the local rugby league. He also sponsors trivia nights at local schools and is in the midst of launching a charity that collects underused fruit from local trees, with the goal of redistributing nature’s bounty to school communities and families in need. In his remaining free hours beyond the office, Ryan most enjoys spending time with his family and friends. Looking ahead, Ryan has plans to continue his steady success in the industry. Considering his high production count—with twenty-two listings on his docket, with eight already under contract—Ryan is also considering expansion in the future, with the hopes of one day launching his own brokerage. Finally, with nearly four sterling years behind him, Ryan Wilmott considers the promising road ahead. “It’s so important to have goals and dreams to get where you want to go,” he reflects. “If you don’t, you just stand still. I never want give up, whatever the challenge—I keep going.”

To learn more about Ryan Wilmott email ryanwilmott@atrealty.com.au, visit atrealty.com.au/ryanwilmott, or instagram.com/ryanwilmott_atrealty_sales, or call +61 410 744 315 www.

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