NATIONWIDE & INTERNATIONAL 8-31-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

JOANN ARONSON JASON COUCH BEAU DUNFEE JUSTIN DYAR DEVON & DUSTIN FOX

Take My Word For It:

THE POWER OF TESTIMONIALS & MAKING WORD-OFMOUTH COUNT

SUANNE HOFFMAN RICH KECK MARK MIDDLETON ALEXANDER PREWITT JESSICA SEIDLITZ TUSHAR VAKHARIYA

Mary Schweich COVER STORY

NATIONWIDE & INTERNATIONAL EDITION Rob Purvis is proud to congratulate

Alexander Prewitt 6

ALEXANDER PREWITT

MARY SCHWEICH

JESSICA SEIDLITZ

BEAU DUNFEE

JOANN ARONSON JASON COUCH

Broker/Attorney-at-Law Beau Dunfee was born the testimonials is this particularly g 28 example: “Beau was courteous and and raised in South Bend Indiana, 27 and prides himself on providing the very best client sersional through he whole process. He resp Joann Aronson hasidyllic alwaysMidwest been a Jason peo-As Asbegan for marketing Joann applies strategic approa vice available in this city. to ouraalso requests not only n Couch his tenure inlistings, real immediately short order. Jason counts strong her Realtors successful tenure boilsago down to one key philosophy: “I to get therepe m aple Topperson. Agent atAfter Weichert – Jim Dunfeeten years homes, but to any questions we had ab estate as a burgeoning key features in want his professional &asAssociates, is quickly making a name for and purchasing process. He Joann was a surgicalhetechnician and seventeen yourremains property amount of approach time,” says. investor, oneintothe thisleast and efficient to getable the to jobeI himself as service a broker in who be trusted to conthings about the manner,” home buying proces years of thecan airline industry, record underscores perspective clearly. Recently, day. In hisherearly years taking on this and stress-free he says. “W sistently place ready the wants of his way made our decisions easier a themany process, saw sold especially about being is tha Joann was to and set needs her sights ontransactional erty listed with he Joann inwhich twelve hours anda realtor, significant clients front and center. purchase more certain. We would high opportunity to streamline manybringing gettingbuyers the job and done.sellers I get to togethe express new horizons. When it came to an findasking price. “I love ommend working with Beau in the future of the systems that“It’s had sobecome me to help my clients windeals because of ing and purchasing her own family’s explains. rewarding and exciting to make happ A graduate of Notre Dame Law School, Beau commonplace in my theDUNFEE industry. In to make line. To sum it up, what I alove the m BEAU JOANN ARONSON began JASON COUCH properties, Joann had always led the to use knowledge the closing table success his journey in the real estate indusImpressive, thorough and cutting-edge m swift succession, he decided to your problem-solving abilities.” charge, sowhen pursuing a career residential property try in 2013, he began workinginat real a title Whether working with commercial ing also playsora large role in Beau’s suc take on a new role as an agent to company. “I was like an underwriter with employs the leading online his industry. market mytolistings by estate seemed a natural dealing fit. “I hit listing “Iplatforms generate facilitate the buying and selling process for others. “I got my heavily Beyond the tools office, makes itm complex real estate transactions and making a mum on the andJason resources that the ground running,” Joann remembers. In the five years since, she exposure Likewise, sheusing incorporates profe license, a real estate brokerage, and toonline. create his enterprise as lot of decisions as purchased far as insurability of homes,” he says. Instarted pany provides,” community, he says. Four-hour open houses, profe built an impressive repertoire and reputation for strategic photography, virtual walkthroughs, Facebook Live tours, ROBhas PURVIS and THE MVP TEAM efficiency to saveserbuyers and sellers energy, nity. “I’m proud that pla mya January ofsystems 2016, heofentered the brokerage field, signing on time, photography, and intelligent use to ofannounce social media vice, integrity, and proven results. the way, she hasa earned geted across make major impac and money,” he “It recounts. Just good a fewtransition,” yearsvisibility later, Jason now social Epicmedia Heroes and have with his Along father’s company. was really specifically Facebook, have to allOrganization ensureda both maximum Rob Purvis | Loan Officer/Mortgage Banker a host of accolades, including the 2017 Silver Circle ofable Excellence a property’s debut. listing properties, Joann also heads a team of nine talented under banner of listings status 2018,” he explains. “Theb explains Beau, “because I was to useprofessionals my law degree and thesure for Beyond his andin a quick sale. 520-777 - 1055 as | rpurvis@vipmtginc.com designation, the #5 Agentlegal for Volume Northport workveterans with prospective buyers. EpicSold National Realty. What’s henurturing has built reputation to for her help with affordable housi experience withintheher titleEast company tomore, jump right into reala presence creating a low-stress andinpro-active transactional process that andcommunity preferred Ashe secondary Beau made a splash his new field, and wasto make Giving back to his of great importance robpurvis.vipmtginc.com office, and having earned theestate.” #4 GCI andquickly as #4 in Units Sold. helping that American Dream is avendors. reality,” says.to the recipient of the the Year Award Weichert’s that endwho he is involved withhard multiple serves hisRookie clients’ofoverarching real for estate goals. to and preneurship classes to veterans to aa satisfying helptoclients have worked and organiz have V.I.P. Mortgage, Inc., 5401 N Oracle Rd, Tucson, AZ 85704 Region his first year. This was followed by entire Midwest the Family Children’s Center that assists own businesses.” In his remaining fr Based on Long Island’s North Shore, Joann services clients across for the houseincluding they want.” his recognition as Jason’s one of the Top is 30 centered agents outon of the 600 Dallas/Ft. in that mothers overcome adversequality situations, and thehis South Today, outfit Worth and spending time with wif the greater New York City and Long Island region. In addition to her the Top Overall Mishawaka Leadership Academy. He also personally region, andAustin in 2017 he claimed markets, withrecognition a ten-cityasrollout planned in the next five playing guitar and hockey. experience in residential sales, a in significant contingent of Joann’s To give backover to $25,000 her community, Joann and her husband s Agent the Midwest Region. years. With a decade’s worth of experience on his side, Jason’s for multiple local charities.

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

CONTENTS

19) BUYERS 23) TIPS ON AND SELLERS: BREAKING INTO THE UNDERSTANDING LUXURY MARKET HOW HOME business is in the commercial real estate sector. What’s more, her area schools and neighborhood, as well as feed the homeless working style is defined by a forward-thinking approach to the MY As for the future of Epic National R 29) TAKE WORD INSPECTIONS Beau’s business is based largely onARE referrals, a sure sign of he’s the not working, Beauthey spending time w business is 100% based on repeat and referral clientele—a true tesholidays through restaurants Incarefully her rem industry that includes higher-efficiencythe systems and When perceptive expansion in enjoys the own. works, customer satisfaction. There are a multitude of reasons for wife and his family. He’s an avid golfer, andspent enjoysw tament to her staying power as an agent. To account for her swift hours beyond the office, Joann most enjoys time market awareness. “We try to make a client’s transaction as service area to ten additional U.S. c 10) TOP AGENT TIPS IT: THE POWER NEGOTIATION thisforthright client loyalty, Beau believes. “I think it has ahusband, lot to FOR do Hedaughters, also works part-time as a basketball referee at the c success thus far, Joann cites strategic chance stresscommunication, free as possible by having a process and two team member and For son, now, and he isrelishes content the to serve the with my use of technology, my negotiating skills and contract level. marketing, and diligence as the premier drivers of her working style. softball, visit the beach, or stroll through the park. “My dayk to handle every step,” he says. “We pride ourselves in staying in his marketplace by applying his AND QUESTIONS FOR OF TESTIMONIALS & TOOLS writing skills. Also, I try to work within the highest standard “I’m a straight shooter andofI ethics.” listen ahead to what my clients are lookfrom real estate are with my family, either watching my of the curve. Most of our buyers find up to 40% more and authentic spirit of service. Beau’s legal background also gives him a leg up on As for the future, Beau’s plans include assuming the ki Pr CHOOSING ing YOUR MAKING WORD-OFselection than other because of drafting our proactive home for, and I guide them tohis exactly that,” “I’m Joann says. “I firms ask their travel sports or going outwhen to dinner or spending competition. able to keep dealsthem together by Broker/Owner role his father retires. “I time want tog to search future sellers andamendment current A lot ofteam times we sightseeing to prioritize their needs andthe wants, but I never show properties or sellers. she says. She also enjoys new the properties and re language of aof counter offer or an or addenatmosphere where we attract best agents in tow MOUTH COUNT LISTING AGENT find homes only our buyers will know about. For buyers who dum, where other agents or companies might have them fall everyone working here,” he says. entertain offers that aren’t what they’re looking for. I don’t waste my ing market trends. enjoys 4) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID http://

are struggling to find typesallofthehouses, apart because can’t figure outdifferent how to keep parties we deploy our clients’ time by showing them things thatthey don’t meet their spectrum Whisperonprogram, havethe notfinancial rewards of his career are not inco involved together a certain which issue.” finds them future sellers that While of needs. The most important thing is listening.” Joann also credits In planning the future of her business, Joann intends to c able, access it’s the more personal side of the real estate indus advertised their home yet and gives our buyers exclusive time management skills, organization, and grace under pressure as steady growth in the years to come, with a focus on maintain Beau’s clients, seems, agree withand his his assessment, as is made value-adds Beau finds first.”it Likewise, Jason team offer several formost rewarding. “I love seeing people realiz additional value-adds for clients. her prior career, she superlative results and care she built a reputation upon evidentConsidering bytheir the multitude of glowing reviews he has received dreams when they buy ahas home. I love being able to hel clients, which lead to long-lasting relationships and meanhas proven herself a dependable, detail-oriented professional with a Agent. with five thriving years in the industry behind her and spirit on Zillow.com, which site he is to a Premier Among through that process.” Phone 888-461-3930 | Fax 310-751-7068 ingfulon services relevant his clients’ homeownership journey. service-oriented streak. “It’s hard work that goes hand-in-hand with look on past what’s to come, “We have several valuable programs that our clients can the road ahead is bound to be bri mag@topagentmagazine.com | www.topagentmagazine.com doing the right thing,” Joann says. Aronson. take advantage of including a networkJoann of preferred real estate more information about Beau Dunfee, vendors that For give exclusive he says. Thispublisher. means thatTop No portion of this issue may be reproduced in any manner whatsoever withoutdiscounts,” prior consent of the Agent Magazine is Jason and his team’s efficiency and knowhow is accessible to published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent please call 574-340-3377 or email beau@beaudunfee.com clients long after the closing by table been successfully reached. Magazine cannot be held responsible for opinions expressed or facts supplied itshas authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. 2

To learn more When it comes to listing properties, Jason and his team blend Copyright Top Agent Mag the best practices of traditional and digital marketing to achieve JASON CO maximum exposure. He also leverages his insights as an investor email Jason@ep and reaches out to syndication of relocation firms and HR department contacts at corporate firms. This helps source an ideal buyer Top Agent Magazine visit epicnr. in two of Texas’ most competitive markets. Likewise, innovative or call (817) 9 social media techniques ensure target audiences are reached in www.

JUSTIN DYAR DEVON & DUSTIN FOX SUANNE HOFFMAN

Don’t hermarket modestwhere and gregarious fool something After seventeen successful years in retail manageearning them top dollar and excel- not work-related, that I a let niche you have tonature know houses—while the area rmingham, Alabama, lies a vacation 35 Dustin Fox was ready for his 31 next challenge. lent terms 32beto reckoned and the market veryiswell in order succeed.” The on their biggest asset.” where gorgeous scenery andment, water you: SuAnne Hoffman a force to cell phone range.” Hemade had already assembled an impressive repertoire area’s he explains, is quite unique. d, generations of memories are with in the real estate, estate world. Heading up her own“You of service-oriented people skills andteam decided to ableWilliams Beyond are not to just look put anSuAnne address intothe office, Dustin and Devon giveIfback epreneur has built a thriving, business at Keller in online Orem,orUtah, youbyneed evidence of how much pursue real estate for its limitless potential and theto find properties,” he says. supporting local organizations and events, and also GPS al reach. Since 2003, after graduating has developed a formidable reputation as a Realtor clients appreciate her, just head over ability to become his own boss. In the three years host fun activities a few times a year to reach out sity of Alabama, Justin Dyar has been who truly cares about her clients and consistently on which site she is a Premier since making the transition, Dustin has cemented to the community, such as moon bounces com, and snow Nearly 95% of Justin’s personal business is “weekenterprise in the place of his fondest has Stone a perfect five-star rating comprise himself as an industry leader swiftly advocates on the rise.for their best interests, whether they’re cone machines for area kids. They also sponsor end” or vacation homes, with approach, the remainder emories. or selling a home. Her honest glowing testimonials. This one, in What’s more, he has built a reputationbuying for lasting Middle School—where their daughters ofattend— comprised of farms or retirement homes. coupled with her exceptional work ethic Naturally, have demonstrates the level of care she sh relationships, tech-forward marketing prowess, through renting out a movie theater each quarter to therefore, he has marketing down to a reward science. ,000 acres of Winston, Walker and aand proven track record of success. resulted students who’ve earned a spot on the Honor“SuAnne Hoffman is absolute in a large and loyal client base and her clients: “Everything is marketed online and through several nties in Alabama, Smith Lake is known of late, DustinHOFFMAN is supporting effortsAfter to build a JUSTIN DYAR well-deserved DEVON & DUSTIN FOX Roll. AsSUANNE Top Agent status. previously working with two ot market,” community-funded park in Centerville. iews; marinas; boat launches; Today, fishing;Dustin and his wife Devon servewebsites as a geared toward Smith Lake and ourworld-class, SuAnne had a full-price offer on our he says, adding that their analytics show that the tubing; and welcoming vacation home dynamic husband-and-wife team under the banner of Pearson Smith “We love living here and we love giving back,” he says. “My ultimate SuAnne, who is approaching three decades in the listing it for only three days. She is Asbuyer transplants the know Keck saw technology changing quickly pool livesNortheast, within driving . It was Smith Lake that inspired JustinBased intoCenterville, Realty. Virginia, they focus on typically thefrom greater goal isa three-hour tothey use real estate better ourand community. We really want to on live theirtobest life” Mark imposes no setcourteous, rules Endless opportunities exceed goals and improve real estate industry, began her career inbusiness 1991. “My ing,grandand professional. We how toD.C. attract the attention ofgrow buyers from those einnovative former music and movie store ownerHomes distance of the lake home, but that some buyers are beginning to real estate company, Lake Realty. Northern Virginia region and are also licensed in and Maryland. a that we can hand down to our children and members, while still implementing team standards. life are what motivate Mark Middleton.36 Not his own 39 41 husband at the timeVirginia wanted to startacross ahomes. real estate development,” that sheand was in constant communicatio areassweethearts, when they list North Carolina “We italways was time take lifelong entrepreTogether, Dustin and Devon are high school children andthe that the whole community canappreciated be proud of. We value seek out vacation and investment homes from country. had atovacation home on Smith Lake and I Mark says I that there’s backs, a placeand in absolutely his company goals, or his own of life, but those she of the peo-“and says, heimpressive thought would aneighbors great got my keptfor us in the loop. SuAnne ge market our an listings to theitNortheast, because weidea a new direction. owned aandquality natives, professionals who have driven honor be our andiftreat everyone with respect.” In free hours he area since I was“Ia actually child,” says Justin. “Imodern knew the Tushar Vakhariya took an interest everyone from the soccer mom or the car salesman ple he represents and the people who work for him. understand the sell numerous reasons considrtar DVD movie store in estate the Northlicense so Iclientele—a could the houses. It they’re wasJustin’s such an interesting fit formost enjoy est and most positive recommendation!” 30% of their referral testabeyond the office, Dustin time spent with their Histhrough clients also appreciate the fact that, despite high vol-and Devon area, so I and started doing real there as business soon as Ithus far ® in real estate earlier than most. toTogether, those who full-time REALTORS wantment tonew.” help people to live their power bestme; life,” says moving we me say,really ‘here’s what you’re zed it was timeoftoAlabama.” start “I something to their promising staying as ering agents. Likewise, Dustin threeeach daughters. theyare enjoy cheering on local sports. “You teams bring I found that ithere; suited well. The marketing aspect ume of business, he remains hands-on with client. “People m University When he was just thirteen your willingness to become your best self and we Mark, who is doing so at professionalism, warp might speedlook through the going to love here,’ and it works.” Keck Realty fe were investing in North Carolina cites real communication, and diligence as the central like the Nationals, Wizards, Capitals, and Redskins. was fun, and the negotiations andthink the strategy behind that, While working with her clients is SuAnne’s years favorite at really the amount of properties we list and that I’d be old, tagged to showingssw help you goals.” With ahe supportive estate business building As Group receives calls and inquiries from me and growing to real love industry. drivers of their he working “From toregularly end, you have and of course I found thetoclients to be amazing.” profession, she admits that italong is a double-edged too busyinbeginning to2017. call them back, but when you call my number you getaccomplish your Lake, Lakethe Homes Realty is began now style. used onwere Smith set the right tone—from way youof present yourself the you wanting As fortowhat’s Dustin andand Devon intend technical continue theirclosings busi- Mark theirway listings, knownext, more ntered real lake-focused estate formally, knowing that environment abundant resources, owner and operator of several divisions Thepeople Move and alongside his father, the to gratification she receives from helping people ac me personally.” He about saystothat, even if someone answers his call, he s largest real estate brokerage. “We the communicate,” Dustin says. “Our goalhe is not toabout wow ourlifestyle clients through ness’s steady growth, with plans to support the aspiringarepeat community the in the Raleigh area. at North Carolina market, he could and his team generate considerable and refer-she Group ofhelp only burgeoning property investor. business model that IIndeveloped inKeller 2003 Williams and have in Florida, personally returns every call and all emails go into his personal Currently overseeing a team that consists of an office manager dreams is highly satisfying, also admits that wat closing and then stay in touch for the long-term. We let our clients of buyers and sellers in their hometown region. Finally, with three achieve their dreams through real estate.sellers and investors live their best ral business. helps in-box. Approachable and easy going, Justin makes the lake home 20 states,” says Justin, a partbuyers, owner of the national From the very start, Tushar and two buyer’s agents, SuAnne is that rare agent who is dedof her clients deal with the inevitable stress ofwas real e know that it’s not just about completing “We a single and promising years behind him, Dustin considers what he values most weretransaction, once new to the area and didn’t know lives, but he empowers his team members to sale thrive. MARK MIDDLETON TUSHAR VAKHARIYA RICH KECK m. “We are specialists in the field and we are expandpurchase or as We’re delightful as clients, it should be. field. toexperience being honest with her particularly when action can be difficult. to watch people intrigued the hard industry. He began relationship doesn’t end when we icated reach the closing table. about chosen “We lovethe the thrill of helping people,” heby“It’s many people, but with the influx ofhis newcomers, -time home buyers or seasonedoursellers, Those resources include a 14-point marketing plan states,” he adds. “Anywhere there’s focused a lake, we will hiccups occur during a transaction. “Anyone can do like his a divorce, a death, on creating long-terminevitable connections with clients “Especially clients who haven’t been difficult able to findsituations success in real shadowing father’sorbroker and or we get to meetour people from allsays. over.” Along with e brokerage has worked withalways clients for listings, including a unhappy coming-soon period; robustbe selling their home.” F Timing is aexpertise key factor in some success stories and While Lake Homes Realty will gladly expend to any place where perfected his marketing and sales at Smithand we do that by prioritizing what’s right for them.” estate before and who may be experiencing stress or fear about the an easy sale,” says SuAnne, “but it’s the hard ones that I excel at. reason they might e of life. Keck Realty Group serves North Carolina handing people their keys and getting to be part of one of the ultimately made the decision to online syndication Keller Williams; staging allows her to make the Mark’s is no exception. And for Mark, his there is aWhen lakelaunch with homes or landmakes, around to bederives sold, Justin’s now has a marketing platform tailors to theApex, needs To create newfirst andget successful strategies that can make empathy that things go wrong, as theyprocess. often can, my clients seethrough SuAnne’s intrinsic most important decisions a family Rich great gh metro area including Cary,that Holly Springs, earn histo license atphotography eighteen. Innothing 2006, he began his career in estate will always remain at Smith Lake. Given his love of sellers Keck and buyers. advice and professional 3D Matterport and video with into real estate with his dynamic personalTo over stay time in blended touch with clients and nurture ongoing relationships, dream of homeownership happen for our clients—there’s joyreal from real estate. “We also like getting out in the commuVarina. Realty has evolved out of aperfectly what fighter I really am. Some of my most loyal clients areand oneswas soon situations as painless possible. earnest in command of as a steadfast reputation built the lake, he gives back to the community regularly by sponsorDustin and Devon reach out through various means—from pop-bys, more exciting or rewarding.” drone footage where allowed. Their greatest offering, however, is ity and desire to serve. “I was a bartender for 25 years here in Rich.had As difficult a company, Keck Realty Group sponsors se of referrals from clients who appreciate the team’s nity,” says who transactions.” on knowledge, prowess, and an abiding media, and mailers toing on schools, home values and local charities, libraries and events. He sponsors themarket particularly, Justin’s team includes several buyers communication. Always keeping theLooking client’s negotiating best interest at the the Tampa Bay Area,” he “Iuseful was out to dinner with a few events suchupdates as casino nights, happy hour meet-and-greets, and on, integrity and willingness tosocial go the extra mile forsays. to the future, SuAnne’s plans are to contin Thanksgiving pie cliengiveaways. “We love community andSprings. want annual ‘Wake World’ event at Smith Lake,sponsor through which fessional photographer, an assistant. His passion foronhis work. “Holly Fest” inthis theathe of significant Holly We even ice me is on the business, so Iand pride myself on integrity,” forefront, “Webusiness touch base with clients least once a week; friends and mentioned a Facebook post from atown friend who was With fairly portion of her based heratbusiness while stayingwecommitted to providing to build something that lasts,” Dustin says. “We really focus on underprivileged children get to go out on the lake for an entire day fact that Justin lives full-time in the area and that he to give back to our communities. “We run various ho became broker-ownerdoing of hissome company in 2016. His cream amazing numbers in realtrucks estate. I said, ‘I think I’d be keep them informed and communicate at a high level all thehas waybecome synonymous wit repeat clients and referrals, SuAnne is clearly providing toptional client service that maintaining those connections andsuch staying top-of-mind through to experience things they otherwise might get to do. to “As what makes Lake so® at desirable. In fact, Justin contests as people donating items the never local bank plus a director of client several otherSmith REALTORS from the food beginning long reason after the has transaction,” says Mark. good this!’” The people at the table encouraged him to service go for it.to for Today, Tushar beenasked in business for“They more decade notch customer her buyers and sellers. One When what advice she than mighta have forand those consistent communication.” ed to the region that He peers and colleagues many as10 50them people volunteer, donating boats andtotheir to and we in give prizes like or gifttheir cards for bringing intime marketing coordinator. never have come looking for completed his realdubbed estate courses days’ time anddrones had his co-leads anus.” intrepid real estate team at“Vet Keller Williams Luxury for this, she believes, is that she maintains constant contact buy or sell, she replies: the agents that you’re wo kids around on the lake for water sports and fun,” explains ith Lake®” years ago. “It is actually registered trade- thedrive most food.” He also serves on me the Holly Springs Chamber license When in 29 days. “The woman who originally inspired me put it comes to listing properties, Dustin and Devon apply techInternational. Birmingham, Michigan, Tushar serves with them. “I’m very consistent,” explains. “I’m basically Based Makeinsure you’re properly represented, and make s For “Mr. Smith Lake” there could be noshe more fitting cause. in mymanaging marketing; people know that I specialize Commerce. st about personalities and putting yourself inin of Justin. involved in the communities heitserves. He is in touchsavvy withmethods her teamtoleader here at Keller Williams, and theselling restI evenMark net maximum visibility online. fact, always there Infor them. makealso sureremains that when I’m doing notmetro just doing for theand money.” the suburbs of the Detroit area generates almost the on’s shoes.” Rich thrives when doing so and enjoys homes prior to their market debut is a trademark of their approach a member of Rotary, the Downtown Dunedin Merchants Associais history,” he says. eam to do the same, all while keeping an open mind. Rich plans to continue growing his business in meaningful ways. entirety of his business through repeat and referral clientele. To as agents. To accomplish this, they leave no detail unaccounted for, tion and serves on the board of directors for the Dunedin History ® “We are always looking for talented REALTORS d people with estate sales; we’ve sold inwith bankruptto join in our remain a top-of-mind resource, Tushar cites passion, resourcebeginning high-end HDR professionaland photography shot by Museum. “We also hold appreciation events as a company.” Markforeclosures; read up on the wisdom of growth KW co-founder chairman, Gary orce situations; we’ve sold we’ve sold but we don’t want to grow too fast; a team of 6-12 would fulness, and market savvy as the foremost drivers of his success a sought-after New York Times featured photographer. From there, and began his business with the endand in mind,usdetermining include Holiday gatherings usually at a local restaurants, s; we’ve sold land andKeller, everything between.” In footage, be reasonable get theamenimost out Those of the market while virtualintours, aerial/drone and featuredhelp neighborhood to day. Tushar tech-forward, multifaceted and a summer barbecue thatLikewise, has garnered moretakes than a250 interwhere to gohe and how heprospective would there. He owned aall, Rich ng moved to the Raleigh area he from thegoing Northeast, working closelyget with our clients. After considers himself tieswas paint an immersive picture for buyers. To net optimal approach to his marketing strategies and process, ensuring ® wisdom and knowledge to his buyers. “The top four a protector. “I like the word ‘protect’ – we put ourselves right in team within two months of becoming a REALTOR and soon hired ested attendees. exposure online, Dustin and Devon leverage targeted ads across ople are moving here from are New York, Newthat the marketing mix of everything to protect people, a full-time assistant, aJersey, transaction coordinator and has already built make them comfortable, that clients reap the benefits as a result. He also nurtures relasocial media maximize dollars and net pre-listing To learn Dustin and Connecticut, so weaunderstand; we’re transplants andlofty ensure know here for Communication, tionships for the long hosting annual Meanwhile, on the more personal about front, Mark hashaul, evenFox more goals. He client appreciation team of eight agents. “We we intend to reach $1 them.” buzz. In fact, Dustin andhave Devon aregoals; so they successful inwe’re their pre-listing ich and his wife and twobillion girls absolutely love the area integrity and protection, with listening at the heart of it all, are sales, that they and advise and assist many the additional 850 events, checking in has through to run a marathon in every state and alreadysocial tallied media, 11, in and sending out of repeatable predictable salesofyear-over-year by agents 2023.”in plans email Dustin.Fox@pearsonsmithrealty.com, ke part in its lifestyle and booming growth. the key components of Keck brand. to six of the seven continents (Antarctica may take a little their brokerage with theirexpanded own promoted ad campaigns. addition During his first year, he even The social Movemedia In the Group toRealty mar- Group

RICH KECK

MARK MIDDLETON

TUSHAR VAKHARIY

33) 5 TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS

37) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

40) HOW TO OVERCOME YOUR WORKPLACE FEARS

Top Agent Magazine is seen byCall Real Estate Agents and holiday (703) and 927birthday – 1461,gifts. or “We bring consistent to every property we work with,” Dustin Tooutside learn more about Justin Dyar, kets of the Tampaquality Bay Area, including Move In Sarasota while, he jokes). As The Move In Group grows, Mark aims for 45 says. “Using targeted campaigns to sell pre-market homes really Brokers every U.S. city and visit FoxesSellFaster.com and Move In Nature Coast. Florida divisions and morein partnerships withSuAnne leaders. “By being a For more information about visit justindyar.com or lakehomes.com, go toof his Facebook page, Considering his twelve-year tenure inHoffman, the industry and his early helps clients avoid the stress and disruption showing and open top producing agentexposure and creating this company, I get to help make to real estate investment, Tushar has honed an expert email justin@justindyar.com or call 205.468.6375 please - 615 3033 or email SuanneHoffman@gmail.com Internationally! “I empower each of the people who work for my company to becallthe801 future great -for others and for myself,” he says. “Helping peo- and networks reguCopyright Topwith Agent Magazine eye. He often works investor clientele https://www.facebook.com/Smith-Lake-Real-Estate-by-Justin-Dyar-373511837928/

www.

their greatest self,” says Mark. Their motto is “Helping people to ple achieve their goals in life through real estate fulfills me.” larly with industry colleagues. “I personally invest in properties REALTOR Vendors and and developments, so I’m knowledgeable about the market on the Please ground level,” contact he says. “I feel confident in advising my Real Estate Companies— clients to make financially strong decisions.” As for marketing mag@topagentmagazine.com listings, no detail is left unaccounted. Tushar blends the best Get Nationwide & To learn more about Rich Keck , both digital and traditional marketing. In addition to or practices call of888-461-3930 for pristine listing presentations that utilize professional and drone visit keckrealtygroup.com or go to his Facebook page, International exposure! he also enlists the influence of social media and rates and information. email rich@keckrealtygroup.com or call 919.909.4126 ad photography, Copyright Top Agent Magazine

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https://www.facebook.com/richkeckrealty

nets top exposure across the leading online listing platforms. Well-placed ads and mailers leverage the staying power of print Copyright Top Agent Magazinecollateral, while hosting networking events ensures Tushar To learn more about Mark Middleton, visit themoveingroup.com mines his sphere for potential buyers. All told, Tushar’s focus Top Agent Magazine 3 remains squarely the client. “I love helping my clients find or go to his Facebook page, email mark@moveintampa.com or callon727.798.4556 their dream property or build a portfolio of profitable investments,” Tushar says. “I am genuinely passionate about what I http://

SOCIAL MEDIA MISTAKES

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

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1 Using it to Vent

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

Lack of Consistent Branding

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

3Not Posting Enough

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

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

Not interacting With Your Followers

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

Not Sharing or Linking to Others

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

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ALEXANDER PREWITT With Alexander Prewitt as team leader of Tucson-based Corner Connect Realty Executives, the company is in good position for continued growth across a spectrum of real estate services. “After graduation from University of Arizona, I got into real estate back in 2010, during the foreclosure market,” Alexander explains. “I had been an athlete at U of A, playing rugby, and I’m grateful for the direction and preparation I gained there.” After earning his license, Alexander assisted with real estate sales at the first office he joined and did broker price options (BPOs) on the side for some extra income. “With BPOs you help a bank understand how to list a foreclosed house before they assign it to a group of agents.” One thing led to another. “I became a foreclosure agent for the likes of Chase, Fannie Mae and Wells Fargo, which was a great way to get started.” Although he was snapped up by a “big brand” team around that time, it didn’t take Alexander long to realize that he wanted to do business differently. “I sold a lot of houses, but I wanted it to be more about service than just selling as many houses as possible.” He broke off to form his own team, a business that is now Arizona’s #1 home buyer in addition to doing traditional retail real estate.

On the acquisitions/investing arm of the business, Corner Connect Realty Executives purchases about 150 houses a year to remodel. “We have acquisitions specialists and marketing; that part of the business is built for buying houses, wholesaling and flipping.” On the retail side, they conduct standard purchases and sales with a clever blend of service elements. Buyers and sellers benefit from the structure of the business. “By having these different companies under one roof, we can actually give a 48-hour cash offer to anybody. And for buyers, we carry a private list of homes that that aren’t on the market.” Alexander explains that in Southern Arizona, homes sell very quickly; the ability to show a buyer an off-market home gives the buyer a competitive advantage and often allows Alexander and team to customize features before closing. “If I have the materials they want and it fits their budget, we can customize the remodel to their specifications.” Sellers who work with Corner Connect get top-tier marketing for listings. “We of course advertise with all the big, online players, but our most unique way of marketing is through social media. “I’m rated the #1 agent on social media in Arizona, but the company is more important to me than my personal name,” says Alexander. His listings get targeted boosts on Facebook, Instagram and YouTube, generating fast sales at good prices. The company even has its own openhouse marketing team, including a sign placer who conducts door-knocking after placing the signs and even removes the signs after the event. All these offerings boil down to one thing – service. “We consult with our clients and treat every-

thing more as a relationship than a transaction.” They also stay in touch, giving gifts along the way, reaching out several times after a purchase or sale, and conducting special events, including renting out a bowling alley or a movie theatre for clients, their friends and family. They also host charity events – a “Touchdown for Charity” flag football game at Thanksgiving and a “Dodging for Dollars” dodgeball game, both of which support local nonprofits. Alexander’s goals include expanding to Indiana and Florida in the not-too-distant future, plus adding a rental arm to the business. He plans to do this while continuing to nurture the development of each of his team members. “Everyone on my team is coached for both their personal and professional lives; we create a plan to help them improve their lives outside of work, not just to be better REALTORS®. Alexander also makes time for himself and his love of fitness has earned him the nickname, “The Fit Realtor.” He enjoys body building, playing in soccer and basketball leagues, and golfing. “Fitness is my main outlet,” he says. “But the relationships are the best part of real estate. Clients become my friends, like family, and I enjoy sharing my knowledge of real estate.”

To learn more about Alexander Prewitt, https://www.facebook.com/cornerconnecttucson/ visit facebook.com/nothin2itprewitt or cornerconnect.com, email alex@cornerconnect.com or call 520.237.8411 www.

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www.

The Volpe Team of NOVAÂŽ Home Loans is proud to congratulate

Alex Prewitt

of teAm corner connect

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

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Rob Purvis is proud to congratulate

Alexander Prewitt

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

ROB PURVIS and THE MVP TEAM

Rob Purvis | Loan Officer/Mortgage Banker 520 - 777 - 1055 | rpurvis@vipmtginc.com robpurvis.vipmtginc.com http://

V.I.P. Mortgage, Inc., 5401 N Oracle Rd, Tucson, AZ 85704

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers. Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent. During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 10

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce. Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however. You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours. What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price. They’ll also educate you on how best to balance both market time and list price relative to sales histories your area. Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements. Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches. Top Agent Magazine

What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses? Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client. Either approach is wonderful; you get to decide what suits you. Now, let’s list! 12

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Mary Schweich 13

MARY SCHWEICH After successfully selling her self-made business, Mary Schweich was on the hunt for her next challenge. Her husband had grown up in the new construction business, so Mary decided to try her hand as an agent. Parlaying people skills, a dogged work ethic, and an optimistic attitude, Mary hit the ground running full-time in 1999. In the roughly twenty years since, she has carved out an intrepid reputa14Copyright Top Agent Magazine

tion for community-centered service, incisive market knowledge, and a proven capacity to deliver on her clientsâ&#x20AC;&#x2122; goals. As a lifelong resident of Scott County, Mary serves the greater Prior Lake area. With the support of her full-time assistant, Kayla Miller, Mary serves clients of all kinds, with a particular focus on lakeshore properTop Agent Magazine

ties. Likewise, she and her husband own a building company, Copper Creek, and enjoy a significant presence in neighboring Rosemount’s new Dunmore community, which Copper Creek developed. Whether spearheading work alongside existing homes or new construction properties, Mary’s working style is defined by diligence, visibility, and a commitment to her beloved hometown. “My husband grew up on Prior Lake and we presently live on Prior Lake,” she says. “Together, we are very visible, social, and active in the community. I have advertised an ad in our Top Agent Magazine

local Prior Lake American every week for the last fifteen years and people know me as a hardworking agent with longevity.” With close to 80% of her business driven by repeat and referral clientele, Mary’s track record is both consistent and well-proven. She applies her firsthand regional knowledge when guiding clients through the transactional process. Furthermore, she draws upon her extensive knowledge of the marketplace, its inventory, and new construction properties to keep clients educated and informed. “I have a wonderful lakeshore business here in Prior Lake,” she Copyright Top Agent Magazine15

says. “My clients are very loyal and trust me to know what’s going on in my marketplace.” When it comes to listing properties, Mary begins by showcasing homes in their finest light, then leverages them across the leading online listing platforms for maximum 16Copyright Top Agent Magazine

effect. Promoted and targeted social media ads also draw interest online, and from there, she applies Edina Realty’s platform for further visibility. Regional publications as far as the Twin Cities drum up local buzz, while Mary taps her wide network of fellow real estate professionals to learn of homes headed Top Agent Magazine

to market before their debut and to connect her own buyers with prospective gems. “I’m very connected with other agents in the area,” Mary says. “I’m able to source homes prior to market because other agents share their listings with me and trust that I’ll be able to make a deal happen.” Top Agent Magazine

Beyond the office, Mary is a familiar face around the Prior Lake community. On the board for the SVABW, Mary spearheads fundraising events from silent auctions to fashion shows in order to raise funds for a worthy cause. In her remaining free hours, family is central to Mary’s life and she Copyright Top Agent Magazine17

most values quality time spent with her husband, three daughters, three grandchildren, two sisters, and father. She also enjoys time on the lake on her family pontoon—a fun activity where clients are often welcome—as well as paddle-boarding, golfing, communing with her local catholic church, and skiing in the winter months.

Looking ahead, Mary intends to continue thriving in real estate on all levels. “I love working with existing properties as much as the new construction projects,” she says. “To me, real estate is fabulous.” Now, with nearly two decades of prime experience in her repertoire, the future looks assuredly bright for Mary Schweich at Edina Realty.

To learn more about Mary Schweich email maryschweich@edinarealty.com, visit CopperCreekMN.com, call (612) 414 – 4694, or visit her Facebook page here. www.

https://www.facebook.com/CopperCreekRealEstateGroup/

18Copyright Top Agent Magazine

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

Top Agent Magazine

THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process. As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home. Be sure to attend the inspection or assign a proxy if you’re out of the area. Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts. HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results. Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations. 20

Top Agent Magazine

Jessica Seidlitz

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JESSICA SEIDLITZ Jessica Seidlitz’s second experience with buying or selling real estate took place during a time of exciting life changes. Not only was she working full-time in corporate marketing for a major retail company, but she was getting married. “My husband and I each owned these old, starter homes,” she says. “When we sold them and bought a home together with plans of having a family, the whole process was very interesting to me.” Several years later, and by then with 15 years’ experience in marketing, Jessica and her husband welcomed their second child. “At the time, there were a lot of layoffs going on with the company I worked for; I knew my role was in jeopardy.” So, during her final weeks of maternity leave, Jessica earned her Minnesota real estate license and resigned from her corporate job. “I knew I wanted and needed a change, that I’d always been interested in real estate,” she says, adding that the timing was right, given her need for a more flexible work schedule as a mother of two. An independent agent with Edina Realty, Jessica is based in the Savage/Prior Lake area, covering the greater Twin Cities. “I have also recruited a couple of young agents to our office. We’re all young moms, so we help each other out, making sure things like open houses are always covered.” Her marketing background helps build Jessica’s client loyalty, as does her corporate experience. “I’m on top of deadlines and getting things done, juggling several details simultaneously.” Additionally, her genuine desire to help people brings them back and inspires them to refer her to others. “Some of my most rewarding sales or purchases have been for people that were feeling stuck in difficult situations or were trying to muddle their way through life,” Jessica says. “I look for creative approaches to problem solving.” To market her listings, for example, she leverages blogging through her lead-generation service and boosts those posts on social media

and/or purchases SEO keywords. “My background is in digital marketing, so much of my marketing happens online.” That said, she takes advantage of traditional methods such as open houses, print advertising, postcards to the neighborhood and even some special events. At one such event, to increase the buzz about a lakefront property, Jessica organized a boutique shopping day at the home; shoppers could also tour the house, while enjoying hors d’oeuvres and wine from the local winery. “That’s more about building awareness than about expecting a sale.” Relationships are Jessica’s favorite part of real estate. “In Corporate America, even though I worked for a major retail corporation, there was a huge distance between myself and the consumer. I love that in real estate I get to directly impact people’s lives for the better and see the outcome of my work.” Staying in touch happens both through technology and organic relationship-building. “I have a drip campaign for emails and direct mail, but I also pop-by and check in by email, phone and text.” Because her client base tends to be made up of young families, Jessica can relate to the demands on people’s time. “I’ll sometimes send do things like send a quick text saying I was thinking of them on their child’s birthday. And many clients have become good friends.” An additional benefit to the on the relationship side of real estate is working with other agents. “I love recruiting and develop newer agents,” Jessica explains. And while she may always appear to be working and serving her clients, her personal focus remains on raising her family and community involvement. An active member of the Savage Chamber office, she enjoys helping with local events as well, gardening, going to the gym, walking, cooking, freelance writing and time with friends and family. By nurturing her networks through real estate and her personal activities, Jessica is looking toward a future that one day will include a team so can deliver her unique service to even more families.

To learn more about Jessica Seidlitz, visit HomeWithJess.com, jessica.livesouthoftheriver.com, or go to her Facebook page, email JessicaSeidlitz@edinarealty.com or call 612.710.8283. http://

www.

www.facebook.com/JessicaSeidlitzRealty

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

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

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

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect. 23

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

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

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

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

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

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

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JOANN ARONSON Joann Aronson has always been a people person. After her successful tenure as a surgical technician and seventeen years of service in the airline industry, Joann was ready to set her sights on new horizons. When it came to finding and purchasing her own family’s properties, Joann had always led the charge, so pursuing a career in real estate seemed like a natural fit. “I hit the ground running,” Joann remembers. In the five years since, she has built an impressive repertoire and reputation for strategic service, integrity, and proven results. Along the way, she has earned a host of accolades, including the 2017 Silver Circle of Excellence designation, as the #5 Agent for Volume Sold in her East Northport office, and having earned the #4 GCI and as #4 in Units Sold. Based on Long Island’s North Shore, Joann services clients across the greater New York City and Long Island region. In addition to her experience in residential sales, a significant contingent of Joann’s business is in the commercial real estate sector. What’s more, her business is 100% based on repeat and referral clientele—a true testament to her staying power as an agent. To account for her swift success thus far, Joann cites forthright communication, strategic marketing, and diligence as the premier drivers of her working style. “I’m a straight shooter and I listen to what my clients are looking for, and I guide them to exactly that,” Joann says. “I ask them to prioritize their needs and wants, but I never show properties or entertain offers that aren’t what they’re looking for. I don’t waste my clients’ time by showing them things that don’t meet their spectrum of needs. The most important thing is listening.” Joann also credits time management skills, organization, and grace under pressure as additional value-adds for clients. Considering her prior career, she has proven herself a dependable, detail-oriented professional with a service-oriented streak. “It’s hard work that goes hand-in-hand with doing the right thing,” Joann says.

As for marketing listings, Joann applies a strategic approach that boils down to one key philosophy: “I want to get the most for your property in the least amount of time,” Joann says. In fact, her record underscores this perspective clearly. Recently, a property listed with Joann sold in twelve hours and significantly over asking price. “I love bringing buyers and sellers together,” she explains. “It’s so rewarding and exciting to make deals happen and to use my knowledge to make the closing table a success story.” Whether working with commercial or residential property, Joann employs the leading online listing platforms to generate maximum exposure online. Likewise, she incorporates professional photography, virtual walkthroughs, Facebook Live tours, and targeted visibility across social media to make a major impact upon a property’s debut. Beyond listing properties, Joann also brings a nurturing presence to her work with prospective buyers. “I love helping to make that American Dream a reality,” she says. “It’s so satisfying to help clients who have worked hard and have a vision for the house they want.” To give back to her community, Joann and her husband support area schools and neighborhood, as well as feed the homeless during the holidays through the restaurants they own. In her remaining hours beyond the office, Joann most enjoys time spent with her husband, two daughters, and son, and relishes the chance to play softball, visit the beach, or stroll through the park. “My days away from real estate are with my family, either watching my kids play their travel sports or going out to dinner or spending time together,” she says. She also enjoys sightseeing new properties and researching market trends. In planning the future of her business, Joann intends to cultivate steady growth in the years to come, with a focus on maintaining the superlative results and care she has built a reputation upon. Now, with five thriving years in the industry behind her and spirited outlook on what’s to come, the road ahead is bound to be bright for Joann Aronson.

To learn more about Joann Aronson email jaronson@signaturepremier.com, call (631) 252 – 8399, or visit signaturepremier.com/Joann-Aronson www.

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JASON COUCH Jason Couch began his tenure in real estate ten years ago as a burgeoning investor, and remains one to this day. In his early years taking on the transactional process, he saw an opportunity to streamline many of the systems that had become commonplace in the industry. In swift succession, he decided to take on a new role as an agent to facilitate the buying and selling process for others. “I got my license, purchased a real estate brokerage, and started to create systems of efficiency to save buyers and sellers time, energy, and money,” he recounts. Just a few years later, Jason now heads a team of nine talented professionals under the banner of Epic National Realty. What’s more, he has built a reputation for creating a low-stress and pro-active transactional process that serves his clients’ overarching real estate goals. Today, Jason’s outfit is centered on the Dallas/Ft. Worth and Austin markets, with a ten-city rollout planned in the next five years. With a decade’s worth of experience on his side, Jason’s working style is defined by a forward-thinking approach to the industry that includes higher-efficiency systems and perceptive market awareness. “We try to make a client’s transaction as stress free as possible by having a process and team member to handle every step,” he says. “We pride ourselves in staying ahead of the curve. Most of our buyers find up to 40% more selection than other firms because of our proactive home search of future sellers and current sellers. A lot of times we find homes only our buyers will know about. For buyers who are struggling to find different types of houses, we deploy our Whisper program, which finds them future sellers that have not advertised their home yet and gives our buyers exclusive access first.” Likewise, Jason and his team offer several value-adds for their clients, which lead to long-lasting relationships and meaningful services relevant to his clients’ homeownership journey. “We have several valuable programs that our past clients can take advantage of including a network of preferred real estate vendors that give exclusive discounts,” he says. This means that Jason and his team’s efficiency and knowhow is accessible to clients long after the closing table has been successfully reached. When it comes to listing properties, Jason and his team blend the best practices of traditional and digital marketing to achieve maximum exposure. He also leverages his insights as an investor and reaches out to syndication of relocation firms and HR department contacts at corporate firms. This helps source an ideal buyer in two of Texas’ most competitive markets. Likewise, innovative social media techniques ensure target audiences are reached in Top Agent Magazine

short order. Jason also counts strong negotiating skills among the key features in his professional repertoire. “I have a refreshing and efficient approach to get the job done in the most effective and stress-free manner,” he says. “What I love about real estate, especially about being a realtor, is that there are so many paths to getting the job done. I get to express my creativity and it allows me to help my clients win because of the many paths to the finish line. To sum it up, what I love the most is that it really employs your problem-solving abilities.” Beyond the office, Jason makes it a point to give back to the community, using his enterprise as a connector in the community. “I’m proud to announce that my wife and I have created the Epic Heroes Organization and have just received our nonprofit status in 2018,” he explains. “The goal of our nonprofit is to help veterans with affordable housing by using our resources and preferred vendors. A secondary goal is to provide entrepreneurship classes to veterans to assist them in starting their own businesses.” In his remaining free hours, Jason most enjoys spending quality time with his wife and son. He also enjoys playing guitar and hockey. As for the future of Epic National Realty, Jason has his planned expansion in the works, carefully cultivated to magnify his service area to ten additional U.S. cities in the next five years. For now, he is content to serve the aspiring buyers and sellers in his marketplace by applying his knowledge, follow-through, and authentic spirit of service.

To learn more about JASON COUCH email Jason@epicnr.com, visit epicnr.com, or call (817) 900 - 9169 www.

BEAU DUNFEE Broker/Attorney-at-Law Beau Dunfee was born and raised in South Bend Indiana, and prides himself on providing the very best client service available in this idyllic Midwest city. As a Top Agent at Weichert Realtors – Jim Dunfee & Associates, he is quickly making a name for himself as a broker who can be trusted to consistently place the wants and needs of his many clients front and center. A graduate of Notre Dame Law School, Beau began his journey in the real estate industry in 2013, when he began working at a title company. “I was an underwriter dealing with complex real estate transactions and making a lot of decisions as far as insurability of homes,” he says. In January of 2016, he entered the brokerage field, signing on with his father’s company. “It was a really good transition,” explains Beau, “because I was able to use my law degree and legal experience with the title company to jump right into real estate.” Beau quickly made a splash in his new field, and was the recipient of the Rookie of the Year Award for Weichert’s entire Midwest Region his first year. This was followed by his recognition as one of the Top 30 agents out of 600 in that region, and in 2017 he claimed recognition as the Top Overall Agent in the Midwest Region. Beau’s business is based largely on referrals, a sure sign of customer satisfaction. There are a multitude of reasons for this client loyalty, Beau believes. “I think it has a lot to do with my use of technology, my negotiating skills and contract writing skills. Also, I try to work within the highest standard of ethics.” Beau’s legal background also gives him a leg up on his competition. “I’m able to keep deals together by drafting the language of a counter offer or an amendment or addendum, where other agents or companies might have them fall apart because they can’t figure out how to keep all the parties involved together on a certain issue.” Beau’s clients, it seems, agree with his assessment, as is made evident by the multitude of glowing reviews he has received on Zillow.com, on which site he is a Premier Agent. Among

the testimonials is this particularly glowing example: “Beau was courteous and professional through he whole process. He responded immediately to our requests not only to see homes, but to any questions we had about the purchasing process. He was able to explain things about the home buying process in a way which made our decisions easier and our purchase more certain. We would highly recommend working with Beau in the future.” Impressive, thorough and cutting-edge marketing also plays a large role in Beau’s success in his industry. “I market my listings by relying heavily on the tools and resources that my company provides,” he says. Four-hour open houses, professional photography, and intelligent use of social media platforms, specifically Facebook, have all ensured both maximum exposure for his listings and a quick sale. Giving back to his community is of great importance to Beau, and to that end he is involved with multiple organizations, including the Family Children’s Center that assists young mothers overcome adverse situations, and the South Bend / Mishawaka Leadership Academy. He also personally raised over $25,000 for multiple local charities. When he’s not working, Beau enjoys spending time with his wife and his family. He’s an avid golfer, and enjoys travel. He also works part-time as a basketball referee at the college level. As for the future, Beau’s plans include assuming the Principle Broker/Owner role when his father retires. “I want to build a team atmosphere where we attract the best agents in town, and everyone enjoys working here,” he says. While the financial rewards of his career are not inconsiderable, it’s the more personal side of the real estate industry that Beau finds most rewarding. “I love seeing people realize their dreams when they buy a home. I love being able to help them through that process.”

For more information about Beau Dunfee, please call 574-340-3377 or email beau@beaudunfee.com 28

Take My Word for It:

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

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

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

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show30

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

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

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JUSTIN DYAR North of Birmingham, Alabama, lies a vacation destination where gorgeous scenery and water sports abound, generations of memories are made and one entrepreneur has built a thriving, business with a national reach. Since 2003, after graduating from University of Alabama, Justin Dyar has been building an enterprise in the place of his fondest childhood memories. Covering 21,000 acres of Winston, Walker and Cullman counties in Alabama, Smith Lake is known for pristine views; marinas; boat launches; fishing; waterskiing; tubing; and welcoming vacation home communities. It was Smith Lake that inspired Justin to launch his innovative real estate company, Lake Homes Realty. “My parents always had a vacation home on Smith Lake and I had visited the area since I was a child,” says Justin. “I knew the lake and the area, so I started doing real estate there as soon as I graduated from University of Alabama.” Initially focused on Smith Lake, Lake Homes Realty is now the Country’s largest lake-focused real estate brokerage. “We expanded the business model that I developed in 2003 and have operations in 20 states,” says Justin, a part owner of the national real estate firm. “We are specialists in the field and we are expanding into new states,” he adds. “Anywhere there’s a lake, we will go.” Having perfected his marketing and sales expertise at SmithLake, Justin now has a marketing platform that tailors to the needs of lake home sellers and buyers. In Alabama particularly, Justin’s team includes several buyers agents, a professional photographer, and an assistant. His clientele loves the fact that Justin lives full-time in the area and that he understands what makes Smith Lake so desirable. In fact, Justin is so dedicated to the region that peers and colleagues dubbed him “Mr. Smith Lake®” years ago. “It is actually registered trademark. I use it in my marketing; people know that I specialize in

a niche market where you have to know the area and the market very well in order to succeed.” The area’s real estate, he explains, is quite unique. “You are not able to just look online or put an address into GPS to find properties,” he says. Nearly 95% of Justin’s personal business is “weekend” or vacation homes, with the remainder comprised of farms or retirement homes. Naturally, therefore, he has marketing down to a science. “Everything is marketed online and through several websites geared toward Smith Lake and our market,” he says, adding that their analytics show that the buyer pool typically lives within a three-hour driving distance of the lake home, but that some buyers are beginning to seek out vacation and investment homes from across the country. His clients also appreciate the fact that, despite Justin’s high volume of business, he remains hands-on with each client. “People might look at the amount of properties we list and think that I’d be too busy to call them back, but when you call my number you get me personally.” He says that, even if someone answers his call, he personally returns every call and all emails go into his personal in-box. Approachable and easy going, Justin makes the lake home purchase or sale experience as delightful as it should be. While Lake Homes Realty will gladly expend to any place where there is a lake with homes or land around to be sold, Justin’s first real estate will always remain at Smith Lake. Given his love of the lake, he gives back to the community regularly by sponsoring local charities, schools, libraries and events. He sponsors the annual ‘Wake the World’ event at Smith Lake, through which underprivileged children get to go out on the lake for an entire day to experience things they otherwise might never get to do. “As many as 50 people volunteer, donating their boats and their time to drive kids around on the lake for water sports and fun,” explains Justin. For “Mr. Smith Lake” there could be no more fitting cause.

To learn more about Justin Dyar, visit justindyar.com or lakehomes.com, go to his Facebook page, email justin@justindyar.com or call 205.468.6375

https://www.facebook.com/Smith-Lake-Real-Estate-by-Justin-Dyar-373511837928/

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DEVON & DUSTIN FOX After seventeen successful years in retail management, Dustin Fox was ready for his next challenge. He had already assembled an impressive repertoire of service-oriented people skills and decided to pursue real estate for its limitless potential and the ability to become his own boss. In the three years since making the transition, Dustin has cemented himself as an industry leader swiftly on the rise. What’s more, he has built a reputation for lasting relationships, tech-forward marketing prowess, and a proven track record of success. Today, Dustin and his wife Devon serve as a dynamic husband-and-wife team under the banner of Pearson Smith Realty. Based in Centerville, Virginia, they focus on the greater Northern Virginia region and are also licensed in D.C. and Maryland. Together, Dustin and Devon are high school sweethearts, Virginia natives, and modern professionals who have driven an impressive 30% of their business thus far through referral clientele—a testament to their promising staying power as agents. Likewise, Dustin cites communication, professionalism, and diligence as the central drivers of their working style. “From beginning to end, you have to set the right tone—from the way you present yourself to the way you communicate,” Dustin says. “Our goal is to wow our clients through closing and then stay in touch for the long-term. We let our clients know that it’s not just about completing a single transaction, and our relationship doesn’t end when we reach the closing table. We’re always focused on creating long-term connections with our clients and we do that by prioritizing what’s right for them.” To stay in touch with clients and nurture ongoing relationships, Dustin and Devon reach out through various means—from pop-bys, social media, and mailers to useful updates on home values and Thanksgiving pie giveaways. “We love this community and want to build something that lasts,” Dustin says. “We really focus on maintaining those connections and staying top-of-mind through consistent communication.” When it comes to listing properties, Dustin and Devon apply techsavvy methods to net maximum visibility online. In fact, selling homes prior to their market debut is a trademark of their approach as agents. To accomplish this, they leave no detail unaccounted for, beginning with high-end HDR professional photography shot by a sought-after New York Times featured photographer. From there, virtual tours, aerial/drone footage, and featured neighborhood amenities paint an immersive picture for prospective buyers. To net optimal exposure online, Dustin and Devon leverage targeted ads across social media that maximize marketing dollars and net pre-listing buzz. In fact, Dustin and Devon are so successful in their pre-listing sales, that they advise and assist many of the additional 850 agents in their brokerage with their own promoted social media ad campaigns. “We bring consistent quality to every property we work with,” Dustin says. “Using targeted campaigns to sell pre-market homes really helps clients avoid the stress and disruption of showing and open 32

houses—while earning them top dollar and excellent terms on their biggest asset.” Beyond the office, Dustin and Devon give back by supporting local organizations and events, and also host fun activities a few times a year to reach out to the community, such as moon bounces and snow cone machines for area kids. They also sponsor Stone Middle School—where their daughters attend— through renting out a movie theater each quarter to reward students who’ve earned a spot on the Honor Roll. As of late, Dustin is supporting efforts to build a world-class, community-funded park in Centerville. “We love living here and we love giving back,” he says. “My ultimate goal is to use real estate to better our community. We really want to grow a business that we can hand down to our children and grandchildren and that the whole community can be proud of. We value and honor our neighbors and treat everyone with respect.” In free hours beyond the office, Dustin and Devon most enjoy time spent with their three daughters. Together, they enjoy cheering on local sports teams like the Nationals, Wizards, Capitals, and Redskins. As for what’s next, Dustin and Devon intend to continue their business’s steady growth, with plans to support the aspiring community of buyers and sellers in their hometown region. Finally, with three promising years behind him, Dustin considers what he values most about his chosen field. “We love the thrill of helping people,” he says. “Especially clients who haven’t been able to find success in real estate before and who may be experiencing stress or fear about the process. To create new and successful strategies that can make that dream of homeownership happen for our clients—there’s nothing more exciting or rewarding.”

To learn more about Dustin Fox email Dustin.Fox@pearsonsmithrealty.com, Call (703) 927 – 1461, or visit FoxesSellFaster.com www.

5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why? The hiring and training process is time-intensive and doesnâ&#x20AC;&#x2122;t come cheap. This means that makTop Agent Magazine

ing a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles. If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

2. Build in some perks While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team. Likewise, the right candidate will return the favor and invest his or her energies into their new role.

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision. That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 34

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another? Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

4. Keep the lines of communication open Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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SUANNE HOFFMAN Don’t let her modest and gregarious nature fool you: SuAnne Hoffman is a force to be reckoned with in the real estate world. Heading up her own team at Keller Williams in Orem, Utah, SuAnne has developed a formidable reputation as a Realtor who truly cares about her clients and consistently advocates for their best interests, whether they’re buying or selling a home. Her honest approach, coupled with her exceptional work ethic have resulted in a large and loyal client base and her well-deserved Top Agent status. SuAnne, who is approaching three decades in the real estate industry, began her career in 1991. “My husband at the time wanted to start a real estate development,” she says, “and he thought it would be a great idea if I got my license so I could sell the houses. It was such an interesting fit for me; I found that it suited me really well. The marketing aspect was really fun, and the negotiations and the strategy behind that, and of course I found the clients to be amazing.” Currently overseeing a team that consists of an office manager and two buyer’s agents, SuAnne is that rare agent who is dedicated to being honest with her clients, particularly when the inevitable hiccups occur during a transaction. “Anyone can do an easy sale,” says SuAnne, “but it’s the hard ones that I excel at. When things go wrong, as they often can, my clients get to see what fighter I really am. Some of my most loyal clients are ones who had difficult transactions.” With a fairly significant portion of her business based on repeat clients and referrals, SuAnne is clearly providing topnotch customer service to her buyers and sellers. One reason for this, she believes, is that she maintains constant contact with them. “I’m very consistent,” she explains. “I’m basically always there for them. I even make sure that when I’m doing

something not work-related, that I stay within cell phone range.” If you need evidence of how much SuAnne’s clients appreciate her, just head over to Zillow. com, on which site she is a Premier Agent and has a perfect five-star rating comprised of dozens of glowing testimonials. This one, in particular, demonstrates the level of care she shows for her clients: “SuAnne Hoffman is absolutely the best. After previously working with two other agents, SuAnne had a full-price offer on our home after listing it for only three days. She is hard-working, courteous, and professional. We especially appreciated that she was in constant communication, had our backs, and absolutely kept us in the loop. SuAnne gets our highest and most positive recommendation!” While working with her clients is SuAnne’s favorite part of her profession, she admits that it is a double-edged sword. While the gratification she receives from helping people achieve their dreams is highly satisfying, she also admits that watching some of her clients deal with the inevitable stress of real estate transaction can be difficult. “It’s hard to watch people go through difficult situations like a divorce, or a death, or any other unhappy reason they might be selling their home.” Fortunately, SuAnne’s intrinsic empathy allows her to make these difficult situations as painless as possible. Looking to the future, SuAnne’s plans are to continue growing her business while staying committed to providing the exceptional client service that has become synonymous with her name. When asked what advice she might have for those looking to buy or sell, she replies: “Vet the agents that you’re working with. Make sure you’re properly represented, and make sure they’re not just doing it for the money.”

For more information about SuAnne Hoffman, please call 801 -615 - 3033 or email SuanneHoffman@gmail.com Top Agent Magazine

RICH KECK When Rich Keck saw technology changing quickly years ago, the former music and movie store owner decided that it was time to take lifelong entrepreneurship in a new direction. “I actually owned a brick-and-mortar DVD and movie store in the Northeast and realized it was time to start something new.” He and his wife were investing in North Carolina real estate at the time and were growing to love the industry. In 2006, he entered real estate formally, knowing that in such a great North Carolina market, he could help other people achieve their dreams through real estate. Whether first-time home buyers or seasoned sellers, Rich’s private brokerage has worked with clients at every stage of life. Keck Realty Group serves North Carolina and the Raleigh metro area including Cary, Holly Springs, Apex, and Fuquay Varina. Keck Realty has evolved over time out of a consistent base of referrals from clients who appreciate the team’s communication, integrity and willingness to go the extra mile for them. “My name is on the business, so I pride myself on integrity,” says Rich, who became broker-owner of his company in 2016. His team includes several other REALTORS® plus a director of client services and a marketing coordinator. “Real estate is about managing personalities and putting yourself in the other person’s shoes.” Rich thrives when doing so and enjoys teaching his team to do the same, all while keeping an open mind. “We’ve helped people with estate sales; we’ve sold in bankruptcies and divorce situations; we’ve sold foreclosures; we’ve sold luxury homes; we’ve sold land and everything in between.” In addition, having moved to the Raleigh area from the Northeast, he offers unique wisdom and knowledge to his buyers. “The top four states that people are moving here from are New York, New Jersey, Pennsylvania and Connecticut, so we understand; we’re transplants ourselves.” Rich and his wife and two girls absolutely love the area and eagerly take part in its lifestyle and booming growth.

As transplants from the Northeast, they know how to attract the attention of buyers from those areas when they list North Carolina homes. “We market our listings to the Northeast, because we understand the numerous reasons they’re considering moving here; we say, ‘here’s what you’re going to love here,’ and it works.” Keck Realty Group regularly receives calls and inquiries from people about their listings, wanting to know more about the lifestyle in the Raleigh area. “We were once new to the area and didn’t know many people, but with the influx of newcomers, we get to meet people from all over.” Along with handing people their keys and getting to be part of one of the most important decisions a family makes, Rich derives great joy from real estate. “We also like getting out in the community,” says Rich. As a company, Keck Realty Group sponsors events such as casino nights, happy hour meet-and-greets, and “Holly Fest” in the town of Holly Springs. We even sponsor ice cream trucks to give back to our communities. “We run various contests such as people donating items for the local food bank and we give them prizes like drones or gift cards for bringing in the most food.” He also serves on the Holly Springs Chamber of Commerce. Rich plans to continue growing his business in meaningful ways. “We are always looking for talented REALTORS® to join in our growth but we don’t want to grow too fast; a team of 6-12 would be reasonable and help us get the most out of the market while working closely with our clients. After all, Rich considers himself a protector. “I like the word ‘protect’ – we put ourselves right in the mix of everything to protect people, make them comfortable, and ensure they know we’re here for them.” Communication, integrity and protection, with listening at the heart of it all, are the key components of the Keck Realty Group brand.

To learn more about Rich Keck , https://www.facebook.com/richkeckrealty page, visit keckrealtygroup.com or go to his Facebook email rich@keckrealtygroup.com or call 919.909.4126 www.

Things Successful People Never Do

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

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things, that success might happen a little quicker.

DON’T JUST WING IT

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

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

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

THEY DON’T WORK HARDER, THEY WORK SMARTER

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

THEY DON’T TRY TO PLEASE EVERYONE

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

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 38

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

GO FOR THE SHORT RUN SOLUTION

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

PAY ATTENTION TO THE NAYSAYERS

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

THEY NEVER QUIT

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

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MARK MIDDLETON Endless opportunities to exceed goals and improve life are what motivate Mark Middleton. Not his own goals, or his own quality of life, but those of the people he represents and the people who work for him. “I want to help people to live their best life,” says Mark, who is doing so at warp speed through the real estate business he began building in 2017. As owner and operator of several divisions of The Move In Group of Keller Williams in Florida, he not only helps buyers, sellers and investors live their best lives, but he empowers his team members to thrive. Timing is a key factor in some success stories and Mark’s is no exception. And for Mark, his launch into real estate blended perfectly with his dynamic personality and desire to serve. “I was a bartender for 25 years here in the Tampa Bay Area,” he says. “I was out to dinner with a few friends and mentioned a Facebook post from a friend who was doing some amazing numbers in real estate. I said, ‘I think I’d be good at this!’” The people at the table encouraged him to go for it. He completed his real estate courses in 10 days’ time and had his license in 29 days. “The woman who originally inspired me put me in touch with her team leader here at Keller Williams, and the rest is history,” he says. Mark read up on the wisdom of KW co-founder and chairman, Gary Keller, and began his business with the end in mind, determining where he was going to go and how he would get there. He owned a team within two months of becoming a REALTOR® and soon hired a full-time assistant, a transaction coordinator and has already built a team of eight agents. “We have lofty goals; we intend to reach $1 billion of repeatable and predictable sales year-over-year by 2023.” During his first year, he even expanded The Move In Group to markets outside of the Tampa Bay Area, including Move In Sarasota and Move In Nature Coast. “I empower each of the people who work for my company to be their greatest self,” says Mark. Their motto is “Helping people to

live their best life” and Mark imposes no set rules on members, while still implementing team standards. Mark says that there’s a place in his company for everyone from the soccer mom or the car salesman to those who are full-time REALTORS®. “You bring your willingness to become your best self and we help you accomplish your goals.” With a supportive environment and abundant technical resources, Mark and his team generate considerable repeat and referral business. Those resources include a 14-point marketing plan for listings, including a coming-soon period; robust online syndication through Keller Williams; staging advice and professional 3D Matterport photography and video with drone footage where allowed. Their greatest offering, however, is communication. Always keeping the client’s best interest at the forefront, “We touch base with clients at least once a week; we keep them informed and communicate at a high level all the way from the beginning to long after the transaction,” says Mark. “They never have to come looking for us.” Mark also remains involved in the communities he serves. He is a member of Rotary, the Downtown Dunedin Merchants Association and serves on the board of directors for the Dunedin History Museum. “We also hold appreciation events as a company.” Those include Holiday gatherings usually at a local restaurants, and a summer barbecue that has garnered more than 250 interested attendees. Meanwhile, on the personal front, Mark has even more goals. He plans to run a marathon in every state and has already tallied 11, in addition to six of the seven continents (Antarctica may take a little while, he jokes). As The Move In Group grows, Mark aims for 45 Florida divisions and more partnerships with leaders. “By being a top producing agent and creating this company, I get to help make the future great for others and for myself,” he says. “Helping people achieve their goals in life through real estate fulfills me.”

To learn more about Mark Middleton, visit themoveingroup.com or go to his Facebook page, email mark@moveintampa.com or call 727.798.4556 http://

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

ASSESS THE FEELINGS BEHIND THE FEAR

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

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 40

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

COMPARTMENTALIZE

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

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

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

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TUSHAR VAKHARIYA Tushar Vakhariya took an interest in real estate earlier than most. When he was just thirteen years old, he tagged along to showings and closings alongside his father, a burgeoning property investor. From the very start, Tushar was intrigued by the industry. He began shadowing his father’s broker and ultimately made the decision to earn his license at eighteen. In 2006, he began his career in earnest and was soon in command of a steadfast reputation built on market knowledge, negotiating prowess, and an abiding passion for his work. Today, Tushar has been in business for more than a decade and co-leads an intrepid real estate team at Keller Williams Luxury International. Based in Birmingham, Michigan, Tushar serves the suburbs of the metro Detroit area and generates almost the entirety of his business through repeat and referral clientele. To remain a top-of-mind resource, Tushar cites passion, resourcefulness, and market savvy as the foremost drivers of his success to day. Likewise, Tushar takes a tech-forward, multifaceted approach to his marketing strategies and process, ensuring that clients reap the benefits as a result. He also nurtures relationships for the long haul, hosting annual client appreciation events, checking in through social media, and sending out holiday and birthday gifts. Considering his twelve-year tenure in the industry and his early exposure to real estate investment, Tushar has honed an expert eye. He often works with investor clientele and networks regularly with industry colleagues. “I personally invest in properties and developments, so I’m knowledgeable about the market on the ground level,” he says. “I feel confident in advising my clients to make financially strong decisions.” As for marketing listings, no detail is left unaccounted. Tushar blends the best practices of both digital and traditional marketing. In addition to pristine listing presentations that utilize professional and drone photography, he also enlists the influence of social media and nets top exposure across the leading online listing platforms. Well-placed ads and mailers leverage the staying power of print collateral, while hosting networking events ensures Tushar mines his sphere for potential buyers. All told, Tushar’s focus remains squarely on the client. “I love helping my clients find their dream property or build a portfolio of profitable investments,” Tushar says. “I am genuinely passionate about what I do and I enjoy challenging myself, always bettering my market knowledge, negotiating skills, and marketing strategies.” Top Agent Magazine

To give back to his community, Tushar and his office participate in the company-wide Keller Williams RED Day, bringing teams together to Renew, Energize, and Donate to the local community. He also contributes to worthy causes focused on children’s healthcare and research, including the Children’s Miracle Network and St. Jude’s Children’s Research Hospital. In his remaining free hours beyond the office, Tushar most enjoys quality time spent with his family, especially his wife and twin children. Looking ahead, Tushar has plans to continue growing his business, with an eye toward global expansion to India. He also hopes to add more likeminded real estate professional to his team in the future. For now, Tushar is content to serve his passion and clientele, fueled by the same enthusiasm and dedication that launched his career. “Real estate is my passion,” he says. “I’ve been interested in it since I was thirteen years old, when I’d ride around the neighborhood on my bicycle and look at houses all day. Ever since, it’s always been a natural fit.”

To learn more about Tushar Vakhariya visit www.TusharVakhpariya.com email Tushar@tvahomes.com, call (248) 302 – 3921, or https://www.facebook.com/TusharVakhariyaAssociates/ visit his Facebook page here. Copyright Top Agent Magazine 41

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