NATIONWIDE 8-20-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

Every Player Is Valuable:

FEATURED AGENTS

PETER BERGMAN STACY CRANBROOK & JESSICA MICELI ROBIN DAVIES

How To Boost Your Teamâ&#x20AC;&#x2122;s Morale

7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

MICHAEL DISCH TIM GOOD MAGGIE PARKS & KODI NELSON LORRIE RAMSEIER TAMMY RUNION JULIA KAY SEGLUND VICKI SMITH & BOBBY LEE SMITH JR. SUSANNE TRAWEEK HEIDI VARGA

COVER STORY

Josh Roy

NATIONWIDE & INTERNATIONAL EDITION Dustin Riddle is proud to congratulate

Tammy Runion

TAMMY RUNION

JOSH ROY

MICHAEL DISCH

STACY CRANBROOK & JESSICA MICE PETER BERGMAN

on being featured for the state to keep things real wit In sunny Southern California, the namePowerhouse Bergmanduo Stacy Cranbrook and Jessica Miceli, Peter’s approach to marketing is decidedly cuttingMinneapolis, having clients 32 beingonpropagated of California Properties in Agent Magazine !excellenceof City Lake Realtors in 31 23Tophas 27proprietors become synonymous with edge, and results in his listings to for

have nearly three decades of combined Jessica. in real estate. Since 1989, Top Agent PeterMinnesota Bergman, websites on the global stage, ensuringtoday,” they says are seen real estate experience. Working under the umbrella of alongside his son, Ty, have been settingEdina the Realty, stan- these two talented Brokers are consisby as many potential buyers as possible, ensuring Stacy and Jessica’s a dard for top-notch client service that hastentpropelled quick sales for top dollar. “Our approach is to get our an top producers who are committed to providing highly-professional them to the top of their profession. Not only they and sellers with exceptional customer properties out there through every avenue possible,” theirare buyers are committed to achie among the most respected and well-knownservice. real estate he says. “We don’t leave any stone unturned.” “Once our Visusign goes “our names are attache professionals in their area, but over the course of the ally, his marketing is unparalleled. “A picture is worth Jessica, both longtime members ofa thousand the housethe looks the abs last three decades they have collectivelyStacy sold and more words,” he explains, “so wethehave very their photographers. We also use drone wephotography, are extremely hand million-dollar homes in Marina Del ReyEdina thanfamily, any joined forces in 2017, and best combined expertise allows them to service a wide sional photography an other competitor. videos and virtualCRANBROOK tours.” Peter also supplements his PETER area. BERGMAN MAGGIE PARKS STACY HEIDI VARGA swath of the Minneapolis “The best thing about our partnerextremely adept at staging their propert marketing with more conventional methods such as & KODI NELSON & JESSICA MICELI ship,” says Stacy, “is that I mostly work the Lake Minnetonka area, Peter and Ty began their tandem careers inand real estatespecializes in city living, so we’ve basically postcards magazines. Jessica got and the condo/ In an industry where a chief complai Dustin Riddle | Avenue Photography | 310- 744-5645 representing high-end builders Clifford Rome & Associates, selling downtown area covered, as well as the western suburbs.” Jessica was Stacy and Jessica ensure that their client quickSilver to add,Strand “Basically our teamThe name, City Realtors, saysPeter’s it all. exceptional they require guidance. “Our clients kn high-end homes through their first company, Realty, zeal hisLake clients feel for client service is made am the City and “We Stacywere is the Lake.” them,” Stacy. are both on hyper-s named after that exclusive Marina Del Rey Ineighborhood. readily apparent by the reviews he and hissays team have“We garnered selling aAgents. home is aReads huge event in people selling homes that were absolutely beautiful,” recalls Peter. “They Zillow.com, on which site they are Premier just one of the surest satisfaction the amount of busifinancially, important to us that w had elevators and rooftop decks with oceanOne views, and theymeasures just keptof client of their manyisglowing testimonials: “Peter andsoTyit’sare very profesness that is based on repeat and referral clients, and Stacy and Jessica getting bigger and better.” Soon, residents can andboast otherthat builders in the sional and yet extremely personable…their marketing skills are theirs is a whopping ninety-eight percent. When asked While many other agents might point t neighborhoods in which they were selling began askingfor Peter Ty toleveloutstanding. I’mStacy a retired with a lot of and expeto account thatand stunning of client loyalty, points corporate to the a executive primary motivator, Stacy Jessica assist them with re-sales, and over the coursecustomer of the last three decades rience with people. and Ty would rank in the top when service they provide and the trust they inspire.Peter “The easiest, love the challenges that 1% get put in front they’ve been setting records, garnering awards and, most important, compared to theorganic manyand professionals that Ithis have worked with over and hardest thing,” she says, “is forming genuine, sincere doing for so many years, we still le relationships. Our clients know the that past we’ve their Ifbacks, and that We effort love the It’shome, like a puzz earning the loyalty of their clients. After working with various parent 40got years. you want a quality in negotiation. selling your we do isupinwith their best interests. our clients pieces together.” companies, including Coldwell Banker, theyeverything recently teamed Peter and TyMany are atimes must.” our friends, and they are important people in our lives. That’s international real estate giant Pacific Unionbecome International doing busiwhy we keep getting repeat clients and referrals.” Despite their impressive workload, Sta ness as Bergman Properties Pacific Union International. During the rare moments when they’re not working, Peter and to giving back, sponsoring and suppor his team are actively involved in their community, Stacy and Jessica are diligent about maintaining and nurturing the causes and events.and Theygive also back participate Though headquartered in Marina Del Rey,relationships Peter and Ty sell a wide primarily through the animal rescue organization Hooves & Paws, they form with their clients. “We do monthly mailings,” swath of the prime SoCal market, including theStacy, beach“and communities assists abused unwanted “It’s somesays we make phonewhich calls. We like abandoned, to keep everything as and Stacy and animals. Jessica’s plans for the fu of Santa Monica, Playa Del Rey and Venice. Withasapossible. vast majority thing we carea deeply about,” Peter is also an when avid the traveler, personal Social media has become great tool for us. he It’ssays.continuing success currently th not just about getting our messageparticularly out to them, to it’sunusual about keeping table downturn. “History repeats itself,” of their business based on repeat and referral customers, Bergman placestrack like Uganda and Rwanda. of what’s on to in their they are focusing on continuing to pr Properties is clearly providing exceptional client going service theirlives. So if we see something significant like a Bergman birth, a death, or a divorce, we like to pick up the and affable helping as welcoming, many Minnesotans as possib many buyers and sellers. For this reason alone, Properties While Peter’s nature is phone eminently and he takes have a conversation. A warm touch instead of a cold one. We just like achieve the American dream of home ow was placed in the Wall Street Journal’s Top 250 Agents in America. what he does extremely seriously. “Helping people with the largest “Our clients continue to use us and refer other clients because I don’t investment of their lives is a great responsibility,” he says. I love think there’s anyone else who takes each sale as personally as we that people will reach out to us, feeling that we are the company do. Our experience enables us to anticipate any issues that might they want to sell their home. That’s the thing I love most about this become problematic down the line.” business.”

CONTENTS

4) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE

17) IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

8) 7 REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

21) TIPS ON BEING A GOOD TEAM LEADER

29) CREATIVE WAYS TO SAY THANK YOU

33) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES

25) BRANDING BAD IN REAL ESTATE MARKETING

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

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent For information Stacy Cranbrook and J Magazine cannot be held responsible for opinions expressed or facts supplied by more its authors. To subscribe about or change address, send call Stacy at 612 710 1975 or email StacyCranbrook@Ed inquiry to mag@topagentmagazine.com. or Jessica at 952 - 240 - 2596 or email JessicaMiceli@Edin Published in the U.S. 2

For more information about Peter Bergman, Top Agent Magazine please call 310 - 821 - 2900 or email Peter@BergmanProperties.com

Copyr

LORRIE RAMSEIER

ing up on a personal level. “We’re very har and we’re passionate about what we do,” “Through integrity, follow-through, and a that two include many activities childre Top Agent Tim of She Kellerhosts touch—our service really sets us for apart.” joiningRobin the real estate industry, Lorrie led way a successful Davies found her to real saryGood cards. annual client events, Williams Preferred Realty in Orland face painting and a bounce house. “Th career in the insurance sector, honing her detail-oriestate after she and her husband built egg hunt with 1,500+ stuffed plastic eggs and aH it of comes to listing asproperties, Park, Illinois has achieved Top Agent When a part the transaction the parentsL ented eye and ability to lead. Following the sale of her own home. “Everyone told me hard Carnival that’s free the public. theto marketing professionals on her team portiontheir of the insurance business, Lorrie explored new status through work, solid market everyappreciation detail. “I would put my team ua avenuesI and estate to wastry a natural fit, Iconsidering knowledge is returned in force, wasrealcrazy it, but had such and a true commitment to forThat says.heBeginning with her love of people and houses. Five years later, she is ethical, highly-professional anybody,” glowing she reviews has received on pro providing a good time with the fundamentals Known throughout Prattville for driving a inc staging Lorri now in command of a thriving enterprise,and isreal known Among theand many raves services, for his service estate guidance to his many photography of ittheand getting everything together, photograph and the for market by ensuring properties for having highest integrity and a personal touch buyers wrapped grateful and RAMSEIER sellers.with Withher a homes perfectly the gratitude his company clients feel f ROBIN DAVIES TIM GOOD LORRIE foothome forward. From there,town homes are o with clients. year her about team soldthe $9 million in vol- for consistently buying experience a great reputation goingRobin the bestfirst and Last learning construction information, can be seen around any Lorrie’s expansive website and soc ume and are on target to surpass $12 million inextra 2018.mile for his clients, his reputa- across crazy schedule, was always easy to get process,” she says. When the house week. “We are very hands on in the community,” R outlets, securing premium visibility Ionlin knowledgeable and professional. wo tion as an agent who can be trusted is SheJoseph advised me perfectly, to find Lorrie ulia Kay Seglund of Phelps Real Estate was finished in 2006, decided to banner takeandthe leap and She sitsalso onconnects the Board forand the Local Suppo with fellow agents inhighly theFamily area to draw inte Based off. inRobin St. under the ofmanaged Keller Williams, well established. again would recommend hi 43 communicator, 45 buyers. All told, homes reach a wide audienc 40 ideal buyer. is an excellent in the Rocky Mountain community of prospective heads an a tightknit team Julia thatShe’s includes a buyer an administrative agent herself. now theagent, Broker/ a nonprofit that helps families get their GEDs, a she kept me fully informed every step of the way.” Colorado has endeared herself to her become a real estate results route. in shortPossessing order. a common lead, and two marketing professionals. Together, theyestate serve took clients a deep knowledge of theman about Tim’sleading entry intoathethriving world ofBobby real aJr. circuitous Connection, team Butterfly Bridge, child center. Lee Smith and Vicki SmithaWhile which advocacy providescomplaint a natural routeShe’ for s and sellers through her warm, person- Owner of Realty across St. Joseph, Kansas and theinterested greater Northwest real estate industrytoand a strong desire of availability their clients, Tim’s AtNorth an early age, City, he became in the industry when he joined forces back in 1999. Before this to stay connected with aalways wide-rangi -pressure approach. That, coupled with of twelve agents Missouri approach toLorrie marketing isofofAlabama the highest thatJulia’s serve the River Region ambassador for the local Chamber of Commerce, w To give back to her community, Lorrie has taken region. Thus far, has managed to drive 60% of her to provide her clients expertbyreal estate he can beVicki reached custom was working as a runner on the stock market. “Iduo waswent twenty years on to launch that Bobby and keep in his touch withh ervoir of industry knowledge, honed caliber, ensuring thatreferral her listings are husband-and-wife seen by as role in charitable and civic organizations in the area. She business through repeat and clientele—a sizable contingent guidance, Top Agent Susanne Traweek including weekends. “I bend over bac old, and relative owned her own real estate company,” he says. including Autauga, Elmore and Montgomery Counties. support business in thesocial area.media, “Ourand community has their own thriving imprint together, community events experience and continuing education, manyvolumes potential buyers possible, and asinthe past President ofHe thealso Board for the local Pregnancy that speaks about service. To account for heralways successful turn hand of RE/MAX Advantage ina priority, Gardenmakes ana “Someone toldas me that stocks and real estate went hand, so given their support to me and I am grateful.” Bobby had been in back the industry for says. They also make itthem a point to foster n ideal advocate for her clients. in their best light. “Because everything is on the Clinic and currently serves on the Mayor’s Prayer Break as an agent, Lorrie credits authentic client care as the foremost attriAlabama got started in real estatethe personal schedule to often accommodate I took classes to get my license. But Iearning was young and stupid then, dale, years, extensive experience past clients, who become frie mittee. Shetoisatspoil also active intwo her brings local church and Ch her business working “Our whole team really cares about ourto she internet now,” explains, “photos are most A stunning 90% bute of ofher comes from repeat and time loves herage beautiful grandd a young and these years and style. Ishe didn’t pass, and figured I’dthe just come back it in the future, in the Georgia marketplace. Inspired love meeting and helping so many p Commerce, as well as through Pivotal Point Transitional clientsimportant and their needs,” she recounts. arewell passionate aboutin servnsplant from the West coast, arrived referral clients. What part the listing.“We I use professional of industry experience straight toofher keeps her of coming back “Spoiling them and spending time with them is Though the financial rewards a car since Icustomers was already doing for myself the stock markets.” by herSUSANNE entrepreneurial spirit, free things we enjoy the mostoffice, aboutLorrie what we In herand remaining hours mo ing others and weEventually, make our clients the fitpartner’s incareer all their e following years spent appreciating JULIA KAY SEGLUND photography and sure drone videos. Ifind like toright think of VICKI SMITH &his TRAWEEK clients. Her beyond enthusiastic, considerable, it’s the hopes more genuine personal s however, stock market went away, he and eager to spread the word about her to their friends and fun!” she says. For the future, Robin to purc Vicki also decided to try her hand at the traveling and time spent– with herwith family and loved real estate needs, whetheran buying oreye.” selling.” Ocean. “I’m an eternal adventurer,” myself as having artist’s approach coupled hersatisfaction fierce clientones BOBBY LEE SMITH JR. provides the most job for found himself employed in the blue-collar sector. “One day,” he his industry. Soon enough, Bobby earned When it comes to marketing properti larly her three grandchildren. family? way Imyself would wantintothe back forofa anew mortar location her grow Sailing up and down the Pacific coast, racing sail-“I like to treat everybody advocacy –people,” has resulted infor her rating as o helping he says, sincerity recalls,the “I found standing truck,brick askingand broker’s license and own personal brand andhis longstanding Missouriinvolved native from small townTo ofthat Brookfield, Lorrie is the pair established aveling by water in my earlier years, I gained much thethat number one agent for homes of sold ina sa Julia very isAs alsoa heavily inwhat herthecommunity. end, shethe be treated. I’m hands on throughout the process, and “Realty Connection was opened in March 2011 myself I was doing. So back to classes I went, passed I’m more of a facilitator than themselvesofasthe dynamic real estate professionals presence visibility for homes headed mark for the future ofarea*. her enterprise, Lorrie plans to to continu intimately knowledgeable region’s inventory, communities,with aAsfirm herthem of experience and vision. There’s nothing like an currently sits on the board of the River Valley Family aHealth and provide knowledge.” my test, and in 2014 I became real estate agent.” Hitting the if I see an issue Iand want to trends. do the for my aclient, even the only agent. Now weoutfitted have twelve agents and in As thebest region. Then, few years ago,if theyexpertise decided to push their busiare with profe organically, with mindful attention paidimmersive to the superlativ market such, she advises clientele with the the Pacific Ocean to put things into perspective.” Center which provides health care to both Medicaid recipients ground running, Timand quickly a solid business that is ness toto the next level go or outestablished onmarket. their own, parlaying their services home enjoys maximum exposure ace clients have come to expect. She also aspires to continue of a local—an invaluable tool amidst a competitive What’s means me having to kick in a little make a repair cover continuing to grow throughout the years and real “I got started in real estate when I was twenty-five years old,” says e resettled in scenic Montrose. “Living here has let and low income individuals. She was also aentirely two-time Pres- from he has timeplatforms, in between helping nowlasting based almost on past referrals satisfied clients, an When and relationships to create Properties Plus Realty, an enterprise online listing as well as her team and service areas in the years to come. For no more, she has proven experience in assisting those relocating to the Susanne,a “when I bought a house andcommunity found about the appraisal process another dream: horses and owning myaown littlewarranty,” home she explains. positive impact onisthe we are in,” ident of the Montrose Association ofimpressive Realtors Board. passionate giving back, andsh indisputably feat. known for proactive, client-centric thatinteresting. delivers With decades ofan experience in their Ramseier reflects on what she enjoys most about her s area, transforming a major transition into a seamlesscare process. “We results. really I started reading about becoming appraiser, and n asked why she decided to obtain her real estate effort is devoted to the St. Jude’s have been with alisting wonderful family ofChi ag theIlove process with immeasurab as anblessed agent. “I Then really serving others,” she says. “I love welcoming new friends and family to our area,” she says.comps Like-and about things like that. actually started selling houses same year, she replies half-jokingly, “at that time, “For the last seven or eight years I’ve Also licensed in Vicki Indiana, Tim’s expansive rateRealty’s of career referred Julia’s wise, plansLorrie for the future are fairly simple, andserve her primary Today, Bobby and as Properties Plus Broker/ names. They’ve also established a prhm my allows me to meet so many new people and forges genuine relationships with her clientele and keeps When it comes to marketing listings, Robin is renowned support one another and know the true meaning instead.” Selling primarily in what is called the Metro-Birmingham on was booming, and I figured, if I can’t keep them I’m a big advocate for them customers isher based on numerous factors, chief among them objective is to continue providing buyers andBroker/Owner, sellers with and Associate respectively. They are isalso it comes to flipping properties—an friends along thefundraiser. way—that’s what makes me in touch throughOwner/CEO regular client appreciation events and by but followarea, Susanne has inspired incredible loyalty amongst thehappiest.” many for thinking outside the box.service Since photographs of listings respect and ambition. ‘Connecting Buyers and Se as well join the game.” Then, more seriously, she good family, and they always taught m thecommand level of care concern he shows his buyers and sellers. “I’ve unparalleled customer while helping them either sell their in of aand tightknit team comprised of five additional agents. experience that clients benefit from. buyers sellers she them. has worked the years. When asked “Frankly, we live in a beautiful area, which it to with give over back.” beenthe told by dream my clients thatthe they love that the Iand make it about I mission homehas for top or achieve their of homeownership. onmakes the internet cutdollar, down on number of people who their Future’ is our and our future!” Together, Bobby, Vicki, and team serve central Georgia region, why her continue to work with her and refer other customers, make eachthe person a priority. It’s not about theclients transaction or about me passionate about finding new homes for people including counties of Monroe, Bibb, Houston, and Jones. All told, To give“My back to their community, attend open houses, Robin came up with another ingeshe reflects for a moment before I’ll take Bo Looking to theclients future,know Tim wants the numbers for me. I like to say that I helped another person, or replying. e the awesome grandeur of this picturesque place.” “I love helping peoplethey’ve achieve their goals,” Julia says, care her managed to accrue a sizable 70% of theirshe business through nity-minded approach. “We try toto givb of them,” says. “Regardless of what you’re selling, it’s about way to get people to come see listings. “I decided him, and Vicki to continue growing his busin another family.” appreciation for histoclients is clearly evident, ning on with a small independent firm,nious she then sincerity obvious, “and I likeand to make itHis as painless and stressrepeat referral clientele—a testament the lasting bond that Bobby can,” says. Together, they’re that person and what they need. I listen to them, I respond. I’m willing a as well, and he hosts expansive annual client appreciation parties of the client service has b own brokerage for a while before joining Phelps I was goingfree to asstart holding yard sales onwith Saturday and Vicki forge those theymornserve. blessed nityexcellent Club, over which Vicki that has presi possible.” to“We’ve go that been extra incredibly mile for them.” She also prides herself on maintaining Group. by our business,” Vicki says. “We’ve been in business for twenty years years. They are also active in their solid relationships with other agents. “We may be competing against ch ings instead of Open Houses on Sunday afternoon, because and even made it through the Recession onother, top, which I’m hand reallyfeeds proudthe other. those experiencing homelessness each but one We have to work together in t people go to Open Houses much but everyessive customer service skills have resulted in don’t a of. We take a anymore hands-on approach and our goalof is pulling to surpass our progress local pet rescue organizations. In th instead apart.” body and goes to yard sales.” She uses edge systems every year.cutting So far, we’ve always been successful on that front.” What’s Bobby and Vicki most enjoy trips do t is based almost entirely on repeat customers more, Vicki and Bobby cite in-depth knowledge, lasting relationships, Gulf, whereand they enjoyduring time with uth referrals. When asked why her clients demonSusanne is a huge advocate to educate buyers sellers the fam that allow “anytime walkthroughs” of listings by potential and diligent work ethics as the primary drivers of their success and“I want thethem greattooutdoors. loyalty, Julia points to her dedication to treating selling and purchasing process. be educated and know buyers and also collects their feedback onfar. the“We’re home.personally It’s justinvolved in pretty much every longevity thus clients as if they’re her only client. “I give very what they’re doing,” she says. “That’s important to me because for sort of thoughtfulness and innovation that endears her aspect of our business,” Bobby explains. highit’s level experience Asthey’ll for theever future of their business, vice,” she explains. “I don’t ever let mythis workload most“Our people the of largest investment make. I don’t want B LRamseier@KW.com, visit RamseierRealtyGroup.com, isemail our biggest advantage. We’ve learned to overcome so many obstacles venture and team steadily, with an eye that I can’t take good care of them.” Julia alsoclients. a it to become just a debt, I want them to understand the magnitude to isher in thecall marketplace and262 we still– learn something new every day. We’re they are to for serve their hom https://www.facebook.com/RamseierRealtyGroup/ of it. or I think that’s extremely important.” Thiscontent passion education municator, and prides herself on her ability to truly (816) 8077, visit her Facebook page here. able to pass that knowledge along to our and clients.” seller at a time. “We’re really gratefu and agents understanding extends beyond her transactions with buyers and customers so she can best determine their needs Robin is a featured agent on both Realtor.com and Zillow, its progress,” Vicki says finally. sellers, but to other agents in the profession. Susanne is also certi-“We For generations, Bobby’s ran “I a series of state car-dealerships continue to be successful in w fied in-the of Alabama teachwe’ll agents “Continuing call 708 770 9455 orintothe email TimGood44@gmai two of the most popular search enginesplease in herfamily area. CopyrightEducation” Top Agent M Macon region, where Properties Pluscourses is based. Accordingly, many between them required to maintain an in activecombined license inexperience the state. She uses her uses the term “past clients.” She explains, “I don’t want to make sure my listings on still page 12, but the aren’t community recognize the are Smith and all itand stands for, for Bobby Lee Smith Jr.with andthose Vicki Sm wealthname of knowledge experience to promote innovation ords, because I would like to think of them as my on page 1 every time,” she says. She averages around 20 in the industry to ultimately lead to satisfied clients. Copyrig ver.” Julia also works hard to maintain those trusted Lorrie Ramseier and her husband had long been

GOOD ROBIN DAVIES she made the decision to become an agent. Prior to

36 TIM 35 involved with their own investment properties before

JULIA KAY SEGLUND

SUSANNE TRAWEE VICKI SMITH & BOBBY LEE SMITH J

37) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

41) TURN OPEN HOUSES INTO DESTINATIONS

44) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

Top Agent Magazine is seen by Real Estate Agents and To learn more about Lorrie Ramseier Brokers in every U.S. city and Internationally! www.

For more information about Tim Good,

REALTOR Vendors and Please contact Real Estate Companies— For more information mag@topagentmagazine.com about active listings, five to six& houses under contract, and six to s, and is conscientious about staying Nationwide top-of-mind Get To find out more about Julia Kay Seglund, or call 888-461-3930 for Robin Da lls and emails. The gratitude she feels foreight her clients additional buyers she’s working with to find a dream reciprocated, as just one of her glowing reviews on please 970about - 59680 - 2861, home for purchase. “We alsocall manage rental propInternational exposure! illustrate: “Julia helped me sell my rental property ad ratesemail and ahomewithrobin@yahoo. information. email JuliaSeglund@gmail.com,

and she was just amazing…I relied on erties,” her exten-she says. newsletters dge of the local housing market and it sends truly paid

To stay in touch with past clients, Robin jksrealestate.com fullorofvisit helpful information every month, as well as handwritten holiday and home purchase anniver-

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www.

call (334) 657 - 8495, or visit AHomeWithRobin.com www.

Every Player is Valuable: How to Boost Your Teamâ&#x20AC;&#x2122;s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly. Even a task that seems simple, such as answering phones, can be overwhelming at 4

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious. Here are some things that you can do to increase morale and productivity in your workplace: Top Agent Magazine

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team. An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

Top Agent Magazine

doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too. Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees. Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit. 5

TAMMY RUNION How did Tammy Runion become one of the most trusted real estate agents in Riverside County? Tammy started work in escrow in 1997 with Chicago Title, working her way up to an Escrow Manager position. People often told her she should be on the real estate agent side of the industry because of her great people skills and outgoing, caring personality. In 2007, the year she had her first son, she studied for her real estate license and launched her new career. She now leads Team Runion, which consists of herself and her mom, who works as her buyer’s agent. Together they serve the Inland Empire. A staggering 100% of Tammy’s business comes from repeat and referral clients. What keeps her clients coming back and eager to spread the word about the amazing service she provides? “For me, the key to real estate success comes from building and maintaining relationships with past clients and people in my community,” she says. “My clients become my friends and they think of me first when they think of real estate.” Tammy follows a strict code of ethics. “I feel it’s incredibly important to be true and honest with everyone.” Her positive attitude shines through and makes every transaction enjoyable instead of stressful. Her experience with escrow gives her an edge. She’s excellent with numbers, calculating payments, and looking up taxes accurately and confidently. “Lenders I work with often offer me a position,” she says with a smile, “because I know that side of the business as well.” After working with Tammy, clients rave about her trustworthiness, honesty, and sense of fun. To stay in touch with past clients, Tammy contacts them by phone, email or social

media, takes them to lunch, or sends personalized cards. She doesn’t believe in using a database to send automated emails, instead preferring a thoughtful, personal style. “When I’m reminded of someone, I reach out to them,” she says. When it comes to marketing listings, Tammy takes a thorough and tailored approach. Before she lists a property she ensures she knows everything possible about both it and the surrounding community. She then hires professional photographers for each listing, and for furnished listings she creates video tours. For each listing she conducts a campaign via social media and hosts well-attended open houses. “I pretty much don’t breathe until my listing is sold,” she says. “I try to compete with myself on selling a listing as quickly as I can.” Tammy’s favorite part of the job is handing over the keys to a new owner. “I come from humble beginnings. I lived in an apartment growing up and I remember that feeling when we bought our first house. You just can’t describe it!” To give back to the community, Tammy fundraises for Animal Friends of the Valley every holiday season. In her cherished free time, she loves to spend time with her husband and their two boys. She regularly volunteers at her sons’ elementary school. An avid runner, she loves to be outside and camp with her family. For the future, she wants to continue working as part of a team with her mom and learning about all aspects of the industry. “I like the family aspect of our business,” she says. “I want to keep nurturing my clients and doing a great job with each transaction.” Now that’s a worthy goal and one her clients are sure to appreciate!

To find out more about Tammy Runion , email tammy.runion@yahoo.com, call 949 - 338 - 5112, or visit therunionteam.com www.

Dustin Riddle is proud to congratulate

Tammy Runion

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

Dustin Riddle | Avenue Photography | 310- 744 - 5645 Top Agent Magazine

7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry. But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem. 8

1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours. If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it? Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too. Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost. It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening. You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood. When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door. Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients. As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier. Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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Josh Roy 11

JOSH ROY Josh Roy, Franchise Owner/Broker at NextHome Pikes Peak Realty in Colorado Springs truly deserves his top agent status. A forceful advocate for his many buyers and seller, Josh is dedicated to building solid relationships with all of his clients, while striving to provide the very best customer service available. Josh’s genial and friendly nature, coupled with his 12Copyright Top Agent Magazine

wealth of industry knowledge ensures that his clients are in safe hands, regardless of the difficulty level of their transaction. Josh’s adventures in the world of real estate began back in 2003, when he was a junior attending Utah Valley University. “I was trying to find my calling in life,” he explains, Top Agent Magazine

“so I took an intro to real estate course. I just thought that it would be cool, and that there were a lot of lucrative opportunities in that field. So I decided to get my real estate license.” Josh hit the ground running and found almost immediate success with his forthright and caring approach to working with buyers and sellers. Currently working with a team of eight dedicated agents and support staff, Josh serves the entirety of El Paso County. Top Agent Magazine

More than half of Josh’s business is based on repeat clients and referrals, truly a brag-worthy statistic that is perhaps the best indicator of the exceptional level of service he and his company provides. “Our clients can see how invested we are in them,” says Josh. “Even though we’re not buying the house with them, we’re definitely right there next to them during the entire process. And if they’re selling their home, we’re right there also.” Josh’s appreciation for his clients and Copyright Top Agent Magazine13

his gratitude for their patronage is obvious. “We treat our clients like family,” he says. “I think our clients can feel the passion that we have for them and for what we do.” That gratitude is clearly reciprocated, as is made clear by the wealth of five-star reviews he has garnered on Zillow.com, on which site he is a Premier Agent. Among the many raves is this one: “Josh was great to work with! He made buying our first home an enjoyable and laidback experience. Josh was very easy to get in touch with, and his response time was out14Copyright Top Agent Magazine

standing. He is a straight-shooter, and I know that I can take what Josh says to the bank. My wife and I have already decided who we will work with to find our next home. When that times comes, we’ll be calling Josh Roy.” Josh and his company also provide expert marketing for their sellers, resulting in quick sales for top dollar. “We have a stager who works for us, if needed” says Josh, “and we exclusively use professional photography for our listings. We’ll do some great shots of the Top Agent Magazine

house, and we’ll also do video, including videos of ourselves doing walkthroughs of the property. We like to have fun with it, and that gets us maximum exposure.” Josh also credits NextHome with the exceptional marketing support they provide, assuring a robust interTop Agent Magazine

net presence that allows their listings to be seen by as many potential buyers as possible. Josh is also very much involved in his community, and gives back in a variety of ways, including coaching a local boy’s soccer team. Copyright Top Agent Magazine15

He is also active with his church, through which he sponsors numerous local events. When he has some down time, he enjoys spending time outdoors. Hiking, mountain biking and playing soccer are among his favorite off-the-clock activities. Josh’s plans for the future include continuing to build his business while sacrificing

none of the impressive customer service that he has become known for. He also plans to add additional agents, but only those who share his customer-first business ethos. “I enjoy working with people,” says Josh. “I enjoy meeting new clients and helping the achieve their real estate goals.”

For more information about Josh Roy , call 719 - 322 - 7664 or email joshroysellshome@gmail.com

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Is Starting a Team the Right Solution for your Business? You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision. 17

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans18

actions in sometimes stressful circumstances. Having the right team spirit, so to speak, is what will help your business and team grow. The ultimate goal of a team is to have thriving careers for everyone on board. So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we? Top Agent Magazine

MICHAEL DISCH

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MICHAEL DISCH Michael Disch’s career in real estate began more than thirty years ago in his native Canada. There, he led a successful construction company for two decades, specializing in buying, renovating, and reselling properties. When he made the move to St. Maarten fifteen years ago, he began a second act career as a yacht broker, building a new life on the island and meeting countless faces along the way. Two years ago, he made the next leap and earned his license, expanding his services to capably guide clients in their real estate pursuits. Today, Mike has cemented himself as a community-minded professional with an in-depth understanding of the real estate process. What’s more, he has built a reputation for integrity, knowledge, and relationships that last. Based in St. Maarten, Mike serves clients across several neighboring islands, including St. Barth’s and Anguilla. With 75% of his business driven by repeat and referral clientele, Mike’s personal touch is a foundational component of his professional philosophy. Likewise, Mike cites forthright communication, positivity, and full-service professionalism as the foremost tenets of his practice. “Honesty and integrity are the cornerstones of what I do,” Mike says. “Clients come back because I build personal relationships and because we offer a range of services, including luxury vacation rentals and property management. We don’t just sell clients a property and walk away; we handle the whole scope of the transaction and long after. We have the ability to manage properties, make sure our clients’ investments are protected and safe, and we help provide that income for them if that’s their goal. We always answer questions and keep a positive attitude along the way.” When it comes to listing properties, Mike maximizes his marketing efforts to secure wide-ranging exposure. Once the initial listing consultation is complete, Mike turns to professional pho-

tography and striking aerial drone shoots to provide prospective buyers an immersive first impression. From there, Mike leverages the influence his RE/ MAX platform, promotional magazines, and connectivity with more than 100,000 RE/MAX agents worldwide. Listings also enjoy exposure across the leading online listing platforms and social media outlets, netting global visibility that lures buyers in short order. Of course, Mike’s years of experience at the head of his own construction company afford him an expert’s eye, and he passes along this value and insight to buyers and sellers alike. To give back to the St. Maarten community he calls home, Mike is actively involved in the region, especially in the wake of Hurricane Irma. Together with the eight additional agents in his brokerage, Mike participates in service efforts with SXM DOET, helping complete repainting and repair projects across the island. He also supports the Heineken Regatta—the largest regatta in the Caribbean—through judging, awards presentations, and sponsoring junior sailboat training for children in the community. “I see a massive future for St. Maarten and I’m super positive about the road ahead,” Mike says. “I love the island of St. Maarten and I’ve always been a giant fan of real estate and homes. It’s a real pleasure to be there when people realize their dreams of owning a home in the Caribbean. It’s so fantastic to be part of that next step.” Beyond the office, Mike most enjoys spending free hours with loved ones, exploring the islands by sailboat, scuba diving, or visiting one of St. Maarten’s thirty-seven spectacular beaches. Looking ahead, Mike has plans to continue developing and expanding his multi-faceted business model. He plans to continue growing his property management and vacation rental division, while fortifying the St. Maarten real estate landscape, one home at a time.

To learn more about Mike Disch email Mike@remaxislandproperties.com, visit remaxislandproperties.com, or call +1 - 721 - 544 - 4062 or toll-free at 1- 866 - 978 - 5851 www.

Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader. 1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. 21

Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. 22

Don’t forget to always take in what you can do to be a better team leader as well. 3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers. Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business. 4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either. Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business. Top Agent Magazine

MAGGIE PARKS & KODI NELSON

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MAGGIE PARKS & KODI NELSON How did Kodi Nelson and Maggie Parks—the model realtors—become memorable rising stars in Metroplex real estate? Kodi and Maggie worked together as professional models in the Dallas area for close to 20 years. They each decided to begin a second career in real estate and both began working for Rogers Healy and Associates Real Estate. “We decided we could use some of our previous experience as professional models selling luxury goods and parlay that into our real estate career,” Maggie said.

to handle ourselves, even in the commercial industry, which can be more cutthroat,” Maggie says. Maggie and Kodi are friendly and thoughtful, but also have strong expertise—and the combination comes as a breath of fresh air. Many of their clients are investing or moving from outside the Metroplex area; Kodi and Maggie are willing to provide a concierge-type service. “We roll up our sleeves and do whatever it is that needs to be done,” Kodi says. “We are very hands-on and resourceful.”

“We realized it would be a great opportunity to band together and do something unique,” Kodi explains. The two soon joined forces as social media personalities and “model realtors.” Together they began to make high definition videos of themselves giving tours of listings and they utilized YouTube, Instagram, and Facebook to spread the word about listings. “The definition of the word ‘model’ is the ideal or the way something should work or be. We knew we wanted to be that for our customers,” Maggie said. “We both are models and we want to be model realtors for our clients. We thought it was a great play on words.” The duo gained immediate traction with their #modelrealtors hashtag and now, at the two-year mark for their business, they’ve done over $25 million in residential and commercial transactions in the Metroplex area!

Kodi and Maggie use all their experience being in front of a camera to market listings. They create short videos for each listing where they walk through the house, showing off its best features and giving clients an idea of what life would actually be like if they lived inside the house. They also conduct a thorough, tailored social media campaign for each listing and host well-attended open houses. “Utilizing social media and having a strong social media presence really does make a difference,” Maggie says.

“We are very client-based. We work for our clients wherever they want to be. We search for whatever their investment criteria is and bring it to them,” Kodi says. Both Kodi and Maggie each still have their own clients for smaller listings and sales, but they tackle their larger transactions together. This year they’ve sold two apartment complexes and several luxury listings. “We also work with a lot of out of town investors who want to find houses and flip them. We do those together as well,” Maggie says. Having modeled for twenty years all over the world, both Kodi and Maggie have a wide referral network. “We can cast a wide net,” Kodi says with a smile. What keeps their clients coming back and eager to spread the word about Kodi and Maggie to their sphere of influence? “With us, you get two for the price of one—literally,” Maggie says. “We are always both at every listing appointment. It’s impactful. Because there are two of us, our clients can get a hold of one of us at any hour of the day.” Both women have worked all over the Metroplex area for 20 years, and both are mothers who can relate to first time homebuyers eager to find a home for their family. “People think modeling is a glamorous industry. But it involves dealing with challenging personalities. As a result of our experience, we know how

Currently they are working on residential and commercial listings, as well as land development. What do they like most about their new career? They both love helping first time homebuyers find their dream homes. But they also love the challenge of large commercial sales. Finding success there has been especially satisfying because it proves what Maggie and Kodi have always known about themselves—that though their first career was based on their looks, they are both fiercely intelligent as well. “It’s also very rewarding to have gone into business together,” Kodi says. To give back to the community, Maggie and Kodi volunteer one day a month, along with the rest of the Rogers Healy team, at local food drives, senior centers, or other nonprofits. Kodi serves on the board of Friscovania, an annual Halloween-themed community fundraiser to help underserved children. “This is our third year and we’ve raised over $250,000,” she says. Maggie is a single mother, and Kodi’s husband is a pilot based out of Japan, so he travels two weeks a month. In their free time, both women value the time they are able to spend with their families. “If we aren’t working we are at home with our kids, going to the movies, or at soccer practice or swim lessons,” Maggie says. For the future, Maggie and Kodi hope to continue growing the commercial aspect of their business and they’ve recently been asked to expand into selling hotels. “We are not scared to see where saying ‘yes’ takes us. The sky is the limit!” Maggie says.

To find out more about Kodi Nelson, call 214 - 535 - 7500 or email Kodi@RogersHealy.com. To find out more about Maggie Parks, call 214 - 493 - 2407 or email Maggie@RogersHealy.com. You can also check them out online at RogersHealy.com www.

Branding Bad in Real Estate Marketing by Rob Flitton

To begin with, you cannot establish a brand for ANY business until and unless you know what your product and intended clients are. Think of your brand as a “message with instructions” for a potential client. It won’t be a direct message, but an image, group of words, symbol or design, or combination of these, that will allow the client to easily identify how you solve an existing problem or concern that they have. If you are not clear about who you are talking to, and why, your message with instructions will speak to anyone and everyone, and therefore to no one. Your message has to be both intimately related to the real concerns of an extreme niche of people, and authentically connected to who you are. Otherwise, the people you are intending to reach will not see or hear you, and will not use you. The choice that the vast majority of agents make to brand or co-brand Top Agent Magazine

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients. In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important. By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client. And there is another devastating result—the agent ends up financing the brand of their brokerage. 25

The major brokerages today rely on online search success as much as any business—by promising leads to their agents they need a tremendous amount of Google Juice. So, they offer the agent leads, but also offer them a unique co-branded page or presence on their website. By having hundreds, or even thousands of agents with pages on their website, they are gaining massive website traffic (links) and having those agents pay them for it.

down and focus on marketing, followed by strategic branding of the agent alone. The real estate business, or any business, comes down to two fundamental activities: finding potential clients (leads); and closing those clients (making them into customers).

And finding potential clients comes down to two fundamental activities: hunting—the effort to find “right If an agent ever decides to look into now” business every day form a changing their brokerage they are variety of sources; and farming—the somewhat trapped. Not only do they effort to grow a reliable bounty of lose any equity or money they spent leads by having a long term online on co-branding and collateral mater- and offline strategy with the agent, ials, and the reliance on having some and not their company, as the central leads here or there, but they are empty- core of a targeted branding strategy. handed vis-à-vis Google Juice—each time they leave a brokerage, they are Rob Flitton is a Seattle Real Estate Marketing specialist helping independent starting all over. The solution for any agent is to drill 26

agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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Heidi Varga Top Agent Magazine

HEIDI VARGA As a natural people person with a bright and indomitable personality, Heidi Varga always held an interest in marketing, which led her to parlay her skillsets and interests to the real estate industry three years ago—a professional foray that made for an immediate and natural fit. In the time since, Heidi has established herself as a rapidly rising star with abundant enthusiasm, diligence, and proven follow-through. Likewise, as a Sales Partner with Harcourts Packham, Heidi has built a practice that leverages her creative flair in the preparation and marketing of property to deliver proven results on behalf of her clients.

sold our house in two weeks of it going to market and at the right price. I will use Heidi again in the future and recommend her to anyone.”

When it comes to the listing process, Heidi ensures that no detail is left unaccounted for. With a mindful nod towards tech-forward promotions, Heidi leverages the influence of social media and the leading online listing platforms in order to secure wide-ranging exposure for homes headed to market. Of course, prior to their debut, she readies each listing by applying her creative eye and styling services. “This adds major value to my work with clients,” she explains, as all homes benefit from striking visual curation and profesPhoto: Shane Harris, Arch Imagery Today, Heidi primarily serves Southern Austrasional photography. From there, she offers Just Styling: Varga Property Styling lia’s greater Adelaide region and suburbs. There, Listed promotions that evokes pre-market intershe provides clients with comprehensive service, which includes est, whether online or in person. “Properly preparing your home for her recently launched staging brand, Heidi Varga Property Styling. sale is so important to achieve the right price,” she says. Additionally, she is fluent in both German and Hungarian, adding additional value for international, bilingual, and relocating clientele. Applying her spirit of service to her hometown, Heidi gives back to “I genuinely love working with people and helping them through her community by supporting causes and organizations that contribthis major milestone,” she says. “It’s my job to support my clients, ute to homelessness relief and services. She also makes an effort to because it can really feel like a stressful process—whether you’re support local businesses and fellow professionals as well as engagbuying or selling. Because of that, I strive to be there for the people I ing with local organizations and developers, and is a recognizable serve and give them support by being communicative, positive, and personality in her home area. With a thriving side business alongfollowing through.” Furthermore, Heidi has amassed first-hand expe- side her sales work, Heidi always manages to ensure there is time to rience in her three years in the industry and takes a proactive approach maintain her well-being with a daily gym regime, which she credits to the purchase and listing processes. Accordingly, she offers clients with her seemingly limitless energy and enthusiasm. counsel that aptly considers their long and short-term real estate goals. In fact, one of her past clients, Cheri, has this to say about her experi- As for the future of her growing enterprise, Heidi intends to continue ence working alongside Heidi: “What a genuine, lovely person Heidi building on her promising growth thus far, with plans to build on is. So willing to put in a huge effort to market, promote, and achieve existing relationships and cultivate new ones in the years to come. a sale. Friendly and helpful from start to finish. I highly recommend For now, Heidi Varga is content to lend her expertise and enthusiasm Heidi.” Another pair of clients, Chris and Sarah, cites Heidi’s work to her community, supporting homeownership efforts one client at ethic and low-stress style as the most memorable aspects of their a time. “I genuinely love what I do,” she reflects finally. “I want to transactional experience: “Heidi was fantastic,” they recount. “She keep doing what I’m doing and continue to grow. My motto is to made the whole process so easy and took the stress out of selling. We always keep pushing.”

To learn more about Heidi Varga email Heidi.Varga@harcourts.com.au, call +011-61-405-410-126, or visit harcourts.com.au/People/30701/Heidi-Varga

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. 29

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PETER BERGMAN In sunny Southern California, the name Bergman Properties has become synonymous with excellence in real estate. Since 1989, Top Agent Peter Bergman, alongside his son, Ty, have been setting the standard for top-notch client service that has propelled them to the top of their profession. Not only are they among the most respected and well-known real estate professionals in their area, but over the course of the last three decades they have collectively sold more million-dollar homes in Marina Del Rey than any other competitor. Peter and Ty began their tandem careers in real estate representing high-end builders Clifford Rome & Associates, selling high-end homes through their first company, Silver Strand Realty, named after that exclusive Marina Del Rey neighborhood. “We were selling homes that were absolutely beautiful,” recalls Peter. “They had elevators and rooftop decks with ocean views, and they just kept getting bigger and better.” Soon, residents and other builders in the neighborhoods in which they were selling began asking Peter and Ty to assist them with re-sales, and over the course of the last three decades they’ve been setting records, garnering awards and, most important, earning the loyalty of their clients. After working with various parent companies, including Coldwell Banker, they recently teamed up with international real estate giant Pacific Union International doing business as Bergman Properties Pacific Union International. Though headquartered in Marina Del Rey, Peter and Ty sell a wide swath of the prime SoCal market, including the beach communities of Santa Monica, Playa Del Rey and Venice. With a vast majority of their business based on repeat and referral customers, Bergman Properties is clearly providing exceptional client service to their many buyers and sellers. For this reason alone, Bergman Properties was placed in the Wall Street Journal’s Top 250 Agents in America. “Our clients continue to use us and refer other clients because I don’t think there’s anyone else who takes each sale as personally as we do. Our experience enables us to anticipate any issues that might become problematic down the line.”

Peter’s approach to marketing is decidedly cuttingedge, and results in his listings being propagated to websites on the global stage, ensuring they are seen by as many potential buyers as possible, ensuring quick sales for top dollar. “Our approach is to get our properties out there through every avenue possible,” he says. “We don’t leave any stone unturned.” Visually, his marketing is unparalleled. “A picture is worth a thousand words,” he explains, “so we have the very best photographers. We also use drone photography, videos and virtual tours.” Peter also supplements his marketing with more conventional methods such as postcards and magazines. The zeal his clients feel for Peter’s exceptional client service is made readily apparent by the reviews he and his team have garnered on Zillow.com, on which site they are Premier Agents. Reads just one of their many glowing testimonials: “Peter and Ty are very professional and yet extremely personable…their marketing skills are outstanding. I’m a retired corporate executive with a lot of experience with people. Peter and Ty would rank in the top 1% when compared to the many professionals that I have worked with over the past 40 years. If you want a quality effort in selling your home, Peter and Ty are a must.” During the rare moments when they’re not working, Peter and his team are actively involved in their community, and give back primarily through the animal rescue organization Hooves & Paws, which assists abandoned, abused and unwanted animals. “It’s something we care deeply about,” he says. Peter is also an avid traveler, particularly to unusual places like Uganda and Rwanda. While Peter’s nature is eminently affable and welcoming, he takes what he does extremely seriously. “Helping people with the largest investment of their lives is a great responsibility,” he says. I love that people will reach out to us, feeling that we are the company they want to sell their home. That’s the thing I love most about this business.”

For more information about Peter Bergman, please call 310 - 821 - 2900 or email Peter@BergmanProperties.com Top Agent Magazine

STACY CRANBROOK & JESSICA MICELI Powerhouse duo Stacy Cranbrook and Jessica Miceli, proprietors of City Lake Realtors in Minneapolis, Minnesota have nearly three decades of combined real estate experience. Working under the umbrella of Edina Realty, these two talented Brokers are consistent top producers who are committed to providing their buyers and sellers with exceptional customer service. Stacy and Jessica, both longtime members of the Edina family, joined forces in 2017, and their combined expertise allows them to service a wide swath of the Minneapolis area. “The best thing about our partnership,” says Stacy, “is that I mostly work the Lake Minnetonka area, and Jessica specializes in city living, so we’ve basically got the condo/ downtown area covered, as well as the western suburbs.” Jessica was quick to add, “Basically our team name, City Lake Realtors, says it all. I am the City and Stacy is the Lake.” One of the surest measures of client satisfaction is the amount of business that is based on repeat and referral clients, and Stacy and Jessica can boast that theirs is a whopping ninety-eight percent. When asked to account for that stunning level of client loyalty, Stacy points to the customer service they provide and the trust they inspire. “The easiest, and hardest thing,” she says, “is forming genuine, organic and sincere relationships. Our clients know that we’ve got their backs, and that everything we do is in their best interests. Many times our clients become our friends, and they are important people in our lives. That’s why we keep getting repeat clients and referrals.” Stacy and Jessica are diligent about maintaining and nurturing the relationships they form with their clients. “We do monthly mailings,” says Stacy, “and we make phone calls. We like to keep everything as personal as possible. Social media has become a great tool for us. It’s not just about getting our message out to them, it’s about keeping track of what’s going on in their lives. So if we see something significant like a birth, a death, or a divorce, we like to pick up the phone and have a conversation. A warm touch instead of a cold one. We just like

to keep things real with them.” “We pride ourselves on having clients for life, instead of just clients for today,” says Jessica. Stacy and Jessica’s approach to marketing is both highly-professional and decidedly effective, and they are committed to achieving quick sales for top dollar. “Once our sign goes on a property,” says Jessica, “our names are attached to it, so it’s imperative that the house looks the absolute best it can. In this aspect we are extremely hands-on.” The pair utilize professional photography and video exclusively, and are extremely adept at staging their properties. In an industry where a chief complaint is lack of communication, Stacy and Jessica ensure that their clients can always reach them when they require guidance. “Our clients know we’re always available to them,” says Stacy. “We are both hyper-sensitive responders. Buying or selling a home is a huge event in people’s lives, both emotionally and financially, so it’s important to us that we’re always available to them.” While many other agents might point to their commission checks as a primary motivator, Stacy and Jessica have a different outlook. “We love the challenges that get put in front of us,” says Stacy. “Even after doing this for so many years, we still learn so much and we love that. We love the negotiation. It’s like a puzzle and it’s so fun to put those pieces together.” Despite their impressive workload, Stacy and Jessica are committed to giving back, sponsoring and supporting multiple local charitable causes and events. They also participate with Habitat for Humanity. Stacy and Jessica’s plans for the future include strategizing for continuing success when the currently thriving market enters its inevitable downturn. “History repeats itself,” says Stacy. Primarily, though, they are focusing on continuing to provide top-notch service, and helping as many Minnesotans as possible to either sell their home or achieve the American dream of home ownership.

For more information about Stacy Cranbrook and Jessica Miceli, call Stacy at 612 - 710 - 1975 or email StacyCranbrook@EdinaRealty.com or Jessica at 952 - 240 - 2596 or email JessicaMiceli@EdinaRealty.com 32

4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation. Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them. Top Agent Magazine

1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances. Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team. If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward. While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 34

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely. Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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ROBIN DAVIES Robin Davies found her way to real estate after she and her husband built their own home. “Everyone told me I was crazy to try it, but I had such a good time with the fundamentals of it and getting everything together, and learning about the construction process,” she says. When the house was finished in 2006, Robin decided to take the leap and become a real estate agent herself. She’s now the Broker/ Owner of Realty Connection, leading a thriving team of twelve agents that serve the River Region of Alabama including Autauga, Elmore and Montgomery Counties. A stunning 90% of her business comes from repeat and referral clients. What keeps her customers coming back and eager to spread the word about her to their friends and family? “I like to treat everybody the way I would want to be treated. I’m very hands on throughout the process, and if I see an issue I want to do the best for my client, even if means me having to kick in a little to make a repair or cover a home warranty,” she explains. When it comes to marketing listings, Robin is renowned for thinking outside the box. Since photographs of listings on the internet has cut down on the number of people who attend open houses, Robin came up with another ingenious way to get people to come see listings. “I decided I was going to start holding yard sales on Saturday mornings instead of Open Houses on Sunday afternoon, because people don’t go to Open Houses much anymore but everybody goes to yard sales.” She uses cutting edge systems that allow “anytime walkthroughs” of listings by potential buyers and also collects their feedback on the home. It’s just this sort of thoughtfulness and innovation that endears her to her clients. Robin is a featured agent on both Realtor.com and Zillow, two of the most popular search engines in her area. “I want to make sure my listings aren’t on page 12, but are on page 1 every time,” she says. She averages around 20 active listings, five to six houses under contract, and six to eight additional buyers she’s working with to find a dream home for purchase. “We also manage about 80 rental properties,” she says. To stay in touch with past clients, Robin sends newsletters full of helpful information every month, as well as handwritten holiday and home purchase anniverTop Agent Magazine

sary cards. She hosts two annual client events, an Easter egg hunt with 1,500+ stuffed plastic eggs and a Halloween Carnival that’s free to the public. Known throughout Prattville for driving a cargo van wrapped with her photograph and the company name and information, Robin can be seen around town any day of the week. “We are very hands on in the community,” Robin says. She sits on the Board for the Local Family Support Center, a nonprofit that helps families get their GEDs, as well as Butterfly Bridge, a child advocacy center. She’s also an ambassador for the local Chamber of Commerce, working to support business in the area. “Our community has definitely given back their support to me and I am grateful.” In her free time she loves to spoil her two beautiful granddaughters. “Spoiling them and spending time with them is the most fun!” she says. For the future, Robin hopes to purchase land for a new brick and mortar location for her growing team. “Realty Connection was opened in March of 2011 and I was the only agent. Now we have twelve agents and I see us continuing to grow throughout the years and really making a positive impact on the community we are in,” she says. “I have been blessed with a wonderful family of agents who support one another and know the true meaning of family, respect and ambition. ‘Connecting Buyers and Sellers with their Future’ is our mission and our future!”

To find out more about Robin Davies, email ahomewithrobin@yahoo.com, call (334) 657 - 8495, or visit AHomeWithRobin.com www.

TIM GOOD Top Agent Tim Good of Keller Williams Preferred Realty in Orland Park, Illinois has achieved Top Agent status through hard work, solid market knowledge and a true commitment to providing ethical, highly-professional real estate guidance to his many grateful buyers and sellers. With a reputation for consistently going the extra mile for his clients, his reputation as an agent who can be trusted is well established. Tim’s entry into the world of real estate took a circuitous route. At an early age, he became interested in the industry when he was working as a runner on the stock market. “I was twenty years old, and relative owned her own real estate company,” he says. “Someone told me that stocks and real estate went hand in hand, so I took classes to get my license. But I was young and stupid then, and I didn’t pass, and figured I’d just come back to it in the future, since I was already doing well for myself in the stock markets.” Eventually, however, his stock market career went away, and he found himself employed in the blue-collar sector. “One day,” he recalls, “I found myself standing in the back of a truck, asking myself what I was doing. So back to the classes I went, passed my test, and in 2014 I became a real estate agent.” Hitting the ground running, Tim quickly established a solid business that is now based almost entirely on referrals from satisfied clients, an indisputably impressive feat. Also licensed in Indiana, Tim’s expansive rate of referred customers is based on numerous factors, but chief among them is the level of care and concern he shows his buyers and sellers. “I’ve been told by my clients that they love that I make it about them. I make each person a priority. It’s not about the transaction or about the numbers for me. I like to say that I helped another person, or another family.” His appreciation for his clients is clearly evident, as well, and he hosts expansive annual client appreciation parties

that include many activities for children, including a petting zoo, face painting and a bounce house. “The children are just as much a part of the transaction as the parents are,” says Tim. That appreciation is returned in force, as evidenced by some of the glowing reviews he has received on industry website Zillow.com. Among the many raves for his services is this one that illustrates perfectly the gratitude his clients feel for him: “Tim made my very first home buying experience a great one. He worked around my crazy schedule, was always easy to get ahold of, and was extremely knowledgeable and professional. I would not hesitate to use him again and would highly recommend him to anyone.” While a common complaint about many other agents is their lack of availability to their clients, Tim’s solid work ethic ensures that he can be reached by his customers at all times of the day, including weekends. “I bend over backwards for my clients,” he says. He also makes them a priority, and frequently re-arranges his personal schedule to accommodate their needs. Though the financial rewards of a career in real estate are often considerable, it’s the more personal side of the transaction that provides the most job satisfaction for Tim. “My favorite thing is helping people,” he says, his sincerity obvious. “I always tell them that I’m more of a facilitator than a salesperson. I’m here to help them and provide knowledge.” When he has time in between helping his buyers and sellers, Tim is passionate about giving back, and much of his philanthropic effort is devoted to the St. Jude’s Children’s Research Hospital. “For the last seven or eight years I’ve helped with their Radiothon fundraiser. I’m a big advocate for them.” he says. “I come from a good family, and they always taught me to not only work hard, but to give back.” Looking to the future, Tim wants to building a team to support him, and to continue growing his business without sacrificing any of the excellent client service that has become his calling card.

For more information about Tim Good, please call 708 - 770 - 9455 or email TimGood44@gmail.com 36

Creative Meditation

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

easily into the daily hustle & bustle world of the busy real estate agent. First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 37

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

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

2 Repeating a mantra can be very calm-

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

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

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

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

LORRIE RAMSEIER Lorrie Ramseier and her husband had long been involved with their own investment properties before she made the decision to become an agent. Prior to joining the real estate industry, Lorrie led a successful career in the insurance sector, honing her detail-oriented eye and ability to lead. Following the sale of her portion of the insurance business, Lorrie explored new avenues and real estate was a natural fit, considering her love of people and houses. Five years later, she is now in command of a thriving enterprise,and is known for having the highest integrity and a personal touch with clients. Last year her team sold $9 million in volume and are on target to surpass $12 million in 2018. Based in St. Joseph under the banner of Keller Williams, Lorrie heads a tightknit team that includes a buyer agent, an administrative lead, and two marketing professionals. Together, they serve clients across St. Joseph, North Kansas City, and the greater Northwest Missouri region. Thus far, Lorrie has managed to drive 60% of her business through repeat and referral clientele—a sizable contingent that speaks volumes about service. To account for her successful turn as an agent, Lorrie credits authentic client care as the foremost attribute of her working style. “Our whole team really cares about our clients and their needs,” she recounts. “We are passionate about serving others and we make sure our clients find the right fit in all their real estate needs, whether buying or selling.” As a Missouri native from the small town of Brookfield, Lorrie is intimately knowledgeable of the region’s inventory, communities, and market trends. As such, she advises clientele with the expertise of a local—an invaluable tool amidst a competitive market. What’s more, she has proven experience in assisting those relocating to the area, transforming a major transition into a seamless process. “We love welcoming new friends and family to our area,” she says. Likewise, Lorrie forges genuine relationships with her clientele and keeps in touch through regular client appreciation events and by follow-

ing up on a personal level. “We’re very hard workers and we’re passionate about what we do,” she says. “Through integrity, follow-through, and a personal touch—our service really sets us apart.” When it comes to listing properties, Lorrie and the marketing professionals on her team account for every detail. “I would put my team up against anybody,” she says. Beginning with professional photography and staging services, Lorrie readies homes for market by ensuring properties put their best foot forward. From there, homes are leveraged across Lorrie’s expansive website and social media outlets, securing premium visibility online. Lorrie also connects with fellow agents in the area to draw interest from prospective buyers. All told, homes reach a wide audience and net results in short order. To give back to her community, Lorrie has always taken an active role in charitable and civic organizations in the area. She has served as the past President of the Board for the local Pregnancy Resource Clinic and currently serves on the Mayor’s Prayer Breakfast Committee. She is also active in her local church and Chamber of Commerce, as well as through Pivotal Point Transitional Housing. In her remaining free hours beyond the office, Lorrie most enjoys traveling and time spent with her family and loved ones, particularly her three grandchildren. As for the future of her enterprise, Lorrie plans to continue growing organically, with mindful attention paid to the superlative care her clients have come to expect. She also aspires to continue expanding her team and service areas in the years to come. For now, Lorrie Ramseier reflects on what she enjoys most about her second act as an agent. “I really love serving others,” she says. “I love that my career allows me to meet so many new people and make new friends along the way—that’s what makes me happiest.”

To learn more about Lorrie Ramseier email LRamseier@KW.com, visit RamseierRealtyGroup.com, call (816) 262 – 8077, or visit her Facebook page here. www.

https://www.facebook.com/RamseierRealtyGroup/

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JULIA KAY SEGLUND Top agent Julia Kay Seglund of Phelps Real Estate Goup, LLC in the Rocky Mountain community of Montrose, Colorado has endeared herself to her many buyers and sellers through her warm, personable and low-pressure approach. That, coupled with her vast reservoir of industry knowledge, honed by years of experience and continuing education, makes her an ideal advocate for her clients. Julia, a transplant from the West coast, arrived in Montrose following years spent appreciating the Pacific Ocean. “I’m an eternal adventurer,” she says. “Sailing up and down the Pacific coast, racing sailboats and traveling by water in my earlier years, I gained much in the way of experience and vision. There’s nothing like an expanse of the Pacific Ocean to put things into perspective.” In 2003, she resettled in scenic Montrose. “Living here has let me pursue another dream: horses and owning my own little farm.” When asked why she decided to obtain her real estate license that same year, she replies half-jokingly, “at that time, the population was booming, and I figured, if I can’t keep them out, I might as well join the game.” Then, more seriously, she elaborates: “Frankly, we live in a beautiful area, which makes it easy to become passionate about finding new homes for people to experience the awesome grandeur of this picturesque place.” Initially signing on with a small independent firm, she then opened her own brokerage for a while before joining Phelps Real Estate Group.

off. She advised me perfectly, and managed to find an ideal buyer. Julia is an excellent communicator, she kept me fully informed every step of the way.” Julia’s approach to marketing is of the highest caliber, ensuring that her listings are seen by as many potential buyers as possible, and always in their best light. “Because everything is on the internet now,” she explains, “photos are the most important part of the listing. I use professional photography and drone videos. I like to think of myself as having an artist’s eye.” Julia is also heavily involved in her community. To that end, she currently sits on the board of the River Valley Family Health Center which provides health care to both Medicaid recipients and low income individuals. She was also a two-time past President of the Montrose Association of Realtors Board. Julia’s plans for the future are fairly simple, and her primary objective is to continue providing her buyers and sellers with unparalleled customer service while helping them either sell their home for top dollar, or achieve their dream of homeownership. “I love helping people achieve their goals,” Julia says, her sincerity obvious, “and I like to make it as painless and stressfree as possible.”

Julia’s impressive customer service skills have resulted in a business that is based almost entirely on repeat customers and word-of-mouth referrals. When asked why her clients demonstrate such loyalty, Julia points to her dedication to treating each of her clients as if they’re her only client. “I give very personal service,” she explains. “I don’t ever let my workload get so large that I can’t take good care of them.” Julia is also a master communicator, and prides herself on her ability to truly listen to her customers so she can best determine their needs and wants. Julia never uses the term “past clients.” She explains, “I don’t use those words, because I would like to think of them as my clients forever.” Julia also works hard to maintain those trusted relationships, and is conscientious about staying top-of-mind via phone calls and emails. The gratitude she feels for her clients is obviously reciprocated, as just one of her glowing reviews on Zillow.com illustrate: “Julia helped me sell my rental property this summer and she was just amazing…I relied on her extensive knowledge of the local housing market and it truly paid 40

For more information about Julia Kay Seglund, please call 970 - 596 - 2861, email JuliaSeglund@gmail.com, or visit jksrealestate.com www.

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers. There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends. Top Agent Magazine

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge. With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz. A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing. Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 42

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses! Prospective buyers always want to know about the community when visiting open houses. Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information. Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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VICKI SMITH & BOBBY LEE SMITH JR. Bobby Lee Smith Jr. and Vicki Smith joined forces back in 1999. Before this husband-and-wife duo went on to launch their own thriving imprint together, Bobby had been in the industry for years, earning extensive experience in the Georgia marketplace. Inspired by her partner’s entrepreneurial spirit, Vicki also decided to try her hand at the industry. Soon enough, Bobby earned his broker’s license and the pair established themselves as dynamic real estate professionals with a firm presence in the region. Then, a few years ago, they decided to push their business to the next level and go out on their own, parlaying their services and lasting relationships to create Properties Plus Realty, an enterprise known for proactive, client-centric care that delivers results. Today, Bobby and Vicki serve as Properties Plus Realty’s Broker/ Owner/CEO and Associate Broker/Owner, respectively. They are also in command of a tightknit team comprised of five additional agents. Together, Bobby, Vicki, and the team serve the central Georgia region, including the counties of Monroe, Bibb, Houston, and Jones. All told, they’ve managed to accrue a sizable 70% of their business through repeat and referral clientele—a testament to the lasting bond that Bobby and Vicki forge with those they serve. “We’ve been incredibly blessed by our business,” Vicki says. “We’ve been in business for twenty years and even made it through the Recession on top, which I’m really proud of. We take a hands-on approach and our goal is to surpass our progress every year. So far, we’ve always been successful on that front.” What’s more, Vicki and Bobby cite in-depth knowledge, lasting relationships, and diligent work ethics as the primary drivers of their success and longevity thus far. “We’re personally involved in pretty much every aspect of our business,” Bobby explains. “Our high level of experience is our biggest advantage. We’ve learned to overcome so many obstacles in the marketplace and we still learn something new every day. We’re able to pass that knowledge along to our agents and clients.” For generations, Bobby’s family ran a series of car dealerships in the Macon region, where Properties Plus is based. Accordingly, many in the community still recognize the Smith name and all it stands for,

which provides a natural route for brand exposure, as well as a way to stay connected with a wide-ranging network of clientele. Likewise, Bobby and Vicki keep in touch with clients through anniversary cards, social media, and community events that draw familiar faces together. They also make it a point to foster authentic bonds with many of their past clients, who often become friends for the long haul. “We really love meeting and helping so many people,” Vicki says. “It’s one of the things we enjoy most about what we do.” When it comes to marketing properties, Bobby and Vicki leverage their own personal brand and longstanding community connections to garner visibility for homes headed to market. Prior to their debut, all homes are outfitted with immersive professional photography. Then, every home enjoys maximum exposure across social media and the leading online listing platforms, as well as through several MLS platforms. With decades of experience in their arsenal, Bobby and Vicki navigate the listing process with immeasurable insight and knowledge to their names. They’ve also established a proven track record of success when it comes to flipping properties—another level of practical, hands-on experience that clients benefit from. To give back to their community, Bobby and Vicki maintain a community-minded approach. “We try to give back whenever and wherever we can,” Vicki says. Together, they’re active in the Bolingbroke Community Club, over which Vicki has presided as President for the last fifteen years. They are also active in their church, in efforts to feed and support those experiencing homelessness in their community, and in supporting local pet rescue organizations. In their free hours beyond the office, Bobby and Vicki most enjoy trips down to Panama City Beach and the Gulf, where they enjoy time with family and loved ones and exploring the great outdoors. As for the future of their business, Bobby and Vicki plan to grow their venture and team steadily, with an eye on quality over quantity. For now, they are content to serve their hometown community, one buyer and seller at a time. “We’re really grateful and happy about our business and its progress,” Vicki says finally. “We know that if we stay on this path, we’ll continue to be successful in what we do.” Now, with decades of combined experience between them, the future looks assuredly bright for Bobby Lee Smith Jr. and Vicki Smith of Properties Plus Realty.

To learn more about Bobby Smith and Vicki Smith, email vickiqsmith@yahoo.com, visit propertiesplusga.com, call (478) 474–7320, or visit their Facebook page here. www.

https://www.facebook.com/propertiesplusrealty/

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

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

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

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

BE MORE POSITIVE

BE WILLING TO LEARN

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

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

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SUSANNE TRAWEEK Possessing a deep knowledge of the real estate industry and a strong desire to provide her clients expert real estate guidance, Top Agent Susanne Traweek of RE/MAX Advantage in Gardendale, Alabama got started in real estate at a young age and brings these years of industry experience straight to her clients. Her enthusiastic, genuine approach – coupled with her fierce client advocacy – has resulted in her rating as the number one agent for homes sold in her area*. “I got started in real estate when I was twenty-five years old,” says Susanne, “when I bought a house and found the appraisal process really interesting. I started reading about becoming an appraiser, and about comps and things like that. Then I actually started selling houses instead.” Selling primarily in what is called the Metro-Birmingham area, Susanne has inspired incredible loyalty amongst the many buyers and sellers she has worked with over the years. When asked why her clients continue to work with her and refer other customers, she reflects for a moment before replying. “My clients know I’ll take care of them,” she says. “Regardless of what you’re selling, it’s about that person and what they need. I listen to them, I respond. I’m willing to go that extra mile for them.” She also prides herself on maintaining solid relationships with other agents. “We may be competing against each other, but one hand feeds the other. We have to work together instead of pulling apart.” Susanne is a huge advocate to educate buyers and sellers during the selling and purchasing process. “I want them to be educated and know what they’re doing,” she says. “That’s important to me because for most people it’s the largest investment they’ll ever make. I don’t want it to become just a debt, I want them to understand the magnitude of it. I think that’s extremely important.” This passion for education and understanding extends beyond her transactions with buyers and sellers, but to other agents in the profession. Susanne is also certified in the state of Alabama to teach agents “Continuing Education” courses required to maintain an active license in the state. She uses her wealth of knowledge and experience to promote innovation with those in the industry to ultimately lead to satisfied clients.

The appreciation her clients feel for her is perhaps best illustrated by the staggering number of five-star reviews she has received on the industry website Zillow.com, on which site she is a Premier Agent. Among the many testimonials is this one, which perfectly illustrates the experience of working with her: “We listed our house with Susanne and had an offer on it by the end of the week. She is easy to work with, very knowledgeable about the real estate market, and quickly responds to messages, emails, and texts. Susanne addressed all of our concerns and gave us honest answers. She truly cares about her clients and it shows. Susanne goes above and beyond. I would highly recommend her.” While the financial rewards of her chosen profession are not inconsiderable, it’s the more personal side of the transaction that Susanne finds most gratifying. “Making a buyer or seller happy is what I like most,” she says. “It’s really rewarding, and very exciting. Seeing in their eyes that they trust me and that they can tell I know what I’m talking about is really rewarding.” Giving back is also very important to Susanne, and she has been involved with the Jimmie Hale Mission, a local homeless shelter. Sparked by her involvement with this organization, Susanne began organizing a coat drive to benefit the Jimmie Hale Mission. “We try to get the community involved using social media, sending out postcards, and having drop-off locations at dozens of local businesses so others can have the opportunity to participate,” she says. Typically held in November or December of each year, Susanne is looking to continue growing the event and the impact it makes in its seventh year. When she’s not working, Susanne enjoys puzzles. “That sounds silly,” she muses, “but transparency is the key, isn’t it?” She also loves watching her daughter execute a wide variety of DIY projects. “I also love to shop, like every other woman,” she says with a laugh. Looking to the future, Susanne’s plans are to continue growing her business, while still maintaining her exceptional client centered service. Getting homes SOLD, creating a relationship with homebuyers and sellers, and bettering the community are two of the things that drive Susanne as she creates clients for life! *(in Gardendale, Fultondale, & Mount Olive - Source: BHMMLS 1/1/1512/31/17)

For more information about Susanne Traweek, please call 205 - 936 - 8636 or email susannetraweek@gmail.com Top Agent Magazine

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