NATIONWIDE & INTERNATIONAL 9-17-18

NATIONWIDE & INTERNATIONAL EDITION

5 Reasons Why

YOU NEED A MENTOR 6 Habits of

HIGHLY PRODUCTIVE AGENTS

FEATURED AGENTS

FAITH BRENNEISEN MEGAN LAHERRERE LISA LANG KAREN PAUL

Jody Lovell

RYAN PLATZKE JAY PORTLANCE CARRIE SEBOLD LINDA TOSCANO JEFF VANDERLINDE HEIDI VARGA KAYLA WIGENT

COVER STORY

FEATURED AFFILIATE

JOHANNA DIAZ

NATIONWIDE & INTERNATIONAL EDITION

RYAN PLATZKE

an Platzke become one of the most wellbrochures. “We truly do everything possible to market 19 6 our listings,” he said.

11 espected realtors in the Twin Cities? Ryan young age that he wanted to be a real “When I was growing up I had a neighbor Ryan is an expert on the housing market and, as a eet from me that owned a real estate comresult, his business has a 98% sales-to-list price. “We Just knowing him helped me to make the know what we are doing. We know how to take any was what I wanted to do,” he says. Ryan home from first look to being market ready. And when st in his class from Ferris State University it comes to marketing, we really know how to maxior’s degree in Real Estate Sales and Marmize exposure,” he says. He understands that 94% of iques and dove headfirst into the industry, real estate purchases start online. “We push a lot of le at Coldwell Banker Burnet’s Eden Praidollars in the online world and have a comprehensive FAITH BRENNEISEN RYAN PLATZKE JODY LOVELL 2002. He and his business partner Brace marketing plan for each listing.” w lead a team at Coldwell Banker Burnet. n Platzke Real Estate Group is 25 profesCurrently Ryan and his team have 65 active listings, and Realtor Born and raised in a real estate family, can Megan for my firs Johanna Diaz always had knackspecialists for numbers. regain purchasing power by bringing their ®credit g and includes listing specialists, buyer hisabuyer areBack working with over 50 buyers.

27 32 35 Laherrere always knew she would become a confidently in 2009, she began building experience in the banking up to par,” Johanna says.

“I’ll do whatever it takes,state tha 23 Ryan’s favorite part of the job is working® with sellers and helping them arketing masters, social media experts, ISAs, a lead mansomeday. Once she graduated college, ingclients in realcanestate a sector, and when she and her husband setRealtor out to buy outlining the necessary steps so that my ll-time runner. They serve primarily the western suburbs to move on successfully to the next phase of their lives. “I like to get she jumped is the in this area their first investment property in 2013, they faced a in without hesitation, and today turn around their situations and becomesproperty homeowners. lis including Plymouth, Minnetonka, Chanhassen, Eden them a price they didn’t think they could ever get in an amount of time common conundrum: how best to preparebroker/owner their credit of Dream Catcher Realty in Rocklin, We stick with our clients and we’re in the We from ingcorner. her services mington, Savage, Victoria, Prior Lake and Shakopee. they never thought possible,” he says with a smile. As a result, his for a milestone purchase. After Johanna’s husbandShe has been voted ‘Best of the never give up on our clients.”

California.

Best’ some transactions g past clients rave about his work. He and his team have 310 reviews returned from his high-pressure military service in Placer County for four years in a row. Megan glitches. Megan han of the #1 Coldwell Banker team in Minnesota, Ryan on credit Zillowwas withless a 4.9 out stellar, of 5 rating!

One past client wrote: “From our abroad, his than so Johanna Justputs as real estate professionals use the industry loves everything about her job, and always amazingjargon amount of host of accolades over the years and is currently ranked experience, is the consummate professional surrounded decided topersonal set to work, turn it allRyan around, and themfirst.

Clear to Close, the Credit Rx team hasent instituted her put clients “It’s really all about the personal at easeher with her % in the area’s total marketplace, with over $1 billion by a very competent team.

I highly recommend Ryan for his result in a prime position to purchase a home of their for own. own motto for clients who successfullyShe complete her you t touch me,” she explains. “I don’t ever miss will tell me to his name. Due to their outreach and name recogorientation, tireless efforts and work ethics.”

In five months’ timereal andestate withknowledge, seriousa dedication, program: Ready to Buy. Accordingly, clients in disenclient birthday or anniversary for the sale of a MEGAN to hear, and al FEATURED AFFILIATE LAHERRERElike HEIDI VARGA KAYLA and his team are constantly serving new clients, withand her husband she did justWIGENT that. Twohome.” years later, franchised their financial She always stays in touch, including leav- positions earn a new lease on integrity with all pa t of their business coming from referrals. WhatJohanna sets To give back to the community, Ryan donates generously to the JOHANNA DIAZ decided to parlay her credit knowledge lives. “On a daily basis, so many clientsaction. come inShe with ing gifts and at clients’ doors for holidays and throwing has been team apart from other agents in the area? “Our marketDiabetes Association.

For each transaction he closes he donates to serve her community at large, officially opening no built hope and no tools to better their financial events. shop This has resulted in a business largely I’vesituation,” personally know ne presence, and the exposure we give to each property the Special Olympics and he also participates in multiple fundraisin 2015. At first, she hosted seminars andoff speaking engagements on clients.

Johanna says. “To me, it doesn’t matter what the situation is—if you a reas of referrals and repeat “Almost every email within ” he says. Each of their listings is featured on theafirst ing events for them throughout the year. Inorganizations. his free time, hestick enjoys hyper-local level, through churches and non-profit with me and follow the plan we outline, you will buy a house. deal I’ve closed in the last six years has been from held my hand throug teen different real estate websites, as well as at allAstheher business workingbegan out, golfing, hunting fishing.

He lovesthe to spend to pick up steam,and Johanna recognized Thetime fact is, it’s not just about property; a home is really the American repeat clients or a referral from a client,” she says. my purchases and s e Fitness locations. With billboards in key locations in with his wife and his three children. “I have twins that are two and a I want to be able to change people’s financial futures, no limitless potential for education and community-building.

She has Dream.

“She was always pleasant to wor has major name recognition that brings attention tosince his crafted halfa years old, and a singleton 18 months.” the future, thriving enterprise in Creditthat’s Rx, where JohannaFor helps matterhewho they are or where they come from. Any client who comes With her businessRyan growing naturally, she puts more effort into in knowledge, ideas, and skill. W are front and center,” he says. “We are almost a houseplans to grow thriving business. has carved out office clients with poortoorcontinue little-to-no credithis embark upon a healthy finaninto my becomes my people, and I want to change their lives.” marketing her listings, and has full-time marketing assistant at calming approach to stressful sit cial36path to Americanpositive Dream of homeownership. the area. My business partner has been doing this for anthe impactful, legacy in the greater Twin Cities real aestate her office. focus building a personal website for each get them resolved a timely m To give back to her Chicago community, Johanna and theinCredit e been doing it for 17 years.” Ryan knows that a thorscene—and the best is still to come.

“I liveThey in and loveon this area, and listing, advertising them onI still social media and sending out mailand her sense seminars of humorthat is an adde Today, Johanna a tightknit, Chicago-based team Rxthink team sponsor community events and educational ing campaign starts with fantastic photos and he hires I also heads love its people. As old-fashioned as itthat mayincludes sound, ers.

This allows Megan to provide extensive feedback to her three credit specialists and two in-house support specialists.

“My equip aspiring buyers with credit knowledge.

She also partners with fessional photographers to capture each property in its of myself as a smile and handshake guy. My word really is my bond clients about theirthey listing, how many timeslike it has been andAside fromCounty workingTreasurwith her clien Johanna says.

“They give 24/7 to what do, including regional organizations NWSHC the Cook s designers create high quality marketing materialsteam and is amazing,” and I have built my reputation on it.” viewed online. with hosting charity events and I’m so blessed to have them.” Together, the Credit Rx team caters er’s Office to bring these educational efforts to the community at and Every year, sheseminars hosts afor Christma to clients of all kinds, repairing credit and creating comprehensive large. Recently, Johanna began teaching young adult When time to negotiate forages her buyer or seller, she putshelping withtheSanta, activities for the kids financial plans that set aspiring homeowners on ita comes stable fiscal path. those eighteen to twenty-one, next generation learn her online, extensive experience withhow short sales to their use. finances “For years the way. raffle“Anywhere go towardswe thecan local anim Beginning with a free consultation by phone, or face-to-face, to manage in aIhealthy in statements, short sales, negotiating banks.

That taught Johanna and her team assess each client’sspecialized credit history, be of helpwith in the community, that’s where we go,” she says. In her me a lot the of negotiation skills,”remaining she says.free “It hours puts me above towards the future, and spending habits. From there, they determine wisest course beyond themy office, Looking Johanna most enjoys travel, Mega competition, am able to get aa good my buyers and getand her continue growing.

“My plans are of action, drawing upon a variety of programs thatI rehabilitate good deal meal,for and unwinding.

She husband also travel regucredit for the long haul—from enhancingaand establishing credit, to larly to Puerto Rico, where they run a get vacation rental andclients tourismand find high price for my sellers.” to know more settlement programs and student loan collection relief. “We really business, and to Colombia, where Johanna was And bornwith and each time passing is she says. d care about our clients,” she says. “We guide clients loved It is her skillsfrom as ahaving negotiator,spent her among integrity, andones. her ability to be in this business. “It’s all about bad credit to achieving homeownership. We also educate clients on maneuver difficult situations that stand out most in her glowmy clients. I get the chance to se credit matters and savings, empowering them the knowledge Looking ahead, Credit Rx team has bigthat plans for of themy future. ing with reviews from past toclients.

One read, “I the used a different love aspect job.” be financially successful in purchasing a home and even after.

To find out more about Ryan Platzke , That’s Johanna hopes to continue growing her team and expanding her why we get so many referrals from our clients, because they really services, with aspirations to add originators and processors to her have a transformative success through our (952) program.” 949 In fact,- 4786 more ranks. She also plans to expand her business to a new branch locaemail RMPlatzke@cbburnet.com or call than 80% of Credit Rx’s business is driven by referral clientele, as tion soon. For now, Johanna is content to lend her expertise to the well as by roughly 250 referral partners—a testament to Johanna many aspiring buyers in the Chicagoland region she calls home. and her team’s ability and reach. Over 125Copyright five-star reviews onlineMagazine With years of proven success behind her and an enthusiastic eye Phone 888-461-3930 | Fax 310-751-7068 Top Agent sing the praises of the Credit Rx team. “Our approach is to turn on the future ahead, the years to come are bound to be bright for our clients’ circumstances| around as quickly as possible so that they Johanna Diaz and the team at Credit Rx. mag@topagentmagazine.com www.topagentmagazine.com

MEGAN JOHANNA DIAZ / Credit Rx LAHERRERE

CONTENTS

4) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

21) 5 REASONS WHY YOU NEED A MENTOR

8) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

25) A STEP-BYSTEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES

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

29) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

33) FOUR CHALLENGES AND SOLUTIONS FROM THE FRONT LINES OF THE REAL ESTATE INDUSTRY

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent To learn more about Johanna Diaz more information about Megan Laherrer Magazine cannot be held responsible for opinions expressed or facts supplied by itsFor authors.

To subscribe or change address, send visit Credit-Rx.com, inquiry to mag@topagentmagazine.com. email Johanna@Credit-Rx.com, call 916 -716-6512, email megansellsplacer@gmail.com or visit meg https://www.facebook.com/creditrx2015/ call (847) 708 – 7405, or visit her Facebook page here.

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JAY PORTLANCE

LISA LANG

How didremember Jay Portlance one of theeasy-goclients her forbecome her light-hearted,

y remembers the night in 1995 when, ttle children, she seemingly out-ofr husband, “I’m going to go back to ome money.” Taken aback in a good d urged her to pursue a new passion. owenstein’s boutique firm in town,” mentor in that Livingston, NJ, office and she quickly assimilated into the le of career steps later, the owner of in Livingston recruited her and, by d The Lisa Lang Group with Keller an Realty in Livingston.

trusted agents DC Jay and 39 36 most ing personality.

Theyin like thatreal she estate? is professional KAREN

PAUL

Jay understands that when it comes

40 keting a property, it’s vital to have a

was managing restaurants bartending online presence. For each listing he ha non-confrontational.

“I fight and for my clients and I get Karen To give back to quality her Ontario comm when bestbut friend, had been in real Paul’s career in real estate3D virtual tour, high profession thingshis done, I do it who in a pleasant manner.” localand Rotary Clubproperty and likes to g estate for several years, suggested Jaybegan wouldas a dare. After she gradu-tographs, a single websit ated his from university with a degree inproperty raising opportunities.

Recently, make an excellent agent. realized is listed on the MRIS, as we Lisa also gets to know her Jay clients, staying in touch civil engineering, Karen had a friend800+ efforts for He local firemen long afterservice every transaction.

This comes naturally, customer skills and knowledge of websites. also sends and out poli Just who He suggested Breakfast for Children, pr as would Lisa hasserve livedhim in Livingston forestate. decades and she she’d make an excel-and Just DC well in real Sold flyers to all thewhich neighbo estate agent. Intrigued byhe serves. students the area. her rema is visible within her large andreal in West took the leap, received hissphere licensethere inlent 2016, “Ourinlistings sellInincredibly Orange, Caldwell, She stays she soon earned herin thisenjoys spending time with her lo and quickly foundVerona he hadand a Maplewood. knack the for challenge, the market,” he says.

LISA LANG KAREN PAUL JAY in contact phone call, but partner the bestlicense form ofand conput PORTLANCE her entrepreneurial adventure. She’s kayaked all the o industry.

Heby and his business Patrick tact is now just being town. Portlance “Our officetois work. in CARRIE SEBOLDMorris instincts Thirty-eight yearsAfterrowing own single scull. rave She makeout up around The Morris workingher with Jay, his clients the center of town and has I seelong people at the three local later, Karen established an esteemed legacy, defined byphenomenal outside attention and explore through hikin Team serving Washington DC, Maryland to detail, enthusia It’syears no surprise that LindaLisa Toscanosupermarkets of Page Taft Chrisexclusive use of professional photography regardless rie Seboldagent was just six years old, counting, about the deal clients, butestate I don’t Jeff Vanderlinde launched hisin my career in at much easier–to keep a client then to go out and dependent for 23 and and other storesfor town; it’sreal amazing how professionalism, passion, and time-honored industryexpertise knowledge. and Virginia. makethe thetools process easy. “I think a lot of it tie’s International Real Estate in Guilford is a top of the listing’s price point are among in ready in love with real estate.

“If get emotional with them.

So I am able to 44 47 the age of twenty-one.

Equipped with experience and constantly, soher relationships are really 43 business in the coming years. “I have two friends business I get just from that!”

Looking ahead, Karen toIctc go through the process as if I am my ownplans client. producing agent.

With nearly a decade of experience arsenal that she employs to great effect.

Massive direct s around, would my join me,” she helpinthem come to a field, happyJeff ending,” she formal training theServing construction ultimately we do.” state schoolit now andhave will been hopefully the Southern Ontario region, Karenand heads asituation team of as six, and inare the midst of launching a Already of Jay’s business comes from repeat if I’mpresence the is one trying to buy or sell a hou her belt, Linda approaches every aspect of heris60% mail a robust social media she explains.

“I loved sit- and And happy endings lead tocampaigns parlayed his explains. skillset to a newthose as an agent.

Twenty-six eannel,” great to bring in theunder right people grow to a Additionally, Lisa active inpath local outreach programs and hasforand including her sonhis whom shealso is training a future leadership Serving as a one-stop-shop for referral clients.

What keeps clients coming back and I have fun with it, too,” he says.

What’s his favorite real estate business with honesty, integrity, resourceutilized to ensure that her listings are seen by as room and drawing houses.” operations Today many recent review read, yearsselected later, he carved anOne incisive reputation as aLeaderAs for listing properties, Jeff and his five agents plus a full-time manager.” been tohas betestimonials. part ofout Keller Williams’ Associate roleJay in her business.

Considering her extensive industry tenure, rentals, Karen ismy spearheading eager to refer toelite, their friends and family?

“I think thepossible, job?

“The control own businessth fulness and dedication. to provide her many potential buyers as ensure client to satisas a continues real estatetoagent, andexcellent serves “Carrie Sebold absolutely wonderful.

Lisa hone the service sheHer is desire ship Council (ALC), a by group ofis successful agents who help professional defined forthright communication, diliis freedom overarching and well-coordinated Karen serves clients with an expert’s insight and eye.

Having tion with the Toronto-based clients with the best guidance available has earned her faction via a quick sale for top dollar. my honesty plays a huge role,” he says.

“Clients know and have a personal life,” he says.

“And lovegroup thea a$ ning. suburbs of the Chicagoland My and I are fromOne area.

When we Her hands-on approach toarea. client relations has shape theand future ofwife Keller Williams. effort, in particugence, an abiding commitment tothe theALC Golden Rule. dent marketing lead. “I’ve Iclosed endured markets, inventory, and trends of all kinds, Karen is a much-needed niche platform for the appreciation and respect of her clients and peers unequivocally that I am telling them the truth.

I’m not control my own fate on a day-to-day basis.” passion for what and and repeat cliour house, Ioffound Carrie extremelya 53,000 auine business driven 99%she by does referrals lar, surrounds listed the establishment the new LIFETOWN, and a $3.2 million home in the same and countless awards for production and accolades in For Linda, real estate to is guiding more than just aFor career, it’s veritable treasure trove of wisdom when it comes her now, Karen will continue pro trying to hard sell them on anything.

My number one prigive nothing thanwhy the Carrie best possible service; square-foot that will provide space andin programming for rtomarketing, it isless clear knowledgeable, she an expert the TanBorn and center raised in Delano, Jeffis primarily serves the what the price-point, we work each pro the real estate industry. a passion.

“I don’t feel like it’s work,” she enthuses. clients through the transactional process.

What’s more, roughly her clients come to expect, wh ority is just getting them exactly what they need.”

Having In his free time, Jay plays in a billiards league.

He’s we all theinway theAbout end.” 70 people special needs in Livingston.

“We are also in e a start top agent her to area. glewood subdivision.

Carrie helped us involved get Twin with Cities’ western suburbs and heads a team of same energy and tools. It’s all about m “Showing houses and marketing is fun to me.

I get very of her business isit we driven by repeat and referral cliencements his own industry grown up annual in60% the area, Jay knows brings his lywed and he and his wife love to travel thelegacy. world.

LINDA TOSCANO JEFF VANDERLINDE CARRIE SEBOLD other charities and the KW Red Day, when getand out clean her business is repeat and referral, MORE THAN our asking price!

Iwell guess professionals, including his seventeen-year explains.

After leveraging professiona Prior to beginning her career in realtalented estate, Linda was excited when I take photos of the house and get them tele—a testament to her staying power as an agent and leader. strong understanding of both local neighborhoods and the future, Jay and Patrick plan to continue to grow the cess is is that her listings sell on average for 99.3% upright-hand sport fieldsthat or isvolunteer in other ways.”

In addition, having umber continuing to grow. why so many people list their house Business Manager, Cindy Keen.

The and video to showcase homes in the the successful owner of multiple businesses, where she “I have a lot of passion for online.

It’s theshe firstexplains. job I’ve ever had whereFinally, I don’t feel what I do,” “Having after a nearly four-decade real estate market to the table. ness.

“We’ve been growing almost 400% annually in less than 30 days, according the Garden State lost someone close to her to cancer, Lisa personally supports the with Carrie in Tanglewood.

She has great Vanderlinde JudyI’m punching a clock or where Ithe next step honed her customer service skills to a fine point.Group She is also comprised of Realtors like don’t want to is go to secure maximum e been in the long, also very knowledgeable, she enjoys most about her chosen her sales areCarrie’s terrific, supeshe takes a straightAmerican Cancer Society. got my license,” Jay says.

By 2020, he and Patrick n for thatstatistics growth is up, is indusawesome to work. workthis andI’m Vanderlinde, Eric Beckman, Juliebusiness Smola, and social media and the leading also worked as a Director of Marketing in the newfollow construction to I with, loveHaley what I do. It’s the most stressful andthrough time-consuming especially in negotiating and pricing.”

Furthermore, Karen has she reflects.

“I get out of bed at 5 approach to marketing.

After listing on the MLS To stay in touch with past clients, Jay reaches out by text or expand their team, and they want to focus on their e and caring nature.try, “I’m really very trustworthy.

I would absolutely rec-but it’s also the most rewarding,platforms.

Adams, as well Marketing Director local publications where her long-time interest in home design was as put to good use. job EchoLee I’ve ever Chrishad, especially Likewise, when dication to 360 websites through Keller Williams, When she gets time tosends herself, Lisa enjoys going into New York made it a priority to stay ahead of the curve.

She was even an great and excited about the day ahee phone, or emails to say hello and find out how they “We want to really be a priority in people’s minds nd approachable,” she says.

Her love of peoommend Carrie Sebold to my family and friends.” topherson.

Together, Jeff and the Vanderlinde Group present clients interest to properties headed to market, while Jeff’s Calling her transition to selling real estate “a natural progression,” the client finds the home of their dreams or sells a home they listed stage their homes. “I’m not a designer, butthey it’s City tohasn’t visitare herdoing. children; sheto enjoys Broadway shows whenever adopter emerging technologies stretching back to influence the mymakes work,for helping and the a “Iearly try have aof casual relationship with all my able estate in Jay explains.

“It’s others, where I grew her build relationships with her clients, as aand communicative, low-stress transactional experience.

What’s more, sphere of excellent word-of-m Linda obtained her license in 2009, looked back since. with four other agents before you’re to sell itDC,” for them.” rks!” She uses professional photography and tarpossible and her and mean the world to her.

“And in hour “Over it’sby been ingrained in me as that I always after the family fact.

Ispending meetistime, up with them for happy where I’m from, and I just want to be a part of it.” wholeheartedly.

“Throughout the transactions I When Carrie isn’tfriends working, she’s time with her almost theclients entirety of eighties.

Jeff’s business driven repeat and referral well. and Instagram but she doesn’t to my downtime, I’m always ororlearning on the computer looking for have to keep and moving forward,” she says. here, a dinner there, run into them.

So it’s organic,” are worthy goals ends with myadvertising, clients, butmore I represent them in current a husband and four kids, or isthe staying involved with the With than half ofneed her business based onorrepeat and referWhen she’s not working, Linda enjoys spending time withand her ones familyhis clients and commu clientele—a testament toreading steadfast relationships Jeff cultivates anything showy.

Many get Linda property-spethe next his best thing on tenure totreat helpour my clients andand myfinds business!” says. sure to the appreciate! ral listings customers, obviouslycommunity. focused onJay providing an “We excellent friends relaxation dec-back to his community t al manner,” Carrie explains.

Clients also is appreShe justgoing finished as aand board member for within community. clients the way we would wantby de-cluttering/organizing Beyond office, Jeffand gives dusiness all are experience. promoted on experience Lisa’s independent website.“I’maAs prepares toand build her team, she knows thathome. the people When it and comes to keeping in touch with her vast network— for her clients. extremely honest straightforher She isshe also dedicated to giving back.and The local health association, isorating also involved with to she bemental treated,” Jeff explains.

“We have great communication.

To me, volunteer efforts bymother supporting causes close to his bringing in the characteristics that clients enjoy about ward,” says Linda, when asked toaisaccount forno theshare level of including loyalty her of a her son with autism, she was instrumental into bringing chapter database of satisfied past clients amounts at local shelter.

Carrie isaestate—we very physically active, therehomeless are gray areas in real call the client back andthat past, he completed anainternational barbecue tour to f fun with helping people stage homes prior her; she’ll build a team that’s customer-focused, fun-to-be-with past clientstheir have shown her. “I and always want them to feel likethem. they Ourofmarketing Project Lifesaver to and Guilford and other towns in Connecticut. least 3,200—Karen takes a multifaceted approach that blends areer, she worked at an advertising firm, and she loves playing tennis competitively. we’re always truthful with ability is also strong stationed abroad.

In his remaining free hours, Jef ghing and enjoying the search for a home, Lisa’s great negotiators. somehow ahead with their transaction using Her commitLifesaver’s stated mission to save the and reduce practical information a personal touch. out tolives t skill today to help market hergot listings.

Carrie’s and webypull outme.” all the stops when it Project comes with to listing properties.

WeSheisreaches time spent with family and loved ones, as well as tr menttoto customer serviceand is not bound the nine-to-five paradigm, potential injury forshares adultsand and children with the propensity to wander make each listing appeal a large audience, Asgenuinely shebylooks towards the her future, database continuously eager transition and relevant market reports care about what weshe do is and whotowe work with, we barbecue competitions around the globe. He also en either. professional “I’m available pretty much 24/7,” she says.

“Icoaching get texts at 11 to cognitive conditions.

“The aprogram a that one hundredand percent his through virtual staging, photoginto teaching andtrust real estatedue With heralso utilizes through quarterly mailers.

She newsletter appreciate the our clients place inagents. us.” in thehas great outdoors connecting with his commu and I always reply for to them. above and in beyond, andprovides my clients success rate,” says Linda.

“It’s been implemented in Guilford for drone footage if thepmproperty is suited it. I go background marketing and corporate development, she insights on the local inventory, listings, and events in appreciate that.”We do a lot over four years now.

It’s really a blessing for families to have this in verything online, on every platform. feels put these education skills totakes use in the realher To she keepcould in touch withthe past clients, JeffOnline, anshe unconventional Looking community. and team yet cultivate a blogahead, and Jeff has plans to continue developin their community.” media advertising and have a huge social media estate industry.

After years success an agent, appetizing approach. aofworld-class, decorated barbecue competsteadily, while aAssocial mediaaspresence to Carrie stay engaged on a digital level.

As maintaining the boutique-quality ser Linda works hard to nurture and retain the relationships she forms Carrie says. She also has many live video feeds certainly has the knowledge to share. would say that itor, Jeff’s puts his talents to use“Ieach autumn to real host aismassive have come to expect. “I want to be the best, not th foralisting equally Homes with her clients. “I send out magazines to my clients twice year,” properties, Linda’s her goalapproach for the future is to nuanced. simply continue what she’s been discusses real estate. estate is so much more headed than showing homes.

A successcustomer appreciation event where he barbecues and shares his says.

“My goal is Jay to continue to do what To find out more about Portlance , we’ve bee to market begin with a consultation from Karen’s she says, “and I send out holiday cards.” The small-town feel of Guildoing: building her business and implementing the amazing customer fuldirect Realtor© is pumpkin a“Ibusiness owner.

Ifpicking. youservice treat yourself and homegrown patch forstager, With close toskills seven-hunlast twenty-six years and continue to lead.” Now, w followed by high definition photography and ford also makes it easy to maintain contact. work in-house right in the and people that have become her calling card.

“I never email jay@c21redwood.com, call 301- 346-0424, or visit TeamMoPo.co she loves everything about career,she oneexplains, of her “soyour business like aannual professional, others will too, and from people inon this event provides anareinviting of experience in his arsenal, Jeff Vanderlinde 3Dattendance, tour options.

From there, clients kept to in hear,” thedecades loop center her of town,” Idred see my clients a daily basis.

I tell my clients what they want shethrough says, “I tell them what arts is the negotiationalso process.

“I get emotional there you can build your own legacy.” venue to reconnect, celebrate the season, bring newI’m andnot familiar he values most his career systematic updates, while enjoy maximum exposure try to be as social as possible.” they and have to properties hear. pushy, either.

I’m the kindabout of agent who to date. “I don’t do a together.

“I love the people with and theleading clients I work listing I justneed, do the It’s all about good Togetwell. learn more ab socialI work media and the digital platforms will give my clients the information they and simple then let things them To learn more aboutfaces Lisa Lang , across Copyright Agent Ma for,” Jeff says. twenty-six yearsbelieve in this business, communication, andTop marketing,” Expert, thorough marketing has also played a large“Even role the inafter Linda’s touch with methat whenprofessionalism theythere need me.customer I and thinkservice myservice, customers find that world over.in “We email karen@verticall visitsuccess. lisalanghomes.com ornothing go to her Facebook page, https://www.facebook.com/lisalanghomes is satisfying working withKaren first-time homebuyers or are you catered surround Thorough client consultations, stagingaswhen necessary, and one,” approach refreshing.” are as number explains.

“Our clients to yourself with good people and make visit KarenPa the children past clients we’veWe worked years.

It’sthey’re a lot ourthen good things will follow.” email lisa@lisalanghomes.com orofcall 973.951.5729 completely. want with themfor to feel like only clients.

We ask for feedback to see how we can grow, and the consistent facebook.com/karenp response from clients has been that we’re able to provide personor call (905) Copyright Top Agent Magazine alized, one-on-one treatment throughout the transaction.”

LINDA TOSCANO JEFF VANDERLINDE

37) NEWER AGENTS: MORE QUESTIONS TO ASK YOURSELF—ARE YOU STUMBLING OR UP AND RUNNING?

41) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

45) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

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Copyright Top Agent Magazine For more information about Linda Toscano, To learn more about Jeff Vanderlinde

3 please call 203-520-7899 or email LToscano@pagetaft.com email jeff@vanderlindegroup.com, visit vanderlindegroup.com, www.

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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5

RYAN PLATZKE How did Ryan Platzke become one of the most wellknown and respected realtors in the Twin Cities? Ryan knew from a young age that he wanted to be a real estate agent. “When I was growing up I had a neighbor across the street from me that owned a real estate company himself. Just knowing him helped me to make the decision that was what I wanted to do,” he says. Ryan graduated first in his class from Ferris State University with a bachelor’s degree in Real Estate Sales and Marketing Techniques and dove headfirst into the industry, taking on a role at Coldwell Banker Burnet’s Eden Prairie office in 2002. He and his business partner Brace Helgeson now lead a team at Coldwell Banker Burnet.

The Helgeson Platzke Real Estate Group is 25 professionals strong and includes listing specialists, buyer specialists, marketing masters, social media experts, ISAs, a lead manager, and a full-time runner. They serve primarily the western suburbs of Minneapolis including Plymouth, Minnetonka, Chanhassen, Eden Prairie, Bloomington, Savage, Victoria, Prior Lake and Shakopee.

As co-owner of the #1 Coldwell Banker team in Minnesota, Ryan has earned a host of accolades over the years and is currently ranked in the top 1% in the area’s total marketplace, with over $1 billion in sales volume to his name. Due to their outreach and name recognition, Ryan and his team are constantly serving new clients, with thirty percent of their business coming from referrals. What sets Ryan and his team apart from other agents in the area? “Our marketing, our online presence, and the exposure we give to each property set us apart,” he says. Each of their listings is featured on the first page of eighteen different real estate websites, as well as at all the local Lifetime Fitness locations. With billboards in key locations in town, Ryan has major name recognition that brings attention to his listings. “We are front and center,” he says. “We are almost a household name in the area. My business partner has been doing this for 36 years and I’ve been doing it for 17 years.” Ryan knows that a thorough marketing campaign starts with fantastic photos and he hires excellent professional photographers to capture each property in its best light. His designers create high quality marketing materials and

brochures. “We truly do everything possible to market our listings,” he said.

Ryan is an expert on the housing market and, as a result, his business has a 98% sales-to-list price. “We know what we are doing. We know how to take any home from first look to being market ready. And when it comes to marketing, we really know how to maximize exposure,” he says. He understands that 94% of real estate purchases start online. “We push a lot of dollars in the online world and have a comprehensive marketing plan for each listing.”

Currently Ryan and his team have 65 active listings, and his buyer specialists are working with over 50 buyers.

Ryan’s favorite part of the job is working with sellers and helping them to move on successfully to the next phase of their lives. “I like to get them a price they didn’t think they could ever get in an amount of time they never thought possible,” he says with a smile. As a result, his past clients rave about his work. He and his team have 310 reviews on Zillow with a 4.9 out of 5 rating! One past client wrote: “From our personal experience, Ryan is the consummate professional surrounded by a very competent team. I highly recommend Ryan for his result orientation, real estate knowledge, tireless efforts and work ethics.”

To give back to the community, Ryan donates generously to the Diabetes Association. For each transaction he closes he donates to the Special Olympics and he also participates in multiple fundraising events for them throughout the year. In his free time, he enjoys working out, golfing, hunting and fishing. He loves to spend time with his wife and his three children. “I have twins that are two and a half years old, and a singleton that’s 18 months.” For the future, he plans to continue to grow his thriving business. Ryan has carved out an impactful, positive legacy in the greater Twin Cities real estate scene—and the best is still to come. “I live in and love this area, and I also love its people. As old-fashioned as it may sound, I still think of myself as a smile and handshake guy. My word really is my bond and I have built my reputation on it.”

To find out more about Ryan Platzke, email RMPlatzke@cbburnet.com or call (952) 949 - 4786 6

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 8

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova9

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 10

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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Jody Lovell Top Agent Magazine

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JODY LOVELL “Everyone who works with us knows they are going to be treated fairly and have a great experience.”

Intelligent, savvy and genuinely caring, Jody Lovell has climbed to the top as a real estate agent in Highlands, North Carolina. Real Trends named her the Number One broker in North Carolina based on volume. Although she absolutely loves living in this mountain12Copyright Top Agent Magazine

ous region, she spent years in bigger cities like Atlanta and London. “I worked as a lawyer for King & Spalding in Atlanta, but soon after I met my husband, we decided to leave the corporate world and move to the mountains,” Jody explains. They were in the habit of spending Top Agent Magazine

weekends in North Carolina, and enjoyed their time there so much they wanted to make it home. Jody worked briefly as a lawyer in Highlands, but it just didn’t feel right. Soon, she and her husband offered to take over the sales office of the country club where they lived. That was when her love for real estate truly began.

“We’ve now been in the business for 18 years,” she says. “When we started, it was just Top Agent Magazine

my husband, myself and our office manager.”

They continued to grow year after year, and now there are 32 team members. They’ve Copyright Top Agent Magazine13

Over the last three and one-half years, Jody has sold over $150 million in real estate, something no other broker in their MLS has done before in that time period. spread across the plateau, serving Highland, Cashiers, Lake Toxaway and more.

They have three offices, and their team consists of people who have a wide variety of experiences and specialties. “Everyone who works with us knows they are going to be treated fairly and have a great experience,” she explains. Currently, she has over 50 listings totaling over 80 million dollars, and over the last three and one-half years, 14Copyright Top Agent Magazine

Jody has sold over $150 million in real estate, something no other broker in their MLS has done before in that time period.

With about 90 percent of their business coming from referrals, it is clear they are going above and beyond to make their clients happy. “One of my clients said I’m the only real estate broker that puts ethics above commissions. I am very transparent, Top Agent Magazine

“It’s the people aspect that I love the most. We deal with the emotional aspects of buying and selling, and our job is to keep everything drama-free and even keel.” honest and I work 24/7. Clients know that I’m going to look out for their interest.”

Her background in law also gives people a sense of comfort, as they are confident she is going to protect them from any possible problems.

One repeat client said, “I have bought two houses through Jody and sold one with her.

Hands down she is the best in the entire Top Agent Magazine

Highlands/Cashiers area which is not only true in my mind but truly is from a statistical perspective as well. She knows what she is doing, works tirelessly for her clients and is great to work with.” Another said, “Jody is by far the best Realtor© in the Highlands/Cashiers area! She is thorough, professional, and always great to work with. We really appreciate her knowledge, skill and creative thinking!”

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When it comes to marketing their listings, they have professional photography, including drone videos. They also promote their properties on luxury real estate websites, as well as sending out emails to their thousands of prospective buyers and brokers. Jody and her team were recently featured in a magazine published by the Wall Street Journal and circulated in feeder markets.

As time goes on, Jody’s love for this business continues to grow. She can’t imagine doing anything else. “It’s the people aspect that I love the most. We deal with the emotional aspects of buying and selling, and our job is to keep everything drama-free and even keel. We feel really blessed and grateful to be where we are.”

For more information about Jody Lovell at Highlands Sotheby’s International Realty, please call 828 - 526 - 4104 (office); 828 - 226 - 6303 (cell); or email jody.lovell@sothebysrealty.com

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 17

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

1

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

2

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

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

3

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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Faith Brenneisen Top Agent Magazine

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FAITH BRENNEISEN Don’t let Top Agent Faith Brenneisen’s friendly, affable nature distract you from the fact that she is a fierce advocate for her clients. Her depth of industry knowledge, coupled with her expert negotiating skills, have placed her firmly at the pinnacle of her profession. With a focus on exceptional service and a client-first business ethos, she has firmly established herself as a REALTOR® who can be trusted to provide expert guidance to her many sellers and buyers.

Currently heading the Faith Brenneisen Team - operating out of the Keller Williams Real Estate brokerage in Allentown, Pennsylvania - Faith draws upon sixteen years of experience in the real estate world to guide her clients seamlessly through the complex transaction process. A former Communications Director for a non-profit, she began her real estate career simultaneously working an evening and weekend receptionist role at another franchise. She was later recruited to a leadership role on a real estate team helping to launch the first Keller Williams franchise in the Lehigh Valley. In 2006, she obtained her real estate license, and the rest is history.

Faith’s success was almost instantaneous, a result of her marketing experience, detail-oriented approach, her sharp business acumen, and the true concern she demonstrates for all of her many clients. “I put my client’s needs first,” she explains, “I communicate concisely and often with them. It’s important to me when selling a home that I get the highest and best price because I take pricing and negotiating very seriously. My clients appreciate that I am calm and that my reputation as a tough negotiator precedes me.”

If there is one word that has become synonymous with Faith’s business, it would be integrity. “I am committed to being a person of my word,” she says. “At the end of the day, my reputation is what I hang my hat on, and there is no compromising. It’s how I make a living, and it’s what my clients expect. After all, they’ve trusted me with the largest and most valuable investment they’ll possibly make in their lives.” It appears as though other agents acknowledge her leadership as well, having elected Faith to the Board of Directors of her association of REALTORS® prior to a merger, maintaining her leadership for an extended term thereafter.

Faith is also committed to making sure each transaction proceeds as smoothly as possible, and she takes great pains to keep it as stressfree as she can. “Clients can rest assured that their real estate needs will be uncompromisingly served,” she says. “At the same time, my soul is at peace when I see them enjoying a positively memorable experience.”

Despite the impressive number of buyers and sellers she works with, Faith goes out of her way to make sure each client feels special.

“I want each client to feel valuable and important,” she says. Her impressive attention to the details of each transaction assures her clients that they are in capable hands.

The appreciation Faith’s clients feel for her is probably best evidenced by this glowing review on Zillow.com: “Faith has exceeded all expectations of a Realtor…she will guide you in the right direction, but never be pushy. She will help you like a friend would, not a disconnected Realtor. I honestly feel blessed and honored and that we struck gold with Faith as our Realtor.”

Faith’s dedication to giving back is also impressive. In addition to volunteering and fundraising for multiple local charities, she recently flew down to Texas to assist those affected by post-Hurricane Harvey flooding. “I like to put myself in other’s shoes and ask, ‘If this happened to me, in what ways would I need help?’ THAT’S how I want to help now,” she says.

When she’s not working, Faith enjoys Acroyoga (a combination of yoga and acrobatic movement), and spending time with her dog Madison, locally famous and nicknamed “the Buddha Dog,” for her seemingly enlightened demeanor and for her fitness, despite being sixteen years old. Faith is also an equestrienne and avid traveler.

Looking to the future, Faith plans on continuing to grow her business and her team, but with one caveat: “You Gotta Have Faith!” she says with a grin. “Our team members share a great synergy that spills over onto our clients in the most incredible ways. Our clients appreciate that they can trust us and have confidence in our team’s detail-oriented, caring people who put them first.”

For more information about Faith Brenneisen, call 484 - 695 - 0932, 610 - 435 - 1800 x5109, or email Faith@FaithHomeSales.com 20

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 22

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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Heidi Varga Top Agent Magazine

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

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

When it comes to the listing process, Heidi ensures that no detail is left unaccounted for. With a mindful nod towards tech-forward promotions, Heidi leverages the influence of social media and the leading online listing platforms in order to secure wide-ranging exposure for homes headed to market. Of course, prior to their debut, she readies each listing by applying her creative eye and styling services. “This adds major value to my work with clients,” she explains, as all homes benefit from striking visual curation and profesPhoto: Shane Harris, Arch Imagery Today, Heidi primarily serves Southern Austrasional photography. From there, she offers Just Styling: Varga Property Styling lia’s greater Adelaide region and suburbs. There, Listed promotions that evokes pre-market intershe provides clients with comprehensive service, which includes est, whether online or in person. “Properly preparing your home for her recently launched staging brand, Heidi Varga Property Styling. sale is so important to achieve the right price,” she says.

Additionally, she is fluent in both German and Hungarian, adding additional value for international, bilingual, and relocating clientele. Applying her spirit of service to her hometown, Heidi gives back to “I genuinely love working with people and helping them through her community by supporting causes and organizations that contribthis major milestone,” she says. “It’s my job to support my clients, ute to homelessness relief and services. She also makes an effort to because it can really feel like a stressful process—whether you’re support local businesses and fellow professionals as well as engagbuying or selling. Because of that, I strive to be there for the people I ing with local organizations and developers, and is a recognizable serve and give them support by being communicative, positive, and personality in her home area. With a thriving side business alongfollowing through.” Furthermore, Heidi has amassed first-hand expe- side her sales work, Heidi always manages to ensure there is time to rience in her three years in the industry and takes a proactive approach maintain her well-being with a daily gym regime, which she credits to the purchase and listing processes. Accordingly, she offers clients with her seemingly limitless energy and enthusiasm. counsel that aptly considers their long and short-term real estate goals.

In fact, one of her past clients, Cheri, has this to say about her experi- As for the future of her growing enterprise, Heidi intends to continue ence working alongside Heidi: “What a genuine, lovely person Heidi building on her promising growth thus far, with plans to build on is. So willing to put in a huge effort to market, promote, and achieve existing relationships and cultivate new ones in the years to come. a sale. Friendly and helpful from start to finish. I highly recommend For now, Heidi Varga is content to lend her expertise and enthusiasm Heidi.” Another pair of clients, Chris and Sarah, cites Heidi’s work to her community, supporting homeownership efforts one client at ethic and low-stress style as the most memorable aspects of their a time. “I genuinely love what I do,” she reflects finally. “I want to transactional experience: “Heidi was fantastic,” they recount. “She keep doing what I’m doing and continue to grow. My motto is to made the whole process so easy and took the stress out of selling. We always keep pushing.”

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

www.facebook.com/JessicaSeidlitzRealty

http://

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A Step-by-Step Guide to

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

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

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 26

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

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

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

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KAYLA WIGENT Top Agent Kayla Wigent of RE/MAX Integrity in Columbia City, Indiana brings to the real estate game a youthful, energetic and deeply knowledgeable perspective that has endeared her to her many grateful clients. Her focus on providing exceptional client service, coupled with her embrace of current technology have established her favorable reputation as an agent who consistently fights on behalf of her client’s best interests.

Kayla’s entry into the world of real estate was the result of a chance encounter in a local Starbucks.

While still in college pursuing a marketing degree, she stopped into the coffee house and encountered a woman who was having difficulty establishing a wireless connection with her laptop. “I helped her get connected,” recalls Kayla, “and then we got to talking. She was a real estate agent, and it turned out that she was looking for an assistant. She hired me right there.” That was back in 2011, and Kayla jumped in with both feet, eventually assisting the woman and another agent with marketing and other duties and essentially learning the business from the ground up.

In 2015, she obtained her real estate license, and has since made a name for herself as a trusted real estate advisor known for providing excellent customer service to her many buyers and sellers.

Kayla is quick to point to RE/MAX Integrity for the support the company provides her. “I love all the tools and opportunities they provide me,” she says.

With nearly 85% of her business based on repeat and referred clients, it’s obvious that Kayla is engendering a deep sense of loyalty among her customers. “I believe it’s because I genuinely care about people,” she explains. “I’m not just in this to make money, I’m looking to help my clients. I’ve been told that I explain things very well and that I’m easy to talk to.” Kayla also points to her embrace of current technology as another reason her clients have expressed their gratitude for her services. “I’m very tech-savvy,” she says. “Which is important in this industry.” Perhaps the best evidence of this gratitude are the many glowing reviews she has received. “Kayla was amazing to

work with during the sale of our home. Through the ups and downs of the process she made it so easy to sit back and relax. We didn’t only have a real estate agent; we now have a friend for life with Kayla. Thank you for all your help and support that you gave to us. Thank you for all your hard work, you truly went above and beyond,” reads just one.

Kayla’s background has also provided her with ample graphic design skills, which she utilizes to great effect when it comes to marketing her listings and creating promotional materials. “I love being able to create my own ads,” she enthuses. Professional photography, open houses, aerial video, staging, and property-specific websites are just a few of the many tools in her expansive marketing arsenal. In addition, Kayla has a robust social media presence that she employs to get her listings seen by as many potential buyers as possible.

Kayla is passionate about giving back, and to that end she volunteers for the United Way Day of Caring, volunteers by serving food at The Forklift (Whitley County’s feeding program) and is committed to helping raise money to raise funds to sustain the program and sponsors local community events, including Downtown Columbia City’s First Fridays, is a director on The Columbia City Main Street Association’s board which raises money for the city’s downtown revitalization projects and helps bring revenue to downtown Columbia City businesses. She is also a supporter of The Children’s Miracle Network and the Relay for Life. Additionally, she is heavily involved with the real estate community, and is a committee member for 2018 RPAC (Realtors Political Action Committee.) and a Young Professionals Network through her MLS Board office.

Looking to the future, Kayla’s plans include possibly forming a team, though she admits finding the right agents might take a while. “I’m looking for quality, not quantity,” she says. Her other plan, it goes without saying, is to maintain the exceptional client service that has become synonymous with her name, and to continuing providing fierce advocacy for her buyers and sellers.

For more information about Kayla Wigent, please call 260 - 609 - 2225 or email kayla.wigent@gmail.com 28

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

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

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

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JOHANNA DIAZ / Credit Rx Johanna Diaz always had a knack for numbers. Back in 2009, she began building experience in the banking sector, and when she and her husband set out to buy their first investment property in 2013, they faced a common conundrum: how best to prepare their credit for a milestone purchase. After Johanna’s husband returned from his high-pressure military service abroad, his credit was less than stellar, so Johanna decided to set to work, turn it all around, and put them in a prime position to purchase a home of their own.

In five months’ time and with serious dedication, she and her husband did just that. Two years later, Johanna decided to parlay her credit knowledge and serve her community at large, officially opening shop in 2015. At first, she hosted seminars and speaking engagements on a hyper-local level, through churches and non-profit organizations.

As her business began to pick up steam, Johanna recognized the limitless potential for education and community-building. She has since crafted a thriving enterprise in Credit Rx, where Johanna helps clients with poor or little-to-no credit embark upon a healthy financial path to the American Dream of homeownership.

Today, Johanna heads a tightknit, Chicago-based team that includes three credit specialists and two in-house support specialists. “My team is amazing,” Johanna says. “They give 24/7 to what they do, and I’m so blessed to have them.” Together, the Credit Rx team caters to clients of all kinds, repairing credit and creating comprehensive financial plans that set aspiring homeowners on a stable fiscal path.

Beginning with a free consultation by phone, online, or face-to-face, Johanna and her team assess each client’s credit history, statements, and spending habits. From there, they determine the wisest course of action, drawing upon a variety of programs that rehabilitate credit for the long haul—from enhancing and establishing credit, to settlement programs and student loan collection relief. “We really care about our clients,” she says. “We guide clients from having bad credit to achieving homeownership. We also educate clients on credit matters and savings, empowering them with the knowledge to be financially successful in purchasing a home and even after. That’s why we get so many referrals from our clients, because they really have a transformative success through our program.” In fact, more than 80% of Credit Rx’s business is driven by referral clientele, as well as by roughly 250 referral partners—a testament to Johanna and her team’s ability and reach. Over 125 five-star reviews online sing the praises of the Credit Rx team. “Our approach is to turn our clients’ circumstances around as quickly as possible so that they

can regain purchasing power by bringing their credit up to par,” Johanna says. “I’ll do whatever it takes, outlining the necessary steps so that my clients can turn around their situations and becomes homeowners.

We stick with our clients and we’re in the corner. We never give up on our clients.”

Just as real estate professionals use the industry jargon Clear to Close, the Credit Rx team has instituted her own motto for clients who successfully complete her program: Ready to Buy. Accordingly, clients in disenfranchised positions earn a new lease on their financial lives. “On a daily basis, so many clients come in with no hope and no tools to better their financial situation,” Johanna says. “To me, it doesn’t matter what the situation is—if you stick with me and follow the plan we outline, you will buy a house.

The fact is, it’s not just about property; a home is really the American Dream. I want to be able to change people’s financial futures, no matter who they are or where they come from. Any client who comes into my office becomes my people, and I want to change their lives.”

To give back to her Chicago community, Johanna and the Credit Rx team sponsor community events and educational seminars that equip aspiring buyers with credit knowledge. She also partners with regional organizations like NWSHC and the Cook County Treasurer’s Office to bring these educational efforts to the community at large. Recently, Johanna began teaching young adult seminars for those ages eighteen to twenty-one, helping the next generation learn how to manage their finances in a healthy way. “Anywhere we can be of help in the community, that’s where we go,” she says. In her remaining free hours beyond the office, Johanna most enjoys travel, a good meal, and unwinding. She and her husband also travel regularly to Puerto Rico, where they run a vacation rental and tourism business, and to Colombia, where Johanna was born and time is spent among loved ones.

Looking ahead, the Credit Rx team has big plans for the future.

Johanna hopes to continue growing her team and expanding her services, with aspirations to add originators and processors to her ranks. She also plans to expand her business to a new branch location soon. For now, Johanna is content to lend her expertise to the many aspiring buyers in the Chicagoland region she calls home.

With years of proven success behind her and an enthusiastic eye on the future ahead, the years to come are bound to be bright for Johanna Diaz and the team at Credit Rx.

To learn more about Johanna Diaz email Johanna@Credit-Rx.com, visit Credit-Rx.com, call (847) 708 – 7405, or visit her Facebook page here. www.

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Four Challenges and Solutions from the Front Lines of the Real Estate Industry

By Walter Sanford

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns.

1. Lack of training from top agents.

Many times, the agent who was average in production but great at the process becomes a training manager. There are broker/owners who just don’t have the time to train; there are the top producers in the office who don’t have the time or motivation to train; and then, there are the previously mentioned managers who took that job because it was as financially lucrative as production. Too many agents are not receiving superstar training in lead generation. I have coaching clients who receive training on process rather than lead generation at their offices.

There are many solutions, two of which are detailed below: A A brokerage system that brings the top agents into the training and recruiting business -- the two best known systems are Keller Williams and EXIT Realty. It is easy to reproduce these systems by giving better splits for listings sold or pieces of profit on new hires given to the introducer.

B Set up systems in the office that promote production like meetings where everyone puts their best buyer and best seller together; where the office performs certain lead generation systems until agents commit to them like expired solicitation; where top trainers are brought in and agents are held accountable to new ideas.

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2. Reliance on purchased leads.

Agents have lost their ability to prospect for sellers from hot demographics, because they buy leads from consolidators. If the purchased leads are good one year, they will go up in price or decrease in the number of leads in the next year. Agents need to prospect hot seller demographics blending “new school” with old school tools like direct mail, phone, follow-up, database, and closing abilities. The value you can offer certain seller demographics should be discussed at training meetings.

3. Offer macro-economic services.

An agent has the ability to offer great information on a local level. It is the only way to compete with national websites. Whether you develop neighborhood websites or a newsletter based on local statistics, honing your local value is the only way to beat national efforts.

4. Financially struggling agents who don’t understand budgeting, planning, and investing.

Many agents are struggling financially and they cannot devote their full attention to maximizing client satisfaction. They do whatever it takes to make the deal; they are in panic mode. With office services in place like setting up agent savings systems at close, training on tax-deferred investments, promoting real estate investing for groups, and budgeting analysis – offices have more agents who don’t live commission to commission. These agents are always better at making deals when the deals are based upon client satisfaction and not agent survival.

Before you attend another webinar from a trainer or a tech guy (who never sold real estate) as they try to make your job easier – take a step back and start firming up some of the basics.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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MEGAN LAHERRERE Born and raised in a real estate family, Megan Laherrere always knew she would become a Realtor® someday. Once she graduated college, she jumped in without hesitation, and today is the broker/owner of Dream Catcher Realty in Rocklin, California. She has been voted ‘Best of the Best’ in Placer County for four years in a row. Megan loves everything about her job, and always puts her clients first. “It’s really all about the personal touch for me,” she explains. “I don’t ever miss a client birthday or anniversary for the sale of a home.” She always stays in touch, including leaving gifts at clients’ doors for holidays and throwing events. This has resulted in a business largely built off of referrals and repeat clients. “Almost every deal I’ve closed in the last six years has been from repeat clients or a referral from a client,” she says.

With her business growing naturally, she puts more effort into marketing her listings, and has a full-time marketing assistant at her office. They focus on building a personal website for each listing, advertising them on social media and sending out mailers. This allows Megan to provide extensive feedback to her clients about their listing, including how many times it has been viewed online.

When it comes time to negotiate for her buyer or seller, she puts her extensive experience with short sales to use. “For years I specialized in short sales, negotiating with banks. That taught me a lot of negotiation skills,” she says. “It puts me above my competition, I am able to get a good deal for my buyers and get a high price for my sellers.”

It is her skills as a negotiator, her integrity, and her ability to maneuver difficult situations that stand out most in her glowing reviews from past clients. One read, “I used a different

Realtor® for my first two experiences, and I can confidently state that as long as Megan is working in real estate and I am buying and selling property in this area, I will exclusively be utilizing her services from now on. In my experience, some transactions go smoothly and others have glitches. Megan handles the glitches with such an amazing amount of confidence and puts the client at ease with her calm but assertive demeanor.

She will tell you the truth despite what you’d like to hear, and always works with the utmost integrity with all parties involved in each transaction. She has been the hardest working realtor I’ve personally known, responds to each call/text/ email within a reasonable amount of time, and held my hand through each and every step of both my purchases and sales with her.” Another read, “She was always pleasant to work with and very professional in knowledge, ideas, and skill. We appreciated her upfront and calming approach to stressful situations, which allowed us to get them resolved in a timely manner. She’s very personable and her sense of humor is an added bonus.”

Aside from working with her clients, Megan keeps herself busy with hosting charity events and spending time with family.

Every year, she hosts a Christmas party, offering free photos with Santa, activities for the kids and a raffle. The proceeds for the raffle go towards the local animal shelter.

Looking towards the future, Megan is excited to see her business continue growing. “My plans are to continue what I’m doing, get to know more clients and find ways to get more referrals,” she says. And with each passing day, she feels more blessed to be in this business. “It’s all about the relationships I build with my clients. I get the chance to see their kids grow up. I really love that aspect of my job.”

For more information about Megan Laherrere, call 916-716-6512, email megansellsplacer@gmail.com or visit megansellsplacer.com www.

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LISA LANG Lisa Lang vividly remembers the night in 1995 when, still a mom of little children, she seemingly out-ofthe-blue, told her husband, “I’m going to go back to work and make some money.” Taken aback in a good way, her husband urged her to pursue a new passion.

“I joined Gail Lowenstein’s boutique firm in town,” says Lisa. Her mentor in that Livingston, NJ, office was her manager, and she quickly assimilated into the business. A couple of career steps later, the owner of Keller Williams in Livingston recruited her and, by 2015, she formed The Lisa Lang Group with Keller Williams Suburban Realty in Livingston.

A successful, independent agent for 23 years and counting, Lisa plans to grow her business in the coming years. “I have two friends who are in real estate school now and will hopefully join me,” she says. “It would be great to bring in the right people and grow to a team of three-to-five agents plus a full-time operations manager.”

In the meantime, Lisa continues to hone the excellent service she is known for providing. Her hands-on approach to client relations has helped her build a business driven 99% by referrals and repeat clients. “My goal is to give nothing less than the best possible service; from the minute we start all the way to the end.”

Proof of her success is that her listings sell on average for 99.3% of list price and in less than 30 days, according the Garden State MLS. Although her sales statistics are terrific, she takes a straightforward, humble approach to marketing. After listing on the MLS and through syndication to 360 websites through Keller Williams, she helps client stage their homes. “I’m not a designer, but it’s hobby and it works!” She uses professional photography and targeted Facebook and Instagram advertising, but she doesn’t need to do billboards or anything showy. Many listings get property-specific websites and all are promoted on Lisa’s independent website.

Whether having fun with helping people stage their homes prior to listing, or laughing and enjoying the search for a home, Lisa’s

clients remember her for her light-hearted, easy-going personality. They like that she is professional and non-confrontational. “I fight for my clients and I get things done, but I do it in a pleasant manner.”

Lisa also gets to know her clients, staying in touch long after every transaction. This comes naturally, as Lisa has lived in Livingston for decades and she is visible within her large sphere there and in West Orange, Caldwell, Verona and Maplewood. She stays in contact by phone call, but the best form of contact is just being out around town. “Our office is in the center of town and I see people at the three local supermarkets and other stores in town; it’s amazing how much business I get just from that!”

Additionally, Lisa is active in local outreach programs and has been selected to be part of Keller Williams’ Associate Leadership Council (ALC), a group of elite, successful agents who help shape the future of Keller Williams. One ALC effort, in particular, surrounds the establishment of the new LIFETOWN, a 53,000 square-foot center that will provide space and programming for people with special needs in Livingston. “We are also involved in other charities and the annual KW Red Day, when we get out clean up sport fields or volunteer in other ways.” In addition, having lost someone close to her to cancer, Lisa personally supports the American Cancer Society.

When she gets time to herself, Lisa enjoys going into New York City to visit her children; she enjoys Broadway shows whenever possible and her friends and family mean the world to her. “And in my downtime, I’m always reading or on the computer looking for the next best thing going on to help my clients and my business!”

As she prepares to build her team, she knows that the people she is bringing in share the characteristics that her clients enjoy about her; she’ll build a team that’s customer-focused, fun-to-be-with and great negotiators.

To learn more about Lisa Lang, visit lisalanghomes.com or go to her Facebook page, email lisa@lisalanghomes.com or call 973.951.5729 www.

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Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

N

ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business.

From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager.

Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’.

Now, here are five more.

Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

Key point: Use the time lines in Up and Running to project your income. You don’t want Copyright Agent Magazine Top Agent Top Magazine

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Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time!

Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent.

Do I have a budget so I know how much money I should be spending in marketing my listings?

Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too).

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 38

fall off my start-up plan (to keep me from failing)?

Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success.

Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc.

That’s why I put so much inspiration and motivation in Up

and Running—we all need it!

Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success!

Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

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KAREN PAUL Karen Paul’s career in real estate began as a dare. After she graduated from university with a degree in civil engineering, Karen had a friend who suggested she’d make an excellent real estate agent. Intrigued by the challenge, she soon earned her license and put her entrepreneurial instincts to work. Thirty-eight years later, Karen has long established an esteemed legacy, defined by professionalism, passion, and time-honored industry knowledge.

Serving the Southern Ontario region, Karen heads a team of six, including her son whom she is training for a future leadership role in her business. Considering her extensive industry tenure, Karen serves clients with an expert’s insight and eye. Having endured markets, inventory, and trends of all kinds, Karen is a veritable treasure trove of wisdom when it comes to guiding her clients through the transactional process. What’s more, roughly 60% of her business is driven by repeat and referral clientele—a testament to her staying power as an agent and leader.

“I have a lot of passion for what I do,” she explains. “Having been in the business this long, I’m also very knowledgeable, especially in negotiating and pricing.” Furthermore, Karen has made it a priority to stay ahead of the curve. She was even an early adopter of emerging technologies stretching back to the eighties. “Over time, it’s been ingrained in me that I always have to keep learning and moving forward,” she says.

When it comes to keeping in touch with her vast network— including a database of satisfied past clients that amounts to at least 3,200—Karen takes a multifaceted approach that blends practical information with a personal touch. She reaches out to her database continuously and shares relevant market reports through quarterly mailers. She also utilizes a newsletter that provides insights on the local inventory, listings, and events in the community. Online, she and her team cultivate a blog and a social media presence to stay engaged on a digital level. As for listing properties, her approach is equally nuanced. Homes headed to market begin with a consultation from Karen’s in-house stager, followed by high definition photography and 3D tour options. From there, clients are kept in the loop through systematic updates, while properties enjoy maximum exposure across social media and the leading digital listing platforms the world over. “We believe that professionalism and service are number one,” Karen explains. “Our clients are catered to completely. We want them to feel like they’re our only clients.

We ask for feedback to see how we can grow, and the consistent response from clients has been that we’re able to provide personalized, one-on-one treatment throughout the transaction.”

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To give back to her Ontario community, Karen is active in her local Rotary Club and likes to get involved in regional fundraising opportunities. Recently, she’s supported fundraising efforts for local firemen and police officers. She also gives to Breakfast for Children, which provides meals for underserved students in the area. In her remaining free hours, Karen most enjoys spending time with her loved ones and setting out for adventure. She’s kayaked all the oceans of the world and enjoys rowing her own single scull. She also relishes the chance to get outside and explore through hiking and cycling.

Looking ahead, Karen plans to continue growing her business and is in the midst of launching a new venture: Vertical Living.

Serving as a one-stop-shop for residential condo sales and rentals, Karen is spearheading this new business in conjunction with the Toronto-based group Force One and will provide a much-needed niche platform for condo seekers across Canada.

For now, Karen will continue providing the superlative service her clients come to expect, while mentoring her son as he cements his own industry legacy.

Finally, after a nearly four-decade career, Karen considers what she enjoys most about her chosen field. “Every day is different,” she reflects. “I get out of bed at 5:30 every morning and I feel great and excited about the day ahead. I love the independence of my work, helping others, and the ability to make my own path.”

To learn more about Karen Paul email karen@verticallivingcanada.com, visit KarenPaul.com, or facebook.com/karenpaulandassociates or call (905) 333 – 6234 www.

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JAY PORTLANCE How did Jay Portlance become one of the most trusted agents in DC real estate? Jay was managing restaurants and bartending when his best friend, who had been in real estate for several years, suggested Jay would make an excellent agent. Jay realized his customer service skills and knowledge of DC would serve him well in real estate. He took the leap, received his license in 2016, and quickly found he had a knack for the industry. He and his business partner Patrick Morris now make up The Morris Portlance Team serving Washington DC, Maryland and Virginia.

Already 60% of Jay’s business comes from repeat and referral clients. What keeps his clients coming back and eager to refer Jay to their friends and family? “I think my honesty plays a huge role,” he says. “Clients know unequivocally that I am telling them the truth. I’m not trying to hard sell them on anything. My number one priority is just getting them exactly what they need.” Having grown up in the area, Jay knows it well and brings his strong understanding of both local neighborhoods and the real estate market to the table.

To stay in touch with past clients, Jay reaches out by text or phone, or sends emails to say hello and find out how they are doing. “I try to have a casual relationship with all my clients after the fact. I meet up with them for happy hour here, or a dinner there, or run into them. So it’s organic,” Jay says.

Jay understands that when it comes to marketing a property, it’s vital to have a strong online presence. For each listing he has a full 3D virtual tour, high quality professional photographs, and a single property website. Each property is listed on the MRIS, as well as on 800+ websites. He also sends out Just Listed and Just Sold flyers to all the neighborhoods he serves. “Our listings sell incredibly quickly in this market,” he says.

After working with Jay, his clients rave that his phenomenal attention to detail, enthusiasm and expertise make the process easy. “I think a lot of it is that I go through the process as if I am my own client. I treat the situation as if I’m the one trying to buy or sell a house. But I have fun with it, too,” he says. What’s his favorite part of the job? “The freedom to control my own business, travel, and have a personal life,” he says. “And I love the ability to control my own fate on a day-to-day basis.”

In his free time, Jay plays in a billiards league. He’s a newlywed and he and his wife love to travel the world. For the future, Jay and Patrick plan to continue to grow their business. “We’ve been growing almost 400% annually since I got my license,” Jay says. By 2020, he and Patrick plan to expand their team, and they want to focus on their brand.

“We want to really be a priority in people’s minds for real estate in DC,” Jay explains. “It’s where I grew up, it’s where I’m from, and I just want to be a part of it.” Those are worthy goals and ones his clients and community are sure to appreciate!

To find out more about Jay Portlance, email jay@c21redwood.com, call 301 - 346 -0424, or visit TeamMoPo.com www.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 41

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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

2 Repeating a mantra can be very calm-

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

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

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

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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CARRIE SEBOLD When Carrie Sebold was just six years old, she was already in love with real estate. “If HGTV was around, it would have been my favorite channel,” she explains. “I loved sitting in my room and drawing houses.” Today she works as a real estate agent, and serves the western suburbs of the Chicagoland area.

With a genuine passion for what she does and a talent for marketing, it is clear why Carrie has become a top agent in her area. About 70 percent of her business is repeat and referral, and that number is continuing to grow.

One reason for that growth is Carrie’s superior service and caring nature. “I’m really friendly and approachable,” she says. Her love of people helps her build relationships with her clients, as they trust her wholeheartedly. “Throughout the transactions I become friends with my clients, but I represent them in a professional manner,” Carrie explains. Clients also appreciate her business experience.

In a past career, she worked at an advertising firm, and she utilizes that skill today to help market her listings. Carrie’s goal is to make each listing appeal to a large audience, and she does this through virtual staging, professional photography, and drone footage if the property is suited for it.

“We put everything online, on every platform. We do a lot of social media advertising and have a huge social media presence,” Carrie says. She also has many live video feeds where she discusses real estate.

Although she loves everything about her career, one of her favorite parts is the negotiation process. “I get emotional

about the deal for my clients, but I don’t get emotional with them. So I am able to help them come to a happy ending,” she explains. And those happy endings lead to many testimonials. One recent review read, “Carrie Sebold is absolutely wonderful.

My wife and I are from the area. When we listed our house, I found Carrie extremely knowledgeable, she is an expert in the Tanglewood subdivision. Carrie helped us get MORE THAN our asking price! I guess that is why so many people list their house with Carrie in Tanglewood. She has great follow up, is awesome to work with, and very trustworthy. I would absolutely recommend Carrie Sebold to my family and friends.”

When Carrie isn’t working, she’s spending time with her husband and four kids, or is staying involved with the community. She just finished tenure as a board member for a local mental health association, and is also involved with a local homeless shelter. Carrie is very physically active, and loves playing tennis competitively.

As she looks towards the future, she is eager to transition into teaching and coaching real estate agents. With her background in marketing and corporate development, she feels she could put these education skills to use in the real estate industry. After years of success as an agent, Carrie certainly has the knowledge to share. “I would say that real estate is so much more than showing homes. A successful Realtor© is a business owner. If you treat yourself and your business like a professional, others will too, and from there you can build your own legacy.”

For more information about Carrie Sebold, call 630 - 234 - 7722 or email carrie@homesbysebold.com, visit homesbysebold.com www.

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LINDA TOSCANO It’s no surprise that Linda Toscano of Page Taft Christie’s International Real Estate in Guilford is a top producing agent. With nearly a decade of experience under her belt, Linda approaches every aspect of her real estate business with honesty, integrity, resourcefulness and dedication. Her desire to provide her clients with the best guidance available has earned her the appreciation and respect of her clients and peers and countless awards for production and accolades in the real estate industry.

Prior to beginning her career in real estate, Linda was the successful owner of multiple businesses, where she honed her customer service skills to a fine point. She also worked as a Director of Marketing in the new construction industry, where her long-time interest in home design was put to good use.

Calling her transition to selling real estate “a natural progression,” Linda obtained her license in 2009, and hasn’t looked back since.

With more than half of her current business based on repeat and referral customers, Linda is obviously focused on providing an excellent experience for her clients. “I’m extremely honest and straightforward,” says Linda, when asked to account for the level of loyalty her past clients have shown her. “I always want them to feel like they somehow got ahead with their transaction by using me.” Her commitment to customer service is not bound by the nine-to-five paradigm, either. “I’m available pretty much 24/7,” she says. “I get texts at 11 pm and I always reply to them. I go above and beyond, and my clients appreciate that.”

Linda works hard to nurture and retain the relationships she forms with her clients. “I send out magazines to my clients twice a year,” she says, “and I send out holiday cards.” The small-town feel of Guilford also makes it easy to maintain direct contact. “I work right in the center of town,” she explains, “so I see my clients on a daily basis. I also try to be as social as possible.”

Expert, thorough marketing has also played a large role in Linda’s success. Thorough client consultations, staging when necessary, and

exclusive use of professional photography – regardless of the listing’s price point - are among the tools in her arsenal that she employs to great effect. Massive direct mail campaigns and a robust social media presence are also utilized to ensure that her listings are seen by as many potential buyers as possible, ensure client satisfaction via a quick sale for top dollar.

For Linda, real estate is more than just a career, it’s a passion. “I don’t feel like it’s work,” she enthuses.

“Showing houses and marketing is fun to me. I get very excited when I take photos of the house and get them online. It’s the first job I’ve ever had where I don’t feel like I’m punching a clock or where I don’t want to go to work. I love what I do. It’s the most stressful and time-consuming job I’ve ever had, but it’s also the most rewarding, especially when the client finds the home of their dreams or sells a home they listed with four other agents before you’re able to sell it for them.”

When she’s not working, Linda enjoys spending time with her family and friends and finds relaxation by de-cluttering/organizing and decorating her home. She is also dedicated to giving back. The mother of a son with autism, she was instrumental in bringing a chapter of Project Lifesaver to Guilford and other towns in Connecticut.

Project Lifesaver’s stated mission is to save the lives and reduce potential injury for adults and children with the propensity to wander due to cognitive conditions. “The program has a one hundred percent success rate,” says Linda. “It’s been implemented in Guilford for over four years now. It’s really a blessing for families to have this in their community.”

Linda’s goal for the future is to simply continue what she’s been doing: building her business and implementing the amazing customer service and people skills that have become her calling card. “I never tell my clients what they want to hear,” she says, “I tell them what they have to hear. I’m not pushy, either. I’m the kind of agent who will give my clients the information they need, and then let them get in touch with me when they need me. I think my customers find that approach refreshing.”

For more information about Linda Toscano, please call 203-520 -7899 or email LToscano@pagetaft.com 44

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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JEFF VANDERLINDE Jeff Vanderlinde launched his career in real estate at the age of twenty-one. Equipped with experience and formal training in the construction field, Jeff ultimately parlayed his skillset to a new path as an agent. Twenty-six years later, he has carved out an incisive reputation as a professional defined by forthright communication, diligence, and an abiding commitment to the Golden Rule.

Born and raised in Delano, Jeff primarily serves the Twin Cities’ western suburbs and heads a team of talented professionals, including his seventeen-year right-hand Business Manager, Cindy Keen. The Vanderlinde Group is also comprised of Realtors Judy Vanderlinde, Eric Beckman, Julie Smola, and Haley Adams, as well as Marketing Director EchoLee Christopherson. Together, Jeff and the Vanderlinde Group present clients a communicative, low-stress transactional experience. What’s more, almost the entirety of Jeff’s business is driven by repeat and referral clientele—a testament to the steadfast relationships Jeff cultivates within his community. “We treat our clients the way we would want to be treated,” Jeff explains. “We have great communication. To me, there are no gray areas in real estate—we call the client back and we’re always truthful with them. Our marketing ability is also strong and we pull out all the stops when it comes to listing properties. We genuinely care about what we do and who we work with, and we appreciate the trust our clients place in us.”

To keep in touch with past clients, Jeff takes an unconventional yet appetizing approach. As a world-class, decorated barbecue competitor, Jeff’s puts his talents to use each autumn to host a massive customer appreciation event where he barbecues and shares his homegrown pumpkin patch for picking. With close to seven-hundred people in annual attendance, this event provides an inviting venue to reconnect, celebrate the season, and bring new and familiar faces together. “I love the people I work with and the clients I work for,” Jeff says. “Even after twenty-six years in this business, there is nothing as satisfying as working with first-time homebuyers or the children of past clients we’ve worked with for years. It’s a lot

easier to keep a client then to go out and find new ones constantly, so relationships are really central to what we do.”

As for listing properties, Jeff and his team’s method is overarching and well-coordinated by their resident marketing lead. “I’ve closed a $110,000 home and a $3.2 million home in the same day. No matter what the price-point, we work each property with the same energy and tools. It’s all about marketing,” Jeff explains. After leveraging professional photography and video to showcase homes in their finest light, the next step is to secure maximum exposure online through social media and the leading online listing platforms. Likewise, local publications bring regional interest to properties headed to market, while Jeff’s ever-expanding sphere of influence makes for excellent word-of-mouth exposure, as well.

Beyond the office, Jeff gives back to his community through various volunteer efforts and by supporting causes close to his heart. In years past, he completed an international barbecue tour to feed U.S. troops stationed abroad. In his remaining free hours, Jeff most enjoys time spent with family and loved ones, as well as travel to various barbecue competitions around the globe. He also enjoys time spent in the great outdoors and connecting with his community.

Looking ahead, Jeff has plans to continue developing his business steadily, while maintaining the boutique-quality service his clients have come to expect. “I want to be the best, not the biggest,” he says. “My goal is to continue to do what we’ve been doing for the last twenty-six years and continue to lead.” Now, with nearly three decades of experience in his arsenal, Jeff Vanderlinde considers what he values most about his career to date. “I don’t do anything fancy; I just do the simple things well. It’s all about good old-fashioned customer service, communication, and marketing,” he reflects. “If you surround yourself with good people and make good choices, then good things will follow.”

To learn more about Jeff Vanderlinde email jeff@vanderlindegroup.com, visit vanderlindegroup.com, Facebook page here call (763) 972 – 3500, or visit his https://www.facebook.com/vanderlindegroup/ www.

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