NATIONWIDE & INTERNATIONAL 10-2-23 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

Playing the Real Estate Matchmaker— Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them

FEATURED AGENTS

ANGELICA KIRKPATRICK CINDY BRIGGS DANA CARMEL LUKE GIVEN SCOTT SANS

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent What the First Thing You Do After Work

SAYS ABOUT YOU

5 Lessons from Silicon Valley to

MODERNIZE AND MONETIZE YOUR BUSINESS

P A M E L A J A C K S O N

COVER STORY

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day. In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures. Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union! When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing. Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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P A M E L A J A C K S O N Top Agent Magazine

Broker Pamela Jackson leads a team of dedicated agents, serving a diverse range of clients in a heavily military populated area. Pamela Jackson’s story began after going through a life-changing divorce after 20 years of marriage. As a devoted mother to three sons, with the oldest being autistic, she knew she needed a career that would offer flexibility and allow her to spend time with her children. That’s when Pamela decided to venture into the world of real estate, a decision that would shape her life in unimaginable ways. Pamela believes that creating business relationships with home inspectors, appraisers, and lenders, etc. allowed her to grow her knowledge of the real estate transaction process. She believed that this was the best way that she could gain the knowledge needed to best serve her clients. Her dedication to her clients has translated into impressive results. She is a multi-million dollar producer. However, her true joy comes from witnessing her clients’ dreams come to life, especially for first-time homebuyers who never thought homeownership was possible. “I love helping my clients get into their new homes and making their dreams come true,” and “watching their children run through the house picking out their bedrooms brings me such joy”, she enthuses. 8Copyright Top Agent Magazine

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Since becoming a Realtor in 2015, then a broker in 2022 and opening her own brokerage, she now leads a team of dedicated agents, serving a diverse range of clients in a heavily military populated area. Pamela is committed to being available to and mentoring her agents. She desires to be a great leader and mentor. This quote

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speaks volumes to her, “Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others.” —Jack Welch. Beyond her professional success, Pamela is deeply rooted in her community. She actively contributes to initiatives

“I love helping my clients get into their new homes and making their dreams come true,” and “watching their children run through the house picking out their bedrooms brings me such joy,” Pamela enthuses. supporting youth development and people in need. She is the 2022-2023 president of the local realtor’s association, has proudly served on the board of the Local CASA association, and is a member of the local Chamber of Commerce. The communities Copyright Top Agent Magazine 10

of Southwest Louisiana and Central Louisiana all benefit from her expertise and her team’s commitment. When not working, Pamela treasures her time spent with her family. Her two Top Agent Magazine

younger sons are serving in the Air Force. “My kids are my world” she shares. Looking ahead, Pamela’s vision for her business is grand. She aims to expand her business, opening additional offices in Lake Charles and Alexandria, with her dedicated agents taking the helm and shaping their own success stories. She reflects on her journey with tears of joy and gratitude.” She explains how life hasn’t always been easy for her, but she purposed in her mind to wake up every day with a positive attitude and a smile on her heart.

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For more about Pamela Jackson, please call 337-221-1393, email pamelajacksonre@gmail.com, or visit pamelajacksonrealestate.com her Facebook or Instagram

https://www.instagram.com/pamjackson_realtor/

https://www.facebook.com/profile.php?id=100063661024647&_gl=1*ssamrp*_ga*NTQ4OTc4NDI2LjE2ODk5NjEwNjY.*_ga_ G6YVB7Y1Q5*MTY4OTk2MTA2NS4xLjAuMTY4OTk2MTA2NS4wLjAuMA..

www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in. While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business. Teaching lessons to others reinforces your own professional values. Showing the ropes to young agents is a great way to brush-up on your foundational skills. Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits. Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life. You’ll benefit from seeing things from a new perspective. Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes. Mentoring young agents makes you a better leader. As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 14

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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ANGELICA KIRKPATRICK When people in North Carolina and North East Georgia are looking for a REALTOR® who values people more than a Real Estate transaction, they call Angelica Kirkpatrick. She covers an area that includes everything from Marble, Hayesville, Murphy, Topton, Andrews, and Robbinsville in North Carolina and Mineral Bluff, Blairsville, Young Harris, and Hiawassee in Georgia. “I don’t mind going the extra mile for people. I cover a pretty broad area. Depending on what the client needs, I’ll make a big loop around my central location, as much as an hour’s drive away.” She got her start in Real Estate as an unlicensed assistant in a Commercial Real Estate Firm and quickly realized how much she enjoyed the business. “Once I got some experience and had a feel for the industry, I found that the more I did, the more I wanted to learn. That’s what gave me the drive to go ahead and get my Real Estate license.” Now, Angelica is proudly and successfully the Broker/Owner of her own Real Estate firm, Mountain and Lakes Real Estate Team. In November, she’ll celebrate the One-year Anniversary of the branch office she opened in Robbinsville, North Carolina, Brokered by eXp Realty LLC. Angelica is also Broker/Owner of her own Property Management firm, Kirkpatrick Realty Vacation Rentals. “There are a lot of agents in Asheville and Murphy, but you don’t find a lot of newer agents moving to Robbinsville. They’re few and far between.” Angelica gets most of her business through word of mouth, referrals, and social media. “My referral business right now is excellent but when I first started out, I spent a lot of money on marketing and buying leads from Zillow. I added it all up after the first year, and I’d spent over $10,000. It goes pretty quick.” Now she mentors new agents and helps them avoid the mistakes she freely admits that she made early on. “I let Top Agent Magazine

them know that when they’re first starting out, they’re going to be contacted by all different kinds of advertisers who want them to sign up for billboards, magazines, postcards, and more. I tell them not to get sucked into all of those things, because they’re not all going to work.” In her spare time, Angelica spends most of her time with her 7-year-old daughter, whom she also home schools. In the future, she’d like to expand on both the real estate and property management sides of the business as well as hire agents who specialize in certain areas. “I think that helps a team succeed, when people are able to focus on one thing that they’re really good at and enjoy doing, like being a listing agent or a buyer’s agent.” She hopes that her success will serve as inspiration to other working mothers that anything is possible. “I went from being a stay-at-home mom to being back in the work force, and I built my business on my own. That should speak volumes to people, that I was able to build my career and open up a successful Real Estate firm in such a short amount of time while also raising my daughter.”

Angelica can be reached at 828-735-5669 or by email at info@kirkpatrickrealtync.com or on her website or Facebook, LinkedIn or Zillow

https://angelicakirkpatrick.exprealty.com/

https://www.facebook.com/kirkpatrickrealtync/

https://www.linkedin.com/in/akirkpatrick22/

https://www.zillow.com/profile/akirkpatrick34/

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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... 16

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 Top Agent Magazine

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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CINDY BRIGGS Though she thought about selling real estate for quite some time, Cindy Briggs waited until the timing was just right before doing it. “I had an interest for many years,” she recalls. “But I had little children and I didn’t think real estate would be a good fit at that time. I didn’t like the idea of working evenings and weekends while my children were young, but they are adults now so that’s not an issue.” Armed with the unbridled freedom made possible by an empty nest, Cindy took a leap of faith two years ago, passed the test, and started her real estate career. “I am in my second year now,” she says. “And I love it!” She works with a great group of colleagues at Espin Realty in Denver, North Carolina near Charlotte, serving Denver, Hickory, Mooresville, Cornelius, Sherrills Ford, and the surrounding areas. In her very first year in the business, she sold 14 properties. That’s a very impressive start. She got licensed in South Carolina after learning of the softer market across the state line. “I had a client who was looking in North Carolina but discovered he could get a lot more for his money in South Carolina, so I ended up selling him a house in South Carolina. I think it’s very beneficial having the South Carolina option in my back pocket.” The secret to her fast start and early success is her love for people and her irrepressible desire to help them. “I enjoy people. I love working with people and helping them get what they want. I end up being very close with my clients,” she insists. “I treat them like family, and I do the best I can for them. I send them birthday cards, and congratulations on their anniversaries. Sometimes I’ll just send them a text to see how they’re doing. I let them know that I am thinking about them, just making sure they are enjoying their new home.” In her spare time, Cindy enjoys kayaking, paddleboarding, and just being on the water. “My husband has a 18

fishing boat,” she noted. “So we go fishing a lot.” She volunteers at her church and even finds the time to mentor youth at a local school. “Once a week I meet with students who are struggling with some issue in school. I just talk to them, play games, go for a walk, whatever they want. I just try to let them know that somebody cares.” Love appears to be a consistent theme with Cindy. She loves real estate, she loves her clients, she loves helping them, and she loves giving back to her community. Cindy loves just about everybody and expresses that love in everything she does. Maybe that helps explain why she gets so much referral business from her current clients. She never provided details, but it’s very likely because they love her too. Occasionally she gets a recruiting call from one of the other real estate agencies in the area asking her to interview with them, but she always turns them down. “I am very happy where I am,” she says. “I love the people I work with at Espin Realty. I don’t plan on going anywhere else. I just want to do the best I can here.”

For more about Cindy Briggs, please call 330-690-6555 or email cindy.espinrealty@gmail.com

How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day. Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards. With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute. Top Agent Magazine

Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day. If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes. Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks. As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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DANA CARMEL Dana Carmel took the talents that come naturally to her and turned them into a wildly successful business: design, remodeling, and buying and selling of luxury homes. “Friends kept saying, ‘you know everything about the local market; why don’t you get your real estate license?’” she recalls. Armed with a marketing degree from Cornell University and a history as a successful entrepreneur, she decided a few years ago to give real estate a go. And then covid hit. “At first, I thought, how am I going to build a business in this market? But it turned out to be a blessing because everyone was home, and they started realizing the flaws in their homes and wanting to make changes.” As the Founder of the Dana Carmel Group and Represent Realty, Dana and her team specialize in helping clients buy and sell high-end properties in Silicon Valley, between San Francisco and San Jose. “We’re a luxury market. The average price of most of the homes in Atherton is $6-$7 million, and many are zoned for one acre or more, which is unusual in this area because land is at such a premium,” she says. To reach her clientele, Dana relies on a comprehensive international marketing approach that includes personal relationships, exclusive preview events, Linked in, social media, and more. “We market through our sphere of influence. It’s a hightouch marketing effort. While some agents consider real estate their hobby, I think of it as a business. I run it as a business, and I’m always thinking about how we can grow it.” Dana is sensitive to the individual needs and desires that each of her clients has, and enjoys helping them develop a highly personalized plan to reach their real estate goals. “What works for one client doesn’t necessarily work for another. Do they need to sell before they buy? Do they need to maximize the price that they sell at? Understanding the dynamics behind the buyers and sellers is my favorite part of the business.” Top Agent Magazine

Dana and her husband have lived in Atherton for over 16 years, where she has long been active in supporting the public schools. “When I got going, I decided to form Make the Move, where I’ll donate $5,000 per transaction to the educational foundation that the buyer or seller chooses. I wanted to find a way to help the public schools, because that’s really important to me. I was educated in public schools; my husband was; and my three sons were. It’s a win-win. The schools benefit, and the homeowners benefit. We’ve got some great local school districts, and we’ve got some very high property taxes, so it’s a nice way to give back to everyone.” In her free time, Dana enjoys hiking, reading, traveling, and being the busy mom of her three active teenagers. She’s proud to be ranked as a Top 1.5% Realtor nationwide according to Real Trends and a member of the San Mateo County Top Agent Network with over $100 million in team sales over the past two years. As she looks ahead, the future looks bright. “I want to continue building our quality luxury brand that is highly regarded and trusted in Atherton and Menlo Park.”

Dana Carmel can be reached at 650-804-2393 or via email at dana@danacarmelgroup.com or on Facebook, LinkedIn or Instagram

https://web.facebook.com/DanaCarmelGroup

https://www.linkedin.com/in/dana-carmel-824b65/

https://www.instagram.com/DanaCarmelGroup

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LUKE GIVEN Luke Given of Ashland, Ohio, launched his successful real estate career straight out of college by grounding his enterprise in candid communication, innovative digital marketing, and constant education. “I maintain a really high level of service, regularly keep in touch with past clients, and I’m always looking to leverage new technology and try different ways of marketing homes. And people really enjoy when you can show them you’re getting creative, as well as covering all of the traditional bases.” For Luke, real estate became a vocation before he even matriculated. “I was a junior in college, and I felt like I was being pulled to enter the workforce faster than some of the people around me,” he recalls. “My parents had been flipping houses and investing in properties as I was growing up, so I’ve always been around it and had it in my mind. When I graduated with my business degree, I got my license for Ohio in 2019 and hit the ground running.” Since then, Luke has serviced everything within an hour radius of Ashland as a solo agent with RE/MAX Showcase. “It’s an exciting time to be here,” he exudes. “Our downtown has really been revitalized, and lots of people are flocking here. I’m looking forward to growing my own family alongside this town!” While he specializes in assisting first time homebuyers, Luke has diversified his book of business (which is over seventy-five percent repeat and referral clients) to include sellers and investors. “There really is no ceiling to real estate – I’m glad I got into it

when I was young because I could go full throttle and learn something new every day. I was able to get a head start in the industry, and I’m always looking for the next way I can improve my service for my clients. Soon it will be property management – every day is different, and every deal is different.” By constantly challenging himself and growing his business, Luke has been able to maintain an average annual volume of over $7 million. In addition to seeking novel solutions for his clientele, Luke also goes to great lengths to improve the lives of his neighbors and extended community. He regularly volunteers with the Ashland Board of REALTORS®, supports his local church, and celebrates downtown Ashland by sponsoring a bi-annual Progressive Picnic. “We just invite people to come downtown, grab some finger food and chat with us. This past year we were able to partner with one of my favorite spots: South Street Grille! They gave us six hundred hotdogs to support the Back To School program we piloted.” When he’s not busy at the vanguard of his industry or diligently supporting his neighborhood, Luke enjoys spending time in the great outdoors, visiting South Street Grille or Union Town Brewing Company, and spending time with his family. “We’re lucky we get to go on hikes and be outdoors as much as we want, while still getting a taste of downtown living and being a part of national organizations like Ashland Young Professionals and the Salvation Army. It’s the best of both worlds.”

For more information about Luke Given, please call 419-566-5522 or email luke.given311@gmail.com

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 24

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch. Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective. If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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SCOTT SANS Scott Sans stands as a testament to the fusion of expertise, innovation and genuine compassion for his clients. Melding his construction consultancy with a dynamic team of agents in the East Bay region of California, Scott’s trajectory is one of continued growth, driven by his passion for both real estate and people. With a flair for the unique, Scott describes his journey into the world of real estate. “My grandfather and dad were both real estate developers,” he begins. “I played professional tennis but was always around real estate.” Tennis may have been his game, but real estate was his heritage. Having transitioned from the courts to the realm of property development, Scott’s story takes an intriguing twist. “I connected with a builder,” he recounts, “and we started building spec properties together.” A gradual ascent saw him rise to the position of head of acquisitions, spearheading major real estate endeavors across Los Angeles, San Diego and the opulent stretch of Malibu. In this glamorous setting, Scott masterminded ultra-high-end residential projects, crafting luxurious properties worth tens of millions. Yet, the story takes another unexpected turn. “My wife and I started an olive oil business,” Scott says. At first a hobby, their olive oil brand soared, even finding its way to the prestigious shelves of Williams-Sonoma. With this success, Scott transitioned from Malibu to the Bay Area. “I started selling real estate as a means to an end,” he recalls, capitalizing on the booming 2010 Bay Area market. An entrepreneurial spirit at heart, he fortified his expertise by earning a master’s degree in construction management, making his consultancy services for elite clientele more valuable, and eventually starting his own firm, Black Rose Real Estate.

His distinct approach to real estate speaks for itself. “I’m almost 100 percent referral-based,” Scott declares. “I’ve never had a single client who I’ve worked with not refer me to somebody else.” The secret to his success? “I relied on my experience and my work ethic,” he states, a mantra that has propelled him forward in a world crowded with conventional marketing tactics. Scott’s real estate journey thrives on creativity. “Finding a property somebody else can’t sell, that’s something that’s fun for me,” he says. Like an artist’s canvas to unleash his innovative spirit, each property holds the promise of transformation, a challenge Scott meets head-on with his background in construction and development. But Scott’s real estate impact isn’t just about transactions. It’s about people. He relishes guiding clients through the intricate journey of purchasing a home, imparting his vast knowledge and technical expertise. His client-first ethos shines through in his willingness to invest back into their journey — be it by reduced commissions or thoughtful gestures. “Typically, agents will use 10 percent of their commission to spend on marketing themselves,” he says. “I give it back to my clients, and that has really helped me retain a strong group of clients who champion me.” Community runs deep in Scott’s veins. From coaching his sons’ soccer teams to donating to nonprofits, his presence resonates throughout his community. His ambassadorship at Diablo Country Club underscores his commitment to fostering connections, a trait that also defines his approach to real estate. As he puts it, “I’ve become kind of a trusted consultant in the community for anything and everything real estate and construction.”

For further information about Scott Sans, call 925-216-7583, email him at scott@blackrosere.com, or visit blackrosere.com https://

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader. 1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 26

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

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

Don’t forget to always take in what you can do to be a better team leader as well. 3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers. Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business. 4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either. Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business. 27

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