NATIONWIDE & INTERNATIONAL 4-17-23

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS KRISTI JO BLOCK LAUREN PURDY MARGARET MUIR MARIO PONCE MICHELLE SMITH

FEATURED AGENTS

MIKE IMBRIACO

BRITTANY MCCAUSLAND

RICKY KOLEK

TIFFANY KERLEGAN

RYAN MANDIGO

AMANDA LYNN

SAM MOEHRING

CAITLIN MOLLNER

STEVE ROBILLARD

CHRISTINE BAKER &

TERRI SCHNEIDER

CORNELIA SIEM

THERA BUTTARO

CHRISTY HINES

TODD PICCONI

ERIN McNAMARA

TRINA MACCHI

EVANGELOS “TJ” BARDOSSAS HELEN GRAHAM JENNIFER SAAVEDRA KATHY WALSH

COVER STORY

MISSY CHANDLER

NATIONWIDE NATIONWIDE& &INTERNATIONAL INTERNATIONALEDITION EDITION

AMANDA LYNN BRITTANY McCAUSLAND TIFFANY KERLEGAN

With passion, determination, and an As a part of her motivation “I 17 23 29 30 CAIT unfailing desire to help others, REALAmanda is committed to len I TOR® Amanda Lynn is taking the real in her community. Caitlin She i dca estate industry by storm. Originally about supporting thetrueDrea agentRo Wi from Florida, Amanda moved to the Foundation by Charlie region.

West Coast over twelve years ago to makes the ‘dreams’ of pe S industry explore new challenges and expand her hopeless or stuck come true, officerit horizons both literally and figuratively. a fresh start. She also provid and alo f c MISSY CHANDLER BRITTANY TIFFANY AMANDA LYNN CAITLIN She embarked upon a number of opporhomeless population “A in coup LA MCCAUSLAND MOLLNER CHRISTY HINES tunities that would set aKERLEGAN foundation for involvement withsomething No Resis EVANGELOS “TJ” BARDOSSAS, JR. HELEN GRAHAM CHRISTINE BAKER & CORNELIA SIEM HRISTINE BAKER & CORNELIA SIEM wanted to pursue nG her future career in real estate, from Giveback Homes. my real estate license,” she e m Having been a top sales agent initiative last April,asthey have already rin a seasoned realandestate proErin explains. addition, she coll With hershe friendly demeanor, profesmaki ®percent You don’t have toyou talkhis to Candice Kin Cornelia percent repeat and cli-potential Evangelos ‘TJ’referral Bardossas’ career a real “TJ In ensures that clients feel g ia McNamara, repeat and referral cliWhether are purcha REALTOR Brittany McCausland knew issues that sees.

“I point out meeting influential business owners at sitioned into her new career worked in the mortgage industry, donated $15,000.

They are now com33 34 37 38 41 sional attitude, and passion for helping done diverse clientele. team,what The Joy Team, From humble beginnings in Las Vegas to a house thriv- soa very lifornia, ents, andthe with thestarted a, ents,real and with unwavering oa estate agent after a back injury put the the home buying process.

He’s he ve very long to Her realize makes that she loved estate from aunwavering young any problems with that my fix® ssional, joined Team in 2015, with companies to gain REALTORthe and Bowes broker Christy Hines mitted to giving in estate perpetuity.

“We’re people, Helen Graham is adifferent reliable work With a decade of2023 experience une rental property, or are a se the World Series of Poker in Las Vegas Heading into and alr was established last April and currently consists ing career in Oregon, real agent Tiffany dsi-a busisupport of Willis Allen Real support of Willis Allen Real hisold, other on not hold.

Initially, he wasn’t knowledgeable!

I would re age.

At just 19 years sheplans started herdoing clients be aware of what they of the best Realtors in the country was well-equipped to not only become this forcan notoriety, we’re doing turefully in community and realand hav fr developed strong network of of threelocal members, including heraclose friend TessaI Ne Kerlegan’s journey is nothing short ofher inspiring. singing poised Estate, Cornelia andbrand Christine ed Estate, Cornelia and growing own social for growth, Am with herinarealunique background inather in prominent outlets like the interested inChristine joining theon real estate business him 10exponential out of 10.

We were first tiy asto a receptionist RE/MAX, staymight need to fix in the future.

I’m repreor even a first time home an expert estate, butcareer start her it because it’s the right thing to do,” she estate market.

Helen first got her license client warmth and quickness to laugh puts and her sister.

The name was inspired by Tiffany’s She is driven by her grandfather’s entrepreneurial her skills as a real estate agen their sights onpersistence. farher free time, ri-experihave have their sightshis setfriend’s onsetfar si media.

Adespite natural-born communicator is to reach $100 million in s own brokerage. Recognized byin the says.

In Christy loveshere playinI’m Michigan after earning her MBA fair, However, buyers and weren’t really sure oe ing that role until she gave birth to her senting them, not to sell houses.” ease immediately, and the enthusiasm middle name and her approach life.

“During the spiritimpact and love for real estate. Tiffany recalls, “He cial services.

After dedicating six years Times, extending hertohow reach leagues, reaching community impact considering purchasing in es, reaching community loan officer assistant hasbeyo also San Diego Real Producers and ing beach volleyball.

She also teaches in Denver, and astarted her estate after hisexpert, he took the real estate look for and to evaluate wh son.ranked In 2021, she decided itinjury, was finally Maintaining aclass great relationship is areal top and marketing Amanda has all do anything average.

I wan roughest time of my life, I was determined to be would take his money and invest in properties and id has for helping her clients shinesand thra ally and San Diego.

“We work with and mobility class nd “We work with spective on the industry among the Youth top 500 producing real in SaninDiego. strength local careerat before moving into corporate Givin the Waterford Services markets.

This comprehensive and exam, and quickly fell in love this her were or not, took th time to get Bureau, licensed and become a Christine full- success priority forwith Brittany, who now calls manyofor a ‘finder joy,’” shegood explains.

“So but Iyou amhe intenmy grandparents were able to travel, so I kind Connecticut are g for long-term in best that I the can,” she says. aI,and I, an amazing broker,” amazing broker,” Christine marketing and agency marketing for a impo estate agents in San Diego county intheaningredients YMCA on a volunteer basis.

You’ll also value matter-of-fact financial side of real estate tran pW ® tional with finding joy in the simple things in life, of pieced together that real estate was a way for industry.

He joined his friend’s brokerage explain every question we had time REALTOR of her former clients friends. .

Now working as an intime.

However, real estate was never suppo 2023, Christy is now in the top 3% of forming exudes, “with a high level of real estate. million followers on Instagr ng exudes, “with a high level of rin’s compassionate approach toagent helping allows Erin todiscusses effectively show talk REO specialist An which she her profession. that joy, and encouraging Tiffany me to as have freedom.” facing hard representing home buyandinsoaked up much information asChristy’s he many know theothers.” answer, he Outre mad from herteam mind andsharing she decided todidnt W REALTOR®s. She oversees dependent a team of confidence In the last 24Despite months,far ip will confidence both of us.

Even ill bothinof us.

Even podcast and upcoming TV and radio app Today Caitlin is part of a team ca describes her team as “organic” and “natural,” obstacles along the way, including being a single get back into the business after her kids and a six agents at Distinctive Homes CA, completed $71 million in sales volume CHRISTINE BAKER & CHRISTY HINES ERIN M c NAMARA EVANGELOS “TJ” HELEN GRAHAM Through a combination of Facebook, ers throughout British Columbia, Brittany hildren and families seamlessly translated properties and attract the right bu could.

Now, he’s been an agent for severfind it with a sense of urgency.”

“The thing I love most clients though we’re considered a ts though we’re considered a first 3 years of her real estate “There really isn’t much difference bet lo Mom for the For some, a dream is a hard-to-reach goal that never interviews, it’s clear that she is juggling m “I work with three other ladies left home.

“When my husband and I neigh through 53 transactions.

They continue all of whom she considers to be like Instagram, and paid BARDOSSAS sponsored ads, provides awe personalized experience forRealmanages SIEM years, and currently an office service fromtostart toCORNELIA finish. ‘boutique’ brokerage, we alwork with Leading ce from start finish.

We We ‘boutique’ brokerage, work with Leading Real career, In she wassuccessful determined towere succeed. agents it®aall comes tothe the resource meeting of great her work with clients inevery real estate.

As fruition. deciding toeach move tolisting.

Arizona in when comm family. theyEstate represent hometo Amanda’s be they respect about ago, and we’re al eyes, average REALTOR , year toinkinds say least.

Am th Brittany gets thehowever, word out about her serclient. together regularly andTogether, benefitCompanies the into World andinLuxury Portfolio her regularly and benefitEstate Companies ofcomes theofWorld and Luxury Portfolio licensed two works anbecause instructor, and helps TJ is actively involved his community a Bobbi Now astates, seasoned real as estate professional, 2018, wanted Carlos to get integrated intooffer,” my one ofitthc Ortiz is of those people you buyers and sellers in San Diego’s North the real estate process while Isupporting can Candice explains.

“So explains.

“We operate our own everything is within the realm of possibility.

With a ness and willingness to share the challenge it just made sense.”

International, so we have a steady influx of new local vices online.

She’s connected with many made sense.”

International, so we have a steady influx of new local satisfaction I get from hel his clients buy and sell real estate.

TJ’s varied experiipates in several charitable organizations. e daughterCounty of Sue and Bud, the owners of in 1977 she utilizes her extensive customer sercommunity instead of working a corpoport S and coastal properties in California. each other at every step. “We treat everyone equally es meetand for whom helping people is second down to who you think will work ha ly a collaborative team and international clients.” and international clients.” of clients onhelping social always “We start with what they are looking vice background and passion for strong belief inand manifestation, she set herthan sights on The everything in between are what insp rate job, andelse,” Imedia thoughtand realports estate was Leukemia the perfect way to Helen says.where When sw ences and skills make him aher versatile and knowledgethe Lymphoma Society and where no one isfor more important anyone CONTENTS and money,” Antho E/MAX on the Bay, Erin was practically When Erin isn’t she’s tosave elevate client’s experien iences that half each half ofduo the duocareer, that each of the for you.” vs others to guide clients the home do that,” Helen recalls.

She got her Arizona license inour Helen enjoys and their budget and I search through allteam reaches to wish them wellfollowers on their nature—an impulse heworking, gets toLife exercise Throughout her Christy has built a reputation saysestate Christy.

The plays toout their strengths, covreal agent, and he through continues to grow with Komen Foundation Relay for due to he his myplayin per Agency inable Beverly Hills.

“It was the top brokerage for as well as the people around al table asfor varied as they By focusing their business on individuals and peo2019, and ever since then, she has excelled at helping spending time with ble are asare varied as they By focusing their business on individuals and peobuying and selling process.

“I love the attend meetings together and arhh having strong and negotiation and a high level ers for each on vacation and learns from time birthdays, home anniversaries, theskills properties before narrowing in onother the while work with aexample,” of investo each passing year. experiences cancer inlot his family.

Additi or brea ised in the6ofDiego industry, she is committed with her family, including ti daily as aholiRealtor with Coldwell Banker me — my dream job.

The owner, Mauricio Umansky Iand go, Igoals. try towith lead by she sa THINGS YOU NEED TO 35) THINKING OF LISTING? 55) UNTANGLING THE clients achieve their real estate inelived has lived San Diego ple, rather than geography, the pair have found themAnd make no mistake—no one w business and relational aspects, and helpas in 4) Sanin for infor ple, rather than geography, the pair have found themone another, particularly when it comes to training the creativity marketing properties.

Her repeat and other.”

Much of her business de best options,” she explains. From there, days. “I love being able to talk to has my cliparticipated in Habitat for Humanity inw “Real Looking ahead, Hele TO BE A GREAT MENTOR NINE WAYS TO GET READY BIDDING WAR: A BUYER'S called me and after hour, hired me on the spot,” she remember how powerful women can be ingan people achieve their goals.” them in the right position s,upholding andbrings she DO brings the insider’s, selves covering a wide territory with varied needs business is around 70%, which Christy attriyounger agents.

Together, they have built a reputation she thereferral insider’s, selves covering a wide territory with varied needs Choice Properties.

“I feel very lucky to W her family’s legacy of excep“My daughter is a gymnast, harder than Candice.

You could almo and referrals, as Caitlin goes ab ents incounties, a casual way.

I’m able to to help so build Brittany always takes her clients to see Serving and Rockland TJ loves guidhouses for those AsI since serves the area north ofhelp Tucson, primarily but not doingin forneed. many years butes professionto her extensive network, honesty and main the While hard professionalism andto fordo having in-depth knowlan established and lifestyles.

“Our office isBergen inJolla, La Jolla, and n ofestablished professionand lifestyles.

“Our main office is infor La and & SELLER'S PERSPECTIVES recalls. she has wanted realanHelen estate since into aevery room with confidence.” she’s been in the she wa inate stress.

“I also follow up many people by sharing my knowledge of thetransaction. houses inbeen person.

She’s known for her wake up day and have the opporbe profitable. the reta exclusively working in active adult communities for industry the toOn besince very busy, and clmrS ing his clients in their real estate journeys.

Near New al advisor for his college fraternity, Kappa After onal service.

“My parents have in anything else she can involve he work that she puts into every She is willedge of the industry.

“What I love about real estate is Licensed in Oregon since January 2019 vedSan theDiego San Diego Association we work downtown as so well, so we work with clients he Association we work downtown asCAN well, we work with clients 14) MY CRYSTAL BALL: YOU 39) TAKE MY WORD she was 19, it was only recently that Amanda took the honesty and transparency about flaws and this area on social media.”

55+ set.

She lives in SaddleBrooke, working there and in nity that I work in.

“Whether it’s going out to dinne little things for her mother, who was ing to go anywhere need her regularly goes that you can be successful you are willing to work and working independently since York many move to thisif area for theSepfamily-oriprovides guidance to younger members.

TJm aI tunity to help someone find their dream Springs llence (falling intop the top who the lovelifestyle theand lifestyle and want tohere live here for their AwardAward (falling in the whoclients love and want to liveCity, for their to use the knowledge of c the surrounding communities including SaddleBrooke and the friends and f al estate for many years,” Erin explains.

“So when I My two step-sons play football and basketball PREDICT YOU'LL BE SUCCESSFUL FOR IT: THE POWER OF 59) TURNING YOUR events.

Staying in touch is reall plunge.

During the pandemic, she wasn’t able to get hard, are hungry to learn and work with integrity and above and beyond to get listings ready for sale.

“We’ve tember of that same year, Tiffany serves career began in Development earnest in 2007 as she ented “It’s a big commuter region,” on and the Professional Committe go an Diego County in 2021). primary residence, butwith also with neighborhoods. vacation properties ego County in 2021).

Her Her primary residence, but also vacation properties home,” explains. especially Ranch, Oro Valley, Sun City,Carlos others.

Helen’s repeat“It’s referrals.

I and love con honesty.

My team understands this and we’re 100% on touched-up kitchen cabinets, bathroomlicensed, cabinets, doors, SELLING REAL ESTATE TESTIMONIALS & MAKING PROFESSION gained as an REO agent in so she instead spent hergotime building conan unlicensed assistant.

Sheshares got he seamlessly augment Cornelia’s and coastal communities forexplains. second homes.

There TJ “Most people here to start families or is strong real as estate commission, where he h lessly augment Cornelia’s and coastal communities second homes.

There for 44 arted growing myoutdoor family, felt it for was the right enjoying exploring different avenues spr and referral business and increasing every day them through the rea painted entire furnitureIsets, painted fencing, the same page time with each other.” rewarding when that person isinthis a firstMaintaining relationships wi WORD-OF-MOUTH COUNT INTO A PASSION working art bought at Sotheby’s are so many micro-markets that we serve – it’s more ing in fineinartfine atand Sotheby’s are so many micro-markets that we serve – it’s more get more space.”

Much of his business derives from edge and expertise with others the industr as the word gets out about the exceptional service she nections.

When she finally became official, she hit the that, working with her mother until 20 clients fi and spread dozens of bags of mulch — all find aseeing solid atbecome a reaI Copyrighthome Top Agent Magazine transition into this industry.”

It was arepeat natural fit, and participates in comes swim but easy, as Today they dern Department in improve London. effective aground partner!” provides. “Clients appreciate that work with onlessons, Department into6London. effective with awith partner!” time homebuyer, their surprise 20) HABITS OF HIGHLY clients referrals, as4-year-old TJ maintains lasting estate g help the look of our sellers’ properties,” running with a and $16save million listing. herI talents tothem Georgia.

Candic a pet - save a life ® ® their timeline helping them buy or sell their home,” as a licensed REALTOR unlicensed REALTOR un- “There’s transaction.

Caitlin gets to says Christy. nothing we wouldn’tof do for our relationships with those he serves.

“It’s so important As more his business continues growing, hiskno pa PRODUCTIVE AGENTS 43) HOWsince.

TO ANSWER 63) TURN OPEN HOUSES rin has been loving every minute her career he’ll end up being active in the coming and excitement when we find a house 4 agents with Virtual Properties Re Helen explains. “They know they can trustunderstanding me to handle Beyond their capacities, Christine andthem,” he says. ge, Cornelia has adapted Cornelia has adapted herweher Beyond capacities, Christine andwith clients and believe wetheir shouldprofessional be a professional part of the entire whatit. they’re loo toTHE keepINEVITABLE inAmanda contact “Iof send birthwhat heAdoes grows alongside He plan “B Bobbi QUESTION: INTO DESTINATIONS graduate in commu all the details through the process.” clients all over activities the Atlanta Metro are At The Agency, works onlove a team over that is perfect for Cornelia are proud to collaborate with greater their greater mer relations manager at seem Cornelia are proud to collaborate with their ient client relations manager at clients process.

Our to appreciate that, too.” watching them all try new to find athem.” detailed plan toasachieve thei day cards, holiday notes, text messages, and call them expanding his office as well his own cl Group, 26) HOW TO GET THE WHY SHOULD I CHOOSE YOU? Gwinnett and Walton counties.

In so 2s community as twenty President and Treasurer, respectively, needs and demands the real community as President and Treasurer, respectively, and demands of theofreal hardworking agents, who provide Helen support and Eastern Connecticut Stat to marketing their properties, helps buyers visualize what the reality of livthroughout the year.”

“I just love working with people and help Springs oday Erin isMetro the Team Leader the Team, that fits them best, and it “My keeps me busy!”

Erin Christy’s biggest the isof promoting BIGGEST RECHARGE OUT of atFriends of share Downtown: aBowes non-profit, volunteer and onado and the Downtown Metro 67) TIPS ON BREAKING of focus Friends of moment Downtown: a non-profit, volunteer and the Downtown million inand sales volume, with around their years of knowledge resources with ing in a given home could look like. husband is wide.

“I use comprehens fo Every day isthe different, and it’s Carlos got into industry inaalways 2013, aft Distinctive givingcommitted chapter, Savetoa Pet ofexcitin El P working with Agnelli organization committed to- enhancement the enhancement ate.

I got licensed, I CA’s organization the of of ght Right when when IOF got YOUR licensed, I Homes LUNCH HOUR 47) WHY DELEGATING IS THE INTO THE LUXURY MARKET a licensed contractor, and we business have done tools, quite a high-end bit offrom photographers, coming referrals Rea or r here much of her business derives from repeat clients each other.

She is primarily focused on the West Side, Save a Life.

Through this program, they donate $1000 Building these strong connections comes naturally, as Dougla San Diego’s downtown community been an incredible opportunity an incredible opportunity San Diego’s downtown community through schol-scholan He had been lo remodeling on in ourthe own,”restaurant shejoy says.

“So industry. when peoplein KEY TO through LONG-LASTING SUCCESS them with their marketin Candice takes helping them an for every profeshome they arship, sell to one of their four animal utilize all of the great program including the Beverly Hills, Holmby Hills, Bel-Air, TJ alleviates throughout the buying and at selling service, and education.

When thestress two aren’t e’swho’s so experienced, busines arship, service, and education.

When the two aren’t soreferrals. experienced, profesare looking homes, it’s verymore rewarding to help peo- she nd Clients consistently return to Erin for her The future looks bright for Erin as plans to For about Amanda Lynn, call 323organizations —SELLERS: Frosted Faces Foundation, Act new challenge, but wanted a career that 31)rescue BUYERS AND 71) DAILY HABITS THAT vdw the highest quality of gra serv Compass Concierge,” she expl process, it as enjoyable of an experience as ple is see always what they could havedelivering if they wanted to make actively expanding their enterprise or connecting n the community.” and West Hollywood areas, but Amanda actively expanding their enterprise or making connecting community.” that sp the broker, and upon Dog Rescue, Laughing Pony Rescue and Little Hooves Contact Christy Hines at 858-245-9468, email amanda.lynn@theagencyre nwavering commitment to Diego, building strong relationlarger and her current agents th UNDERSTANDING HOW 51) WHAT THE FIRST INCREASE YOUR some $11 million inwhile production volu them coming back. him help to meet lots of people with San they can be enjoying a glass Callbuild orcontinu text Hele with San can found enjoying a glass He gets to know hisTHING buyers onteam aupdates.” deep WILL level, “Client it willing topossible. gofound the extra for special properties.

Rescue. The donations areDiego, made onthey behalf of be their cliemailmile christy@christyhines.com, and visit She time job with the broke of sustainably sourced, organically grown wine at y announced in January of 2023, she exceeds expectations at ev theagencyre.com/agent/amand visit ounced in January of 2023, of sustainably sourced, organically grown wine at HOME INSPECTIONS ARE YOU DO AFTER WORK SAYS MENTAL STRENGTH email Helen understanding what they’re looking for and developing ents, whoabove choose theand rescuesbeyond they want the money to I get th a valuable service, something he had enjo ips and going in every transaction. nesses.

She’s also always looking to expand he is currently getting licensed in as the Oncenext understep contract, Helen says, “I help myevery clients transaction as if christyhines.com orNevada facebook.com/distinctive.ca th “I approach Vino Carta in Little Italy, or sharing Greek the ild a NEGOTIATION network that already Vino Carta inand Little Italy,started or sharing Greek fare atfare thetoatachieve on aupon network that already be donated to. Since Christy her team this or visit her onlin aABOUT customized plan their goals.

Atthe theinspection same process TOOLS YOU https://www.instagram.com/misslhommedieu/ good opportunity to wor and follow @misslhommedieu on In busines through and the negotiations, inMarket. growing her with reach. my clihis yearsas in the hospitality industry.

He wa Athen’s Market. usiness is eighty-five over familyfamily ownedowned Athen’s s thatpriority isthat over says Candice.

“If my clients can’t My iseighty-five creating lasting connections and as most much possible about this ever-c hsl time, he is committed to getting his learn sellers the generat and provide an invaluabl Phone 310-734-1440 | Fax 310-734-1440 with the Realtor he worked when pur I’ll be there for themwith no matter how for their properties, implementing the latest marketCopyright Top Agent Magazine and thi Iitth nts, and doing what needs to bevisit done in order to get the industry. “It’s important to stay on done top of more about Christine Baker and Cornelia visit310-734-1440 willisallen.com, about Christine Baker and310-734-1440 Cornelia Siem,Siem, willisallen.com, get, because if homebuyers. they’ve work ing strategies to spread the word far and wide. “Ihome, use who encouraged himCopyright to lookthe into tors and I dbfe Phone | Fax them Top Age mag@topagentmagazine.com |personwww.topagentmagazine.com akersellssandiego.com / cornelia@willisallen.com, orsocial call 858-449-3200 ellssandiego.com / cornelia@willisallen.com, or call 858-449-3200 en ansaction closed,” she explains.

Erin offers a have an open mind as far as finding new aven media mainly, whether it’s posting a video or in the financial position to be able to mag@topagentmagazine.com | www.topagentmagazine.com agent himself.

He got his license and ne looked back.” photos, we do a little bit of everything.”

To contact Evangelos “TJ” Bardossa job is toexplains. help them by cross thatvery finish This to fa ized approach thatof this includes best suit clients,” she “I’m eli No portion issue may be handling reproduced in anymiscellaneous manner whatsoever without prior consent of theour publisher.

Top Agent Magazine is published Feature

7

ERIN M NAMARA

MISSY HANDLER

Distinctive Homes will donate $1000 for every home we sell!

The donation will be made on behalf of our client’s family, to any of our charity partners listed below. It’s our clients’ choice to donate all $1,000 to one rescue, $500 to two, or $250 to each.

TO LEARN MORE ABOUT ALL THESE INCREDIBLE ORGANIZATIONS, PLEASE SCAN THE QR CODE OR VISIT THE WEBSITE LINKS BELOW

www.FrostedFacesFoundation.org

www.ActDogRescue.org

www.LaughingPonyRescue.org

www.LittleHoovesRescue.com

www.

www.

www.

www.

www.

back. “It’s beenplease very rewarding.

My ex call 201-937-2883

team. H

Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials,Top Agent Magazine cannot be held responsible for sks to alleviate her clients’ stress, like dog walking what’s inthe store for us.” restaurant business taught me agent how a relationship with clients OnceTo the transaction is address, over,see clients leaveto mag@topagentmagazine.com. glowing orHer email tjbardossas@goselectgroup opinions expressed or facts supplied by its authors. subscribe or change send inquiry Published in the U.S. a doesn’ Anthony has been Realt however.

Candice naturally reviews aboutbank their time said, W andline, learn their particular needs.

It’ Andbuil Bo uring an inspection, or going with them to the to together. One recently people in both Massachusetts an ships with people, and many clients and is to understand someone what they’reish 2 Top Agentand Magazine nsure they get the proper paperwork for their loan. “I friends by the end of the process. years. he closed $2 million in “A sT in order totell serve them well.” u Chrissy them I’ll see them in a couple o o whatever it takes to get my clients to the finish line,” close over $5 million by

Kathy uses an NNIFER SAAVEDRA

LAUREN PURDY

KRISTI JO BLOCK MARGARET MUIR LAURA EVANS s in optimum COULTHARD to workHOMES She was patient and kind “I make it a point to old Kristi Jo Block’s unwavering determiA trusted guide with awill passionproduce forSTACEY edu- Margaret settle Muir’s compassion and deterdoc GROVE GROUP strategies the with! best results.

RACHEL HUDGINS 42 nation and entrepreneurial 45 46 mination 49heights 50 with us and us the best advice as for spirit have s, videos, and havegave led her to great graphs, cating her clients, Lauren Purdy is make them feel comfortable.

I am trying to save the island thatestatesuccess way to get there boat.

“There are our new home.

Her commuhelped her achieve remarkable apurchasing real estate agent.

Originally working in is bythis Real has been part ofRachel Paige accomplish is by implementing Hudgins is based in on Marietta, The organiza aspect and American Association at the northern edge of Knowing that each area is a little different, dedicated to helping turn real estate nication was always point and she Quarter Horse in the real estate industry.

With over Situated marketing and advertising for a Swedish memora 68 59 six years 64 theto “I alsodeclares do myLaura 60 63 more love,” Evans whileshe no bridges island.

It’s a and very Georgia, and does business all across most excitin Grove’s life forTo decades.

After Paige marketing strategies.

“We sp always made us feel comfortable toough askthe of experience, hasreality. made out about Kathy Walsh, Arizona’s Maricopa County, very well the bond between rider an firm in New York, Margaret eventually lection, dreams into Afind former schoolWhen it comes to marketing she pays close attention to the many facets west side of the state.

She developed an ent, and eve any questions during our journey.

Not great strides as angraduated agent.

Her passion for from the University of the word amongst our brokerage w decided to move back to herexistence. hometown area, wi discussing her beloved Smith Island. peaceful I can ride my bike teacher, Lauren loves take town her interest clients Lauren the usesright the resources resources of having t thetolittle of Wickenburg only was Kristi wonderful work estate started at a young age, when gs to represent real in of real estate as aJoimportance child, and learns Madison, Connecticut towhen betocloser nity at n s Georgia in 1991, she decided to earn her ever we have a listing,” Paige says. with but so was her husband, Chris!

He she was involved and selling please call 978-855-4076 or email of a given market, refining her methods to stepin buying by step through the homebuying her through her company to With less than 200 fulltime residents, around the whole place.” she used to ride with her uncle, a realtor, finds sellin to a sick family member.

After settling riding lifestyle.

She’s an at offindin knownshe worldwide for its real estate license.isAlthough took a in, also advertise on expert hundreds webs with us a few times and even properties, flipping them, and managing began pursuing her real helped estate mum exposure. Sheing.

In prom herlov fr asevents, he made met theshe rounds showing houses. process, and she specializes in helpalsoShe raditional property for her buyers. many rodeo and has Smith Island isand known asthem. the“Solast inhabAside from her work, Laura is passionus when we needed someone to be at the it’s always been an interest break to raise herclients children, she was intake professional photos, and make provide with outstanding service. license at the suggestion of a friend.

“It the beac Rachel admired her uncle and his busipeople, esp first-time Lauren’s as Ins house for thing carpetto measurements!

Both on social media such and of mine,” she ing explains.

Growing uphomebuyers. inkathywalshrealestate@gmail.com ainterest; fun do in the evenings, has volved in the building industry years. the home looks its best.” made the for county a was premier ted island JENNIFER offads. the shorea family of Maryland, ate about being involved in the local ness piqued her needless possibly th Kristi JoLAUREN and Chris go outtoofsay, their way perhaps of entrepreneurs, itjourney was only began Facebook KATHY WALSH KRISTI JO field BLOCK PURDY MARGARET MUIR real estate in the of most notable are theh and I passed the course and licensing glass, “First and foremost, I believe in working washeralways staying updated on KOLEK Rachel obtained her license and hasfornow made. toRICKY be supportive and there for all natural for Kristi“So Jo toI start own destination When ityoucomes to her listings,everStacey for western-style

RYAN MANDIGO MIKE IMBRIACO exam,” she community. explains. “The next thing I vidual it. She SMITH ocated MARIO on SAAVEDRA Chesapeake Bay.MICHELLE The island “IDuring am involved inshePaige virtually apartment locating, whichshe she says “was websites builds foruD PONCE your It was a19 great experience for “It was just a progression that current market trends,” says.

After anyand freestaging time, and been working asifneeds! an agent forsellers in helping RACHEL HUDGINS OKSANA BOGOTT business.

STACEY COULTHARD LAURA EVANS AUSTIN LAPP GROVE HOMES know I you was sitting in GROUP anyears. office answerto make on preparing their hom riders everywhere.

And ANTHONY LA PENNA with people who share my values,” she us and weMAHAGAN would definitely recommend naturally happened.”

After raising grown her BRENT CANDICE NATANEL MALKOUKIAN afamous really awesome way to started The website isthis linked ahe QR thevia wide ra sal recognized worldwide its everything that happens island!”

Ricky Kolek’s passion for real estate media.

For larger listings, her kids were and sheget had remaractive in on the community.

“M Michelle Smith’s journey intoKING the® world Afterwards, clients leave glowing ing phones, and everything justthem fellstay into often do REALTOR Mike Imbriaco got licensed inare responsibility towards very seriously, estate toby connect “I have great relaenjoy Ryan Mandigo of reviews Myrtle Beach, South both Kristi Jo andto Chris for your next children, it with was people. finally the right time a horse enthusiast looking the contemporary buyer.

With the help involved w of real estate is a testament to the power about their time together.

One recently place.”

Margaret’s career quickly took off from there as 53 54 57 58 61 in real estate.

I learned sales process on the yard sign out front, ried, Paige decided to begin again in real year old started the CDAWG Founda began when he was just a teenager, as he step further and creates promoti Rachel works with a partner – her daughworking tionships with my clients,” he explains.

“I Austin Lapp has never been a one-sizetrack to close around $12 million in says.

“As agents, we should not only be 2014 and has achieved the NJAR Circle of making sure that his clients not only find home purchase!” for Kristi Jo to pursue her passion.

She multi-layered Smith Island Cake, the Shebusiness isManagthe manager ofToday the Smith Island but me Carolina, has built ashe real estate of seizing opportunities and following said, “Michelle is honest, professional, Top Agent Natanel Malkoukian – problems have come up.”

She also stays manage ng for began helping people buy and sell real estate.

As the number one Having entered the world of real estate working directly with the lo energy and derful assistants, she creates professional to move to the center of the action, you are going to easing began build a strong rapport with them.

I’m not your first resources Agnelli provides as one of the ter, Peyton about Lamb, who just by started in money earned her last real estate license and hasn’t Joining Century 21,a estate her knowledge new raises for children who can’t a was always intrigued byon real develeos, which he then shares on and customer experience, and worked spective buyers to quickly ge fits-all kind71 of Realtor.

Since getting his sales volume the end of 2021, Austin Excellence Award the 6estate. years, but he only the right property, but also understand the 77 78offices 72 75 mesoc at professional understanding ofwhich home one’s passion.

Despite initially working understanding, realistic, and extremely she’s over three decades into her still providing 27 for 2022 (a ticipated in ® but e basics looking toabundant complete just one transaction official stateshe dessert, and its Cultural Center, owns the island’s only ingalso Director ofIauses Development at Nest amongs in touch through annual client appreciaer one Kristi Jo of methods to stay incareer, touch looked back since.

Copyright Top Agent Magazine effective, maintain a strong stanin 2019, Brent Mahagan is a caring to try to put together a fund January –New anda she avariety buyer’s agent, Zach Fox. of the home and the surrounding property want to contact Realtor Stacey Coulthard. construction led to her being a part of team’s new extracurricular activities,” Paige explains.

“So w opment and helping people find their to increase their reach.

Add my way up into management before about the home.

“We also hav as a teacher, heeded the advice of knowledgeable.

From the minute license in 2013, hethe hasplunge seen move getsincluding about half of his business the highest level ofthrowing service to each and every client.from for with thea just recently took of going into real intricacies involved in the transaction.

“My agent 6 times easoned investor, brokerages in the area enables ‘Hi,’ construction and a averages stalwart dedication learned, with them, I wantpeople to help them their largest with her past clients, client events charity The team $10 toYork $13 million Seekers International in New –toisgiving a inthe tion events, or viawith interactions social y.

Herfamilycaught home division.

Soon Paige became so busy that she always back to that, I’m also aso board professional who goes out ofaton his way the team thatm member obtained her Today real walked into our home, you knew you were nized by REALTREN reshly seafood.

To Laura, it’s hair salon, is awrestling notary, an electoral Despite his high school Ricky isonaand member of partne to market listing the MLS, social decided to try my residential of hundreds of thousands ially,a he second homes, investment properties, andhand and parties, giving great closing gifts andreferrals. justshe staying Kristi Jodream has her own team with eXp Realty, forand many different reasons, and sohomes. knows repeat clients or It’s a diverse estate full-time.

Previously working for many job is to be as available and knowledgeable These qm with foster doing authentic interpersonal relationships.

“I’m dard for inclusivity, taking the time to annual sales, and their rate of repeat and ebuyer, if you are him to spend more time generating new hardworking, intelligent real estate profesin 1994, working part-time inhusband, good hands.

She explained everything, media.

Candice keeps all of her clients youestate at license Serving the greater New Haven County region, much of estate professionals, ®M encouraged her David Grove, to earn his ber of the 400 North Association of REALTORS nvesting, any other real estate needs that come up connected beyond the transaction.

She also has a radio which consists of her husband handling the commerto provide his clients with the best serget new uniforms next yea teacher’s warnings about the challenges programs like Redfin, which estate in multi2019.”

Now inextremely her fourth and prospective buyers from and has even teamed up that market knowledge isAssessor only part of clientele, Austin caters to the local years as aafter Municipal Taxreal for as possible toand help them through this prodedicated real estate websites.

She also rh Aside,Maricopa County native has spent much of imply her home—and as loyal resjudge, very involved with hergl many I’m ju a who man of my word, and don’t shy referral israpid an astonishing 95%.

Rachel attriduring the summers.

However, havhonest and knowledgeable.

Margaret’s business isaway based on sends repeat clients and referslowing down.

She pl hisshe job, in the future.”

Mario gets towasn’t knowwas his show that business she hostsformed two weeks, and she out cial a full-time buyer’s agent, and a transaction sional who has made aIevery ascent inand his updated on the latest market developm license.

It long before Paige and Dave ntake Massachusetts inventory for buyers.

Those resources are really understand our clients and identify of the industry, Rick remained detergenerate leads and connect w Christmas toy drive.

She vice.

With athe knack for thinking outside his background, Brent sup ing first child, she her license onher Shemuch was accommodating to our pleput towns inneed New Jersey, he now uses pencess.

There istoI will aunderstand of nurturing throughout what clients from their agent. farming community characterized theclients, year in residential market, Lauren is apartment we ca rals.

“I’ve come what it is about thisby part viding thesosame excel butes this to the large sphere oflot influence both she and his servi think from the work.

If tell somebody do agents potential buyers in she her sphere life on the back of horse, Stacey isI experienced living her aindustry. newsletter and mailings to keep clients informed. coordinator.

Serving central Minnesota, ofsuper Kristi on hershe’s buyers and sellers, wanting tohis develop aa dent, doing everything in her church.

Inhisand the rare event that does chosen Natanel, who began ments with her monthly newsletter. rough.

Opportunities await andRecently, Dave, as they pla Grove Homes Group.

Determined, highly American Legion hold to focus on herchant teaching career.

But business needs and worked around my busy family. of the world that makes people happy,” shePaige explains. to enjoy such achapte long mined to pursue a career in the field.

He ested buyers. he has als Peyton possess, as well as their capacity for personalJo’s derives from repeat clients and referrals.

COVID keen understanding of their goals so he for numbers and knowledge of home the transaction,” he says.

His clients know area’s large Mennonite population, as growing her business and building strong relationships them as well outside of the MLS,” Lauren the box and a determination to help enforcement and first resp com: W going to towant torealtoestate asomething, boon for the investors he works with ofa likes presen itreal gets done; that helps me able network given herfor, many years in the best life, combining her love ofandand horses with her pastheir needs.” journey in inand 2018, and currently the desire return to it never She went above beyond toestate make this ta move. way can talk to people, know what they’re looking tiresrelax of making people ing motorcycles, playin move their team toexplore larger location.

They wa and focused on service, Paige and Dave have led their When Kristi Jo“Iand isn’t working, she stays active with her By herstress clients’ needs first and going above power to restore its previous glory. have free time, she to with canputting remove and make itthis an enjoyized service a casual and approachable demeanor. earned his real estate license at 23 years to TikTok as a new wa valuations to negotiate deals for his real estate that they can come to him for guidance and “It didn’t take me long to realize that well as to those seeking vacation homes Natanel satisfied clients. more to really get close to people.

A big part of Candice is always looking for ways toalongside give others, buyers and sellers can always well.

Hegroup, recently started the H Michelle recognized transition easyIMBRIACO as possible.

Ifestate you want and them the perfect match.”

She resident gets toRYAN know her dreams come “I church and loves competing inup Cattle compebeyond expectations, Kristi Jo has become aas highly with family) intrue. her fr works partner Michael Bethony, MARIO PONCE the need MICHELLE SMITH MIKE RICKY KOLEK MANDIGO as a Cutting lifelong of theher area. sion forwith helping people find the right property to care se in faded. the La able process.

He also loves to teach his nthony Penna. course, but perhaps even more so for peocontinue expanding their welcoming both team to close almost $75 million in real infind 2021.

Most of their clients end being “friends, family ofanswer TERRI SCHNEIDER old, and immediately knew it was his ket his properties toher younger a clients.

Whether they are first-time homethat he is always there to listen and While as the manager of the family and friends. to findserving a company that would provide to“I’m sell your home, look no further than is a very emotional business,” on the Finger Lakes.

The different needs buyers, including their shortand long-term goals.

Once myto work, connecting Nathan to do me is building those relationships, and I titions.

“I’ve loved horses since I was a little girl, so inAustin the region. just acause really sought-after REALTOR Lauren loves to give back commu back to her community.

One that is erviewed clients how to build generational wealth STEVE ROBILLARD count on him to have their best interHeroes program where first BRENT MAHAGAN NATANEL closed more than half aofbillion dollars inshe CANDICE ANTHONY LA PENNA AUSTIN LAPP friends or friends friends,” thus Rachel’s pracCARLOS ORTIZ and experienced people on board.

Withmedia herjoy.” oldest SAM MOEHRING for them.

She got her license inRAFFETTO 2003, partnering with training and foster a“You supportive Michelle, you will be whenever satisfied.” she’s the information needs, she develops It brings me calling.

Ricky has since dedicated himWith aAustin’s strong social pres I for have time I can like to go andare compete.”

She hard worker,” she explains.

“Ifor don’t sugarcoat things, about this job is KING ple shopping agathered home toand live in.

“My buyers or have homeowners decades, Mike questions.

“When myclients clients hire me, they are hiring findquality a Cultural withbeen real estate.

“Real estate can literally RYAN explains. have to be amind. good listener. of his reflected inreceive and he MARIE-FRANCE VACHON BOBBI PRICE like to be atotally man that people trust.”

KAITLIN WHITCHER With aappreciate team of nine agents working under her, Lauren teering with Genesis Women’s Shelter close to her heart is the nonprofit orgatween ocal Center, Laura realized MALKOUKIAN tice is almost completely reference-based.

Rachel offers an interesti est in Affiliated with eXp Realty, ers $1000 dollars toin volume in 2021 alone, and the pair are on children working in her office, it’s a family busi Serving the entire state as the Century 21 #1 Team in A dedicated professional driven by a postcards to the surrounding neighborculture, rather than a competitive one. an individualized plan to find what they’re looking for, also enjoys traveling with her husband. and my clients really the honesty.”

Kristi Jo In February 2019, Jennifer was featured Finally, and his team change the trajectory of a family’s future.

Stacey still loves to ride in her leisure time her mother for four years before the market crashed billard specialize that require “a lot of problem solving,” self to helping his clients navigate the a focus on creating engaging makes sure that his clients have the information they me, not a team member.

I’m the buyer’s agent, I’m the very ho I’ve always enjoyed meeting people and marketing strategies, which include both always As he looks to the future of his business, Ryan’ nization she helped establish to ensure es we plans: “I think where Ia serves the Dallas-Fort Worth area.

She specializes in participating in that organization’s masqu that people, and the experience has given me a keen eye for With grit and determination, she searched for the perAs member of Keller Williams, Michelle and Todd Picconi, of Rancho Cucamonga, ability only wants what’s best forathem, and real protecting their andher doesn’t stop until they’re happy.

The same attentive track to hit more than one billion inthe 2022. passion for assisting her clients, Terri hood letting them know house is for and anyone who joins is treated just the same.

“Ev Georgia and based in“When Atlanta, work with was That’s why I’m passionate about he serves clients throughout Colorado closing costs from his comm THERA there aPremier large demand for aWhile real Through her love for island, and her 62 65 66 69 70 72 Price began her real estate career When itbegan comes tothose marketing, Bobbi truly tfelt land of allwas kinds, including Steve says. you have awho piece ofdown, complex world of real estate, providing Ricky isthe able to effectively pro Marie-France Vachon her real estate way for optimum exposure.

“I alw ®BUTTARO Kaitlin Whitcher found her passion for think Residential Broker and Founder the beginning of COVID-19.

The key many local trails with family or friends.

M in 2007. the real estate business was wasn’t Sam plans to keep learning from his broneed to make the best real estate decisions every time. seller’s agent, I’m the transaction coordinator.

I am lives.

“I truly care about my clients,” he highly re fect fit, eventually finding it at Keller Williams in 2011. office have participated in numerous outreach events, In the future, Kristi Jo sees her business continuing to best interests is always her focus.

Every step of the way, hearing their personal stories anyway, and a heavy social media presence and print of my business to be.”

Sb support is applied to her sellers, as it doesn’t take her of his , Before becoming a licensed REALTOR a safe and equitable environment for all comes oriented, estate not only inGrove myas client’s lives, but forthe are Dallas proper and surrounding suburbs north ofclients, benefit.

When she’s not appreciation working orso giving a82 female hero (“She-roe”) for successTo stay inTerri touch with past Rachel swears herfamily.

Schneider provides exceptional service sale. also promotes her listings on one here is part ofby the It’s89been rewar Homes Group consistently blown away 86 85 81 lping them make red flags about acareers property,” says Anthony.

Springs and the Eastern Plains. aproperties show for em 7.

“IInto wanted todecided get into aown business sets herself apart.

“We do along lot print cial, industrial, andof residenland, some of the questions you have to expand.

She wants toof grow and add more like-minded she’s there forto her clients, offering advice, and advocat2012, she to pursue herReal passion full-time, including coat drives, blessing basket drives, and turthem with the knowledge and support and reach a wider au real estate while she was working as a will career 35 years ago, thanks to the encourHDR photography and Matterp that he kerage, utilizing their tools and resources to discover the strengths and weaknesses ofof the Raffetto Estate at Pointe3 Real to his marketing success is ensuring state professional who could advise fierce drive, Laura is positive that she with the place she has California, is celebrating his thirtieth custom with them through every step of the process.”

Thera Buttaro’s journey in possible.

Fifteen years ago, sh how run a business. my family as well.”

Natanel began his career in real estate need his friends are once and future clients.

She she began riding professionally again, competing as a I think taking the time learn the why ad campaigns. and h Ryan enjoyed prior as an electripatented “quarterly pop-bys,” which she undertakes says.

“That means going to bat for them, students at academy she attended in ardest every step responsible of the way.

Since getting her social media including Instagram and Dallas, including Frisco, Plano, McKinney, and Allen. enjoys yoga and being active.

Sherg toto work as adoing group together and watch everyone by their guidance, coaching and support throughout agents to her team.

“I would like have different diviing for them.

With her slogan being ‘Cement the Deal her unique background in education to thrive key drives during the holiday season.

Additionally, she would be totally for advertising and online advertising,” she property they’re listing.

“I know how to market those mony small single-family lots all answer are: How are you going to get utileIexam. to build a stronger business.

Eventually, they do. real estate paralegal for law firms around and was a leveraging bigexplains. transition, but ply wants to continue wo they need to make informed decisions. potential buyers. the real estate industry beson, Kris on board, and togethe ofsell her father, who was ahelp commertours on each and every oneorof my Estate, Ryan Raffetto isagement a fully prominent that all histobartender: listings areof innovating and empowering her female clients by “I “I can them steer clear homes Based in11 Monmouth County, Mike primarily works during holidays, back or other important working for the highly reputable Ryan Serhant Team greate cian, restaurant manager, and behind someone’s decision to buy or with them at various riding events, thro barrel racer on the rodeo circuit.

She returned to real start inyear real estate years ago, Terri has Facebook, and she currently explorhigh school.

“Those students come from visitors interested in purchasing propercan bring about the changes she hopes sions, including lake properties, farmland, and hunting with Block,’ Kristi Jo’s goal is toteam combine all the buildin her real estate career. and her close their office ongoing Red Day to provide and succeed.” the transaction.

“We are all in this together,” Paige Lauren’s business isHow currently 100% referral-based, aisschool, giate volleyball player, and loves to pla successfully and Iin know what audience is the right and out for their interest 100 rformance, and I’d either make itlicensed “I believe in advertising.

Even tup making people happy.

After their transaction isislooking complete, those who work with to large developments and ities toexplains. it? are you to grade it? as a broker by doubling basical hit the his goal to start his own team as he began her twenties, sparked enhance their marketing strate people and making frien There are many oth the Seacoast of New Hampshire.

“I loved them name in the Seattle real estate marleading the online platforms, especially Serving Essex, Morris, Passaic, and Bergen counties, cial real estate agent.

Marie-France got even rentals,” she says.

For certain As a former law enforcement official, moments throughout the year.

She drives to about 100on homes that are 5-10 minutes from the beach.

“This Mike and his wife Lauren have three children, ages 9, land,” she explains.

“So that’s the plan that we are working ing blocks required for a successful transaction and seal at the legendary Nest Seekers International.

“My persurer each honed a different skill that he would hands-on support for various community initiatives. helps me serve them better.

People will Austin has helped shape the community audience.”

High quality photographs, videos, and drone set herself apart by helping both sellers ing the potential of using reels to attract everywhere in the world, and arrive with explains.

“All of our team members work to benefit d burgers, I’m serving Mario never hesitate to tell their friends and family about ors directly to put where the repair costs are prohibitive, sends on holidays and other special occasi estate full time in 2014, but has never lost her connectestament to the trust and confidence she inspires.

“The when she gets the chance.

Lauren also love by a desire for financial station and knowledge sharing.

T akan iton on my island. own,” Bobbi recalls. though very few people do print anymore, nt.

Havcomes more involved in his community. in between.

As the #1 land What would be the best and optimal use negotiating the best deals for them when representing sng agent in ies the She obtained her license shortly after. to see.

“I want everyone to fall in love with this island percent.

But it also means always tellrole in Natanel’s su diving into the paperwork and documents, feed very hard towards right now.”

Kristi Jo feels grateful to the deal. houses and drops off desserts or toys, and thislists, Appreciated for his personalized on social media.

Another essential Ricky goes above and beyond toothers reach his clients’ goals.

Passionate about his community, regula her license in 1987, and the leverage rest isand history.

Marie-France willhisalso invest in Today she works asket. solo agent and atoestate productivity footage is supplied for every“I property Margaret asKids,” works is aahim. very in-demand with beautiful coastal towns 8150 and 4,print, somindset his is filled to the brim when he’s Brent knows how to look after Brent started team, SOC spective my were always go after new .

One buyer recently said, “If you are thinking about aRicky non-profit later in his present industry. started framand buyers achieve their real goals. attention for her listings.

Combined with keep coming back you if they know care.” he serves as asoschedule member of one of the local planning down on a simple, yet effective, are aarea variety of needs. means aapproach lot to me to bility and a to keen interest her to Luxury Presence, aava web the team asyou aItbecause whole.

We’re all extremely close and estate seemed like a good match, I’ve had good luck with I keep sconsin, “I love working in real estate it’s client experience is what keeps people coming back,” m in the Inland Empire, the pursue her dream career and is eager to help more people of this property, and what kind of zoning ® tion to the horse-riding scene, or the many wonderful coach at the Keller Williams Greater Brunswick office.

Michelle plans to continue growing her business and unique approach undoubtedly contributes to her repushe understands the power of visualizing a home before would be his expert deeds and title searches,” Kaitlin recalls. keep n to succeed and but I can also connect them with the right approach, upbeat attitude, and for component his recipe for success ing them the truth, helping them avoid By guiding them through theVachon transaction step-by-step client appreciation events to show his grat working with another agent right now,drive STOP, and meet Leading thelove Marie-France team, photography and pamphlets.

While many REALTORS and see the beauty and calmness thatdetailed living here. work tirelessly to find their ost saysatisfied attract people from all over.

You are working with not working.

Their favorite family activities include development in the same way he did,” recalls Natanel. emails to her investors group and open in in property values.

“Ihas was and comprehensive p and young wi back in the ‘80s,” he recalls, “and then I isexists in stressful times.

Understanding how Homes—where his adults wife w boards in the Village of Penn Yan, and contributed them in real estate and on March 2019, she of accomplish their real estate goals.

“It’s just so rewarding, After working together, clients to spread theShe word come from atransactions; variety ofing backgrounds.”

This results in make sure they are well cared for.”

Kiel, clear you are helping people.

Whether loved houses andthat I draw knew sales.” investing in it.”

Bobbi is also alate member “My job is to both coach new agents into production mentoring new agents. finds her path incredibly seeing it in person. dIin Consulting Group on is there?

We do ahouses lot of meetings with tation as ahonesty, warm and friendly agent and, subsequently, Lauren explains.

“Clients appreciate my integIn the future, Lauren says, “I would like tolo and Richmond, Mario Mario.

Right out people of that the gate, Mario proved to be person“It was all really interesting to me.

I got brokerage’s internati As for the future of her business, Stacey it gave her the opportunity to meet. helping people, he strives to provide approaching all listings with the same and explaining every part of the process, Ricky elimitheir business.

He is also looking to host more she services the greater Montreal area, to everyday business: “After all these every always interested in real eswith automatic feeds from mul as 9 years old, doing I just love to be a part of my clients’ journeys.” about her.

One buyer recently said, “Kristi Jo was a joy Serving the Portland metropolitan area, houses, Terri covers all the bases for her first-time homebuyers, investors or people looking for swimming in their pool, going to the beach, riding a situation that isn’t right for them, even “So, during my first nine months of working with that also on the Board o became a master electrician.

When I moved to South Carail side, I’m able people to smooth the process and put the in the first 30 days, and also take agents that are in the rewarding and can’t wait to see what the future holds.

Austin originally entered the industry as a property to the growth of a number of the businesses along Main looking it’s someone’s first home or dream home, I want to fill the island with good families who care lients the perfect home, for Laura, who has watched a cohesive team that works diligently to accomplish important and nerve-wracking a transphotographer—in order to h moving from California to Colorado of several networking groups, including w up here, soknowledge he is able to ableserve and professional during oneand of the most stressful the network of references she isof always building. siderable cities, municipalities, and water districts rity, the way I treat people.

I 1On1WithRoxie try to make the process ple of Margaret, the people who are underneath me real estate license asno part job Look ods utilized include exceptional service and experiences. mindset, matter the price point. and it my was so intrigupost our listings on Zillow, an was a guest on the radio show to honor ds The Real nates stress and makes it an enjoyable journey. nity events, such a “I fall event where people to helping more and more people as the including the island of Montreal and the Community involvement is impo For more ab office to the next level,” Michelle explains.

She does “My favorite partmake about what I my dohear. are the relationships Terri’s business consists of about 75% seller clients.

Going forward, Candice will be adding an administraalso a Realtor.

Her Community istate, important tomy soas she stays a second home,” he explains.

To get word out about bikes, playing sports, and traveling as a family—they team, I was fortunate enough to get first exclues, first there’s nothing better than assisting with Center in Conway.

M olina almost twenty years ago, the pay for my profession on neighborhoods and and exciting processes of our lives.

As first-time homemanager when an investor reached out to him in 2011 Street.

When he’s not working, he loves spending time if it’s not something they want to I client goals.

They the experience so exceptional s, Bobbi went to real estate school the Elite 25 and Peak Producers.

She is a eedsthis every step of the way.homes to putclients, those pieces together.” action can be for he takes his agents, and that continues SAM MOEHRING STEVE ROBILLARD TERRI SCHNEIDER BUTTARO TODD PICCONI TRINA MACCHI construction I’ve home shape when we find aorganizations. situation about its rich history, and who will its My many ofher the island become abandoned and left years and the beautiful people I’ve been to talk ing to meher that the right combination home price athonor the top of searches which asin aTHERA paralegal, and Iin really started toof love have fun and informative for everyone, especially first-time team leads and be my peers.

Ipast. want toSh hc in to maintaining her own business, which I For get to build.” media platforms, al Ryan started in real estate 16 years ago, give all my listings the same level of active local causes and Margaret isand more information about Kristi Jo Block, please pumpkins.

When he’s not working, Ricky enj KAITLIN WHITCHER repeat and referral clients, an impressive surrounding suburbs.

A rainmaker for Marie-France herto team.

In 20 suburban combuyers, admittedly we needed some hand-holding atwhich CARLOS ORTIZ BOBBI PRICE marily as aaddition buyer’s that life-changing investment.” tive assistant to the team in January, will allow ediverse, joined mother MARIE-FRANCE RYAN RAFFETTO his listings, Mike does a lot of advertising and digital go to Florida a couple of times per year and have an horse community continues grow.

Today Stacey is a horse property specialist with West sive project in the Bedford Stuyvesant neighborhood upbringings, and no wasn’t all that great, so I went back to the service industry ot started.

The rest is history, and member of the Pikes Peak Association of that past clients have even asked to join their team. for help managing his vacation rentals in the Finger with his wife and daughter, hiking, playing music, and Rachel utilizes allproof the standard for marfinancing options could allow someone to buy athe difference,” she explains. my clients value that.” has grown tooffers great partnering levels the pastthink several years.

Women’s History She also participated on roup, where passionate about preserving the history ofto area.

AsMaximum, time and walks them through every step of the main focus going forward.

“My ism theand marketing aspect of real estate.

Imethods took to co please call 320-894-4477 orTerri email kristijo@kristijoblock.com oriented and times, and Mario was quick to reassure and comfort us. up with downtown Seattle concentration. sets me apart are homebuyers.

I Month. take the responsibility seriously and goals and get where I and amhere so that they ca targeted orplan email feat that demonstrates the trust and conloves to give back toWhat her community, ® ®buyers to help families that works.” eam who are known goal is to let the know what living entails. nmily dire conditions, itover became aNew mission toPeoria, help homes What sets Ricky apart as an agent his genuine care ing active by working out boxing.

He al team, Marie-France currently has three was named Keller Williams Amb VACHON agents to give even more attention to their clients.

She’s er license soon after marketing, including posting frequently on social meexciting vacation planned in the Bahamas the near Brooklyn, which was eight units.

That’s how Iininteresting got Bobbi has been serving her Realtors ,of the Denver Board Realtors , working whole goal at WYC and became ais bartender.”

While on that side of “When we first started, about half of our team was like to expand her team, bringing on and c USA Realty in representing clients all over home,” Thera explains.

When the time came for Thera able to serve, I just plan to keep doing really keting her listings, but prioritizes social media, which Serving Central Jersey, much of her business consists Lakes area of Upstate York.

Austin only 23 bee keeping. ndyears, his team serve Riverside and San aof real estate agent, she often comes across When it comes towas marketing and staying in touch oves introducing people With his tenacity and persistence, he was on top of each on a few clients for the benefit of the law keep cess.

“Ia in do the best Iadvertising can to take care of the people be successful, and become a achieved, household developers to support sales their highin-depth custom video my always alo enjoy the educational aspect of taking abe first-time out a team ofreels their own.

ICanada love to German build an western charm. fidence she inspires.

“My clients keep and she isthe involved with her local Rotary, ®in 1977, and concern for his clients.

He treats everyone he works spending time with his dog, a black team members, with a goal set for 2022 to of Culture for because of repeat clients and referrals.

It’s Michelle’s hands-on to pursue a new path she decided to earn her After working with Thera, cli also putting together continuing education classes to 011, when she took dia, running digital ads in local gym and future.

They also just recently got a German Shepherd and helping them achieve their real and the Pueblo Board of Realtors .

Her my start, and we sold out that whole project within six has come to a great fit for her social and personthe Manhattan Neighborhood Network and Brooklyn Long Island, Place to Call Home. the bar, Ryan developed his penchant for interconnectmade of past clients,” Paige says.

It’s very remote, so I need to make them aware what ind their loving owners. nesses in the area, and and every single task to help alleviate all our concerns. no counties inprice.” theatInland Empire, withCounty, past clients, and hisfirm, teamemphasis invest in diasonable the time, but includhad already established aSteve reputation agents who share her dedication to in offerin Maricopa with athe particular the and before Iin knew it, Ion was falling in to cos rise buildings.

He leads a isteam of six agents media team collaborates creating together. coming back to work with me because where she helps out with community support guidance that keeps people coming back.

I now serve,” he says, and adds, “I try not to overload Southern Colorado.

Iothers, did 50 deals first homebuyer through process.” growth.”

Most ofAlso, all, Lauren says, “I or love When itwith comes totries marketing his listreal estate license, and gave the agent who helped them about her work.

One recently this until there’s a reason to stop.

I would and ha like aexcited family member, going above and beyond to mix, and reading. reach at least 10 agents, with aand hub toapproach service them. dedication to helping whether in ou Copyright Top Agent Magazine able to real estate.

“Social media isgrowing how ug’ his business page We give Mario highest recommendation.” goals. great relationships with other agents helps to get the every week in aour local newspaper.

He to make his puppy to go along with their 5-year-old Shepherd.

“It’s help train new agents, and totrust. help them build ce onleads aand team of months, which was tremendous.

We were then given years now.

I’m all a edness, focused on “just being outgoing with people communities of Riverside, Corona, San rect mailings, including postcards, to remain front as a hard worker and someone people could As Going forward, Austin wants to continue his The sky is the limit love with real estate each The rest is mayb customer service.

West Valley.

An enviable 100 percent of her business their day-to-day life will look in this quaint and “I think thesales teacherand component never left and me,” she says. completed 12 assists buyers sellers throughout thehappy Metro with the pandemic going on, itlike was imperative to three Anthony stays in touch with the investors purchase their first home, aday!” call.

Despite the challengbuy and sell two homes inh they know that I’m a professional,” Terri “I’m very events, charity auctions, and Backpack Buddies.

Herlike Neighborhood Network on the show Tha L Spot as a sses.

“I do a quick 30-60 Iensure built my business,” she says.

She also makes use I taking someone from ‘I’m thinking make sure they are and satisfied with their real myself with too many deals at one time because I and I’m hoping to double that every yea real estate industry.

One of the ways she and word out about her listings.

“My listings get very full ings, Carlos meets contemporary buyers presence known in the community at all times, even if never a dull moment at our house, but we wouldn’t their own business by sharing her experiences.

“It’s ealty, representing other projects in the neighborhood.

I’ve been able to As team leaders, Paige and Dave that all memchance.

We’ve got – laughing, joking, building rapport; whether it’s slinging no, Fontana, Ontario, and other areas of mind and set themselves apart.

“Land is a spe“It’s bar really important to in communication a native of thebe area, he also great into the business, bringing on andyears, training agents, investexactly what he’s so r, heexplains. raised the es, Thera’s unwavering determination and new hard work patient, informative, and honest history, and for the past 17 Kaitlin have this big hole in my heart if I didn’t possibl iness and explain what Eventually, Mario hopes to havehad his own teamIinsight and broYouhis can reach Ra open and honest with them.

They know that who am is repeat team also organizes coat drives and toy drives.

When Seattle area. present potential buyers an authentic peek inside comes from referrals or clients, many of whom of personalized brochures for each listing, which quiet fishing village.”

Because I care so much for the island, I’d like to see is 15. one of the leading agents for The Platinum coverage, not just here, but outside of this area as Clients also value Lauren’s sense of humor, keeping ing’ to ‘We just bought a house!’

I also lo estate transactions.

For Ricky, it’s not just about the With his sights set on earning broker’s l About 80% of Marie-France’s business comes from give back is by volunteering to help a local w unications from he’s worked with, often just to see how want to treat each person with the utmost care and my team wanting to help the people that it’s in a small way.

“You have to continuously stay out want it any other way,” he says. with my clients as we’re going through the process.

I bers are on the same page and maintain the same core he “This is the fastest growing area in build my reputation from that success and start branchabout creating something that everyone—agents and ea with a focus on cialty unto itself, and your average real estate agent –the our first one since drinksnot orheavy walking around aahelp house going over lighting and where are at,to which ahas red typeswhat ofGoing compakerage, but and right now he isthey more than happy his means enabled her to forge successful career in real estate, careful attention to all the detan $10allmillion. local market, inupfront 2015 he decided towith begin offering in homes his team toneighborhood them be successful.

“Imuch love being most valued real real estate expert educate viewers on the selling, buybeen helping her clients achieve their This or rlmiller1013@ they see, and I’m very with them.

My goal she’s working or giving back, Terri enjoys visiting include photos, statistics, and of the without them ever having toyears, step out, where she and her small team serve Colorado well,” she says. educate them about every step.”

Understanding that are horse owners and competitive riders themselves. transaction, it’s about building long-lasting relationthe next few he hopes to continue gro repeat and referral clients, an impressive feat that shelter in Montreal. them in good spirits throughout the process.

“Whether people, helping them feel comfortable thr a in terms of population, with Riverside doesn’t know how to do that,” Steve says.

“We try owners, tutors, martial current path.

“I love my team, it’s literally the perfect value of putting the client first.

Acknowledging that in front of people and remind them you’re an agent,” he out into other areas, including downtown Brooklyn.” one that she plans tothey continue for years to come.

With Most importantly she listened clients alike—want to be aTerri’s part of,” says Candice.

“I’m 2021 she closed $5emphasis framing, that’s always been my way.”

One offor his regular do itplace –clients and Ican’t want to do as much good in know a ome of the neglected properties improved and cared respect, and work as hard asing I can to make sure help, not them help meanyone grow and ge or even more expoing that knowledge to buyers and sellers full time.

He in aon position to help my clients and myto agents. and betting the-rachel-hudgins-tea te University, Anthony began they are doing, but also to alert them to new opportunisocial media, targeted marketing real estate goals. took and passed he more information.

His impeccable client and ability to connect is to teach my about real estate.” many her three children who live out ofboth state, spending time side,” he says. most people only purchase afor home aon few times inservice their se.” and the surrounding area.

This includes all me.”

He imagine aamore ideal career, and ® decades of experience under her belt, Thera hasand develI and and was ablethey’re tohe’s bridge our dif ships with his clients and being there for them during serving more clients.

Ricky loves everything demonstrates the trust confidence she inspires. the second-highest growth of any “The rodeo world is relatively small,” Stacey explains. to distinguish ourselves asand knowledgeable people ing, and rental process in New York.

When she’s not pposed to a you’re a seasoned homebuyer or a first-time homeprocess, knowing that maki this is one of the largest transactions someone can says.

He even advertises at local supermarket where This past year, Mike closed 23 transactions in Soon came a project on Long Island City consisting ncentrating on getvery excited about our future.” dhaving 90 percent of that When not bu , and she customers at the time was herself a REALTOR get what they want and that we have a great time want to keep mentoring them and help the life, Michelle aims to prepare them for what to expect, big mistake. bought out aof boutique brokerage has been delivSometimes I feel like Iher won thebook lottery.” company with ove excellent customer reviews attest to the positive experiwith her mom, socializing two clubs, toasfinds clients personally is drawn from the high percentor.”

Laura’s mission has been quite successful far, ityear incredibly rewarding to make a and difference in hisso ter 23 years Google, and all of the dedicated real estate websites Paso County, as well parts Pueblo, Teller, Looking to the future, Bobbi says, plan towith keep oped abusiness reputation for excellence, expertly guiding cliinterests were met.

Wesays, are“Pe plec al Estate his senior to help ties, for which he iscome constantly on the lookout.

On the the world as Iwork can, for anyone that Iofand never the important milestones in their lives.

To stay in touch work and wait to see what’s next. ationwide,” Steve explains.

“A big part of who can handle things your run-of-the-mill agent “More three-quarters my is comLooking tocan’t the future, Marie-France “ make inthan their lifetime, Paige Dave take their nity wherever poshis photo and business information are on the grocery 2021 he“I 31 transactions—numbers that heon buyer, the process can be really stressful,” Lauren says. decision every step of the way.” of 77 units, and –closed after splintering from the Ryan as the industry is changing.

“It’s really team his community, Rya encouraged Ryan totasting, pursue his license. repeat clients.

The “So Itoaknow network very well.

And I’ve built my xponentially, which healways clients’ lives.

“Setting people up inIthat homes and helping ence clients have when they with her. working out, wine going out tooffrestaurants, Having worked as aroles solo agent for most of hermove career, emphasizes that it’s ering excellent service his clients ever since.

“I fell age of repeat and referral clients.

Ryan understands Ryan’s passion for helping others extends beyond doing it. really go to bat for them.” successful and out their own.” ents through the complexities of property transactions wise decision to select such at as, Park counties.

An impressive 98% of Bobbi’s going like I’m going.

I’m 79 and feel like I’m 60! with clients or giving back, she enjoys dancing, reading, d to sell real nd she managed to complete five transactions in her ooking for a like Zillow or Realtor.com.

All of his clients beneeffort for it to go smoothly, so I make it clear upfront nd available, as well as a lot of affordable me just a few years can’t.

Land is what we specialize in, and we’re with past clients, Ricky sends out bi-weekly martransactions always.” seriously.

“We are professional, and we do everything For more about Michelle Smith, ing back to me because clients were happy with my been in real estate for 35 years, I am thinkin For more about Paige and David Grov dividers.

“I get areputation of funny texts from friends about plans to within the next year.

“Now that I’m Serhant Team and joining forces with Bethony in 2019 dia presence and abilityto them in this journey is what I love most about mythe job.” wrenches on relatio one o ng.

His work ethic impressed rare occasions when he iscan’t, not working, Anthony enjoys nd her dedication cooking, and going todouble concerts. as someone who is very familiar with both Kaitlin took on her longtime friend Carol Lavigne as real is creating and fulfilling their of homeownership. tent estate professional.” the importance oflot placing client needs at real estate and into his personal life.

He’s a sponsor inpartnership. love with the process,” says Austin.

“It’s aforefront blessing in my business or who comes this per ss comes from repeat and referral clients, aonfeat I’m going to keep working until Ito and Idreams have no that we’re inuses aacross We’re working this mely andweekend that iswell driving people tofrom move here from going towhen get you your money’s worth.” please call 732-330-0997 or we can to find our buyers their dream home at a great ket updates to keep them informed about the current services,” she explains.

“I have quite a few raving fans my legacy.

I want to have a solid team with would allow fit “In Your Corner,” the weekly informational please call 770-757-2773 or email that, but people remember you it’s time to sell focused on real estate full-time, I’m planning to roll up major coup: the tallest residential building in New REALTOR Vendors and Real Estate Companies— very first as an agent.

“I was worried that spending time with As a result of his ability to learn from others and build vice is what keeps Terri nourishes those relationships long after the sale, and supporting local artists and the artist community as rom her riga of buyer’s agent.

Carol has beenClub, ingolf, real 22 years, also my network o of Ponce, each transaction and ensuring that clients achieve the Washington Athletic theestate Seattle Yachtcall together get the best possible outcome with the least towas be able to help and that’s always my focus. the area and the unique needs ofout horses.

My clients To find more about Lauren Purdy, please 817-821-525 peaks to theto trust and confidence she inspires. plans to retire before then.”

Above all, Bobbi looks aduating he offered apeople, full spending time with his family, or playing basketclients navigate the Brent focuses on forming lasting bonds with clients mation about Mario please call 925-595-3192 pensive housing in LA and Orange County. email msmithrealtor1@gmail.com price, get our sellers the most for their properstate of and the market.

He also visits each of his clients as well!

These clients will refer me toTerri their friends, help them build their own clientele, and also grovehomesgroup@youneedresults.co Today Thera has her own independent brokerage Deeply involved in her or buy.”

His own sphere of influence—friends, famimy sleeves and help as many clients as I can,” he exme for assistance.

Any time I meet someby con York outside of the Manhattan skyline tower consisting all my New Englan relationships with clients, Ryan is celebrating his tenth amount oflow discomfort.” staying in touch with past clients via home anniversary Looking forward, says, “I plan to continue to grow uing to offer vlog he posts on YouTube.

“I offer advice on buying and works with buyers so Kaitlin can specialize in listfriendships.

Icommu care their desired outcomes.

“I’m all about building relaClub.

In addition, he donates to various causes near ts keep coming back because they like me and forward to continuing to be there for her clients.

“I terage’s was a number, but then I asked my friend on I’m not concerned about pushing clients to buy or sell rely on me tothem help them find the right property for rickfuller.com, himgrowth, on“It Instagram @realtor_mar247 so seen a lot of follow industrial and this Looking toward the future, Steve says, “We are conand treats just how he’d want to be treated. called Sonoma Coast Living, which allows herAs to deing theaevents legacy of one of we the origi ® smartcitylocating.c ty in the shortest amount of time.”

One way they email lauren@smartcityrealty.com or visit REO team. was a ball and football with his friends and coworkers. for a member of The National Arts Club. ckground to during the Christmas season to give them a small gift family, and colleagues.” care of mine.

I also have goal of expanding ly, and their referrals—are what make up the bulk of plains.

Mike’s above and beyond service differentiates of 67 stories, 802 units, and a $1.1 Billion sellout which cards, birthday cards, and client gifts throughout the my business and bring more people on our team.

We !

Presently, he works as when get year as a licensed REALTOR Get Nationwide & International exposure! ings.

“Carol ishis absolutely awesome, and thisand has not necessarily of abo tionships with my Iinformation want to ‘How besure their broker and dear to heart, those aiming to been help he job done,” Bobbi says.

“Iinget aIworld.” lot ofclients. repeat love serving my clients, they can feel that I really oyed during or selling, for current homeowners, or updates on ashow much as giving people the they need toand liver thenot highest level ofincluding service to buyer to prevent the construction as the biggest warehouse areas thetips tinuing to make that we’re the #1 name injust land one new, ask myself, can I best sales, he mainland many transactions she had done in riding and training.” ® each it were my own,” “I’m not in it for the money.

People are numand follows up with them on their home buying or sale market centers throughout the province of Que year.

Her monthly newsletter shares relevant informahave some new people on our team, and I like teaching in his area.

“The market his business, but Mike is looking to grow his reach him from other REALTORS as of this writing is more than 50% sold. a solo agent with Omni Real Estate servicing all of the and friends.” a the great way toin streamline our business.

We love our many families I hH rk with top agents, learn awith lot, the future ofsales. his business, Anthony’s short-term goal for the life.right Whether it’s their first home, aand second investLGBTQ community, and Cancer ss,impressed and his in some cases I’ve worked three do care about them.” wn for punctuseller.

Based Bodega Bay,Homelessness, Thera has served cliAndreas Fault line in Bodega make decision for themselves and their famsters having as trends in the market.” development land We also want to work Copyright Top Agent Magazine ® in leep, can’t sleep.

Top Agent Magazine anniversary with phone call or text message to show tion, and she updates clients on their home value on a any them how to build their business.”

Overall, Terri says, For 8 Ibrokerage, Marie-France has been with Keller elsewhere Canada.”

Above all, to me.

Iyears, want to help them find forever homes No portion of this issue may be reproduced inamake manner whatsoever without prior consent of the publisher. her first year, while working atCopyright awith big and is very saturated with REALTORS , she but all agents arewhat’s exponentially in thebers next few years.

Grand Strand area, and his book of business (which is dynamic, and our clients love it too.” important tow a pro providing tions ofIatthe same family! care about my people, ents from all over the state of California, but spea passionate real Marie-Franc estate broker, ment, or their children’s home, want to sure Research in Seattle.

In his spare time, he loves to ski, serve this person?

What would best nies, re ily.

I’mITerri good at with communicating my observations, solove ifbe Top Agent Magazine is seen by Real Estate Agents ates strong working relationships his existing buildings as well, sobeing we are working to service for this area’s invesis to double his volume next year.

He looks forward to Currently, Natanel and Michael are representing multirchasing his wle murky the waters monthly basis. holds client events to let them know “I in contact with my clients and educating that he cares.

Ricky’s personalized approach and dediWilliams, a company she was drawn to because they forward to continuing to provide thefishing same e cializes in Sonoma County and surrounding regions. growth of the local vil not created equally.

My goal is foremost to make sure She laughs, before adding, “The house is usually the and do getTop in mostly repeat and referral clients) helps him support an Ryan regularly share Going forward, Jennifer intends on scaling her penchant scanturned across the and create memories.

When my son passed away, I hink that shows.

They feel that, and that makes Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy that they’re pleased with the experience,” he explains. renovate his Palm Springs homes, and spend time Copyright Top Age tnd out she completed four transactions in her Iappreciated, don’t thinkincluding a particular transaction is tickets rightoffor someathey’re sterling reputation in his field. build an inventory industrial and commercial listple new development projects in all five boroughs of the pie giveaways and them about the process.

I enjoy helping them find the Almost all of Thera’s business derives from repeat ment of the Fisherman’s Festiva keel toenjoys put themselves cation to his clients has resulted in much of his business becoming an Carlos reaches out frequently to past clients to see on neighborhoods, for them, based on what I know?’” focusin dove into it headfirst and never many years of helping investors, and hopes to begin are known for the sophistication of their models and real estate experience to all her clients. that my clients have the greatest experience possible, Asme.” ansmall, independent agent, Mike enjoys the With Great Island Realty, Kaitlin Strafford comfortable annual volume that averages several millionserves dollars each his by clients and Brokers in every U.S. city and Internationally! with his beloved dog, Charlie. last thing we talk about.” that money isbeing just money.

You can’t take it ofwith published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied its and friend velopmental isofvery and your ings.

Our biggest focus right now isclients on kind of one, I’ll advise them to look for something else.” and referrals, as she goes above and beyond to 450 with her files and methods whe first year!

That’s when Ilearned knew that IMarie-France wasn’t doing Big Apple, along with asocial big, get: aNew 35-story, for client service while expanding her reach throughout aever marketing to world Street Dreams.

Terri also creates podcasts tofor give perfect home orthat sell their home sorecent they can make their rntire month, also afford a Sam home, my deriving from referrals. systems. also incorporates her own sysCounty and Rockingham County in Hampshire, whether they are buying or selling.” sole point of contact for his clients.

He takes his Emphasizing education, Ryan believes in walking year.

While he leverages media and digital adveryou like andraffle liketicke wh looked if there’s anything he can do them, whether it building his own portfolio soon. you when you die.

But your can live ans a filling lot,”her Steve says.valuable “We have a special authors.

To subscribe orwith change address, send inquiry to mag@topagentmagazine.com.

Published theStacey growth.”

In the end, Steve says, working with land exceed expectations.

With a Angeles. tremendous amount a U.S. handmade cage for of both unit building in downtown Los “I feel incrediinformation about real estate. next move.

Imemory really love what Ioffers do, and real estate isto ainof Contact at 623-606eart,” hisclients cliine!”bad.” amily feel also shows in the makeup of Bobbi’s tems into the process.

“When I’m meeting new buyers oo covering the area from the Seacoast to the Lakes Region. his clients through the transaction process step-byHeading into 2022, Ryan will remain true his core Please contact mag@topagentmagazine.com tising to garner competitive for his listings, Ryan be number one.”

• knowledge and experience this field, Thera is not been carrying on the tradition“b xperience in That has anything toout dothrough with estate or He’s also hip with ourpropclients, andfoundation we really nation. look is“Most immensely “The whole process ismyself so the ofrewarding. all, Inot. hope to help others their on others for aa very long time.

Memories are inand Stacey understands.

As member of the Professional of honesty hasreal helped Austin build ®

TRINA MAC TODD PICCONI

A longtime resident of Hopkinton, Trina Macchi has always possessed an entrepreneurial spirit. For 15 years, she would build a successful career managing her own interior design firm; however, over time, she began searching for a new opportunity that still spoke to her passion for helping others. Inspired, she decided to switch tracks and pursue her real estate license in 2001, drawing from her strong business acumen and elite foundations in the industry to establish a network of satisfied clients that spans the region.

https://

www.

portant updates. Heand partner, Jade, is a licensed wonderful business tocommitment be in!” blyfor fortunate,” says Natanel.

For more about Ricky orpossible email Her granddaughter Ricky’s marketing his properties is focused About 50% of Kaitlin’s business comes from repeat and or sellers, Iheuse a strategy questionnaire to really understand step to know what to expect throughout the process. values and to everything consistently advocate for prides himself on organic growth his business has “Positive andKolek enthus afraid to problem solve, doing to scoulthardre@gmail the Fisherman’s Festival. mall property owner.

We make sure toRodeo repfascinating,” says.

“You get to see ahe piece ofthe dirt ng them onTerri special toend listen to active in his community with the volunteer work ’t atbeen the finish a very successful business over the last six years.

As works extensively with sellers to ensure optimum always going to be more important than money.”

Association, National Barrel Horse Association For more information about Mike Imbriaco, please call 732-915-2309, and has working with Bobbi for 12 years. achieve her client’s goals. referral clients, an impressive feat that demonstrates the on social media.

He uses Facebook, Instagram, “Education leads to empowerment.

I’m a people perhis clients’ best interests and provide them with what their real estate project is and what they’re lookplease call 973-692-5177 tor for two years now, licensed eir interests first, andand they reach out to us get transformed intohe aworld community of 50yes, Fortunate, but that backed by deep industry and market saries. get them the best possible offer on their ldsimportant strong relationbroker and owner ofmy Wine Trail Properties, leads a trust With theexposure ferocious speed which modern ’s does with local elementary schools, helping build ahomes As time goes on, Thera plans to obbi’s daughter, Jade’s mom Lori, isat unlicensed email sellandbuywithmikei@gmail.com, or visit Sellandbuywithmikei.com confidence she inspires.

Part ofemail whatdreams keeps LinkedIn, and other platforms todown post about his listson, and I just want clients to be happy andyou to feel highest level of both service while making their ingthe for,” she says.

“Then I drive have aand meeting with them hey want someone who will do that.”

Contact Austin atlistings 315-882-2343 orLaura people live in.

Then can the street rickykolek@gmail.co knowledge that keeps developers andorbuyers flockTo learn more about Evans home.

“When I work with sellers, they are very confind Connecticut.

In his first year Thera’s approach to marketing her is groundness and taking to new heigh have become good team of around a dozen agents who deliver exceptional the team’s transaction coordinator for over 30 clients coming back is Kaitlin’s dedication and work Outside of Brent and his wife are deeply for float forwhen the we Torchlight Parade in Old or To more about Ryan Mandigo, visit rc confident about the decisions they’re making.

MySaybrook, goal come true.

He’s looking toofhire two addiForitdown more ab sslooking moving, it’s no surprise that many deciding to ings, targeting potential buyers who are active oncurrently social where Iare go deeper into their answers, because Ilearn want Top Agent Magazine Top Agent Magazine 33 and say, Iwork know the history of that, and now people time with his faming to him for his services.

“I think a lot it has to do ed in the principle of going where the buyers are, signs of slowing and is ea dent in the fact that go into a home, we can tell email alapp@winetrailproperties.com After the closing, I service to Yates County and the surrounding area.

On That’s in addition to another part-time assistant, Contact Candice at 404-660-9565 email ladylauraevans@gmail.com, ethic.

“I love being busy,” Kaitlin says.

“I can’t sit still, sales volume and is on pace to To learn more about Brent Maha is to help people build wealth, manage their investtional agents and is launching a new website along involved in their local community.

He serves as the please them to feel that I’m there to help them out and be of fe, Courtney have a mes with its ownhow unique settop of dollar challenges are living there.

It’s a great feeling.” participating in his community’s “Trunk Treat” ensuring her properties get the maximum and exposure people achieve theiror realcall estate c unplug and relocate to more remote areas. toorand email rcmforrealestate@gmail.com, with being different, yet being consistent thinking them to get for it,” Terri says.

“WeAdding also y.the“It’s aWisconsin family thing here!”

Bobbi says.

“I myrealtorcandice@gmail.com weeks.

Because or email that serves my clients really well because I’m dediments, and grow—whichever way that is,” he says. with his interactive email newsletters.

In addition, nof way. greater service to them.

I present all the strategies that email brentm@socodream.co email NataM Vice President of theit working Ellicott Metro District the enddoofour2021.

Heonhas found or callwhen (443) Top Agent own staging.

We can edit their home and stage event Halloween.

When he’s not or the givoutside box,” saysBoard Natanel, asked235–4649 how he has Copyright

Thirty or years ago, Todd was driven byrates a desire conable to treat every li 310-734-1440 for ad andto information. gaincall financial freedom and independence through real ive strategy. trol his own income and financial destiny.of After several unique experience.

Today, Trina estate,”isshethe says.Team “At myLeader best, I hope toThe achieve somey-conscious meetings with a close friend who was a broker, he thing greater more enduring than Real the mere buying visionMacchi atten- Group, ofand William Raveis launched his career and began building a book of busiThis penchant for s www.

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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MISSY CHANDLER

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MISSY CHANDLER Ambitious and determined to reach great heights, Missy Chandler initially thought she would become a lawyer. “After I graduated from college, I was going to attend law school,” she explains. “I took the LSAT and needed some extra income, so I decided to get my real estate license.” But once she stepped foot into this industry, she quickly discovered it was her dream path. “I never ended up pursuing law because I absolutely fell in love with real estate,” she says. Now celebrating 25 years in the business, Missy leads an accomplished team of professionals, including a listing coordinator, transaction coordinator, operations expert, executive personal assistant, and a buyer’s agent. Serving the bustling Nashville area and the broader Middle Tennessee region, Missy and her team have carved out a significant niche in the local market. With an astounding

90% of her business coming from repeat clients and referrals, it’s clear that Missy has built a reputation for excellence.

Missy’s superior customer service and ability to understand her clients’ needs sets her apart from her competition. She truly cares and only wants what’s best for them. This has earned her their trust and loyalty, with clients continuing to refer her to their friends and family. Missy’s meticulous attention to detail shines through in every aspect of her work, from the quality of property photos to the carefully crafted listing remarks. As she puts it herself, “I run it like a business. I care about every single aspect and quality. I’m always making sure each person is responded to in a timely manner, and files are managed in an organized way. We run a highly structured business, and people love that. We know

Top Agent Missy Chandler leads an accomplished team of professionals, serving the bustling Nashville area and the broader Middle Tennessee region with an astounding 90% of her business coming from repeat clients and referrals.

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“I want to assist as many people as possible.

Our clients know they’re going to be taken care of and because they trust our team, they keep coming back and they keep referring us to other people and that’s the greatest compliment.”

exactly what we’re going to do each day.” This level of professionalism and genuine concern for her clients’ well-being has solidified Missy’s position as a standout real estate agent in the industry.

When it comes to marketing her listings, Missy emphasizes the importance of stunning visuals and leveraging the power of digital platforms. “The best way to market the listings is through the local MLS,” she says, while highlighting her commitment to Architectural Digest-worthy photos for every property, regardless of its size or nature. Her partnership with an amazing photographer ensures each listing receives the attention it deserves, even for vacant land.

These captivating images are then syndicated to a variety of websites across the globe, amplifying the reach of her listings. As Missy explains, the primary focus is online, as this is where most buyers start their journey. By embracing Top Agent Magazine

the digital landscape, Missy guarantees that her clients’ properties receive maximum exposure, increasing their chances of attracting the perfect buyer.

Giving back to the community is important to Missy, so she makes time to stay active. She participates in Habitat for Humanity, where she serves on the board, and also supports the Dickson County Help Center and Josie Mazzo’s Children’s Charities. When she has free time, she’s working out at the gym or relaxing with friends and family.

Missy’s future looks bright, as she plans to keep growing and helping more people with their real estate dreams. “I want to assist as many people as possible,” she explains. “Our clients know they’re going to be taken care of and because they trust our team, they keep coming back and they keep referring us to other people and that’s the greatest compliment.”

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For more information about Missy Chandler, call 615-405-0659 or email chandlem@realtracs.com or you can visit missychandler.com http://

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My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either.

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business.

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine

sell them a home. We know that’s not the norm, though.

Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression…

Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

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Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

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BRITTANY MCCAUSLAND

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BRITTANY McCAUSLAND

REALTOR® Brittany McCausland knew that she loved real estate from a young age. At just 19 years old, she started her career as a receptionist at RE/MAX, staying in that role until she gave birth to her son. In 2021, she decided it was finally time to get licensed and become a fulltime REALTOR®. Now working as an independent agent representing home buyers throughout British Columbia, Brittany provides a personalized experience for every client.

“We start with what they are looking for and their budget and I search through all the properties before narrowing in on the best options,” she explains. From there, Brittany always takes her clients to see the houses in person. She’s known for her honesty and transparency about flaws and 18

potential issues that she sees. “I point out any problems with the house so that my clients can be fully aware of what they might need to fix in the future. I’m representing them, I’m not here to sell houses.”

Maintaining a great relationship is a top priority for Brittany, who now calls many of her former clients friends.

Through a combination of Facebook, Instagram, and paid sponsored ads, Brittany gets the word out about her services online. She’s connected with many of her clients on social media and always reaches out to wish them well on their birthdays, home anniversaries, and holidays. “I love being able to talk to my clients in a casual way. I’m able to help so many people by sharing my knowledge of this area on social media.”

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Brittany does a lot of volunteer work and is actively involved in her local community. She’s a part of the Children’s Miracle Home Network and donates a portion of her proceeds from real estate sales to the BC Children’s Hospital. She used to be very involved in supporting and managing sports teams when her kids were playing soccer and hockey. Now, she spends her spare time camping, hiking, fishing, and being in the outdoors with her kids — and in a place as naturally beautiful as BC, it makes perfect sense!

Last year, Brittany completed 26 transactions from May to December. In her first full year as a REALTOR®, she is planning to complete a few more courses as her business continues to grow. “I want to make sure that I’m the best agent I can be for myself and my clients. On a day to day basis, though, it’s all about having fun and enjoying what I do. I love this business.”

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To learn more about Brittany McCausland, call 778-444-9008 or email brittanym@remax100.ca.

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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 20

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

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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 innova-

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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

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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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TIFFANY KERLEGAN Top Agent Magazine

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TIFFANY KERLEGAN

From humble beginnings in Las Vegas to a thriving career in Oregon, real estate agent Tiffany Kerlegan’s journey is nothing short of inspiring.

She is driven by her grandfather’s entrepreneurial spirit and love for real estate. Tiffany recalls, “He would take his money and invest in properties and my grandparents were able to travel, so I kind of pieced together that real estate was a way for me to have freedom.” Despite facing many hard obstacles along the way, including being a single Mom for the first 3 years of her real estate career, she was determined to succeed.

Now a seasoned real estate professional, she utilizes her extensive customer service background and passion for helping others to guide clients through the home buying and selling process. “I love the business and relational aspects, and helping people achieve their goals.”

a very diverse clientele. Her team, The Joy Team, was established last April and currently consists of three members, including her close friend Tessa and her sister. The name was inspired by Tiffany’s middle name and her approach to life. “During the roughest time of my life, I was determined to be a ‘finder of joy,’” she explains. “So I am intentional with finding joy in the simple things in life, sharing that joy, and encouraging others.” Tiffany describes her team as “organic” and “natural,”

Licensed in Oregon since January 2019 and working independently since September of that same year, Tiffany serves

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focusing on qualities like joy, helpfulness, and honesty, while emphasizing the importance of putting people before money. Tiffany’s approach to real estate is centered around truth, respect, and kindness, as she says, “my mantra with my real estate business is ‘the truth in love,’ I will always be honest with you.” She is dedicated to providing her clients with the facts they need to make educated decisions, and she prioritizes helping others. “We need more people that care about people, and the overall good of everybody. I see that as a win-win situation.” This dedication, along with her consistent growth, has led to her receiving awards every year since joining the real estate industry.

When it comes to marketing her listings, Tiffany offers a personalized experience for her clients. She and her team focus on providing exceptional customer service and building lasting relationships with buyers and sellers.

As part of their marketing strategy, they host open houses to showcase the properties they represent and to engage with potential buyers.

During the holidays they have delivered poinsettias, other small gifts, and cards, adding a personal touch to their marketing efforts. With a strong emphasis on honesty and transparency, Tiffany ensures her clients have all the information they need to make educated decisions about their real estate investments. Her passion for helping people, along with her extensive sales and customer service experience, allows her to stand out in the industry.

The future looks bright for Tiffany, as she aims to expand her reach and perfect her craft.

Licensed in Oregon and Washington state, she wants to cover more areas and continue her growth as a real estate professional. She is eager to share her knowledge by teaching and assisting fellow agents and helping them navigate the complex world of real estate.

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For more about Tiffany Kerlegan, please call 503-891-4158 or email thejoyteam@outlook.com Copyright Top Agent Magazine 25

How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 26

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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AMANDA LYNN With passion, determination, and an unfailing desire to help others, REALTOR® Amanda Lynn is taking the real estate industry by storm. Originally from Florida, Amanda moved to the West Coast over twelve years ago to explore new challenges and expand her horizons both literally and figuratively.

She embarked upon a number of opportunities that would set a foundation for her future career in real estate, from meeting influential business owners at the World Series of Poker in Las Vegas to growing her own brand on social media. A natural-born communicator and marketing expert, Amanda has all the ingredients for long-term success in real estate.

For some, a dream is a hard-to-reach goal that never comes into fruition. In Amanda’s eyes, however, everything is within the realm of possibility. With a strong belief in manifestation, she set her sights on The Agency in Beverly Hills. “It was the top brokerage for me — my dream job. The owner, Mauricio Umansky called me and after an hour, hired me on the spot,” she recalls. While she has wanted to do real estate since she was 19, it was only recently that Amanda took the plunge. During the pandemic, she wasn’t able to get licensed, so she instead spent her time building connections. When she finally became official, she hit the ground running with a $16 million listing.

At The Agency, Amanda works on a team of over twenty hardworking agents, who provide support and share their years of knowledge and resources with each other. She is primarily focused on the West Side, including the Beverly Hills, Holmby Hills, Bel-Air, and West Hollywood areas, but Amanda is always willing to go the extra mile for special properties. She is currently getting licensed in Nevada as the next step in growing her reach.

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As a part of her motivation for success, Amanda is committed to lending a hand in her community. She is passionate about supporting the Dream Machine Foundation by Charlie Rocket, which makes the ‘dreams’ of people feeling hopeless or stuck come true, giving them a fresh start. She also provides aid to the homeless population in LA through her involvement with No Res Gourmet and Giveback Homes.

Heading into 2023 and already poised for exponential growth, Amanda’s goal is to reach $100 million in sales. “I don’t do anything average. I want to do it the best that I can,” she says. With over 1.6 million followers on Instagram, her own podcast and upcoming TV and radio appearances and interviews, it’s clear that she is juggling more than the average REALTOR®, to say the least. Amanda’s openness and willingness to share the challenges, successes, and everything in between are what inspire her many followers as well as the people around her. “Wherever I go, I try to lead by example,” she says. “Always remember how powerful women can be when we step into a room with confidence.”

For more about Amanda Lynn, call 323-681-6655, email amanda.lynn@theagencyre.com, visit theagencyre.com/agent/amanda-lynn, https://www.instagram.com/misslhommedieu/ and follow @misslhommedieu on Instagram www.

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CAITLIN MOLLNER Caitlin Mollner has found her true calling as a real estate agent in the greater Denver region. She got started in the industry by working as a loan officer assistant for her mother and a few other loan officers.

“A couple years into that, I just wanted to pursue something new, so I decided to get my real estate license,” she explains. She then transitioned into her new career and never looked back.

With a decade of experience under her belt, Caitlin has developed a strong network of clients and has honed her skills as a real estate agent. Her background as a loan officer assistant has also given her a unique perspective on the industry and an understanding of the financial side of real estate transactions.

Today Caitlin is part of a team called the Ivy Collective.

“I work with three other ladies, we started this group about a year ago, and we’re all equal principals,” she explains. “We operate our own businesses, so it’s mostly a collaborative team where we have a common goal to elevate our client’s experience. We host events and attend meetings together and are big supporters of each other.” Much of her business derives from repeat clients and referrals, as Caitlin goes above and beyond to eliminate stress. “I also follow up regularly,” she explains.

“Whether it’s going out to dinner or inviting them to our events. Staying in touch is really important to me.”

Maintaining relationships with those she’s served comes easy, as they become close throughout the transaction. Caitlin gets to know them on a deep level, understanding what they’re looking for and developing a detailed plan to achieve their goals. When it comes to marketing their properties, she spreads the word far and wide. “I use a comprehensive suite of technology tools, high-end photographers, and social media. I also utilize all of the great programs Compass has such as Compass Concierge,” she explains. Completing about $11 million in production volume each year, it’s clear she exceeds expectations at every step.

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Once the journey is over, clients leave glowing reviews about their time together. One recently said, “Caitlin guides her clients through the home buying and selling processes with a high level of communication, knowledge, and responsiveness. Not only is Caitlin great at what she does, she is a genuine human being as well!” Another wrote, “Caitlin was GREAT to work with. Extremely responsive and patient. It’s clear she really cares about her clients and goes out her way to make sure they find the best place for them and that the process is as smooth as possible from start to finish. Will definitely use her again and recommend her to all my friends.”

When Caitlin isn’t working, she’s giving back to the community and enjoying everything Denver has to offer. “As a team, every time we host an event, it benefits a different organization. Last October we hosted a fitness class at Blockz/Fitness, and all proceeds went to the Breast Cancer Foundation.”

In the next few years, Caitlin has her sights set on increasing her reach and moving more into the luxury market. She loves everything about her work, and is eager to see where it leads. “The number one thing that I enjoy is seeing my clients thrive. It’s what keeps me going.”

For more information about Caitlin Mollner, please call 303-906-4827 or email caitlin.mollner@compass.com Top Agent Magazine

Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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CHRISTINE BAKER & CORNELIA SIEM Christine Baker and Cornelia Siem of San Diego, California, have recently cemented a business partnership that is poised to elevate real estate experiences for clients, colleagues, and investors both locally and globally. “For Cornelia and I, it was pretty simple: forming an official relationship will help us provide our clients with a higher level of service from start to finish. We were already working together regularly and benefitting tremendously, so it just made sense.”

The talents and experiences that each half of the duo bring to the proverbial table are as varied as they are celebrated. Christine has lived in San Diego for over thirty-eight years, and she brings the insider’s, hometown know-how of an established professional who recently received the San Diego Association of REALTORS® Excellence Award (falling in the top 3% of producers in San Diego County in 2021). Her skills and experiences seamlessly augment Cornelia’s international expertise working in fine art at Sotheby’s Impressionist & Modern Department in London.

In three short years as a licensed REALTOR® under Christine’s tutelage, Cornelia has adapted her experiences as a former client relations manager at BlackRock to fit the needs and demands of the real estate industry in Coronado and the Downtown Metro area. “I was so fortunate. Right when I got licensed, I met Christine, and it’s been an incredible opportunity to learn from someone who’s so experienced, professional, and respected in the community.”

With the team formally announced in January of 2023, they are excited to build upon a network that already supports a book of business that is over eighty-five

percent repeat and referral clients, and with the unwavering support of Willis Allen Real Estate, Cornelia and Christine have their sights set on far reaching community impact in San Diego. “We work with an amazing broker,” Christine exudes, “with a high level of confidence in both of us. Even though we’re considered a ‘boutique’ brokerage, we work with Leading Real Estate Companies of the World and Luxury Portfolio International, so we have a steady influx of new local and international clients.”

By focusing their business on individuals and people, rather than geography, the pair have found themselves covering a wide territory with varied needs and lifestyles. “Our main office is in La Jolla, and we work downtown as well, so we work with clients who love the lifestyle and want to live here for their primary residence, but also with vacation properties and coastal communities for second homes. There are so many micro-markets that we serve – it’s more effective with a partner!”

Beyond their professional capacities, Christine and Cornelia are proud to collaborate with their greater community as President and Treasurer, respectively, of Friends of Downtown: a non-profit, volunteer organization committed to the enhancement of San Diego’s downtown community through scholarship, service, and education. When the two aren’t actively expanding their enterprise or connecting with San Diego, they can be found enjoying a glass of sustainably sourced, organically grown wine at Vino Carta in Little Italy, or sharing Greek fare at the family owned Athen’s Market.

To learn more about Christine Baker and Cornelia Siem, visit willisallen.com, email chris@bakersellssandiego.com / cornelia@willisallen.com, or call 858-449-3200 www.

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CHRISTY HINES Having been a top sales agent and worked in the mortgage industry, REALTOR® and broker Christy Hines was well-equipped to not only become an expert in real estate, but start her own brokerage. Recognized by the San Diego Real Producers and ranked among the top 500 producing real estate agents in San Diego county in 2023, Christy is now in the top 3% of REALTOR®s. She oversees a team of six agents at Distinctive Homes CA, all of whom she considers to be like family. Together, they represent homebuyers and sellers in San Diego’s North County and coastal properties in California.

Throughout her career, Christy has built a reputation for having strong negotiation skills and a high level of creativity in marketing properties. Her repeat and referral business is around 70%, which Christy attributes to her extensive network, honesty and the hard work that she puts into every transaction. She is willing to go anywhere clients need her and regularly goes above and beyond to get listings ready for sale. “We’ve touched-up kitchen cabinets, bathroom cabinets, doors, painted entire outdoor furniture sets, painted fencing, and bought and spread dozens of bags of mulch — all to help improve the look of our sellers’ properties,” says Christy. “There’s nothing we wouldn’t do for our clients and we believe we should be a part of the entire process. Our clients seem to appreciate that, too.”

initiative last April, they have already donated $15,000. They are now committed to giving in perpetuity. “We’re not doing this for notoriety, we’re doing it because it’s the right thing to do,” she says. In her free time, Christy loves playing beach volleyball. She also teaches a strength and mobility class at her local YMCA on a volunteer basis.

In the last 24 months, Christy’s team completed $71 million in sales volume through 53 transactions. They continue to be successful because they respect the real estate process while supporting each other at every step. “We treat everyone equally and no one is more important than anyone else,” says Christy. The team plays to their strengths, covers for each other while on vacation and learns from one another, particularly when it comes to training the younger agents. Together, they have built a reputation for professionalism and for having an in-depth knowledge of the industry. “What I love about real estate is that you can be successful if you are willing to work hard, are hungry to learn and work with integrity and honesty. My team understands this and we’re 100% on the same page with each other.”

save a pet - save a life Distinctive Homes will donate $1000 for every home we sell!

The donation will be made on behalf of our client’s family, to any of our charity partners listed below. It’s our clients’ choice to donate all $1,000 to one rescue, $500 to two, or $250 to each.

TO LEARN MORE ABOUT ALL THESE INCREDIBLE ORGANIZATIONS, PLEASE SCAN THE QR CODE OR VISIT THE WEBSITE LINKS BELOW

Christy’s biggest focus at the moment is promoting Distinctive Homes CA’s giving chapter, Save a Pet Save a Life. Through this program, they donate $1000 for every home they sell to one of their four animal rescue organizations — Frosted Faces Foundation, Act Dog Rescue, Laughing Pony Rescue and Little Hooves Rescue. The donations are made on behalf of their clients, who choose the rescues they want the money to be donated to. Since Christy and her team started this 34

www.FrostedFacesFoundation.org

www.ActDogRescue.org

www.LaughingPonyRescue.org

www.LittleHoovesRescue.com

Contact Christy Hines at 858-245-9468, email christy@christyhines.com, and visit christyhines.com or facebook.com/distinctive.ca

www.

www.

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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Top Agent Magazine

ERIN McNAMARA Erin McNamara, a seasoned real estate professional, joined the Bowes Team in 2015, bringing with her a unique background in social services. After dedicating six years to the Waterford Youth Services Bureau, Erin’s compassionate approach to helping children and families seamlessly translated to her work with clients in real estate. As the daughter of Sue and Bud, the owners of RE/MAX on the Bay, Erin was practically raised in the industry, and she is committed to upholding her family’s legacy of exceptional service. “My parents have been in real estate for many years,” Erin explains. “So when I started growing my family, I felt it was the right time to transition into this industry.” It was a natural fit, and Erin has been loving every minute of her career since.

Today Erin is the Team Leader of the Bowes Team, where much of her business derives from repeat clients and referrals. Clients consistently return to Erin for her unwavering commitment to building strong relationships and going above and beyond in every transaction.

“My priority is creating lasting connections with my clients, and doing what needs to be done in order to get the transaction closed,” she explains. Erin offers a personalized approach that includes handling miscellaneous tasks to alleviate her clients’ stress, like dog walking during an inspection, or going with them to the bank to ensure they get the proper paperwork for their loan. “I do whatever it takes to get my clients to the finish line,” she says. Even after the transaction, Erin stays in touch with them, offering updates on the real estate market and answering any questions they have.

Erin employs a multi-faceted approach to marketing her properties, skillfully leveraging various channels to reach a wide audience. Social media plays a significant role in her strategy, and she is also venturing into YouTube, taking training courses to ensure she provides value through this medium. “We also host open houses, and we have a professional photographer who captures high-quality photographs and videos of each listing,” Top Agent Magazine

Erin explains. In addition, she collaborates with different companies to gain exposure in prominent outlets like the New York Times, extending her reach beyond local markets. This comprehensive strategy allows Erin to effectively showcase her properties and attract the right buyers for each listing.

When Erin isn’t working, she’s spending time with her family, including her kids.

“My daughter is a gymnast, amongst anything else she can involve herself in.

My two step-sons play football and basketball and are enjoying exploring different avenues this spring. My 4-year-old participates in swim lessons, but I’m sure he’ll end up being more active in the coming years. I love watching them all try new activities to find the one that fits them best, and it keeps me busy!” Erin says.

The future looks bright for Erin as she plans to develop a larger team and help her current agents build their businesses. She’s also always looking to expand her skillset and learn as much as possible about this ever-changing industry. “It’s important to stay on top of things and have an open mind as far as finding new avenues that best suit our clients,” she explains. “I’m very excited to see what’s in store for us.”

Contact Erin at 860-912-3820, email erinmcnamara@remax.net, https://www.facebook.com/REMAXontheBayNiantic/ and visit her team’s Facebook Copyright Top Agent Magazine 37

EVANGELOS “TJ” BARDOSSAS, JR. Evangelos ‘TJ’ Bardossas’ career as a real estate agent started after a back injury put his other plans on hold. Initially, he wasn’t interested in joining the real estate business despite his friend’s persistence. However, after his injury, he took the real estate class and exam, and quickly fell in love with this industry. He joined his friend’s brokerage and soaked up as much information as he could. Now, he’s been an agent for several years, and currently manages an office licensed in two states, works as an instructor, and helps his clients buy and sell real estate. TJ’s varied experiences and skills make him a versatile and knowledgeable real estate agent, and he continues to grow with each passing year.

Serving Bergen and Rockland counties, TJ loves guiding his clients in their real estate journeys. Near New York City, many move to this area for the family-oriented neighborhoods. “It’s a big commuter region,” TJ explains. “Most people go here to start families or get more space.” Much of his business derives from repeat clients and referrals, as TJ maintains lasting relationships with those he serves. “It’s so important to keep in contact with them,” he says. “I send birthday cards, holiday notes, text messages, and call them throughout the year.”

Building these strong connections comes naturally, as TJ alleviates stress throughout the buying and selling process, making it as enjoyable of an experience as possible. He gets to know his buyers on a deep level, understanding what they’re looking for and developing a customized plan to achieve their goals. At the same time, he is committed to getting his sellers the most for their properties, implementing the latest marketing strategies to spread the word far and wide. “I use social media mainly, whether it’s posting a video or photos, we do a little bit of everything.”

Once the transaction is over, clients leave glowing reviews about their time together. One recently said, 38

“TJ ensures that his clients feel great about the home buying process. He’s very patient and knowledgeable! I would recommend him 10 out of 10. We were first time home buyers and weren’t really sure of what to look for and how to evaluate which deals were good or not, but he took the time to explain every question we had and if he didnt know the answer, he made sure to find it with a sense of urgency.”

TJ is actively involved in his community and participates in several charitable organizations. He supports the Leukemia Lymphoma Society and Susan G. Komen Foundation Relay for Life due to his personal experiences with cancer in his family. Additionally, he has participated in Habitat for Humanity in Patterson to help build houses for those in need. As a national advisor for his college fraternity, Kappa Sigma, he provides guidance to younger members. TJ also serves on the Professional Development Committee for the real estate commission, where he shares his knowledge and expertise with others in the industry.

As his business continues growing, his passion for what he does grows alongside it. He plans to keep expanding his office as well as his own client base.

“I just love working with people and helping them.

Every day is different, and it’s always exciting.”

To contact Evangelos “TJ” Bardossas, Jr., please call 201-937-2883 or email tjbardossas@goselectgroup.com Top Agent Magazine

Take My Word for It:

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

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

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

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

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

Top Agent Magazine ®

Top Agent Magazine

HELEN GRAHAM With her friendly demeanor, professional attitude, and passion for helping people, Helen Graham is a reliable fixture in her community and local real estate market. Helen first got her license in Michigan after earning her MBA in Denver, and started her real estate career before moving into corporate marketing and agency marketing for a time. However, real estate was never far from her mind and she decided to get back into the business after her kids left home. “When my husband and I were deciding to move to Arizona in 2018, I wanted to get integrated into my community instead of working a corporate job, and I thought real estate was the perfect way to do that,” Helen recalls. She got her Arizona license in 2019, and ever since then, she has excelled at helping clients achieve their real estate goals.

Helen serves the area north of Tucson, primarily but not exclusively working in active adult communities for the 55+ set. She lives in SaddleBrooke, working there and in the surrounding communities including SaddleBrooke Ranch, Oro Valley, Sun City, and others. Helen’s repeat and referral business is strong and increasing every day as the word gets out about the exceptional service she provides. “Clients appreciate that I work with them on their timeline helping them buy or sell their home,” Helen explains. “They know they can trust me to handle all the details through the process.”

Helen helps buyers visualize what the reality of living in a given home could look like. “My husband is a licensed contractor, and we have done quite a bit of remodeling on our own,” she says. “So when people are looking at homes, it’s very rewarding to help people see what they could have if they wanted to make some updates.”

Once under contract, Helen says, “I help my clients through the inspection process and the negotiations, Top Agent Magazine

making sure it’s a win all around. I’ve done a number of transactions where I worked with the buyer and seller, and I have many testimonials from those clients saying they feel everything was fair, equitable, and professional.”

Giving back to her community is important to Helen, and she is an active supporter of SaddleBrooke Community Outreach, which operates fundraisers and activities to benefit children in the neighboring communities. “Our whole community likes to support the children of this area, and I work with and support SBCO in a variety of their efforts,” Helen says. When she is not working or giving back, Helen enjoys playing pickleball and golf, hiking, and spending time with her kids.

Looking ahead, Helen says, “I plan to continue what I’m doing for many years to come. I am extremely fortunate to be very busy, and I enjoy being a part of the community that I work in. I look forward to serving my clients and the friends and family I enjoy helping through their referrals. I love connecting with people, and helping them through the real estate process is very rewarding.”

Call or text Helen Graham at 303-902-6633, email Helen@theIDEALhabitat.com, or visit her online at HelenG.LongRealty.com www.

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JENNIFER SAAVEDRA Raised in New York, Jennifer Saavedra has always been drawn to real estate.

Coming of age, she had an opportunity to learn the industry from the ground up through her family’s successful construction company. Later, she would set forth as an international journalist, spending her early 20s traveling throughout Asia, Europe, and the Middle East to help news desks amp up their online presence via multimedia storytelling and online consumer market research.

After returning home, Jennifer took an interest in becoming a REALTOR® while helping some friends navigate the local market. Inspired, she launched her career as an agent in 2012, quickly establishing a robust network of satisfied clients that spans the region. Today, she leads The Real Sisters Real Estate Team at The Corcoran Group, where she assists clients throughout New York, Long Island, and all of New York State.

Because she is a marketing specialist, as opposed to a neighborhood specialist, Jennifer is qualified to sell real estate regardless of the location, drawing from her rigorous market research and results-driven background to better serve her clients. With The Real Sisters having been ranked among the top real estate teams across the country to effectively use social media as a marketing tool for netting clients more money for their property, she offers sellers a truly comprehensive strategy.

Meanwhile, her open houses and socially-conscious approach has even gained primetime television attention, with her work having been featured on the popular reality show Little Women.

On top of keeping up with the latest trends, Jennifer also analyzes tried and true patterns to see which

strategies will produce the best results.

Knowing that each area is a little different, she pays close attention to the many facets of a given market, refining her methods to provide clients with outstanding service.

“First and foremost, I believe in working with people who share my values,” she says. “As agents, we should not only be effective, but also maintain a strong standard for inclusivity, taking the time to really understand our clients and identify their needs.”

In February 2019, Jennifer was featured as a female hero (“She-roe”) for successfully empowering her female clients by negotiating the best deals for them when representing them in real estate transactions; and on March 2019, she was a guest on the radio show 1On1WithRoxie to honor Women’s History Month. She also participated on the Manhattan Neighborhood Network and Brooklyn Neighborhood Network on the show Tha L Spot as a real estate expert to educate viewers on the selling, buying, and rental process in New York. When she’s not with clients or giving back, she enjoys dancing, reading, and supporting local artists and the artist community as a member of The National Arts Club.

Going forward, Jennifer intends on scaling her penchant for client service while expanding her reach throughout the nation. “Most of all, I hope to help myself and others gain financial freedom and independence through real estate,” she says. “At my best, I hope to achieve something greater and more enduring than the mere buying and selling of property. I fundamentally believe that by changing our environment we can change our story.

And, I hope that this new narrative and environment for my clients frees them up and gives them the courage to become the person they always aspired to be.”

For more about Jennifer Saavedra, email jsaavedra@corcoran.com, visit therealsistersrealestate.com or call (212) 208-0986 www.

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 44

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

Top Agent Magazine®

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KATHY WALSH Coming to real estate from a background in nursing, Kathy Walsh puts customer care and outstanding service front and center. Kathy was always interested in houses, and she pursued real estate full-time for 18 years while still in nursing. She has been a top producer ever since her first full year in real estate, and since leaving nursing she has been able to be there for her clients more than ever. “I’m maintaining my top producer status, and now I have a lot more breathing room,” Kathy says. “I can spend a lot more time with my clients.”

Licensed for all of Massachusetts, Kathy primarily serves central Massachusetts, including Worcester, Acton, Westminster, Fitchburg, Leominster, and Lunenburg. When working with one of her primary referral sources, a court-appointed conservator, she sometimes goes farther afield to communities such as Sudbury, Oxford, Orange, Medway, and Uxbridge.

Kathy’s business is heavily based on referrals, an indication of the trust and confidence she inspires. “Most of my business is referral-based,” she says. “Because of my nursing background, I’m very good with the older population who might need extra help and TLC during the process. That might include physical help such as getting dumpsters for them, or getting a handyman to clean out their basement. It’s a little more involved than a younger person selling a home who can get everything done themselves, and a big part of my business is helping the older population.”

When it comes to marketing her listings, Kathy uses an approach that covers all bases and results in optimum exposure. “I splurge on professional photos, videos, and drone pictures for my listings,” Kathy says. “I also do my own open houses and go to all the showings to represent my seller.” That’s in addition to a blend of traditional and digital marketing including postcards and Facebook ads.

Top Agent Magazine

Kathy enjoys giving back to her community, sponsoring and participating in local Rotary Club events, as well as Keller Williams Red Day each year. She belongs to the ALC leadership committee at Keller Williams, and likes to mentor younger REALTORS® coming into the business. When she’s not working or giving back, Kathy enjoys getting outside for hikes, exercising, spending time with family and friends, and traveling.

Looking toward the future, Kathy says, “I plan to stay the steady course and keep doing what I’m doing. I think that the people who will succeed are the ones like me who have had a history of working through this kind of market. I want to keep my business at the same level to be able to fully serve my clientele.” For Kathy, real estate is and always will be a service industry. “I’ve always been a service industry person and love helping people. Real estate is a lot like nursing. There’s a lot of hand holding, managing emotions, and guiding people through the process. I think that’s why I excel. I help clients with the process, because sometimes people feel lost and don’t know how to approach it. I’m able to give them options. I’m not out for myself, even though I am competitive and I do like getting the listings. It’s more about helping people.”

To find out more about Kathy Walsh, please call 978-855-4076 or email kathywalshrealestate@gmail.com

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KRISTI JO BLOCK Kristi Jo Block’s unwavering determination and entrepreneurial spirit have helped her achieve remarkable success in the real estate industry. With over six years of experience, she has made great strides as an agent. Her passion for real estate started at a young age, when she was involved in buying and selling properties, flipping them, and managing them. “So it’s always been an interest of mine,” she explains. Growing up in a family of entrepreneurs, it was only natural for Kristi Jo to start her own business. “It was just a progression that naturally happened.” After raising her children, it was finally the right time for Kristi Jo to pursue her passion. She earned her real estate license and hasn’t looked back since.

Today Kristi Jo has her own team with eXp Realty, which consists of her husband handling the commercial side, a full-time buyer’s agent, and a transaction coordinator. Serving central Minnesota, much of Kristi Jo’s business derives from repeat clients and referrals.

By putting her clients’ needs first and going above and beyond expectations, Kristi Jo has become a highly sought-after REALTOR® in the region. “I’m just a really hard worker,” she explains. “I don’t sugarcoat things, and my clients really appreciate the honesty.” Kristi Jo only wants what’s best for them, and protecting their best interests is always her focus. Every step of the way, she’s there for her clients, offering advice, and advocating for them. With her slogan being ‘Cement the Deal with Block,’ Kristi Jo’s goal is to combine all the building blocks required for a successful transaction and seal the deal.

After working together, clients love to spread the word about her. One buyer recently said, “Kristi Jo was a joy

to work with! She was patient and kind with us and gave us the best advice for purchasing our new home. Her communication was always on point and she always made us feel comfortable to ask any questions during our journey. Not only was Kristi Jo wonderful to work with but so was her husband, Chris! He met with us a few times and even helped us when we needed someone to be at the house for carpet measurements! Both Kristi Jo and Chris go out of their way to be supportive and there for you for all your needs! It was a great experience for us and we would definitely recommend both Kristi Jo and Chris for your next home purchase!”

Kristi Jo uses a variety of methods to stay in touch with her past clients, including throwing client events and parties, giving great closing gifts and just staying connected beyond the transaction. She also has a radio show that she hosts every two weeks, and she sends out a newsletter and mailings to keep clients informed.

When Kristi Jo isn’t working, she stays active with her church and loves competing in Cattle Cutting competitions. “I’ve loved horses since I was a little girl, so whenever I have time I like to go and compete.” She also enjoys traveling with her husband.

In the future, Kristi Jo sees her business continuing to expand. She wants to grow and add more like-minded agents to her team. “I would like to have different divisions, including lake properties, farmland, and hunting land,” she explains. “So that’s the plan that we are working very hard towards right now.” Kristi Jo feels grateful to pursue her dream career and is eager to help more people accomplish their real estate goals. “It’s just so rewarding, I just love to be a part of my clients’ journeys.”

For more information about Kristi Jo Block, please call 320-894-4477 or email kristijo@kristijoblock.com 46

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 48

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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LAUREN PURDY A trusted guide with a passion for educating her clients, Lauren Purdy is dedicated to helping turn real estate dreams into reality. A former schoolteacher, Lauren loves to take her clients step by step through the homebuying process, and she specializes in helping first-time homebuyers. Lauren’s real estate journey began in the field of apartment locating, which she says “was a really awesome way to get started in real estate. I learned sales process and customer experience, and worked my way up into management before I decided to try my hand at residential real estate in 2019.” Now in her fourth year in the residential market, Lauren is growing her business and building strong relationships with satisfied clients.

With a team of nine agents working under her, Lauren serves the Dallas-Fort Worth area. She specializes in Dallas proper and the surrounding suburbs north of Dallas, including Frisco, Plano, McKinney, and Allen.

Lauren’s business is currently 100% referral-based, a testament to the trust and confidence she inspires. “The client experience is what keeps people coming back,” Lauren explains. “Clients appreciate my honesty, integrity, and the way I treat people. I try to make the process fun and informative for everyone, especially first-time homebuyers. I take the responsibility seriously and enjoy the educational aspect of taking a first-time homebuyer through the process.”

Clients also value Lauren’s sense of humor, keeping them in good spirits throughout the process. “Whether you’re a seasoned homebuyer or a first-time homebuyer, the process can be really stressful,” Lauren says.

“I make it a point to settle people and make them feel comfortable.”

When it comes to marketing her listings, Lauren uses the resources available to her through her company to ensure optimum exposure. She also promotes listings on social media such as Instagram, and perhaps most notable are the custom individual websites she builds for each listing.

The website is linked via a QR code found on the yard sign out front, enabling prospective buyers to quickly get information about the home. “We also have a database of hundreds of thousands of potential and prospective buyers from our built-in apartment clients, so we can market to them as well outside of the MLS,” Lauren says.

Lauren loves to give back to her community, volunteering with Genesis Women’s Shelter in Dallas and participating in that organization’s masquerade night benefit. When she’s not working or giving back, Lauren enjoys doing yoga and being active. She was a collegiate volleyball player, and loves to play volleyball when she gets the chance. Lauren also loves to travel.

In the future, Lauren says, “I would like to have a couple of the people who are underneath me now become team leads and be my peers. I want to help them set goals and get to where I am so that they can then build out a team of their own. I love to build and encourage growth.” Most of all, Lauren says, “I love the journey.

I like taking someone from ‘I’m thinking about buying’ to ‘We just bought a house!’ I also love educating people, helping them feel comfortable throughout the process, and knowing that they’re making the right decision every step of the way.”

To find out more about Lauren Purdy, please call 817-821-5256, email lauren@smartcityrealty.com or visit smartcitylocating.com www.

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MARGARET MUIR Margaret Muir’s compassion and determination have led her to great heights as a real estate agent. Originally working in marketing and advertising for a Swedish firm in New York, Margaret eventually decided to move back to her hometown of Madison, Connecticut to be closer to a sick family member. After settling in, she began pursuing her real estate license at the suggestion of a friend. “It was a fun thing to do in the evenings, and I passed the course and licensing exam,” she explains. “The next thing I know I was sitting in an office answering phones, and everything just fell into place.” Margaret’s career quickly took off from there as she began helping people buy and sell real estate. Today she’s over three decades into her career, still providing the highest level of service to each and every client.

Serving the greater New Haven County region, much of Margaret’s business is based on repeat clients and referrals. “I’ve come to understand what it is about this part of the world that makes people happy,” she explains.

“I can talk to people, know what they’re looking for, and find them the perfect match.” She gets to know her buyers, including their short- and long-term goals. Once she’s gathered the information she needs, she develops an individualized plan to find what they’re looking for, and doesn’t stop until they’re happy. The same attentive support is applied to her sellers, as it doesn’t take her long to discover the strengths and weaknesses of the property they’re listing. “I know how to market those successfully and I know what audience is the right audience.” High quality photographs, videos, and drone footage is supplied for every property Margaret lists, as she understands the power of visualizing a home before seeing it in person.

Community is important to Margaret, so she stays active in local causes and organizations. Margaret is passionate about preserving the history of the area. As a real estate agent, she often comes across interesting 50

old documents, postcards, and photographs, and she enjoys donating them to organizations that support maintaining memorabilia. Her extensive postcard collection, which includes every street in the area, will also be donated to the community at some point.

In her free time, Margaret enjoys scouring the beaches for Native American artifacts and has become quite an expert on sea glass, having a significant collection of it. She uses the glass and shells she finds to make pictures and jewelry, which she often donates to charity events.

As the number one agent company-wide throughout 27 offices for 2022 (aside from being the #1 producing agent 6 times for the Madison brokerage), and recognized by REALTRENDS as one of the nation’s top real estate professionals, Margaret is showing no signs of slowing down. She plans to continue growing and providing the same excellent service. “I’ve been so lucky to enjoy such a long career,” she explains. She never tires of making people happy and seeing their real estate dreams come true. “I love the matchmaking aspect of my work, connecting people with the things they want.

It brings me joy.”

For more about Margaret Muir, please call 203-415-9187 or email mmuir@wpsir.com Copyright Top Top Agent Agent Magazine Magazine

What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 52

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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MARIO PONCE Mario Ponce’s journey into real estate started about a year ago, after working in the hospitality industry. He began studying and reading about the basics of real estate, and the more he learned, the more his interest grew. Initially, he wanted to get into real estate investing, but his plan was put on hold by his job, which would not allow him to take on an hourly role. However, when COVID hit, he knew it was time to make a move.

Mario got his real estate license in the middle of the pandemic and interviewed with different brokerages to find a team that would fit his values. Finally, he landed on a team that he felt was family-oriented, community-oriented, and was all about teaching him how to run a business.

For Mario, changing careers was a big transition, but ultimately each path was about making people happy.

“Instead of serving beers and burgers, I’m serving hopes and dreams,” he explains.

Based in Antioch, Concord, and Richmond, Mario serves the Bay Area. Mario grew up here, so he is able to offer expert-level guidance on neighborhoods and school districts. Known for its diverse, suburban communities, this region is very family oriented and offers a high quality of life. Mario loves introducing people to restaurants and small businesses in the area, and even runs a ‘Friday Morning Plug’ on his business page where he promotes local businesses. “I do a quick 30-60 second introduction to the business and explain what they offer,” he says. “I’ve featured all types of companies and people, including gym owners, tutors, martial art instructors, lenders, and more.”

Mario’s business is growing exponentially, which he credits to his strong social media presence and ability

to connect with people. “I have great relationships with my clients,” he explains. “I build a strong rapport with them. I’m not looking to complete just one transaction with them, I want to help them with their second homes, investment properties, and any other real estate needs that come up in the future.” Mario gets to know his buyers and sellers, wanting to develop a keen understanding of their goals so he can remove stress and make it an enjoyable process. He also loves to teach his clients how to build generational wealth with real estate. “Real estate can literally change the trajectory of a family’s future.

That’s why I’m passionate about real estate not only in my client’s lives, but for my own family as well.”

After their transaction is complete, those who work with Mario never hesitate to tell their friends and family about him. One buyer recently said, “If you are thinking about working with another agent right now, STOP, and meet Mario. Right out of the gate, Mario proved to be personable and professional during one of the most stressful and exciting processes of our lives. As first-time homebuyers, admittedly we needed some hand-holding at times, and Mario was quick to reassure and comfort us.

With his tenacity and persistence, he was on top of each and every single task to help alleviate all our concerns.

We give Mario our highest recommendation.”

Eventually, Mario hopes to have his own team and brokerage, but right now he is more than happy with his current path. “I love my team, it’s literally the perfect place for me.” He can’t imagine a more ideal career, and finds it incredibly rewarding to make a difference in his clients’ lives. “Setting people up in homes and helping them in this journey is what I love most about my job.”

For more information about Mario Ponce, please call 925-595-3192 or email mario@rickfuller.com, follow him on Instagram @realtor_mar247 Top Agent Magazine

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MICHELLE SMITH Michelle Smith’s journey into the world of real estate is a testament to the power of seizing opportunities and following one’s passion. Despite initially working as a teacher, she heeded the advice of a family member and obtained her real estate license in 1994, working part-time during the summers. However, after having her first child, she put her license on hold to focus on her teaching career. But the desire to return to real estate never faded. Michelle recognized the need to find a company that would provide quality training and foster a supportive culture, rather than a competitive one.

With grit and determination, she searched for the perfect fit, eventually finding it at Keller Williams in 2011.

In 2012, she decided to pursue her passion full-time, leveraging her unique background in education to thrive in her real estate career.

Today she works as a solo agent and a productivity coach at the Keller Williams Greater Brunswick office.

“My job is to both coach new agents into production in the first 30 days, and also take agents that are in the office to the next level,” Michelle explains. She does this in addition to maintaining her own business, which has grown to great levels over the past several years.

Serving Central Jersey, much of her business consists of repeat clients and referrals. It’s Michelle’s hands-on support and guidance that keeps people coming back.

“I think the teacher component never left me,” she explains. “It’s really important to be in communication with my clients as we’re going through the process. I educate them about every step.” Understanding that most people only purchase a home a few times in their life, Michelle aims to prepare them for what to expect, as the industry is always changing. “It’s really a team effort for it to go smoothly, so I make it clear upfront that we’re in a partnership. We’re working on this together to get the best possible outcome with the least amount of discomfort.”

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Afterwards, clients leave glowing reviews about their time together. One recently said, “Michelle is honest, professional, understanding, realistic, and extremely knowledgeable. From the minute she walked into our home, you knew you were in good hands. She explained everything, was honest and extremely knowledgeable.

She was super accommodating to our needs and worked around my busy family.

She went above and beyond to make this transition as easy as possible. If you want to sell your home, look no further than Michelle, you will be totally satisfied.”

As a member of Keller Williams, Michelle and her office have participated in numerous outreach events, including coat drives, blessing basket drives, and turkey drives during the holiday season. Additionally, she and her team close their office on Red Day to provide hands-on support for various community initiatives.

Michelle plans to continue growing her business and mentoring new agents. She finds her path incredibly rewarding and can’t wait to see what the future holds.

“My favorite part about what I do are the relationships I get to build.”

For more about Michelle Smith, please call 732-330-0997 or email msmithrealtor1@gmail.com

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 56

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

Seller’s Perspective: How powerful is cash?

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

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

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MIKE IMBRIACO REALTOR® Mike Imbriaco got licensed in 2014 and has achieved the NJAR Circle of Excellence Award the last 6 years, but he only just recently took the plunge of going into real estate full-time. Previously working for many years as a Municipal Tax Assessor for multiple towns in New Jersey, he now uses his penchant for numbers and knowledge of home valuations to negotiate deals for his real estate clients. Whether they are first-time homebuyers or have been homeowners for decades, Mike makes sure that his clients have the information they need to make the best real estate decisions every time.

Based in Monmouth County, Mike primarily works on homes that are 5-10 minutes from the beach. “This is a very in-demand area with beautiful coastal towns that attract people from all over. You are working with first-time homebuyers, investors or people looking for a second home,” he explains. To get the word out about his listings, Mike does a lot of advertising and digital marketing, including posting frequently on social media, running digital ads in a local gym and advertising every week in a local newspaper. He tries to make his presence known in the community at all times, even if it’s in a small way. “You have to continuously stay out in front of people and remind them you’re an agent,” he says. He even advertises at a local supermarket where his photo and business information are on the grocery dividers. “I get a lot of funny texts from friends about that, but people remember you when it’s time to sell or buy.” His own sphere of influence—friends, family, and their referrals—are what make up the bulk of his business, but Mike is looking to grow his reach exponentially in the next few years.

As an independent agent, Mike enjoys being the sole point of contact for his clients. He takes his

responsibility towards them very seriously, making sure that his clients not only find the right property, but also understand the intricacies involved in the transaction. “My job is to be as available and knowledgeable as possible to help them through this process. There is a lot of nurturing throughout the transaction,” he says. His clients know that they can come to him for guidance and that he is always there to listen and answer questions. “When my clients hire me, they are hiring me, not a team member. I’m the buyer’s agent, I’m the seller’s agent, I’m the transaction coordinator. I am with them through every step of the process.”

Mike and his wife Lauren have three children, ages 9, 8 and 4, so his schedule is filled to the brim when he’s not working. Their favorite family activities include swimming in their pool, going to the beach, riding bikes, playing sports, and traveling as a family—they go to Florida a couple of times per year and have an exciting vacation planned in the Bahamas in the near future. They also just recently got a German Shepherd puppy to go along with their 5-year-old Shepherd. “It’s never a dull moment at our house, but we wouldn’t want it any other way,” he says.

This past year, Mike closed 23 transactions and in 2021 he closed 31 transactions—numbers that he plans to double within the next year. “Now that I’m focused on real estate full-time, I’m planning to roll up my sleeves and help as many clients as I can,” he explains. Mike’s above and beyond service differentiates him from other REALTORS® in his area. “The market is very saturated with REALTORS®, but all agents are not created equally. My goal is foremost to make sure that my clients have the greatest experience possible, whether they are buying or selling.”

For more information about Mike Imbriaco, please call 732-915-2309, email sellandbuywithmikei@gmail.com, or visit Sellandbuywithmikei.com www.

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RICKY KOLEK Ricky Kolek’s passion for real estate began when he was just a teenager, as he was always intrigued by real estate development and helping people find their dream homes. Despite his high school teacher’s warnings about the challenges of the industry, Rick remained determined to pursue a career in the field. He earned his real estate license at 23 years old, and immediately knew it was his calling. Ricky has since dedicated himself to helping his clients navigate the complex world of real estate, providing them with the knowledge and support they need to make informed decisions.

Serving Essex, Morris, Passaic, and Bergen counties, Ricky goes above and beyond to reach his clients’ goals.

By guiding them through the transaction step-by-step and explaining every part of the process, Ricky eliminates stress and makes it an enjoyable journey.

What sets Ricky apart as an agent is his genuine care and concern for his clients. He treats everyone he works with like a family member, going above and beyond to make sure they are happy and satisfied with their real estate transactions. For Ricky, it’s not just about the transaction, it’s about building long-lasting relationships with his clients and being there for them during the important milestones in their lives. To stay in touch with past clients, Ricky sends out bi-weekly market updates to keep them informed about the current state of the market. He also visits each of his clients during the Christmas season to give them a small gift and follows up with them on their home buying or sale anniversary with a phone call or text message to show that he cares. Ricky’s personalized approach and dedication to his clients has resulted in much of his business deriving from referrals.

Ricky’s marketing strategy for his properties is focused on social media. He uses Facebook, Instagram, LinkedIn, and other platforms to post about his listings, targeting potential buyers who are active on social 58

media. For larger listings, he goes one step further and creates promotional videos, which he then shares on social media to increase their reach. Additionally, Ricky is a member of partner referral programs like Redfin, which helps him generate leads and connect with interested buyers. Recently, he has also started to explore TikTok as a new way to market his properties to younger audiences.

With a strong social media presence and a focus on creating engaging content, Ricky is able to effectively promote his properties and reach a wider audience of potential buyers.

Passionate about his community, Ricky regularly hosts client appreciation events to show his gratitude for their business. He is also looking to host more community events, such as a fall event where people can pick pumpkins. When he’s not working, Ricky enjoys staying active by working out and boxing. He also enjoys spending time with his dog, a black German Shepherd mix, and reading.

With his sights set on earning his broker’s license in the next few years, he hopes to continue growing and serving more clients. Ricky loves everything about his work and can’t wait to see what’s next. “People over transactions always.”

For more about Ricky Kolek, please call 973-692-5177 or email rickykolek@gmail.com Copyright Top Top Agent Agent Magazine Magazine

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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RYAN MANDIGO Ryan Mandigo of Myrtle Beach, South Carolina, has built a real estate business on a professional understanding of home construction and a stalwart dedication to authentic interpersonal relationships. “I’m a man of my word, and I don’t shy away from the work. If I tell somebody I will do something, it gets done; and that helps me to really get close to people. A big part of me is building those relationships, and I like to be a man that people can trust.”

Before becoming a licensed REALTOR®, Ryan enjoyed prior careers as an electrician, restaurant manager, and bartender: each honed a different skill that he would later leverage in his present industry. “I started framing houses back in the late ‘80s,” he recalls, “and then I became a master electrician. When I moved to South Carolina almost twenty years ago, the pay for my profession wasn’t all that great, so I went back to the service industry and became a bartender.” While working on that side of the bar, Ryan developed his penchant for interconnectedness, and focused on “just being outgoing with people – laughing, joking, building rapport; whether it’s slinging drinks or walking around a house going over lighting and framing, that’s always been my way.” One of his regular customers at the time was herself a REALTOR®, and she encouraged Ryan to pursue his license.

As a result of his ability to learn from others and build relationships with clients, Ryan is celebrating his tenth year as a licensed REALTOR®! Presently, he works as a solo agent with Omni Real Estate servicing all of the Grand Strand area, and his book of business (which is mostly repeat and referral clients) helps him support an annual volume that averages several million dollars each year. While he leverages social media and digital advertising to garner competitive offers for his listings, Ryan prides himself on the organic growth his business has

enjoyed. “I have all the social media sites, but mostly, I tell people they will hear from me at least twice a year to check in to say ‘Hi,’ and see how they and their families are doing,” he exudes. “To be honest with you, I’m just not the biggest social media fan. I think there is a lot out there that is falsely presented, and dealing with people on a more personal level is just the way I prefer to do my work.”

Ryan’s networks extend far beyond the reach of his professional colleagues and clientele, and he goes to great lengths to support his greater community. He is the present Treasurer and Co-Founder of “Swing Fore The Kids,” a non-profit group which supports needy children and young adults within the local communities; and he is also on the Board of Directors for the Waccamaw Youth Center in Conway. Most of these boys experience tough upbringings, and not the best home and family lives. Our whole goal at WYC is about giving these young men ‘A Place to Call Home.’ I’ve been on the board there for six years now. I’m all about helping kids whenever I get the chance. We’ve got our annual gala coming up this month – our first one since COVID!” When he’s not building his enterprise or supporting his community, Ryan can be found enjoying or turning wrenches on one of his cars, riding his motorcycle, or spending time with his family. “I love my Red Sox and all my New England sports! We try to catch a game or events when we get back to the homeland to visit family and friends.”

Ryan regularly shares some “words to live by,” and leaves his clients and friends with the following words: “Do what you like and like what you do.” • “You have to be odd to be number one.” • “Dreams don’t work unless you do.” • “Positive and enthusiastic thinking in all you do.”

To learn more about Ryan Mandigo, visit rcmforrealestate.com, email rcmforrealestate@gmail.com, or call 843-251-5172 https://

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SAM MOEHRING While REALTOR® Sam Moehring always wanted to get into real estate, it wasn’t until the pandemic happened that he finally had the time to study for the exam.

By 2021, he got his license and hit the ground running as a full-time agent. Having grown up in Elkhart Lake, Wisconsin, he now currently lives and works in Kiel, representing clients in the area looking for residential single family homes, first homes, and condos. Working primarily as a buyer’s agent, he is supported by a small team who are known for their hard work ethic and Midwestern charm.

As he looks to the future of his business, Sam plans to keep learning from his brokerage, utilizing their tools and resources to build a stronger business. Eventually, his goal is to start his own team as he becomes more involved in his community.

“I love working in real estate because it’s clear that you are helping people. Whether it’s someone’s first home or dream home, there’s nothing better than assisting with that life-changing investment.”

In his first year of business, Sam completed 12 sales for a total of $3 million. Last year, he raised the bar by selling 40 homes for just shy of $10 million. Going into his third year, he has plans for even more exponential growth. To do this, he’s concentrating on getting his name out in the community wherever possible. Having bought his first home just a few years ago, he knows the process extremely well and uses his firsthand experience to help clients navigate the ever-shifting market.

Very customer-oriented and known for his punctuality and quick responses, Sam is a pro at providing clear communication. His clients can and do get in touch whenever they need advice on neighborhoods, schools, and listings. Every other month, Sam also sends what he calls a “letter of heart,” filling his clients in on his life, business and important updates. He also makes a point of congratulating them on special occasions, like their home anniversaries.

When he’s not working, Sam spends time with his family or goes golfing. He and his wife, Courtney have a 6-year-old son, Caleb and another on the way. Wisconsin is known for its incredible golf courses and tournaments, including the prestigious Ryder Cup, so Sam is spoiled for choice when it comes to where to go for fun. In the summer, he likes to play T-ball with his son.

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To learn more about Sam Moehring please call 920-286-3033, email s.moehring@yoorealtygroup.com, or visit yoorealtygroup.com www.

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 64

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

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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STEVE ROBILLARD Steve Robillard and his team specialize in vacant land of all kinds, including commercial, industrial, and residential, from small single-family lots all the way up to large developments and everything in between. As the #1 land sales team in the Inland Empire, the Robillard Consulting Group draw on their considerable knowledge to serve clients’ needs every step of the way.

Steve and his team serve Riverside and San Bernardino counties in the Inland Empire, including the communities of Riverside, Corona, San Bernardino, Fontana, Ontario, and other areas east of the 15. “This is the fastest growing area in California in terms of population, with Riverside County having the second-highest growth of any county nationwide,” Steve explains. “A big part of that is land available, as well as a lot of affordable housing that is driving people to move here from more expensive housing in LA and Orange County.

We’ve also seen a lot of industrial growth, and this is one of the biggest warehouse areas in the world.”

Steve creates strong working relationships with his clients and enjoys a sterling reputation in his field.

“The developmental world is very small, and your word means a lot,” Steve says. “We have a special relationship with our clients, and we really look out for the small property owner. We make sure to represent their interests first, and they reach out to us because they want someone who will do just that.”

Land comes with its own unique set of challenges

that require “a lot of problem solving,” Steve says. “When you have a piece of land, some of the questions you have to answer are: How are you going to get utilities to it? How are you going to grade it?

What would be the best and optimal use of this property, and what kind of zoning is there? We do a lot of meetings with cities, municipalities, and water districts to put those pieces together.”

When it comes to marketing and staying in touch with past clients, Steve and his team invest in direct mailings, including postcards, to remain front of mind and set themselves apart. “Land is a specialty unto itself, and your average real estate agent doesn’t know how to do that,” Steve says. “We try to distinguish ourselves as knowledgeable people who can handle things your run-of-the-mill agent can’t. Land is what we specialize in, and we’re going to get you your money’s worth.”

Looking toward the future, Steve says, “We are continuing to make sure that we’re the #1 name in land development and land sales. We also want to work with existing buildings as well, so we are working to build an inventory of industrial and commercial listings. Our biggest focus right now is on that kind of growth.” In the end, Steve says, working with land is immensely rewarding. “The whole process is so fascinating,” he says. “You get to see a piece of dirt get transformed into a community of 50 homes that people live in. Then you can drive down the street and say, I know the history of that, and now people are living there. It’s a great feeling.”

To find out more about Steve Robillard, you can call him at (951) 237-9757 or email steve@robillardcg.com You can find him online at RobillardCG.com www.

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TERRI SCHNEIDER A dedicated professional driven by a passion for assisting her clients, Terri Schneider provides exceptional service every step of the way. Since getting her start in real estate 11 years ago, Terri has set herself apart by helping both sellers and buyers achieve their real estate goals.

Serving the Portland metropolitan area, Terri’s business consists of about 75% repeat and referral clients, an impressive feat that demonstrates the trust and confidence she inspires. “My clients keep coming back to work with me because they know that I’m a professional,” Terri says. “I’m very open and honest with them. They know that who I am is what they see, and I’m very upfront with them. My goal is to teach my clients about real estate.” Terri’s many excellent customer reviews attest to the positive experience clients have when they work with her.

Terri nourishes those relationships long after the sale, staying in touch with past clients via home anniversary cards, birthday cards, and client gifts throughout the year. Her monthly newsletter shares relevant information, and she updates clients on their home value on a monthly basis. Terri holds client events to let them know they’re appreciated, including pie giveaways and tickets to Street of Dreams. Terri also creates podcasts to give her clients valuable information about real estate.

Terri works extensively with sellers to ensure optimum exposure and get them the best possible offer on their home. “When I work with sellers, they are very confident in the fact that when we go into a home, we can tell them how to get top dollar for it,” Terri says. “We also do our own staging. We can edit their home and stage it with our own furnishings that we bring in.” Terri uses staging to bring out a home’s full potential.

In addition to staging, Terri markets her listings via a comprehensive approach that combines traditional and digital methods. She markets on the MLS, as well as 66

postcards to the surrounding neighborhood letting them know the house is for sale. Terri also promotes her listings on social media including Instagram and Facebook, and she is currently exploring the potential of using reels to attract attention for her listings. Combined with emails to her investors group and open houses, Terri covers all the bases for her seller clients.

Terri loves to give back to her community, and she is involved with her local Rotary, where she helps out with community events, charity auctions, and Backpack Buddies. Her team also organizes coat drives and toy drives. When she’s not working or giving back, Terri enjoys visiting her three children who live out of state, spending time with her mom, socializing with her two book clubs, working out, wine tasting, going out to restaurants, cooking, and going to concerts.

Looking forward, Terri says, “I plan to continue to grow my business and bring more people on our team. We have some new people on our team, and I like teaching them how to build their business.” Overall, Terri says, “I love being in contact with my clients and educating them about the process. I enjoy helping them find the perfect home or sell their home so they can make their next move. I really love what I do, and real estate is a wonderful business to be in!”

Contact Terri at 503-915-5093, email terrischneider@kw.com or visit TerriSchneider.kw.com http://

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

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

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

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

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

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

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

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 68

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

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THERA BUTTARO Thera Buttaro’s journey in the real estate industry began in her twenties, sparked by a desire for financial stability and a keen interest in property values. “I was always interested in real estate, and it was so intriguing to me that the right combination of home price and financing options could allow someone to buy a home,” Thera explains. When the time came for Thera to pursue a new path in 1977, she decided to earn her real estate license, and gave the agent who helped them purchase their first home, a call. Despite the challenges, Thera’s unwavering determination and hard work enabled her to forge a successful career in real estate, one that she plans to continue for years to come. With decades of experience under her belt, Thera has developed a reputation for excellence, expertly guiding clients through the complexities of property transactions and fulfilling their dreams of homeownership.

possible. Fifteen years ago, she brought her middle son, Kris on board, and together, they’ve been able to enhance their marketing strategy through collaboration and knowledge sharing. Thera’s son introduced her to Luxury Presence, a web company that creates detailed and comprehensive property presentations with automatic feeds from multiple listings. “We also post our listings on Zillow, and we pay to be listed at the top of searches which makes a tremendous difference,” she explains.

Today Thera has her own independent brokerage called Sonoma Coast Living, which allows her to deliver the highest level of service to each buyer and seller. Based in Bodega Bay, Thera has served clients from all over the state of California, but she specializes in Sonoma County and surrounding regions.

Almost all of Thera’s business derives from repeat clients and referrals, as she goes above and beyond to exceed expectations. With a tremendous amount of knowledge and experience in this field, Thera is not afraid to problem solve, doing everything possible to achieve her client’s goals.

Deeply involved in her community, Thera is continuing the legacy of one of the original women who fought to prevent the construction of a power plant on the San Andreas Fault line in Bodega Head. This woman, also a passionate real estate broker, was instrumental in the growth of the local fishing village and the development of the Fisherman’s Festival. She entrusted Thera with her files and methods when she retired, including a handmade cage for raffle ticket stubs. Thera has since been carrying on the tradition by running the raffle at the Fisherman’s Festival.

Thera’s approach to marketing her listings is grounded in the principle of going where the buyers are, ensuring her properties get the maximum exposure

After working with Thera, clients spread the word about her work. One recently said, “Thera helped us buy three and sell two homes in Bodega Bay. She was patient, informative, and honest in her advice and paid careful attention to all the details of the transactions.

Most importantly she listened to both my wife and I and was able to bridge our differences so both of our interests were met. We are pleased that we made the wise decision to select such a thoughtful and competent real estate professional.”

As time goes on, Thera plans to keep growing her business and taking it to new heights. She is showing no signs of slowing down and is eager to continue helping people achieve their real estate dreams.

For more information about Thera Buttaro, please call 707-849-5241 or email thera@sonomacoastliving.com

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TODD PICCONI Todd Picconi, of Rancho Cucamonga, California, is celebrating his thirtieth year as a licensed broker by doubling down on a simple, yet effective, approach to everyday business: “After all these years and the beautiful people I’ve been able to serve, I just plan to keep doing this until there’s a reason to stop. I would have this big hole in my heart if I didn’t do it – and I want to do as much good in the world as I can, for anyone that I come across in my business or who comes to me for assistance. Any time I meet someone new, I ask myself, ‘How can I best serve this person? What would be best for them, based on what I know?’”

Thirty years ago, Todd was driven by a desire to control his own income and financial destiny. After several meetings with a close friend who was a broker, he launched his career and began building a book of business that, to this day, is over seventy percent repeat and referral clients. He presently serves a large territory that includes San Bernardino, Riverside, Orange, and LA Counties as a solo REALTOR®. His broad geographic range poses no difficulty for Todd, who has an insatiable desire for exploration and interpersonal connectedness. “In the desert I like to connect with my clients and friends at a restaurant called Tropicale, and in the historic tennis club district of Palm Springs there’s Spencer’s – it feels like you could see Cary Grant or Lucille Ball walk in at any moment – then there’s Victoria Gardens here in Rancho Cucamonga, or Surf and Sand in Laguna Beach. Back home in San Dimas is a Mexican restaurant called Casa del Rey. It’s my alma mater, and it just feels like home.”

As a seasoned veteran in the industry, Todd prides himself on both his intimate knowledge of this area and his

ability to provide unparalleled levels of customer service for his clients. “I’m basically available whenever my clients are available,” he exudes. “I give them every opportunity to ask questions and to talk about our plan. Preparation is really important – I am super detailed and have a backup plan ready for any possible developments and let them know ahead of time so that people are never caught off guard.” Todd builds on this personalized, detail-oriented service by connecting his clients with “estate sales, staging services, moving companies, referrals – whatever they need.” By focusing on the individualized elements of both the client and the home, He is able to treat every listing and every transaction as a unique experience.

This penchant for support and satisfaction extends beyond Todd’s clients and professional colleagues and into the greater community. He has volunteered as a Navigator at the San Antonio Community Hospital in Upland, and he was the Guest Speaker Chair for ten years with the West End Real Estate Professionals.

“The organization had at least four fundraisers a year.

Whether it was for troops overseas, a cancer organization, supporting pets, or seniors, we were always looking to donate.”

With his success cemented in the industry and community, Todd is excited to focus on serving his clients while also keeping his own proverbial cup as full as possible. “Anyone that knows me, knows I share a lot of myself, not just my work. I love to be in the sunshine gardening or exercising, cooking, and I try to journal for thirty minutes every day longhand – that’s when the poetry comes to me!”

To learn more about Todd Picconi, call 909-908-7376, visit picconiproperties.com or email todd.picconi@gmail.com www.

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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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TRINA MACCHI A longtime resident of Hopkinton, Trina Macchi has always possessed an entrepreneurial spirit. For 15 years, she would build a successful career managing her own interior design firm; however, over time, she began searching for a new opportunity that still spoke to her passion for helping others. Inspired, she decided to switch tracks and pursue her real estate license in 2001, drawing from her strong business acumen and elite foundations in the industry to establish a network of satisfied clients that spans the region.

Today, Trina is the Team Leader of The Macchi Group, of William Raveis Real Estate, where she assists clients throughout Metro West Boston and the surrounding areas. A Luxury Properties Specialist with over 20 years of experience, she has cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Trina prefers a comprehensive approach. Starting out, she conducts an itemized assessment of each home to help her clients fully prepare for the market, providing them with a suite of professional services including hands on staging advice as well as providing in stock furnishings, photography, videography, and aerial photography services. After coordinating with all service providers needed to maximize their value, she begins creating all the marketing materials and then shares their listing to a highly targeted blend of digital and social media campaigns. She also leverages cutting edge resources such as personalized websites and 3D Matterport to ensure a seamless transaction throughout.

Elsewhere, Trina is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. Over the years, she has earned a fantastic reputation throughout Massachusetts, with

the vast majority of her volume coming from repeat clients and referrals. With her team now averaging close to $30 million in annual volume, she remains focused on the leading standards that have garnered her Chairman’s Elite Club honors annually as well as ranking #9 statewide for small teams through William Raveis Real Estate.

“I love helping my sellers to maximize their property value by giving them solid advice on our market,” Trina says. “Using my interior design experience and background in the industry, I’m able to provide them with the insights they need to make well-informed decisions on their future.”

Outside of real estate, Trina is dedicated to her community. On top of being a regular contributor to causes and organizations like Project Just Because, Dignity Matters, and the Bay Path Humane Society, she is currently helping to sponsor a fashion show to benefit The Dana-Farber Cancer Institute. When she’s not with clients or giving back, she can be found relaxing at home with her dog or spending quality time with her husband, children, and grandchildren. On top of continuing to practice interior design in her personal home as well as for her clients, she is always seeking a new hobby, having most recently picked up baking sourdough bread.

As her volume maintains its steady growth, Trina intends on further scaling her vision of boutique client service while expanding her reach throughout the region. In the meantime, though, she looks forward to all the new opportunities that await. “For me, there’s nothing more rewarding than meeting with a client and helping them achieve their life goal—whether it’s downsizing, upsizing, or buying their first home,” she says. “At the end of the day, it’s so gratifying to be a part of that process and help my buyers and sellers realize their dreams.”

To learn more about Trina Macchi, email Trina@TrinaMacchi.com, visit TrinaMacchiandCo.com or call (508) 509-4236 www.

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