Nationwide and International 7-9-18

NATIONWIDE & INTERNATIONAL EDITION

CONCIERGE CARE: Services That Lure Clients and Transform Your Reputation FEATURED AGENTS

TRACY BLOSDALE SHAWN BUCK LISA CABRERA KAYLA DIEPPA SHELLEY GODWIN REBECCA KALLHOFF OLIVÍER LOUIS LYDIA McALLISTER JOHN McNAMARA DEBBIE MURDOCK CHRISTENE O'SULLIVAN RAYMOND PETKEVIS ANNA KATHRYN REECE GINA TUFANO BARBARA WOLVERIDGE

THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance UNTANGLING THE BIDDING WAR: A Buyer’s & Seller’s Perspectives

COVER STORY

SALVATORE SICA

NATIONWIDE & INTERNATIONAL EDITION

TRACY BLOSDALE

LISA CABRERA

that all listings enjoy maximum visibility across social Fourteen years ago, Tracy Blosdale launched her staying abreast of trends and the many different journey in6real options estate available throughtoher specialty in11 land sales 19 media outlets and the leading 21online listing platforms, her clients. “I think knowledge where her office enjoys prime placement and targeted and development.

She’dshealways hadenthusiasm. a genuine“Things passion is power,” says with are ever-changing this industry, and decided it’s important exposure. Prior to market, Tracy ensures listing presenfor serving others, so fourin years ago she to Shawn Buck got h to stay ontotop of them. I spend on my tation are immersive and pristine, cultivating spaces expand her offerings residential salesa lot in of thetime greater estate six years ag computer educating myself, so I can impart that to ahead of professional photography. Of course, Tracy Port Stephens area.

In the years since, Tracy’s business both my buyers and sellers. I want to be able to his career in prope also makes use of tried-and-true marketing techhas blossomedanswer and she crafted shining reputation anyhas question theyamight have.” niques to raise regional awareness After of listingcompleting headed to for personalized service, enthusiasm, and integrity queried to what she has enjoys most about earning market, including networking with service industry and colleagues above all else.When Along the as way, Tracy acquired a e in the banking industry, her career as an agent, Lisa’s answer comes almost and promoting listings on popular online community host of accolades, including multiple honors as a Texas Tech in mark al estate when she learned instantaneously. “I think that what I like most clients haveness, described Tracy as Bronze, Silver,isand award winner from 2015 SHAWN BUCK TRACY BLOSDALE boards. In testimonials, LISA CABRERA third child. Working sixty that Platinum I’veSALVATORE been able to help people achieve the Shawn decide SICA no longer seemed a viable American dream of owning a home.

There’s nothan agent with boundless energy, a proactive communithrough 2017, as a Century 21 Masters Pin 2016 and skillset to the rea plans and asting about for an alternaing residential more satisfying thanand helping do cator, and a sincere professional who genuinely cares 2017 honoree for sales, as thesomeone Ratefaces My Back just together—Shelley’s Pleased the l How didbeOlivíer Louis become the go-toapproach realtor into communithe marketwith and neigh ice ofin her2007, sister who is anGodwin and her husband hadsomething they never imagined could done.” back ess, not a Shelley for clients. to “I’m very happy doing starts what I do,” Agent #1 Agent in Anna How didalso Rebecca Kallhoff become one of isCounties When it marketing comes marketing, Rebecca welcomed their third theof time, were cation authentically personalized.

As her for btained her license in spitechild. of herAt fears She they is also grateful for havingBay. realized the goal behind her impetus Union & Essex for investment properthem sodecided they know tial the industry offered him, he to et s.

Within 23 24 28 27 Tracy reflects. for.

“I don’t think ofand whatvideos I do asofwork. It x-figurethe career.

“I told myself that I have to become an agent.

“I’ve respected been able to be there forinmythe kids,” she the most well realtors East with professional photographs yeing opportunity to invest in property amidst Seatproperties, Shelley leavesinno detail unaccounted ties?

After graduating from college 2004, Olivíer present, and I appre Now, four years later, he has built a flourishin ferrals.

“I shegrowth. tion do this,” says, “soPleased I went ahead says,results “IValley don’t toArizona? worryNew about South corporate America tellingEvery mePort I really is a part of and my lifetime that’s sure so satisfying and fun.” in the idyllic Wales city ofher Stephens, of Rebecca received the to make each listing stands e’s tomounting with Based the ofhave their enjoys peaklicense placement visibility decided to study property for his real estate so properties heShawn ness,” he says. onbeen to a large company, she soon found her- can’t take a day off“Real to her be with them.

If my are sick, I of can actuestate is kids not just about to children who relyplatforms on school lunch programs.

Buttop her Buck Realty, complete with a reputati erst to Tracy spearheads work under the banner Century 21 Para- online few flips, Shelley ultimately decided to earn her across the leading listing and social real estate license thirteen years ago.

She out and looks its best.

She stays on of effecort than she had envisioned. After one year ally take care of them.” Helping other women would achieve have this is in-depth chief knowledge for his own personaltive service, intrepid negotiating, and utmost p selling houses, it’s about selling greatest passion, outside real estate, is her new effort, called To give back, Tracy is active in the Port Stephens Women in Business dise Waters, serving the whole of the peninsula region.

There, she cense broker once at her youngest school. in addition to promoted that generate sister’s Connect Realtydaughter suggested headed amongoff the to gratifications her job provides. wasn’t sure she was ready toinvestments. take the media leap tive,ads cutting edge trends. “We do a lot online Theoutlets, day after he received his license, To ofprepare a prope organization and as part of the local Tomaree Business Chamber. works alongside principal Michael Kirby and with the help of her heir agent inShelley San Antonio, dreams, understanding people’s Hashtag Hey Sis, for which she is getting nonprofit 501(c) oononly enough, was promising busy serving aspiring buyers even greater exposure.

Likewise, Shelley applies her and become a full-time realFoxtons estate agent, marketing,” she says, “including Facebook ads, photog Real Estate contacted him about potential professional all areas including marketing.

Lisa agreed, Lisa’s inspiring nature is evident when discussing future plans, Likewise, she andon hersocial office participate annually in the Pink Ribbon trusteda assistant, Charlotte Bradley.

In just four patented years’ time, Shawn isand based and serves Dal nd sellersa in her community and forged compelling sense for detail to completely craft letters plans knowing what they (3)toTracy status.

“It’s media it’sinto help after stint and inherthe corporate world, Pinterest, LinkedIn, Instagram and Twitter.” veloped employment.

“I went the interview and neighborhood the restToday, really shines the in mark t status with the company changed as she one of but which is toa increase team’s involvement with she local Day, supporting women with breast cancer.

Inbecome her free hours, Tracy has managed toiswant derive 70% of herfinally business from repeat andgirls referral as Connect an agent in her own right.

Today, Shelley inAlready and to host open houses that net local interest.

Beyond region, where he heads a tightknit team that to accomplish,” says Kayla with no mothers find mentors or to help women realized it was time to follow her She creates single property websites for listoareer the new branch.

“It’s been three philanthropic efforts. heavily involved with her church’s is history,” Olivíer says.

He is now a broker/owner to marketing, he us d sellers. most enjoys spending quality time with her wife and children,coor as clientele—a positive indicator oftoher staying power asthorough an agent.skillset For and ommand of an impressive track forpassion. superlative years of experience, Shelley been open, and we are now a thriving, full-record charitable endeavors, shedecided looks forward Property Sisters ofher Texas agents, an assistant, and a transaction “I to actually make my ings, and posts on the MLS and all the top real at RE/MAX First Realty II in Cranford, primarily He first does resear Dieppa.

To her, real estate is a mentees to girls without mothers.”

By using the hashtag, slient began well as staying through boxing and the gym. With the legal her part, Tracy cites positivity, honest communication, and sincere anIAntonio she enthuses. and Lisa grows being able to to help the needy on a grander scale.

“It would most be my values care,area,” forthrightness, relationships built last. the focuses connections made with active clients and the serving Union County.

He on aon niche market, marketing that will four years’ time, Shawn also managed torer jump into real estate fullestate websites.

She also hosts has well-attended KALLHOFF OLIVÍER LOUIS SHELLEY GODWIN KAYLA DIEPPA business, not a sales busi#HeySis, girls social media can connect privately with hen discussing the recent formation of her relationships greatestown joy todestiny be people able driving toand help our community and people in ourtoREBECCA mplexes, passage of gaytoward marriage in Australia in December 2017, Tracy and as the forces behind her success date.

Espe- of delightful endpoint guiding others the mileworking with investors who do and “fix women and flips,” and be areferral matchinfor the ho time 2010,” shebuild says.

Rebecca soon hadword-of-mouth open houses for each listing that often result ers of Texas: “I would never have thought in inner cities to in get back on their feet.” business through repeat and clientel ness.

“I rapport with each other girls who will listen, talk, laugh and share her wife signed their wedding certificate live on air at KPFK 90.7 cially in a small town like Port Stephens, an agent’s edjustand onbanner Under theyear of Windermere Estate, Wall Street stone of homeownership.

“I love seeing people make one in the business I’d be ableReal to thus toa revitalize neighborhoods recovering realtheesta a thriving business Tracy and she nowhelping leads quick sales. able figure for anoccasion. agent onnetwork thea rise.ofAt h individual and become friends aboutLos theAngeles—an unique dynamics offeel up without honorand and agrowing joyous reputation everything, cemented herself as advice alargest personGroup, Shelley based in West Seattle and serves clients one of the investments of their My clients women, become is successful entrepreneurs.

When askediswhat advice sheand might havehas forfrom new agents, Lisa’s a downturn.

“I source these properties forlifetimes myimprint, about each listing.

He team at RE/MAX Delivers consisting of two Shawn has already established hims able agent a star on the rise.

“I’m down Itoat earth andofIthe to helpacross them take counsel is inwith keeping withswiftly her indomitable spirit.and “Personally, fwant allvirtual kinds thecontrol greater metropolitan region, going wherever happy satisfied the end process,” she says.

“My favorite withover mytheir clients,” she says.

Within aclifew years of starting mother. oftenwehear about kids dads, but there wo investors.

They renovate them,“We and then put them back on without the favorite and other major real job? estate websi full time agents, ainpart full admin/ What is Rebecca’s part of for the heir lead finances and show that they too competitive believe thatmarkets. as longbuyer’s asapproach youdate, have breath your lungs, you have ahead, Tracy shows noKayla, signs slowing anytime soon. take a very honest to real estate,” explains.

“I do my sional leader, and to of account his working nts in one of thethem nation’s most To she oftime myshe work is handing over those Looking house keys.

It’s so fantastic and in real estate, she had already begun to receive 90% of her are so many girls without mothers,” says explaining market,” he says.

“This has allowed me to do a lot of transactions campaign via social types media. nd work/life balance that I’ve achieved.” what ittransaction takes to start coordinator/marketing over and pursue your dreams.person, I don’t care and a part-time “Meeting with clients!” she says.

“I love the different She plans to continue growing her business steadily, with plans toan best to help achieve a positive outcome for both the buyer and seller as also managed to amass the vast majority of her business through exciting to be part of the process of an individual or family achieving credits quality service, client relationships, old you are; cantalk make to it happen.

Alland is required is business fromhow referrals.

“Iyou still clients I that sold houses that “motherless” can referfrom to aallchild whoworld. is growing up what build a healthy business.” assistant.

Rebecca and her team primarily serve the East of people I meet over I really increase her online presence inthethe region, whilelove maintaining thesu consider myself a personal facilitator above all epeat and referral clientele, in addition to Ithose contacts made during the Dream.” for her rapid ascension in the real estate and drive, determination and the passion to get theAmerican job done.

The skyelse. I have a tion as some of the primary drivers of his Whatnot Olivíer’s favorite part o to almostandfive years ago,”including says.

“II ask their absent any number of reasons.

“It’s only thatbusiness leher during Valley Chandler, Mesa, Tempe, Gilbert, Casaof Iwarm do.for I have been so relationships incredibly blessed inisthis business and upon. oer passion foropen educating is the limit.” interpersonal she has built her ofpart, empathy forshe people and don’tabout just treat mykids interactions like a mom memorable househerself events. Forlot her Shelley credits enthu“We take a very honest, direct approach,” Sha Olivíer hasrelaa true talent formoms focusing on every single detail ofmean the clients’ home equity build. Ever and I have been to their housewarmings.

We’ve built their might have died; it can their mother works Grande, Queen Creek and San Tan Valley. in the people I have gotten to meet and the people I get are invesFinally, with four sterling years behind her and an enthusiastic business transaction.

I really do my best to connect with my clients iasm, honesty, and personalized service as the leading characteristics Outside of the He office, Shelley connects his to her community through would never tell a client to buy a house that transaction. believes in educating clients, talking to them they are either paying their own tionships;her it’s very organic and nothing is forced.” a lot or is dealing with addiction and they areBlosdale mostly to workbusiness with onfuture a day-to-day basis.”

To givebeing back to the outlook on the ahead, Tracy considers what she on a deeper level. very tenacious and have boundless energy f her working style. Furthermore, service offerings runI’m the gamut, various Sarah informed duringcharitable each stepefforts. of the Alongside process andher ensuring theypartner, fully undermortgage,” says.consider “Owningthe yo myself asbaskets anfield. investor.

Wehe enjoys most about hertakes chosen up that Sold comes to this business. never give up.”from What sets Rebecca and Iher team apart otherraised realtors community, Rebecca of“Putting goodies toalso local fire- sticker by their dad or someone else.” nd she makes it point to account forwhen even itthe smallest details.

“I’m Georger-Clark, Shelley gives to Dress for Success, a clothing drive Donough stand what they are signing. “I explain the pitfalls, client’s I explainfinancial the properties are great ways to buil especially whe never Tracy important remember be the area?

“Our customer service is topafter notch,” says. fighters on old,” International Firefighters Day and totonurses on to clientsworked get a concierge-style service when forserving women in need.she Additionally, at the gets close of each sale,says.

Shel-“It’s socommitment, Having in in property management four n full-service DeKalb Realtor and bestyears case scenarios, I prepare them ahead of time,” hea says.

“That homebuyer. enjoys helping his agents first-time We make sure togrow acco yourself and have fun with the process.

I also love that you can As the number one agent in Anna Bay, Tracy has developed sureworking with me,” she says.

“In this business, honesty and integrity are ley contributes $200 to a cause of her clients’ choosing.

In her free “We make sure all of our clients know exactly what is going National Nurses Day. Her team donates a portion of each her 2009 move to Atlanta, Kayla developed a makes sense of For Kayla, bothmakes her love helping clientssystemized and her passion thewhat process smoother, which my of clients happy.” profitable business. s referred emergency funds, if something requi make your own way in real her estate.

I really believe thatInshould if you put in fire systems when ittop-notch, comes to listing the mostcommission verything. My customer service and coordination skills hoursproperties. outside the Leveraging Shelley enjoys spending time with on from theare start of transaction end of thefor transacto the Children’s Phoenix Hospital.

He’sto a the quintessential professional with a strong business strategy.

“I didn’t choose“I real her estate, real real estate sales entails and why shethewas ideally suited foroffice, her nonprofit drive her real estate business growth. the effort and stay onthey top ofthose your game, then success will follow.” ofend.” her company, Century 21,ones, Tracy ensures nd I hold my clients’ hands from thetech-savvy beginning to Shelleywith family and loved especially alongside her husband as cheer have all conversations up front about fin tion.tools Wethestay in banner touch them, and follow up even after cherished free time, Rebecca loves to spend time outdoors “I’m not just an agent, showing homesand andmake opening doors.

I run lottery and had a hundred million and sellers.

“In property management, want to expand thing even more systematic in my lso cites responsivenessrepresenting and positivity buyers as keythe factors of her success.

“I As on atheir three kidsexpert at their various sports events.

Likewise, Shelley istic affordability.” transaction is closed.” result of the service with her children and grandchildren.

Together they go asobusiness which me to help my clients educate the my still be but a broker/owner.”

I got acclimated excited about real and after a allows business,” sheactive says.

“I doand want to grow team, I don’t of youth ave a can-do attitude and always keep myand clients encouraged,” Shel-estate, enjoys cooking, reading, and staying through morning theyLisa provide, over 25% of their business fromme,” repeat camping, hike local trails,boot and swim, boat and jet ski at agents whocomes work with he says.

As a result of this professionFor more information about Cabrera , few toyears beganthe wondering about the next step,” she says. want to be a mega-team.

My clients need my attention and ey says.

“It’s also important thinkIoutside box with creative ways camps and on trail-runs through Seattle’s Lincoln Park. on school and referral clients. Rebecca alism stays and in close contact theclients, lake. For theoffuture, Rebecca plans to continue growing In of client relationships and commun willingness to with educate his 90% histerms business To give back, Olivíer donates gene call 210 - 360or- 9399 email Lisa@Cabrerarealtygroup.com oy write-up an offer by emerging areas.

I am emailing my clients’ “I exploring wasorworking with private companies and apartments I enjoy working with them!”

She hopes one day to have Sis, for past clients, updates of property values, mailing her team of agents.

“Our goal is definitely to add aacouple comes from repeat and referral customers.

Network, ainnonprofit that those raises makes it a point to stay touch with dvocate—from recommending subcontractors and finding the right the future, Shelley’s plans include sustained professional complexes, whichholiday involved showing homes and portion her business feedafter into the nonprofit.

“I do need and birthday cards,Considering and developing hosting customer appre-of more team members inthe the closing next twelve tohas eighteen months girls with medical research, and community table been areached.

“We d ender, to referring clients to resources that are helpful2014, when researchgrowth andand a continued commitment to to herhelp community and practice. sales skills.”

By January Kayla was licensed on buyer’s agent me leverage my time,” she says, noting keeps touch with past clients by high-producers stopping aby, sending issues.

In his free time, he loves to ciation events. She also reaches out onin the anniversary that are and are helping clients buy and sell Copyright TopHe Agent Magazine enghashtag, one-time school systems, even perks for pets. It’s always my goal to help “Our goal is to continue growing, keep helping people fulfill theirRealtor; we want to be your Real seethat how they doing, letting them know when aher the boardwalk, the beach, r homesales. purchases to letindependently her emails, formercalling clients she is arehire homes,” she says.

Now that’s worthy goal and go onetoshe’s her way with realofestate “I work fortoknow she’ll someone whoplan embraces service-minded alk, “We’re lientslaugh fulfill their every dream. All in all, I always have their backs.” dreams, and to give back to the community,” she says. “Isays. to keep always looking for feedback to b their neighbors list/sell their “I homes, and sending holidayMeanwhile, cards he she wants to loves continue to grow his thinking of them. sure to achieve! now and I like it that way,” she says.

“My clients prefer values. love helping people!” also bout kids doing what I’m doing and keep developing as an agent.rience I’ve always for the next individual we serve.”progra What and although thoughtful Igifts so know he is thinking of them. He vative having me as thenetwork only agent representing herthey includes heralso husband, hercoaching/mentoring children, o keepcan in touch with her ever-widening of clientele, Shel- them, believed that the more you dofamily to givetime, back, which the happier you become.” less” and his team are steadfast in setting clear exp enjoys having past clients over for client appreciation parties or their careers. With his passion for ey connected through communication that adds valuevirtual to the assistants Now, with more than a decade of experience behind her and abeginning positive do have three assistants and two that help and their active involvement in the community where they eirstays moms the and reach out regularly throug get-togethers. With current clients, he sends frequent updates on others, he’s sure to make those dre ves being of area homeowners. news updates and outlook on the road ahead, years play to come bound to be bright keepFrom thingsneighborhood running systematically.” live,thework, andare serve. stly of a transaction to ensure all parties are wel To learn more about nnual market reports, to client appreciation events that bring familiar for Shelley Godwin at Cloud City Homes.Tracy Blosdale

a of Connect Realty in San ed a career based on determent to top-notch customer e to be instrumental in the nts and her fellow agents. A on for the industry and genhrough loud and clear when spiring both this writer and o contact with.

SHAWN B

SHELLEY GODWIN REBECCA KALLHOFFOLIVÍER LOUIS KAYLA DIEPPA

CONTENTS

4) CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION 8) THERE GOES THE NEIGHBORHOOD: HOW TO LIST HIGH WHEN NEIGHBORS ARE A NUISANCE

17) UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES

29) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

20) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

33) PRODUCTIVITY KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

25) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET

on the same page. “We make sure all of our e Phone 888-461-3930email | Fax 310-751-7068 Tracy@c21nelsonbay.com, visit Century21.com.au/NelsonBay, While anyone might be able to sell a house, Kayla believes aligned, so that clients know and understand o the real effort is in getting to know people a transacmag@topagentmagazine.com www.topagentmagazine.com call| during +0422294499, or visit her Facebook here. we page understand what they’re looking for,” he e www.

business o want to king with er’s agent e-minded band, her

https://www.facebook.com/tracylewis4/

tion and continuing to show she caresinover long term.

A and weishave systems a No portion of this issue may be reproduced anythe manner whatsoever without prior consent of the disciplined, publisher. Topconsistent, Agent Magazine good number of her clients are investors who buy numerous to streamline our productivity.

All in all, published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy ofplace published materials, Top Agent Copyright Top Agent Magazine properties; their Kayla is or able peopleor and we build relationships Magazine cannotby beunderstanding held responsible for portfolios, opinions expressed facts supplied by its authors. To subscribe change address, send that last.” to to keep them informed of opportunities to To meetfind their unique inquiry mag@topagentmagazine.com. out more about Rebecca Kallhoff, needs. From Douglasville in Atlanta’s western suburbs to Published in the U.S. call 480-275-9567 or email rebeccakallhoff@remax.net McDonough in the Southeast suburbs, Kayla has made You Atlanta can also at Rebecca.kallhoffteam.com herself an expert on the Greater area.check “I live her in out online To find out more about Olivíer Louis DeKalb County, so a lot ofmore my referral businessShelley comes from To learn about Godwin Top Agent or Magazine contact him via email at olivier@olivierlouis.com by phone at (9 there, but I want to be able to give anyone whoSGodwin@Windermere.com, is referred to Copyright Top Agent Magazine To learn more about Kayla Dieppa visit CloudCityHomes.com, email me the best possible service.” visit kayladieppa.phprealtor.com www.

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CHRISTENE O’SULLIVAN 31

Christene O’Sullivan always had a passion for real When it comes to lis LYDIA McALLISTER JOHN 35educa36 tech-forward approac DEBBIE MURDOCK estate.32 Though she honedMcNAMARA a career in the

tion sector, triedbrings her grew hand in perspective property sure for each home John McNamara up in a three months, and sends monthly postcards with feat When Lydia McAllister began she her also Lydia a fresh estate and loves creating How todidreal Debbie Murdock become phers and drot investment, building and renovating homes every avenue to get real estate family.

“My father has ings, feature sales, or helpful information about the journey into the real estate profession memorable experiences.

It’sand no surprise then that her favorite part one of the premiere realtors in includes the listing.

Sh assembling an incisive portfolio along the way. premiu been a broker for over 40 years,” in 2015, she vowed only to work with of her work is working with first-time homebuyers. “They keep This me Northeast Texas? to present the Ultimately, Christene decided to parlay her he knack and top online lis he explains. decided does John most histhe work?

“I enjoy the best while providing the utmost going!

IJohn love to see them light What up, knowing that love this is theirabout home, tinue to live i forand realresourceestatewanted to become an agent and accredited ness pages emai to become real estate theirlives.” real estate goals,” heand says.

“N in integrity, dedication where they geta to start memoriespeople to last maximize the rest of their Given Debbie and her husband Mike both she says.

To m auctioneer.

Today, she has built a fourteen-year unturned.

From there fulness. At the time, while living in a himself the at-times nature of real estate, agent whenexhausting, he attendedtrying a I’m transitioning to Lydia’s a team,ability I’m really enjoying t grew up inagents, specialferent MLSbui si career defined by professionalism, localthis knowlapproach through le small town in Northern California’s tohosted help people reach life milestone is families the greatest honor and seminar by legendary real younger andthat helping them grow and ized in residential and commercial conducts a dig M c NAMARA DEBBIE MURDOCK CHRISTENE LYDIA McALLISTER Trinity JOHN County, she edge, knew and thata personal Big joy.

“This is such aclients beautiful part of California, of the world.

I just connection with that makes a splash in pe estate coach Mike Ferry.

“That business.

It reminds me of when I first got into the na Kathryn Reece become oneValley Properties wasoutlasts Aconstruction. true people person, she loves toabid sb Soon after they were the company to inspired love being ablehetosaid. help people find theirO'SULLIVAN hidden in BARBARA WOLVERIDGE the closing table. type, Christene’s really me,” As myself.”

John is treasure focused onTrinity building a team with a theyback started their own new After working she as is grateful for that deciCounty, Humboldt Countyhandwritten ormarried, Shasta County.” respected real estate agentsjoin andsoon notes to herexpertise, clients tohis letInteam th and He their goals. fa he graduated from college he received of giving to the community. and Barbara Wolveridge got herhis startlicense, in the real estate she also incor sion. Each team member works as part home construction company.

They have had a remodeling and attention Based in Sydney’s Northern Beaches commuare what Christene en and after working for three years in than Newthirty York, he ago. moved in Keller Williams’ annual Red Day v business more years 1984, ipate she she’s photography that and showc 39 in system 43In know 45 -Salem? Born andteam,raised thinking ofFifteen them.

40and of a larger with the support of the entire themade With the goal of refuse creating clients and for homes. life, Lydia also company have purchased andfriends flipped their best nity, Christene works in conjunction with her quarterly “I light. loveinFrom helping peop was an offer she couldn’t and relocated there, shei to Las Vegas tengroup years ago.

He now leads a and thriving team with Three Square, abest Southern Nevada foo expertise of was broker,aRetta Treanor. serving Las Vegas puts effort into being atake contributing community member, em, Anna Kathryn stayyears ago, theyregion decided to their construction knowledge “People—wo to surrounding the Mornington Peninsula to begin her global reach to with netdream wide daughter, Petrina, and hasgreat generated an impressive 40% of her in their lives, helping their and the areas.

In his free time, John spending time his Top Agent Gina Tufano ofloves Pearson The appreciatio helping where needed while enjoying abundant outdoor activireal estate career in earnest.

Over the course of the hitting the marketing, and apply it to the real estate industry.

They both received protecting the business Towatching account for team, we’re incredibly grateful to To label Ray Petkevis a “Topthrough Agent”repeat wouldand referral With anclientele. impressive amount ofAshburn, his business based on repeat an football and basketball, andis hiking or goin Smith Realty in Virginia made obviou m who loved being with her When it comes to marketing listings, A nextorthree ties decades, Barbara honed her craft, built drafted copy pertaining to “I’m there to-bat for my clients, whether listing their property like hiking, camping and time at the area’s many lakes.

“In take their real estate licenses and now they are owner/brokers with action isFor my pm her success thus far,bold, Christene cites communication and diliclients.

Weand don’t that respon When he understatement. arrived in Laslasting Vegas, he built his business byreputation gym.

He also enjoys reading meditating. the be a significant This referred clients, Ray and his team are clearly inspiring a high lev can claim over two decades of holds, and her relationships, and established a spective buyers online.

W helping them find a home,” says Lydia. “I make sure they’re getting particular, I likeworking to be involved with the Roderick Senior Citizen arted to miss adult companKathryn believes strongly that prepar thirty agents in their thriving office.

“Mike is the my job is seei gence as some of the chief motivators of her working style. what we do, and that shows in ho reaching out to “sell by” owners.

After John would successJohn plans to continue growing a high quality team o for integrity and consummate professionalism. decades of market insigh forward-thinking Realtor isIncurrently blazof client “It’s because I’mclients relentless,” says with experience providing with post-transaction the most out of the transaction and the best deal possible.” addiCenter,” she says.

“Iloyalty. attend bingo nights, which allows me to Ray broker and work together keeping myuswell that happens!”

Likewise, her as managing Senior Sales Agent at we McGrath Collaroy soinimportant to that clients bara’s ofour knowledge fully sell their properties atrole or above market value, those and creating amazing, fun environment for them er her kids tion, began the listing is key to a sale at aby ht exceptional real estate guidance. evidenced ing a trail of stellar success the Delaware laugh.

“Iwho take onboth anything; Iandon’t say noquick to things.

I’ll give Lydia’spre-school, deep familiarity with her market ensures that in buyers connect with those have built our neighborhoods.”

She also is Under the banner ofto Sotheby’s Realty as counselor and facilitat production as estate anInternational, associate broker,” Debbie says.

Located speaksthe to word her staying power as aup real professional.

Her clients soon spread about him their family and in.

Now that’s a worthy goal and one that—with Her honest, open approach is Zillow.com.

Aaa won’t waste time looking in areas that don’t meet their needs.

For involved with the middle schools and high schools, having served market.

As owner of the Delaware Realty a shot even if it seems a little whacked out.”

His outright pu Barbara is based inand Port record-breaking Douglas and spearheads an expert’s seasoned eye ker reachedsellers, outLydia’s to understanding her and of the market price.

She advises clients on declutter 96% auction success treaty Toincluding give back to her community inrate Canton, they serve allcoupled ofprivate Northeast Texas, Van Debbie and hea friends.expedites He quickly builther a of great reputation and a business experience, expertise, and enthusiasm—he’s sure to with a wealth of industry particularly illu the process as a volleyball referee in the small community of Hayfork, in addiwork alongside anchase all-female that serves GINA TUFANO BARBARA ANNA KATHRYN REECE RAYMOND PETKEVISGroup, which operates under thealso umbrella of team aalldump truck industry tocounties. facilitate junk removal from his listing sales results solidify her standing as a local sponsor Love for Lockie as well a Zandt County and surrounding nity, their chu that’s now mostly comprised of repeat and referral clients. he come work forwithhim.

She and staging high pho connecting the ideal buyers. to hosting a family fun fairhas booth WOLVERIDGE atand the to county fair. rule” the greater tion Tropical Far North area. There, she To playquality an activeI’ve role in knowledge, her ensure “golden realtor ev

ANNA KATHRYN REECE RAY PETKEVIS

GINA TUFANO

of industry giant his Keller Williams, Ray’s“I’misextremely just onereliexample of hislocal often unorthodox highly effectiv leader.

Ascoming such, back?

Christene leverages her first-hand In her hoursbut beyond office,m alsothesupport What keeps clients

managed to derive the overwhelming majority of bara her service-or philosophy hasshow endeared herproperty to turns navigate, keptvm areer as a real estate agent and is areservoir graphs that the inand its ofalways industry knowledge hasthe approach.

“I business don’t even sayfrom that Ispent think ‘out ofhusband the box’, knowledge to business give clients a much-appreciated edge amidst a with her love her through repeat and referral clientele. worthy causes.

Every yea Over 60% of Debbie’s comes repeat and referral well as instea the lo able. available.

I pick up phone.

I always Marketing homes and landvast group I’m effort, explains Lydia, Having moved to Redding, where Big Valley Properties has a newer everyone who has the good fortune to work with her. Focusing my home quick outlining her method, Barbara cites honesty, forthrightness, party and gift drive for the underprivil competitive marketplace.

“I’ve got a isnurturing, caring sort “My of the outdoors. translated listings into his recognition as the number one less Keller I say ‘what box?’”

Additionally, in his typically unique fashio clients.

What keeps her clients coming back?

Debbie provides Debbie enjoy wantlocal to answer questions from my clients and keep them mentioning on team’s the appropriate and state MLS. In “We office, Lydia, who the manager, is getting more involved with her a thriving business.

Recently best light. job is to get it right at the transaction and ofmore on thethus peoplenity. involved was very perso andChristene positivity on as some of the keyalways drivers hermy success Likewise,inher charitable efforts ex explains.

“I’ve clients’ Williams team in that state. he has a limousine to clients when they ar excellent service.

“We treat others the way wetransport would to recommend grown childre have a very agent up-to-date website that streamlines MLS,” she says. real estate association.

“I takegot part inwill the legislative days, making up-to-date the on personality,” the market,” he says.

Hehonest works hard topurchased ensure them, her reputation as a Realtor who can be trusted has want her far. “If you are and do things properly, people come including abeen fundraising mission for an -old son, Charles Reece, has joined her in the very beginning,” she says.

Only then does she conduct a th best attoheart and tohave put myself their position, Considering the future her wome busin “We area a top producing company that internet marketing sure thattry people are aware ofin the topics around housing affordability be treated.

We go above and beyond to make suregiving everything theoffuture, De theyexcels haveatsuch an interests incredible John and his touring homes. back experience. you because they had ateam good experience,” Barbara tan, to the disadvantaged truly earned. approaching allough aspects of the transaction their perspecgrowing steadily and mindfully, m we haveexecutive a group Facebook page that our whole team collaboand how important itof isreal tofrom be involved in legislation around keeping 37)and THINGS YOU 41) A STEP-BY-STEP 44) 4 WAYS TO WIN pride themselves onRay understanding the ins-and-outs they need is taken care of,” she says.

To stay in touch with past real estate and says.

“That has always been ourcampaign motto, and it works.

Whether communities, and volunteering at anall orp nging with him an abundance millennial techmarketing on social media, the MLS, and A5former at the of Philadelphia Inquirer, chose to leave When she’s no rates on.” They do postcard mailings, openlaw houses, door-knocking building permits affordable new home projects.” tive.

It’s not a one-size-fits-all about dard her clients have co working with a buyer or approach; a seller, it the isit’s ourfor job to fulfilling create posipines.of Inorservice her remaining free hours beyon estate in Las Vegas and on doing everything buy clients, Debbie consistently meets them for lunch coffee, “We want to DO TO ACHIEVE CONVERTING THE BATTLE AGAINST that position when the economy took aGUIDE grimand turnTO and that publiRay’s creativity is in full force during his with clever, broad-spectrum Gina was only twenty-two when she began her journey in volunteerism an pertise. CAN Together they serve Winston-Salem major real websites.

Kathr tive experiences for ourestate clients.”

Considering her After robust rateworking most enjoys qualityAnna time spent withinh and “whatever it takes” to prepare and sell “We homes land. each clients’ needs and delivering.”

To do this, Christene stays continue building her presence book. doand things the right way.” and sends out emails and helpful mailers about market trends. production,” real estate back in 1996.

“I was trying to buy my first home,” donation of sup cation declared bankruptcy.

Recognizing the diminishing future of marketing campaigns that have played a significant role in ha of repeat and referral clientele, quality relationships also play ones, embarking on walking tours, an YOUR BIGGEST GOALS INTERNET LEADS TO PROCRASTINATION was extremely honored receive a 2017 Rising Star award andLydia responsive throughout thetoand transaction, her service of the aspiring buyers ing areas. the newspaper business, he began workingcommunicative her clients remember her dedication toIgolf. helping them She reaches byTo text phone. cantly each y an integral role inalso Barbara’s enterprise. keepsincere infrustrated touch with round of she explains, “and Iout was getting withsional the agents Her primary pa at Ryan Homes, where ever-growing success.

In addition to standard methods like th Lydia’s clients remember her honesty and her attention to guiding from the California Association of REALTORS , displaying understanding well that start stakes andhigh tensions run high toduring Northern Beaches area.

“Our goal LIFE SALES To marketREAL listings, John and hiswas team with defithe market wa her wide network, she applies an authentic approach staying running across.

So I did a true do-it-yourself and got my dren and travel thetheir way through the transaction. them through the process, making sure they understand facet proven success as aover top producer.

While she credits Bigcommunity, Valley he immediately achieved Rookie ofphotographs the one Yearofeach status.

After five MLS and social advertising, helisting, brings new to Barbara the ope life’s milestone investments.

To keep in media touch once the help the and look afth connected—meeting shared meals, or touchthe path life ahead, nition taken by in-house professional When itorganically comes time help her clients prepare aprogressing Debgetting better license, and the rest isto history.”

She admits toConsidering of the transaction.

“Our contracts have numerous pages; I walk Properties a support system that fosters success, Lydia can years, he found the constricting schedule frustrating, and began house tradition.

“I’ll actually bring a deejay and a sound system transaction is successfully complete, Christene reaches out Now, with fourteen years of expe ing base again through handwritten notes and letters.

All in all, growing her business steadily, with hop of the amazing service they provide and herthem longphotographer.

“We don’t just take pictures the house, bie takes aof full tour ofthe the property and haswith thehome seller show her As people happy inistake the business, primarily working friends and fortothe futu them through of the that details and encourage ask through ques- toslowly certainly some oftext credit.

By educating buyers and approach decidedly focused on individual and sterling legacy in on the years come.

Fo regularly social media, email, message, and by siastic outlook the future, r looking for each a position would himpictures thetoflexibility spend and playWe music.

Ithe treat each new listing as if I’m throwing a the part weallow also take of Barbara’s the community amenities. are all the important features.

After doing a complete assessment, track record family for the first eight years while she built up her knowlness while sacro g in the community, the majority of her business Anna Kathryn and her husband Mark have four generation tions about everything,” she says. “I’m also here to help decipher sellers, and by making herself available for their every need, she is family at the heart of every home bought or sold.

“To me, the to build her community—one aspiring phone—ensuring connections last naturally for the long haul. for Christene O’Sullivan. going to sell the lifestyle of whatever community they more time with his family.

Hired as CEO of the Keller Williams at that house, just to show what a great setting that home would b Debbie the property, hires professional photograbusiness and most important principles are to be respectful and Finally, Barbara Wolveridge consh edge base.

Gina committed tothen herstraightfornew careertime. full-time in that has becom the huge amount of jargon that’s thrown at the buyers from lenders gifted withprices the opportunity to be party of people’s journey to home repeat and referral clients.

What keeps her in Winston-Salem: Anna mother; th are in part of, clients he John creates aliving tailored marketing franchise in Northern Delaware 2015, he says.” soon found himself for living a“It’s great wardfamily in all ourland dealings,” she says. also life.” important to have mostKathryn’s about her lengthy industry tenure and title officers.” or ownerships.

2006, and found stellar success almost immediately, despite more effort into a bitwhich ofRay fun results along thein way.

For me, that’s the winning formula.”

“I love beautiful homes, but above all, I campaign for each listing, a high number supervising more than a hundred and forty agents.

While lead k? “Their past experiences,” she explains.

“A “The client twothewe sons, Mark III and his wife and theirIt’sthree dau dismal state of the economy at the time. Kate “Inshe 2008 I hired not about m reflects. “I love the interactions of showings.he have, the more offers Top Agent Magazine is seen those offices to unprecedentedofsuccess, stillmore did showings not have the When Ray isn’t working, he first enjoys spending time with his wif my firstto assistant, and in 2009 I hired my buyer’s agent, them going on When it comes listing properties, Barbara’s formula is and helping others.

That’s what has alw o back to a schedule Realtorflexibility if theyhehaven’t done a good ters; Charles and his fiancé Rebecca, who will behis marr get, which puts more money inand our clients’ pockets,” equallytotried-and-true.

In addition stylingwhose and staging in thehe real estate getting game.” and it’s justAmy, taken off from there.”

Now overseeing Team AGC of s desired,we and requested permission leave his sontoJake, baseballstay team coaches, and out one he says.

“When they have more money in their pocket, by Real Estate Agents and rked with some four times.”

Anna in October. lifewhich revolves around spending time with (Ask Gina year-old & “My Company), consists of three other agents, the team,” sheca that people role and three becomeand an agent.

The rest, as they say, is history. daughter Ava. Boating, fishing, and attending classic they’re happier with us.” employees and asays. runner, Gina andcherished her Nineteen intofully his new endeavor, Raytheir was rankedfamily thethree num-administrative shows among his recreational pastimes.

He is also passiona ens to her clients so months that she understands and realareestate,” she In her free t Brokers in every U.S. city and team have made a name for themselves as agents who can be “I heard once ber one Keller Williams agentAfter in the state.with Currently aclients licensed about giving back to his community, and volunteers for multip working John, his rave that he is incredibly k to what the client desires,” she says, “and I make shetrusted loves to play bridge, golf and spend time with her gra amount of mon to provide honest guidance and solid communication.

To find out more about John McNam broker in Delaware and a licensed agent inresponds both Pennsylvania civic organizations. attentive and quickly to alland their needs.

They Internationally! also numbers, but their time. INew really try to pinpoint their needs and daughters.

It’s been a joy for her to see her hometown growi email jmcnamaraiii@gmail.comw his down, straightforwardness and honesty. “We really Jersey, he shows no signappreciate of slowing and is currently Able to boast of a business that has a rate of repeat and referred and on instillin REALTOR Vendors and do care about our clients’ goals, achieving those goals,has to breaking even more sales records.

Looking toand hisa80%, indisputably bright future, hasoravisit typicall call 702 - 606 -Ray 2286, ork on that, on nothisaway different agenda.”

“Winston-Salem lotGina to offer.

There’s so much going customers hovering around is clearly an asset to all Please contact To find out more about Debb outperforming their expectations,” he says.

Tolearn stay in touch To more about Christene O’Sulliva unorthodox method to measure his success: “I told my agents th johnmcnamaraiii.yourkwagent.co of her many buyers and sellers. asked to account for this as well. It’s in out this town.

Industry isWhen really growing here Real Estate Companies— with pastdedicated clients, John reaches by phone every two to 100% learn more about Lydia McAllister , email debbie@exitrealtypro.com, ca Ray’s team is comprised ofTo equally professionals, all we would have success in this business when every one o mcgra email christeneosullivan@mcgrath.com.au, visit exceptional rate of client loyalty, Gina points to the communimag@topagentmagazine.com Anna Kathryn like most about her job?

“It’s like toproud be involved in our thriving community.”

For the futu of whom share his client-first ethos.

Ray is justifiably of them leaves me,” he explains, “because that would mean that eac “As402 we’ve440 grown,” she explains, “we’ve set up exitrealtypro.com/debb or visit callfactor. +Properties 61 128, or visit her Facebook page bvptrinity.com or go to the Big cation Valley Facebook page, visit Nationwide Get &and Copyright Top Agent Ma Tois learn more about Barbara Wolveridge systems toof make sure that we are constantly communicating and every member of his and is quick to praise when them will have collectively and individually hit their or call 888-461-3930 for puzzle. Everyeachsingle transaction is team, different, Anna Kathryn looking forward to working with herown sonpe email lydiamcallister.lm@gmail.com or They call 530.394.0239 Barbara.Wolveridge@qldsir.com, call +61 – 418And 760 – 004, or visit her with the client. from us fourneed or five times a–week speaking of them. decidedly egalitarian approachemail is evident sonal goalshear and no longer work. that means I wi International exposure! to find all the pieces and His make that puzzle come learning more about technology.

“Itolove people.

I lovethat show Co ad rates and information. during the transaction.” when he says, “We have a phenomenal team, and I think it’s super have achieved success, also.”

Copyright Top Agent Magazine ve my clientsimportant and working tobemake things forThat’s the houses.

Anna Kathryn says with a sm Copyright T to not just focused on oneright person. reason I love listing houses,” Imparting real estate wisdom with clarity is another factor in it’sdeeply called therooted Delaware Group.”

Spoken like a true me leader.

Kathryn is so in Realty her community that “And my son is helping get caught up with the Internet the team’s success. “We take more of a teaching role than just a her to stay in touch with past clients, who she often tech side the there’ business.

I love what AdditionI do, and I am look ‘sign here’of or ‘sign mentality,” Gina explains.

Top Agent Magazine 3 ally, her empathetic approach is a bit of an anomaly in what is en she’s out shopping or eating in local restaurants. forward to the years ahead!” she says.

For often a commission-driven business. “We really want to hear ®

www.

www.

https://www.facebook.com/bigvalleyproperties/

https://www.facebook.com/chr

www.

www.

ttps://www.sothebysrealty.com/eng/associate/180-a

Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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Top Agent Magazine

sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant Top Agent Magazine

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

Top Agent Magazine ®

5

LISA CABRERA Top Agent Lisa Cabrera of Connect Realty in San Antonio, Texas has forged a career based on determination, a solid commitment to top-notch customer service and a true desire to be instrumental in the success of both her clients and her fellow agents. A born leader, Lisa’s passion for the industry and generosity of spirit shines through loud and clear when discussing her career, inspiring both this writer and everyone she comes into contact with.

Lisa, a former executive in the banking industry, began her journey in real estate when she learned she was expecting her third child. Working sixty to eighty hours a week no longer seemed a viable option, and she began casting about for an alternative career. On the advice of her sister who is an agent in Houston, she obtained her license in spite of her fears of leaving a dependable six-figure career. “I told myself that I have the drive and determination to do this,” she says, “so I went ahead with it.” Initially signing on to a large company, she soon found herself receiving less support than she had envisioned. After one year with that company, her sister’s broker at Connect Realty suggested she work for them as their only agent in San Antonio, promising unwavering support in all areas including marketing. Lisa agreed, and soon her solo agent status with the company changed as she began to recruit talent to the new Connect branch. “It’s been three years that this office has been open, and we are now a thriving, fullblown presence in the San Antonio area,” she enthuses. Lisa grows touchingly emotional when discussing the recent formation of her own team, Property Sisters of Texas: “I would never have thought in a million years that after just one year in the business I’d be able to help other agents, other women, become successful entrepreneurs.

It’s like a sisterhood. I want to help them take control over their lives, their careers and their finances and show them that they too can have the flexibility and work/life balance that I’ve achieved.”

When asked to account for her rapid ascension in the real estate industry, Lisa points to her passion for educating herself and

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

When queried as to what she enjoys most about her career as an agent, Lisa’s answer comes almost instantaneously. “I think that what I like most is that I’ve been able to help people achieve the American dream of owning a home. There’s nothing more satisfying than helping someone do something they never imagined could be done.”

She is also grateful for having realized the goal behind her impetus to become an agent. “I’ve been able to be there for my kids,” she says, “I don’t have to worry about corporate America telling me I can’t take a day off to be with them. If my kids are sick, I can actually take care of them.” Helping other women achieve this is chief among the gratifications her job provides.

Lisa’s inspiring nature is evident when discussing future plans, one of which is to increase her team’s involvement with local philanthropic efforts. Already heavily involved with her church’s charitable endeavors, she looks forward to Property Sisters of Texas being able to help the needy on a grander scale. “It would be my greatest joy to be able to help our community and people in our inner cities to get back on their feet.”

When asked what advice she might have for new agents, Lisa’s counsel is in keeping with her indomitable spirit. “Personally, I believe that as long as you have breath in your lungs, you have what it takes to start over and pursue your dreams. I don’t care how old you are; you can make it happen. All that is required is drive, determination and the passion to get the job done. The sky is the limit.”

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

Copyright Top Top Agent Agent Magazine Magazine

Connect Realty is proud to congratulate

Lisa Cabrera

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

We are so proud of you and grateful that you are part of Connect Realty!

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

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7

There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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Top Agent Magazine

How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

Top Agent Magazine ®

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 10

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

Top Agent Magazine ®

Top Agent Magazine

Top Agent Magazine

SALVATORE SICA 11

Salvatore Sica Working with Keller Williams Realty Landmark in Bayside, New York, Salvatore Sica has already achieved Top Agent status in the neighborhoods of Northeastern Queens.

Don’t let Salvatore Sica’s relative youth fool you: this powerhouse Realtor has a solid decade of experience under his belt, and has firmly established his reputation as an agent who is a fierce advocate for 12Copyright Top Agent Magazine

his many grateful clients. At only twenty-four years of age, this wunderkind is already nearing $30,000,000 in closed transactions and has built a career that is the envy of many much more seasoned Top Agent Magazine

industry veterans. Working with Keller Williams Realty Landmark in Bayside, New York, Sal has already achieved Top Agent status.

Sal began his career in real estate at the tender age of fifteen, where he began work as an executive assistant, handling all marketing operations for a team of thirteen agents. Sal, who specializes in co-op sales, is among that rare breed of agent Top Agent Magazine

who consistently puts his client’s needs front and center in every transaction. With ninety-five percent of his business based on repeat and referred customers, Sal is clearly inspiring an almost unheard-of level of loyalty amongst his buyers and sellers in the neighborhoods of Northeastern Queens. Working with a small team that includes his brother Joe, Sal and The Sica Team strive to provide top-drawer client service in every situation.

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“My success is based on consistently doing the right thing and being trustworthy. I believe in karma; if you take care of people, people will take care of you.”

The loyalty his clients display is, Sal believes, the result of his authentic, honest approach, combined with a deep well of industry knowledge. “My clients come back to me and refer other people, including their family members, because I have a good personality, and I’m a big-picture kind of guy. My success is based on consistently doing the right thing and being trustworthy.

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I believe in karma; if you take care of people, people will take care of you. You’ll receive their gratitude in ways you’d never imagine by always doing the right thing.”

Sal, who holds a degree in legal studies from St. John’s University, is also a licensed associate broker who has received numerous accolades, including the Top Forty Under Top Agent Magazine

Twenty Award in 2016. A certified property manager, he is also passionate about continuing education and periodically conducts trainings for newer agents in his office. “I like to help others who need to find their footing,” he explains.

professional photography, and pushes out his listings via a variety of industry websites that include Zillow.com, on which site he is a Premier Agent with a perfect five-star rating comprised of dozens of raving fans.

Cutting-edge marketing methods are consistently utilized to great effect by Sal, and he prides himself on being an adept social media marketer. “I’m a big influence on social media,” he says. “I’m big on Facebook and on Instagram. Nowadays, you must cater to your market.” He also utilizes

Sal is also known for his philanthropy. As a relative of cancer survivors, he donates regularly to top cancer hospital Sloan Kettering, and participates in the National Pink Tie Organization. Additionally, he sponsors a young Armenian child and donates to St. Jude’s Children’s Research Hospital.

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When he’s not working, Sal enjoys traveling with his girlfriend. “We make it a priority to go once a year to someplace we haven’t visited before,” he says. He is also an avid soccer and hockey fan.

Sal’s plans for the future are to continue growing his business, while sacrificing none of the

stellar client service that has become his calling card.

“This isn’t about money for me,” he says, his sincerity obvious. “It’s priceless to me knowing that I’ve helped someone move into the next chapter in their life. The best reward is knowing you did something good for another person.”

For more information about Salvatore Sica, please call 347 - 922 - 8947 or email TheSicaTeam@gmail.com https://www.facebook.com/kimsuttonadairrealtor/

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 18

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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TRACY BLOSDALE Fourteen years ago, Tracy Blosdale launched her journey in real estate through her specialty in land sales and development. She’d always had a genuine passion for serving others, so four years ago she decided to expand her offerings to residential sales in the greater Port Stephens area. In the years since, Tracy’s business has blossomed and she has crafted a shining reputation for personalized service, enthusiasm, and integrity above all else. Along the way, Tracy has acquired a host of accolades, including multiple honors as a Bronze, Silver, and Platinum award winner from 2015 through 2017, as a Century 21 Masters Pin 2016 and 2017 honoree for residential sales, and as the Rate My Agent #1 Agent in Anna Bay. Based in the idyllic New South Wales city of Port Stephens, Tracy spearheads her work under the banner of Century 21 Paradise Waters, serving the whole of the peninsula region. There, she works alongside principal Michael Kirby and with the help of her trusted assistant, Charlotte Bradley. In just four years’ time, Tracy has managed to derive 70% of her business from repeat and referral clientele—a positive indicator of her staying power as an agent. For her part, Tracy cites positivity, honest communication, and sincere relationships as the driving forces behind her success to date. Especially in a small town like Port Stephens, an agent’s word-of-mouth reputation is everything, and Tracy has cemented herself as a personable agent with a star swiftly on the rise. “I’m down to earth and I take a very honest approach to real estate,” she explains. “I do my best to help achieve a positive outcome for both the buyer and seller and I consider myself a personal facilitator above all else. I have a lot of empathy for people and I don’t just treat my interactions like a business transaction. I really do my best to connect with my clients on a deeper level. I’m very tenacious and have boundless energy when it comes to this business. I never give up.”

As the number one agent in Anna Bay, Tracy has developed surefire systems when it comes to listing properties. Leveraging the tech-savvy tools of her banner company, Century 21, Tracy ensures

that all listings enjoy maximum visibility across social media outlets and the leading online listing platforms, where her office enjoys prime placement and targeted exposure. Prior to market, Tracy ensures listing presentation are immersive and pristine, cultivating spaces ahead of professional photography. Of course, Tracy also makes use of tried-and-true marketing techniques to raise regional awareness of listing headed to market, including networking with industry colleagues and promoting listings on popular online community boards. In testimonials, clients have described Tracy as an agent with boundless energy, a proactive communicator, and a sincere professional who genuinely cares for her clients. “I’m very happy doing what I do,” Tracy reflects. “I don’t think of what I do as work. It really is a part of my lifetime that’s so satisfying and fun.”

To give back, Tracy is active in the Port Stephens Women in Business organization and as part of the local Tomaree Business Chamber.

Likewise, she and her office participate annually in the Pink Ribbon Day, supporting women with breast cancer. In her free hours, Tracy most enjoys spending quality time with her wife and children, as well as staying active through boxing and the gym. With the legal passage of gay marriage in Australia in December 2017, Tracy and her wife signed their wedding certificate live on air at KPFK 90.7 Los Angeles—an honor and a joyous occasion.

Looking ahead, Tracy shows no signs of slowing anytime soon.

She plans to continue growing her business steadily, with plans to increase her online presence in the region, while maintaining the warm interpersonal relationships she has built her business upon.

Finally, with four sterling years behind her and an enthusiastic outlook on the future ahead, Tracy Blosdale considers what she enjoys most about her chosen field. “Putting up that Sold sticker never gets old,” Tracy says. “It’s so important to remember to be yourself and have fun with the process. I also love that you can make your own way in real estate. I really believe that if you put in the effort and stay on top of your game, then success will follow.”

To learn more about Tracy Blosdale email Tracy@c21nelsonbay.com, visit Century21.com.au/NelsonBay, call +0422294499, or visit her Facebook page here. www.

https://www.facebook.com/tracylewis4/

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

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

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SHAWN BUCK Shawn Buck got his start in real estate six years ago, kicking off his career in property investment.

After completing his military service and earning a degree from Texas Tech in marketing and business, Shawn decided to parlay his skillset to the real estate world.

Pleased with the limitless potential the industry offered him, he decided to earn his license.

Now, four years later, he has built a flourishing enterprise in Shawn Buck Realty, complete with a reputation for superlative service, intrepid negotiating, and utmost professionalism.

Today, Shawn is based in and serves the Dallas–Fort Worth region, where he heads a tightknit team that includes three agents, an assistant, and a transaction coordinator. In just four years’ time, Shawn has also managed to reap 40% of his business through repeat and referral clientele—a considerable figure for an agent on the rise. At the head of his own imprint, Shawn has already established himself as a professional leader, and to account for his working philosophy, he credits quality service, client relationships, and communication as some of the primary drivers of his success thus far.

“We take a very honest, direct approach,” Shawn explains. “I would never tell a client to buy a house that I wouldn’t buy myself as an investor. We also consider the full scope of a client’s financial commitment, especially when working with a first-time homebuyer. We make sure to account for utilities, emergency funds, if something should require repairs—we have all those conversations up front about finances and realistic affordability.”

In terms of client relationships and communication, Shawn makes it a point to stay in touch with those he serves, even after the closing table has been reached. “We don’t want to be a one-time Realtor; we want to be your Realtor for life,” he says. “We’re always looking for feedback to better the experience for the next individual we serve.” What’s more, Shawn and his team are steadfast in setting clear expectations from the beginning and reach out regularly throughout the course of a transaction to ensure all parties are well-informed and on the same page. “We make sure all of our expectations are aligned, so that clients know and understand our process, and we understand what they’re looking for,” he explains. “We’re disciplined, consistent, and we have systems and processes in place to streamline our productivity. All in all, we like helping people and we build relationships that last.”

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Shawn’s attention to detail and thoroughness extends to the listing process, as well. Prior to market, Shawn offers clients a comprehensive consultation before embarking upon the listing process. Then, all properties are showcased in their finest light through professional photography and videography, with staging services applied as needed. Once homes are market ready, Shawn applies his degree in marketing to leverage wide-ranging exposure, from targeted ads across the MLS to premium visibility on the leading online listing platforms. Likewise, he relishes the chance to net his clients— buyers and sellers alike—the best deal possible by flexing his negotiating prowess. “I really enjoy the art of the deal and negotiating every aspect of a contract to get the best bang for my client’s buck,” he says.

To give back to his Dallas–Fort Worth community, Shawn avidly participates in Read to Win, an organization through which he volunteers to help children in local schools better their reading skills. He also takes an active role in his church, where he serves in the children’s ministry and mentors fellow young men of the congregation. In his remaining free hours, Shawn most enjoys time spent with family and loved ones, as well as escaping to the family ranch for hunting and fishing.

He also enjoys travel and the occasional round of golf.

Planning for the future, Shawn aspires to continue expanding and educating the agents on his team, while catering to the aspiring buyers and sellers of the Dallas–Fort Worth community he calls home. Now, with four sterling years behind him and an ambitious outlook on the road ahead, the future is sure to be promising for Shawn Buck.

To learn more about Shawn Buck email Shawn@ShawnBuckRealty.com, visit ShawnBuckRealty.com, or call (817) 233 – 1724 www.

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KAYLA DIEPPA “Real estate is not just about selling houses, it’s about selling dreams, understanding people’s plans and knowing what they want to accomplish,” says Kayla Dieppa. To her, real estate is a people business, not a sales business. “I build rapport with each individual and become friends with my clients,” she says. Within a few years of starting in real estate, she had already begun to receive 90% of her business from referrals. “I still talk to clients I sold houses to almost five years ago,” she says. “I ask about their kids and I have been to their housewarmings. We’ve built relationships; it’s very organic and nothing is forced.”

Having worked in property management for four years after her 2009 move to Atlanta, Kayla developed a sense of what real estate sales entails and why she was ideally suited for representing buyers and sellers. “In property management, I got acclimated and excited about real estate, so and after a few years I began wondering about the next step,” she says.

“I was working with private companies and apartments complexes, which involved showing homes and developing sales skills.” By January 2014, Kayla was licensed and on her way with real estate sales. “I work independently for now and I like it that way,” she says. “My clients prefer having me as the only agent representing them, although I do have three assistants and two virtual assistants that help keep things running systematically.”

While anyone might be able to sell a house, Kayla believes the real effort is in getting to know people during a transaction and continuing to show she cares over the long term. A good number of her clients are investors who buy numerous properties; by understanding their portfolios, Kayla is able to keep them informed of opportunities to meet their unique needs. From Douglasville in Atlanta’s western suburbs to McDonough in the Southeast suburbs, Kayla has made herself an expert on the Greater Atlanta area. “I live in DeKalb County, so a lot of my referral business comes from there, but I want to be able to give anyone who is referred to me the best possible service.”

She also gives back to her community, including fundraisers for breast cancer events, sponsorship of youth sports teams and conducting an event that helps provide summer lunches Top Agent Magazine

to children who rely on school lunch programs. But her greatest passion, outside real estate, is her new effort, called Hashtag Hey Sis, for which she is getting nonprofit 501(c) (3) status. “It’s completely on social media and it’s to help girls with no mothers find mentors or to help women become mentees to girls without mothers.” By using the hashtag, #HeySis, girls on social media can connect privately with other girls and women who will listen, talk, laugh and share advice about the unique dynamics of growing up without a mother. “We often hear about kids without dads, but there are so many girls without mothers,” says Kayla, explaining that “motherless” can refer to a child who is growing up absent of mom for any number of reasons. “It’s not only that their moms might have died; it can mean their mother works a lot or is dealing with addiction and they are mostly being raised by their dad or someone else.”

For Kayla, both her love of helping clients and her passion for her nonprofit drive her real estate business growth. “I want to expand and make thing even more systematic in my business,” she says. “I do want to grow my team, but I don’t want to be a mega-team. My clients need my attention and I enjoy working with them!” She hopes one day to have a portion of her business feed into the nonprofit. “I do need a buyer’s agent to help me leverage my time,” she says, noting that she’ll hire someone who embraces her service-minded values. “I love helping people!” Meanwhile, she also loves her family time, which includes her husband, her children, and their active involvement in the community where they live, work, play and serve.

To learn more about Kayla Dieppa visit kayladieppa.phprealtor.com or go to herhttps://www.facebook.com/Kaylatherealtor/ Facebook page, email kayladieppa@gmail.com or call 404-433-5828 Copyright Top Agent Magazine 23

SHELLEY GODWIN Back in 2007, Shelley Godwin and her husband had just welcomed their third child. At the time, they were also eyeing the opportunity to invest in property amidst Seattle’s mounting growth. Pleased with the results of their first few flips, Shelley ultimately decided to earn her license once her youngest daughter headed off to school.

Soon enough, Shelley was busy serving aspiring buyers and sellers in her community and forged a compelling career as an agent in her own right. Today, Shelley is in command of an impressive track record for superlative client care, forthrightness, and relationships built to last.

Under the banner of Windermere Real Estate, Wall Street Group, Shelley is based in West Seattle and serves clients of all kinds across the greater metropolitan region, going wherever clients lead in one of the nation’s most competitive markets. To date, she has also managed to amass the vast majority of her business through repeat and referral clientele, in addition to those contacts made during her memorable open house events. For her part, Shelley credits enthusiasm, honesty, and personalized service as the leading characteristics of her working style. Furthermore, her service offerings run the gamut, and she makes it point to account for even the smallest details. “I’m a full-service Realtor and clients get a concierge-style service when working with me,” she says. “In this business, honesty and integrity are everything. My customer service and coordination skills are top-notch, and I hold my clients’ hands from the beginning to the end.” Shelley also cites responsiveness and positivity as key factors of her success. “I have a can-do attitude and always keep my clients encouraged,” Shelley says. “It’s also important to think outside the box with creative ways to write-up an offer or by exploring emerging areas. I am my clients’ advocate—from recommending subcontractors and finding the right lender, to referring clients to resources that are helpful when researching school systems, even perks for pets. It’s always my goal to help clients fulfill their every dream. All in all, I always have their backs.”

To keep in touch with her ever-widening network of clientele, Shelley stays connected through communication that adds value to the lives of area homeowners. From neighborhood news updates and annual market reports, to client appreciation events that bring familiar

faces back together—Shelley’s approach to communication is authentically personalized. As for marketing properties, Shelley leaves no detail unaccounted for.

Every property enjoys peak placement and visibility across the leading online listing platforms and social media outlets, in addition to promoted ads that generate even greater exposure. Likewise, Shelley applies her patented sense for detail to craft neighborhood letters and to host open houses that net local interest. Beyond her thorough skillset and years of experience, Shelley most values the connections made with clients and the delightful endpoint of guiding others toward the milestone of homeownership. “I love seeing people make one of the largest investments of their lifetimes and feel happy and satisfied at the end of the process,” she says. “My favorite part of my work is handing over those house keys. It’s so fantastic and exciting to be part of the process of an individual or family achieving the American Dream.”

Outside of the office, Shelley connects to her community through various charitable efforts. Alongside her business partner, Sarah Georger-Clark, Shelley gives to Dress for Success, a clothing drive serving women in need. Additionally, at the close of each sale, Shelley contributes $200 to a cause of her clients’ choosing. In her free hours outside the office, Shelley most enjoys spending time with her family and loved ones, especially alongside her husband as they cheer on their three kids at their various sports events. Likewise, Shelley enjoys cooking, reading, and staying active through morning boot camps and on trail-runs through Seattle’s Lincoln Park.

Considering the future, Shelley’s plans include sustained professional growth and a continued commitment to her community and practice.

“Our goal is to continue growing, keep helping people fulfill their dreams, and to give back to the community,” she says. “I plan to keep doing what I’m doing and keep developing as an agent. I’ve always believed that the more you do to give back, the happier you become.”

Now, with more than a decade of experience behind her and a positive outlook on the road ahead, the years to come are bound to be bright for Shelley Godwin at Cloud City Homes.

To learn more about Shelley Godwin visit CloudCityHomes.com, email SGodwin@Windermere.com, call 206 - 940 - 9646, or visit her Facebook page here https://www.facebook.com/shelleycchomes/ www.

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion26

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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REBECCA KALLHOFF How did Rebecca Kallhoff become one of the most well respected realtors in the East Valley of Arizona? Rebecca received her real estate license thirteen years ago. She wasn’t sure she was ready to take the leap and become a full-time real estate agent, but after a stint in the corporate world, she realized it was time to finally follow her passion. “I decided to actually make my own destiny and jump into real estate fulltime in 2010,” she says. Rebecca soon had a thriving business and she now leads a team at RE/MAX Delivers consisting of two full time buyer’s agents, a full time admin/ transaction coordinator/marketing person, and a part-time assistant. Rebecca and her team primarily serve the East Valley including Chandler, Mesa, Tempe, Gilbert, Casa Grande, Queen Creek and San Tan Valley.

What sets Rebecca and her team apart from other realtors in the area? “Our customer service is top notch,” she says.

“We make sure all of our clients know exactly what is going on from the start of the transaction to the end of the transaction. We stay in touch with them, and follow up even after the transaction is closed.” As a result of the expert service they provide, over 25% of their business comes from repeat and referral clients. Rebecca stays in close contact with past clients, emailing updates of property values, mailing holiday and birthday cards, and hosting customer appreciation events. She also reaches out on the anniversary of home purchases to let her former clients know she is thinking of them.

When it comes to marketing, Rebecca starts with professional photographs and videos of the properties to make sure each listing stands out and looks its best. She stays on top of effective, cutting edge trends. “We do a lot of online marketing,” she says, “including Facebook ads, Pinterest, LinkedIn, Instagram and Twitter.”

She creates single property websites for listings, and posts on the MLS and all the top real estate websites. She also hosts well-attended open houses for each listing that often result in quick sales.

What is Rebecca’s favorite part of the job?

“Meeting with clients!” she says. “I love the different types of people I meet from all over the world. I really love what I do. I have been so incredibly blessed in this business and in the people I have gotten to meet and the people I get to work with on a day-to-day basis.” To give back to the community, Rebecca takes baskets of goodies to local firefighters on International Firefighters Day and to nurses on National Nurses Day. Her team donates a portion of each commission to the Children’s Phoenix Hospital. In her cherished free time, Rebecca loves to spend time outdoors with her children and grandchildren. Together they go camping, hike local trails, and swim, boat and jet ski at the lake. For the future, Rebecca plans to continue growing her team of agents. “Our goal is definitely to add a couple more team members in the next twelve to eighteen months that are high-producers and are helping clients buy and sell homes,” she says. Now that’s a worthy goal and one she’s sure to achieve!

To find out more about Rebecca Kallhoff, call 480-275-9567 or email rebeccakallhoff@remax.net You can also check her out online at Rebecca.kallhoffteam.com www.

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OLIVÍER LOUIS How did Olivíer Louis become the go-to realtor in Union & Essex Counties for investment properties? After graduating from college in 2004, Olivíer decided to study for his real estate license so he would have in-depth knowledge for his own personal investments. The day after he received his license, Foxtons Real Estate contacted him about potential employment. “I went to the interview and the rest is history,” Olivíer says. He is now a broker/owner at RE/MAX First Realty II in Cranford, primarily serving Union County. He focuses on a niche market, working with investors who do “fix and flips,” and thus helping to revitalize neighborhoods recovering from a downturn. “I source these properties for my investors. They renovate them, and then we put them back on the market,” he says. “This has allowed me to do a lot of transactions and build a healthy business.”

Olivíer has a true talent for focusing on every single detail of the transaction. He believes in educating his clients, talking to them during each step of the process and ensuring they fully understand what they are signing. “I explain the pitfalls, I explain the best case scenarios, I prepare them ahead of time,” he says. “That makes the process smoother, which makes my clients happy.”

He’s a quintessential professional with a strong business strategy.

“I’m not just an agent, showing homes and opening doors. I run a business which allows me to help my clients and educate the agents who work with me,” he says. As a result of this professionalism and willingness to educate his clients, 90% of his business comes from repeat and referral customers.

He keeps in touch with past clients by stopping by, sending emails, calling to see how they are doing, letting them know when their neighbors list/sell their homes, and sending holiday cards and thoughtful gifts so they know he is thinking of them. He also enjoys having past clients over for client appreciation parties or get-togethers. With current clients, he sends frequent updates on

the market and neighborhood trends. “I’m engaging them so they know that I’m working for them, I’m present, and I appreciate their referrals and business,” he says.

To prepare a property for listing, Olivíer hires professional photographers to ensure the home really shines in marketing materials. When it comes to marketing, he uses a cutting edge approach.

He first does research and then creates targeted marketing that will reach those buyers most likely to be a match for the home. He also contacts his broad network of real estate agents, letting them know about each listing. He posts each listing on the MLS and other major real estate websites, and conducts a marketing campaign via social media.

What is Olivíer’s favorite part of his job? “I love seeing my clients’ home equity build. Everyone is paying a mortgage— they are either paying their own mortgage or their landlord’s mortgage,” he says. “Owning your own home and investing in properties are great ways to build equity and wealth.” He also enjoys helping his agents grow and transform the hustle into systemized profitable business. “It’s so fulfilling,” he says.

“I didn’t choose real estate, real estate chose me. If I won the lottery and had a hundred million dollars in the bank, I would still be a broker/owner.”

To give back, Olivíer donates generously to the Children’s Miracle Network, a nonprofit that raises funds for children’s hospitals, medical research, and community awareness of children’s health issues. In his free time, he loves to spend time with family, run on the boardwalk, go to the beach, read, and travel. For the future, he wants to continue to grow his business and create an innovative coaching/mentoring program to help other agents develop their careers. With his passion for real estate and his drive to help others, he’s sure to make those dreams a reality!

To find out more about Olivíer Louis contact him via email at olivier@olivierlouis.com or by phone at (908) 543 - 4143 28

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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LYDIA McALLISTER When Lydia McAllister began her journey into the real estate profession in 2015, she vowed only to work with the best while providing the utmost in integrity, dedication and resourcefulness. At the time, while living in a small town in Northern California’s Trinity County, she knew that Big Valley Properties was the company to join and she is grateful for that decision. Each team member works as part of a larger team, with the support system of the entire group and the expertise of broker, Retta Treanor.

“I’m there to-bat for my clients, whether listing their property or helping them find a home,” says Lydia. “I make sure they’re getting the most out of the transaction and the best deal possible.” In addition, Lydia’s deep familiarity with her market ensures that buyers won’t waste time looking in areas that don’t meet their needs. For sellers, Lydia’s understanding of the market expedites the process of connecting with the ideal buyers.

Marketing homes and land is a group effort, explains Lydia, mentioning listings on the appropriate local and state MLS. “We have a very up-to-date website that streamlines the MLS,” she says.

“We area a top producing company that excels at internet marketing and we have a group Facebook page that our whole team collaborates on.” They do postcard mailings, open houses, door-knocking and “whatever it takes” to prepare and sell homes and land.

Lydia’s clients remember her honesty and her attention to guiding them through the process, making sure they understand each facet of the transaction. “Our contracts have numerous pages; I walk them through each of the details and encourage them to ask questions about everything,” she says. “I’m also here to help decipher the huge amount of jargon that’s thrown at the buyers from lenders and title officers.”

Lydia brings a fresh perspective to real estate and loves creating memorable experiences. It’s no surprise then that her favorite part of her work is working with first-time homebuyers. “They keep me going! I love to see them light up, knowing that this is their home, where they get to start memories to last the rest of their lives.” Given the at-times exhausting, trying nature of real estate, Lydia’s ability to help people reach this life milestone is the greatest honor and joy. “This is such a beautiful part of California, of the world. I just love being able to help people find their hidden treasure in Trinity County, Humboldt County or Shasta County.”

With the goal of creating clients and friends for life, Lydia also puts great effort into being a contributing community member, helping where needed while enjoying abundant outdoor activities like hiking, camping and time at the area’s many lakes. “In particular, I like to be involved with the Roderick Senior Citizen Center,” she says. “I attend bingo nights, which allows me to connect with those who have built our neighborhoods.” She also is involved with the middle schools and high schools, having served as a volleyball referee in the small community of Hayfork, in addition to hosting a family fun fair booth at the county fair.

Having moved to Redding, where Big Valley Properties has a newer office, Lydia, who is the manager, is getting more involved with her real estate association. “I take part in the legislative days, making sure that people are aware of the topics around housing affordability and how important it is to be involved in legislation around keeping building permits affordable for new home projects.”

Lydia was extremely honored to receive a 2017 Rising Star award from the California Association of REALTORS®, displaying proven success as a top producer. While she credits Big Valley Properties a support system that fosters success, Lydia can certainly take some of the credit. By educating home buyers and sellers, and by making herself available for their every need, she is gifted with the opportunity to be party of people’s journey to home or land ownerships.

To learn more about Lydia McAllister, visit bvptrinity.com or go to the Big Valley Properties Facebook page, email lydiamcallister.lm@gmail.com or call 530.394.0239 https://www.facebook.com/bigvalleyproperties/

www.

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JOHN McNAMARA John McNamara grew up in a real estate family. “My father has been a broker for over 40 years,” he explains. John decided he wanted to become a real estate agent himself when he attended a seminar hosted by legendary real estate coach Mike Ferry. “That really inspired me,” he said. As soon as he graduated from college he received his license, and after working for three years in New York, he moved to Las Vegas ten years ago. He now leads a thriving team serving Las Vegas and the surrounding areas.

When he arrived in Las Vegas, he built his business by reaching out to “sell by” owners. After John would successfully sell their properties at or above market value, those clients soon spread the word about him to their family and friends. He quickly built a great reputation and a business that’s now mostly comprised of repeat and referral clients.

What keeps his clients coming back? “I’m extremely reliable. I’m always available. I pick up the phone. I always want to answer questions from my clients and keep them up-to-date on the market,” he says. He works hard to ensure they have such an incredible experience. John and his team pride themselves on understanding the ins-and-outs of real estate law in Las Vegas and on doing everything buy the book. “We do things the right way.”

three months, and sends monthly postcards with feature listings, feature sales, or helpful information about the market.

What does John love most about his work? “I enjoy helping people maximize their real estate goals,” he says. “Now that I’m transitioning to a team, I’m really enjoying teaching younger agents, and helping them grow and build their business. It reminds me of when I first got into the business myself.” John is focused on building a team with a culture of giving back to the community. He and his team participate in Keller Williams’ annual Red Day and volunteer quarterly with Three Square, a Southern Nevada food bank.

In his free time, John loves spending time with his family, watching football and basketball, and hiking or going to the gym. He also enjoys reading and meditating. For the future, John plans to continue growing a high quality team of agents and creating an amazing, fun environment for them to work in. Now that’s a worthy goal and one that—with all of his experience, expertise, and enthusiasm—he’s sure to achieve.

To market listings, John and his team start with high definition photographs taken by their in-house professional photographer. “We don’t just take pictures of the house, we also take pictures of the community amenities. We are going to sell the lifestyle of whatever community they are part of, he says.” John creates a tailored marketing campaign for each listing, which results in a high number of showings. “The more showings we have, the more offers we get, which puts more money in our clients’ pockets,” he says. “When they have more money in their pocket, they’re happier with us.”

After working with John, his clients rave that he is incredibly attentive and responds quickly to all their needs. They also appreciate his straightforwardness and honesty. “We really do care about our clients’ goals, achieving those goals, and outperforming their expectations,” he says. To stay in touch with past clients, John reaches out by phone every two to 32

To find out more about John McNamara, email jmcnamaraiii@gmail.com, call 702 - 606 - 2286, or visit johnmcnamaraiii.yourkwagent.com www.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward 34

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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DEBBIE MURDOCK How did Debbie Murdock become one of the premiere realtors in Northeast Texas?

Debbie and her husband Mike both grew up in families that specialized in residential and commercial construction. Soon after they were married, they started their own new home construction company. They have had a remodeling company and have purchased and flipped homes. Fifteen years ago, they decided to take their construction knowledge and apply it to the real estate industry. They both received their real estate licenses and now they are owner/brokers with thirty agents working in their thriving office. “Mike is the managing broker and we both work together in keeping my production up as an associate broker,” Debbie says. Located in Canton, they serve all of Northeast Texas, including Van Zandt County and all surrounding counties.

Over 60% of Debbie’s business comes from repeat and referral clients. What keeps her clients coming back? Debbie provides excellent service. “We treat others the way we would want to be treated. We go above and beyond to make sure everything they need is taken care of,” she says. To stay in touch with past clients, Debbie consistently meets them for lunch or coffee, and sends out emails and helpful mailers about market trends.

She also reaches out by text and phone.

When it comes time to help her clients prepare a listing, Debbie takes a full tour of the property and has the seller show her all the important features. After doing a complete assessment, Debbie prices the property, then hires professional photogra-

phers and drone photographers to highlight the best aspects of the listing. She’s thoughtful in advising her clients about how to present the property. “We understand the client has to continue to live in their home until it sells and we respect that,” she says. To market a property, Debbie enters it into three different MLS sites, creates an individual property website, and conducts a digital marketing campaign online.

After working with Debbie, her clients remember the care and attention she gives to ensure everything is taken care of in their best interest. What’s her favorite part of her work?

“People—working with people and doing the right thing in protecting them and their interest within the real estate transaction is my passion. But the thing that makes me truly love my job is seeing people happy and feeling accomplished when that happens!”

Debbie and her husband are very involved with their community, their church, the local schools and sports teams. They also support many different civic clubs and organizations as well as the local Chamber of Commerce. In her free time, Debbie enjoys spending time with her husband, their three grown children and spouses, and their four grandchildren. For the future, Debbie and her husband plan to continue selling real estate and support and mentor the agents in their office.

“We want to continue working with people and growing our production,” Debbie says with a smile. “It’s grown significantly each year since I got my license, even in 2008 when the market was not so good. I want to continue training and getting better at what I do! I want to sell real estate and see people happy when they have attained their dream.” With her track record of success, she’s sure to continue growing her business and her passion for real estate!

To find out more about Debbie Murdock, email debbie@exitrealtypro.com, call 903 -288- 2047, or visit exitrealtypro.com/debbie-murdock www.

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CHRISTENE O’SULLIVAN Christene O’Sullivan always had a passion for real estate. Though she honed a career in the education sector, she also tried her hand in property investment, building and renovating homes and assembling an incisive portfolio along the way.

Ultimately, Christene decided to parlay her knack for real estate to become an agent and accredited auctioneer. Today, she has built a fourteen-year career defined by professionalism, local knowledge, and a personal connection with clients that outlasts the closing table.

Based in Sydney’s Northern Beaches community, Christene works in conjunction with her daughter, Petrina, and has generated an impressive 40% of her business through repeat and referral clientele. To account for her success thus far, Christene cites communication and diligence as some of the chief motivators of her working style.

Likewise, her role as Senior Sales Agent at McGrath Collaroy speaks to her staying power as a real estate professional. Her 96% auction success rate and record-breaking private treaty sales results also solidify her standing as a local industry leader. As such, Christene leverages her first-hand local knowledge to give clients a much-appreciated edge amidst a competitive marketplace. “I’ve got a nurturing, caring sort of personality,” Christene explains. “I’ve always got my clients’ best interests at heart and try to put myself in their position, approaching all aspects of the transaction from their perspective. It’s not a one-size-fits-all approach; it’s about fulfilling each clients’ needs and delivering.” To do this, Christene stays communicative and responsive throughout the transaction, understanding well that stakes and tensions run high during one of life’s milestone investments. To keep in touch once the transaction is successfully complete, Christene reaches out regularly through social media, email, text message, and by phone—ensuring connections last naturally for the long haul.

When it comes to listing property, Christene takes a tech-forward approach that nets wide-ranging exposure for each home headed to market. “We cover every avenue to get the property out there,” she says.

This includes premium visibility across social media and the top online listing platforms and through business pages and email campaigns that leave no stone unturned. From there, a tried-and-true print collateral approach through letterbox drops and newsletters makes a splash in person. Regardless of transaction type, Christene’s abiding focus remains on her clients and their goals. In fact, her relationships with clients are what Christene enjoys most about her daily work.

“I love helping people move into a better position in their lives, helping their dreams come true,” she says. “As a team, we’re incredibly grateful to serve others and do right by our clients. We don’t take that responsibility lightly. We love doing what we do, and that shows in how we conduct our business. It’s so important to us that our clients are happy at the end of the day.”

To give back to her community and part of McGrath team they sponsor Love for Lockie as well as local sports clubs and schools.

In her hours beyond the office, she most enjoys quality time spent with her husband and loved ones, traveling, and enjoying the outdoors.

Considering the future of her business, Christene plans to continue growing steadily and mindfully, maintaining the superlative standard of service her clients have come to expect. She also plans to continue building her presence in the community and expanding her service of the aspiring buyers and sellers in the greater Sydney Northern Beaches area. “Our goal is always to build our business, help the community, and look after our clients’ needs,” she says.

Now, with fourteen years of experience behind her and an enthusiastic outlook on the future, the road ahead is bound to be bright for Christene O’Sullivan.

To learn more about Christene O’Sullivan email christeneosullivan@mcgrath.com.au, visit mcgrath.com.au, call + 61 402 440 128, or visit her Facebook page here. www.

https://www.facebook.com/christeneandpetrinarealestate/

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 38

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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RAY PETKEVIS To label Ray Petkevis a “Top Agent” would be a significant understatement. This bold, forward-thinking Realtor is currently blazing a trail of stellar success in the Delaware market. As owner of the Delaware Realty Group, which operates under the umbrella of industry giant Keller Williams, Ray’s vast reservoir of industry knowledge has translated into his team’s recognition as the number one Keller Williams agent team in that state.

A former executive at the Philadelphia Inquirer, Ray chose to leave that position when the economy took a grim turn and that publication declared bankruptcy. Recognizing the diminishing future of the newspaper business, he began working at Ryan Homes, where he immediately achieved Rookie of the Year status. After five years, he found the constricting schedule frustrating, and began looking for a position that would allow him the flexibility to spend more time with his family. Hired as CEO of the Keller Williams franchise in Northern Delaware in 2015, he soon found himself supervising more than a hundred and forty agents. While Ray lead those offices to unprecedented success, he still did not have the schedule flexibility he desired, and requested permission to leave that role and become an agent. The rest, as they say, is history.

Nineteen months into his new endeavor, Ray was ranked the number one Keller Williams agent in the state. Currently a licensed broker in Delaware and a licensed agent in both Pennsylvania and New Jersey, he shows no sign of slowing down, and is currently on his way to breaking even more sales records.

Ray’s team is comprised of equally dedicated professionals, all of whom share his client-first ethos. Ray is justifiably proud of each and every member of his team, and is quick to praise when speaking of them. His decidedly egalitarian approach is evident when he says, “We have a phenomenal team, and I think it’s super important to not just be focused on one person. That’s the reason it’s called the Delaware Realty Group.”

With an impressive amount of his business based on repeat and referred clients, Ray and his team are clearly inspiring a high level of client loyalty. “It’s because I’m relentless,” Ray says with a laugh. “I take on anything; I don’t say no to things. I’ll give it a shot even if it seems a little whacked out.” His outright purchase of a dump truck to facilitate junk removal from his listings is just one example of his often unorthodox but highly effective approach. “I don’t even say that I think ‘out of the box’, instead I say ‘what box?’” Additionally, in his typically unique fashion, he has purchased a limousine to transport clients when they are touring homes.

Ray’s creativity is in full force during his clever, broad-spectrum marketing campaigns that have played a significant role in his ever-growing success. In addition to standard methods like the MLS and social media advertising, he brings new life to the open house tradition. “I’ll actually bring a deejay and a sound system and play music. I treat each new listing as if I’m throwing a party at that house, just to show what a great setting that home would be for living a great life.”

When Ray isn’t working, he enjoys spending time with his wife Amy, his son Jake, whose baseball team he coaches, and his oneyear-old daughter Ava. Boating, fishing, and attending classic car shows are among his recreational pastimes. He is also passionate about giving back to his community, and volunteers for multiple civic organizations.

Looking to his indisputably bright future, Ray has a typically unorthodox method to measure his success: “I told my agents that we would have 100% success in this business when every one of them leaves me,” he explains, “because that would mean that each of them will have collectively and individually hit their own personal goals and no longer need to work. And that means that I will have achieved success, also.”

Spoken like a true leader.

For more information about Ray Petkevis, please call 302 - 803 - 1800 or email raypetkevis@kw.com Top Agent Magazine

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ANNA KATHRYN REECE How did Anna Kathryn Reece become one of the most respected real estate agents in Winston-Salem? Born and raised in Winston-Salem, Anna Kathryn was a stayat-home mom who loved being with her kids, but started to miss adult companionship. After her kids began pre-school, a local Broker reached out to her and suggested she come work for him. She started her career as a real estate agent and soon built a thriving business. Recently her 28-year-old son, Charles Reece, has joined her in the business, bringing with him an abundance of millennial technological expertise. Together they serve Winston-Salem and the surrounding areas.

As a result of the amazing service they provide and her longtime standing in the community, the majority of her business comes from repeat and referral clients. What keeps her clients coming back? “Their past experiences,” she explains. “A client will never go back to a Realtor if they haven’t done a good job. I’ve worked with some people three and four times.” Anna Kathryn listens to her clients so that she fully understands their goals. “I stick to what the client desires,” she says, “and I make good use of their time. I really try to pinpoint their needs and wants and work on that, not a different agenda.”

What does Anna Kathryn like most about her job? “It’s like working a puzzle. Every single transaction is different, and it’s up to me to find all the pieces and make that puzzle come together. I love my clients and working to make things right for them!” Anna Kathryn is so deeply rooted in her community that it’s easy for her to stay in touch with past clients, who she often runs into when she’s out shopping or eating in local restaurants.

A true people person, she loves to send handwritten notes to her clients to let them know she’s thinking of them.

When it comes to marketing listings, Anna Kathryn believes strongly that preparing the listing is key to a quick sale at a high price. She advises clients on decluttering and staging to ensure high quality photographs that show the property in its very best light. “My job is to get it right at the very beginning,” she says. Only then does she conduct a thorough marketing campaign on social media, the MLS, and all the major real estate websites. After working with Anna Kathryn, her clients remember her sincere dedication to helping them all the way through the transaction.

Anna Kathryn and her husband Mark have four generations of family living in Winston-Salem: Anna Kathryn’s mother; their two sons, Mark III and his wife Kate and their three daughters; and Charles and his fiancé Rebecca, who will be married in October. “My life revolves around spending time with my family and real estate,” she says. In her cherished free time she loves to play bridge, golf and spend time with her granddaughters. It’s been a joy for her to see her hometown growing.

“Winston-Salem has a lot to offer. There’s so much going on in this town. Industry is really growing here as well. It’s fun to be involved in our thriving community.” For the future, Anna Kathryn is looking forward to working with her son and learning more about technology. “I love people. I love showing houses. I love listing houses,” Anna Kathryn says with a smile.

“And my son is helping me get caught up with the Internet and tech side of the business. I love what I do, and I am looking forward to the years ahead!” she says.

To find out more about Anna Kathryn Reece or Charles Reece, contact them via email at AnnaKathryn.Reece@bhhscarolinas.com or call 336 - 655 - 3522 You can also check them out on Facebook at Facebook.com/ReeceResidential www.

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 42

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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GINA TUFANO Top Agent Gina Tufano of Pearson Smith Realty in Ashburn, Virginia can claim over two decades of experience providing clients with exceptional real estate guidance.

Her honest, open approach is coupled with a wealth of industry knowledge, and her “golden rule” philosophy has endeared her to everyone who has the good fortune to work with her. Focusing less on the transaction and more on the people involved in them, her reputation as a Realtor who can be trusted has been truly earned.

Gina was only twenty-two when she began her journey in real estate back in 1996. “I was trying to buy my first home,” she explains, “and I was getting frustrated with the agents I was running across. So I did a true do-it-yourself and got my license, and the rest is history.” She admits to progressing slowly in the business, primarily working with friends and family for the first eight years while she built up her knowledge base. Gina committed to her new career full-time in 2006, and found stellar success almost immediately, despite the dismal state of the economy at the time. “In 2008 I hired my first assistant, and in 2009 I hired my first buyer’s agent, and it’s just taken off from there.” Now overseeing Team AGC (Ask Gina & Company), which consists of three other agents, three administrative employees and a runner, Gina and her team have made a name for themselves as agents who can be trusted to provide honest guidance and solid communication.

Able to boast of a business that has a rate of repeat and referred customers hovering around 80%, Gina is clearly an asset to all of her many buyers and sellers. When asked to account for this exceptional rate of client loyalty, Gina points to the communication factor. “As we’ve grown,” she explains, “we’ve set up systems to make sure that we are constantly communicating with the client. They hear from us four or five times a week during the transaction.”

Imparting real estate wisdom with clarity is another factor in the team’s success. “We take more of a teaching role than just a ‘sign here’ or ‘sign there’ mentality,” Gina explains. Additionally, her empathetic approach is a bit of an anomaly in what is often a commission-driven business. “We really want to hear their stories,” she says. “We think it’s less important to track leads and those kinds of numbers. What we track is the number of stories we get each week. How many people did we connect with, and did we find out how we can add value to their lives?”

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The appreciation Gina feels for her clients, past and present, is made obvious by the many client appreciation events she holds, and her many creative efforts to stay in touch with them post-transaction. That appreciation is clearly reciprocated, as evidenced by the staggering number of five-star reviews on Zillow.com. Among the many raves for her services is this particularly illustrative one: “Gina is, hands down, the best realtor I’ve ever used. She made the whole process easy to navigate, kept me updated and involved, and I was able to sell my home quickly and for a great price. Not only that, but she was very personable and a joy to work with. I would strongly recommend her to anyone.”

When she’s not working, Gina dedicates much of her time to volunteerism and charitable endeavors, including Team AGC’s donation of supplies to post-Hurricane Harvey flood victims.

Her primary passion, however, is spending time with her children and traveling.

As for the future, Gina plans on continuing to grow her business while sacrificing none of the unparalleled client service that has become her calling card. She also intends to focus more effort into team support, “so they can help more people.

It’s not about me going on more listing appointments, it’s about them going on more listing appointments. I can see myself getting out of sales in the next five years and just investing in the team,” she says.

“I heard once that the number of people you help is the amount of money you will make,” Gina muses. “We know our numbers, but we don’t focus on that. We focus on the people and on instilling trust.”

For more information about GINA TUFANO, please call 703 - 574 - 3478 or email gina@ask-gina.com Copyright Top Agent Magazine 43

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch.

After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed.

If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 44

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses.

Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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BARBARA WOLVERIDGE Barbara Wolveridge got her start in the real estate business more than thirty years ago. In 1984, she was made an offer she couldn’t refuse and relocated to the Mornington Peninsula region to begin her real estate career in earnest. Over the course of the next three decades, Barbara honed her craft, built lasting relationships, and established a reputation for integrity and consummate professionalism.

Under the banner of Sotheby’s Realty International, Barbara is based in Port Douglas and spearheads her work alongside an all-female team that serves the greater Tropical Far North area. There, she has managed to derive the overwhelming majority of her business through repeat and referral clientele.

In outlining her method, Barbara cites honesty, forthrightness, and positivity as some of the key drivers of her success thus far. “If you are honest and do things properly, people will come back to you because they have had a good experience,” Barbara says. “That has always been our motto, and it works. Whether working with a buyer or a seller, it is our job to create positive experiences for our clients.” Considering her robust rate of repeat and referral clientele, quality relationships also play an integral role in Barbara’s enterprise. To keep in touch with her wide network, she applies an authentic approach to staying connected—meeting organically over shared meals, or touching base again through handwritten notes and letters. All in all, Barbara’s approach is decidedly focused on the individual and family at the heart of every home bought or sold. “To me, the most important principles are to be respectful and straightforward in all our dealings,” she says. “It’s also important to have a bit of fun along the way. For me, that’s the winning formula.”

When it comes to listing properties, Barbara’s formula is equally tried-and-true. In addition to styling and staging

expertise, she also incorporates professional photography that showcases homes in their best light. From there, she leverages Sotheby’s global reach to net wide exposure for homes hitting the marketing, while professional drafted copy pertaining to properties lures prospective buyers online. With more than three decades of market insight in her arsenal, Barbara’s well of knowledge runs deep. In her role as counselor and facilitator, she offers clients an expert’s seasoned eye and foresight.

To play an active role in her community, Barbara turns her service-oriented heart towards worthy causes. Every year, she hosts a holiday party and gift drive for the underprivileged of the community. Likewise, her charitable efforts extend the world over, including a fundraising mission for an orphanage in Bhutan, giving to the disadvantaged women of India’s farming communities, and volunteering at an orphanage in the Philippines. In her remaining free hours beyond the office, Barbara most enjoys quality time spent with her family and loved ones, embarking on walking tours, and playing the occasional round of golf.

Considering the path ahead, Barbara has plans to continue growing her business steadily, with hopes to continue on her sterling legacy in the years to come. For now, she’s content to build her community—one aspiring buyer and seller at a time. Finally, Barbara Wolveridge considers what she values most about her lengthy industry tenure thus far: the people.

“I love beautiful homes, but above all, I’m a people person,” she reflects. “I love the interactions of meeting new people and helping others. That’s what has always motivated me to stay in the real estate game.”

To learn more about Barbara Wolveridge email Barbara.Wolveridge@qldsir.com, call +61 – 418 – 760ttps://www.sothebysrealty.com/eng/associate/180-a-df18021302561050291/barbara-wolveridge – 004, or visit her website here.

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