NATIONWIDE & INTERNATIONAL 1-10-22

NATIONWIDE & INTERNATIONAL EDITION

5 WAYS TO TRANSFORM RENTERS INTO OWNERS

FEATURED AGENTS MARIA BISHOP ROBIN CAPE MARGO CHRISTOPHILIS HOWARD M. DOBBINS VIC FRANCESCHINI SARAH GILLESPIE STEFANIA JAMES PAM LYNCH LENA MATARIYEH PATRICIA McCLELLAN KYLE MEEKS LESLIE MIHALAK SHEILA PACK CHANDRA RUCH AMBER STANCATO SEAN STANEK HEATHER TAYLOR DANA TIPPIT DAVID TUCKER DIANN TUCKER CHARLES TUPPER OLIVER WEI MICHELLE WILHITE ROB & TRACY ZIMMERMAN PATTY ZUZEK

BEYOND CLEANING AND DECLUTTERING:

What Improvement Expenses Make the Most Sense?

7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION SMALL YARD? BIG STATEMENT:

How to Make the Most Out of Micro Outdoor Spaces

COVER STORY

ZARINA ELLIS

NATIONWIDE & INTERNATIONAL EDITION

CHARLES TUPPER

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7

18

DAVID TUCKER 23

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As a founding member of RE/ Perhaps the best evide MAX Fine Properties’ RTT customer service can be Home Group in Scottsdale, ing reviews he has rece Arizona, David Tucker has Zillow.com, on which site every reason to be proud of overall rating comprised OLIVER MARGO CHRISTOPHILIS his accomplishments.

RTT reviews:WEI “David is the b ZARINA ELLIS SARAH GILLESPIE CHARLES TUPPER DAVID TUCKER VIC FRANCESCHINI PAM LYNCH Home Group currently ranks throughout our home sa Charles Tupper is an agent known for his hard seeing the pure happiness on their faces. It’s among the Top 1% statewide able and responsive. He k work and professionalism. Always striving to truly priceless.” As a US Army and Desert Storm 50 in the Top 52 43service, he takes pride Veteran, was all eageragents, to earn hisand Military give his clients the best 37 his guidance was spot on 48Charlesfor in being able to help people find their dream Relocation Professional certification so that he 2% nationwide.

Additionally, they have been the #1 him and would use his se homes. “I enjoy helping people. Everything I’ve could help members of the military. He obtained RE/MAX in Arizona for six consecutive years. it in 2017 and now happily serves many of his done for the last 30 years has centered aroundTeam helping people in one way or another.” Affiliated fellow veterans every year.

With well over a decade of real estate experience under There are many other re with Torreon Realty, he serves buyers and sellers better providing excelascent in the real estate i in the suited business,to and complethis few 5 year throughout Northeastern Arizona.his belt, thereOnare ing over $5 million in sales volume this year, lent advocacy for his many grateful buyers and sellers, would be the long-lastin With his 25 year background as his clients, his compreh an event business owner, Charlesand David has more than earned his stellar reputation PAM LYNCH OLIVER WEI DANA CHRISTOPHILIS STEFANIA JAMES knows that theTIPPIT key to successMARGO isas an honest, hardworking and deeply knowledgeable ing strategies and his fie having happy clients. He keeps relationships at the heart ofreal estate professional. his business and places a large When he’s not working emphasis on communication and CONTENTS than spending time outd staying in touch with clients afterDavid began his illustrious career in real estate after the transaction is over.

“I work working in the property For management, contracting and two dogs.theHegreater is also an a 4) BUSINESS GROWTH HACK: 40) ARE YOU A 75) 5 SOCIAL MEDIA MISTAKES Serving Chicag Pam Lynch, providing exceptional with a lot of first-time homeservice has always been a part of her prolargely referral-based, as maintenance management arenas.

“My best friend had enjoys giving back to histh ABSORB YOUR CLIENTS’buyers STRESS! VALUE-ADDED AGENT? REAL ESTATE AGENTS MUST and there’s no greater life. She spent 20 years working with her are blown away b satisfaction than helping peoplequit his job in the healthfessional club industry,” recalls David, AVOID 11) TOP AGENT TIPS AND 46)handing EASY BLOG TOPICS FOR in the hotel industry, where she focused on to detail. “It’s all about through this process, “and he became a real estate agent.

He found success plans and for the futt them the keys to their home, and ensuring every customer had an unforgetta- David’s and attentive, trying QUESTIONS FOR CHOOSING YOUR REAL ESTATE BLOG 79) PRODUCTIVITY KILLERS: immediately out of the gate, and then spent two of years continue b ble experience.

“I was director catering, forward: cial thing to I can to make m YOUR LISTING AGENT Top Magazine 4butAgent WAYS TO for MAKE BETTER USE 54)In 5 WAYS TRANSFORM comfortable.”

Creating apr sm and I Copyright loved it, I was looking a career the 16 TO years that she’s been in the real she enjoys her busy daily ro cajoling me into quitting my job and joining him.”

His business, and to keep Oliver Wei isn’t the kind of“Itperson to leaveis antruly offers a fu integral part of what change,” PamOF says. occurred to me to HOURS 17) A STEP-BY-STEP GUIDE TO YOUR WORKING RENTERS INTO OWNERS friend finally persuaded him, and David also found with the top-of-the-line estate business, Margo Christophilis has uinely care about people try real estate because the field always she is professional to in anything to chance. When he was get- he closed 55allan tra CONVERTING INTERNET LEADS success quickly. synonymous with his na to build connections with appealed to me.”

Passionate about building 59)developed WHY EMPLOYEE 82) CREATIVE WAYS TO SAY a reputation for her outstanding filling for me to see them th

VIC FRANCESCHINI

TO REAL LIFE SALES 20) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE? 29) 7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION 34) SMALL YARD? BIG STATEMENT: HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

ting ready to buy a house in 2015, he got

close around 90

others, and an admirer of transaction, including the APPRECIATION MATTERS &relationships CAN with THANK YOU ® client service and determination to prodreams. care about the e architecture, she thought shehe would give itbeIother sidepercent of the deal.” his Realtor ’s license so that could 80 of th David oversees a team that includes three BOOSTCurrently, YOUR BOTTOM LINE a try.

After earning her license, she hit the videbuyers’ her buyers and with thehe best what SMART they’re going to get f 83) EMBRACING HOMES: sure about the decisions wasex-wife, making.

It peat clients or re agents, and asellers personal assistant in 2002(his and has loved every When it comes to her buye 63) 4 WAYS MENTORING ground runningDOES NEW TECHNOLOGY results well as indispensable.) thoughtful and intellior the equity who as he labels as more than minute itCurrently, since.

Once her first year wastype sureof their needsin arethey’r heard,ba wasn’t long afterofthat when friends began placed him UP-AND-COMING EMPLOYEES complete, she earned Rookie of the Year, thing she can to get them i REALLY INCREASE HOME VALUE? 75% of David’s overall business is basedaupon refergent guidance.

Helping clients throughout when they’re buying a hoo asking him for help finding home, and his sider the praise MAKES YOU A BETTER AGENT completing $8.6 million in sales. their dreams. At the same ti rals, an incredible feat by any measure but even more born. a small Seattle, shecareer workswas alongside team THE to choose the right fit and 86) WHAT FIRST THING 67) HOW THE so inTO theANSWER highly competitive world of real estate. “I WORK “Oliver an thatthink includes her talented son. YOU DO AFTER point,” she SAYS says, andWei adds, INEVITABLE QUESTION: that has a lot toWHY do with the excellent customer ABOUT YOU SevenYOU? years later Oliver still leaves nothing in clients employing that I help my makea SHOULD I CHOOSE

service I provide,” says David, when asked how he has

chanceso asmuch hefor and his team at amongst HomeSmart touch to the wh a topto agent isn’t the of managed toMETHODS inspire trust andfaint loyalty 71)Being 3 SUREFIRE Evergreen Realty serve clients the Los home. those heFOR works “Even though Idemandhave a team,inIKnown take heart, and Margo describes her to goa the extraWe milefo THAT MAKE A with. a very hands-on approach.

We do not take an assembly Angeles area, including the Sanand Gabriel above out and f PRODUCTIVE MEETING ing schedule as non-stop.

“I work seven always go looking line approach to working with clients.

I’m involved Valley, Rancho Cucamonga, home purchasi dayswith a week, I sell about 50 homes a year, Riverside, interests, For Margo the moreshows informat my accounts from beginning to end. I really enjoy • and Irvine.

Oliver has built a reputation for very well conn mag@topagentmagazine.com | www.topagentmagazine.com Phone 310-734-1440 | Fax 310-734-1440and I give a 110% service to every cli- tion to their success please in a ca va getting in and rolling up my sleeves. I love problem No portion of this issue may be reproduced in any manner whatsoeverhis without priorknowledge consent of the of publisher.

Top Agent Magazine is published

by David deep the market and an touch with sav or email ent solving, that works Thankfully, thethat. She helps them clean and st and I with believeme.” my clients appreciate Feature Publications GA, Inc. Although precautions are taken to ensureunswerving the accuracy of dedication published materials, Topclients.

Agent Magazine cannot be heldat what t to his Moresoned is her true address, passion, which she brings in painters if nece responsible for opinions expressed or facts supplied byendless its authors.work To subscribe or change send inquiry to mag@topagentmagazine.com. ® over, as a Realtor who is also licensed to Published in the U.S. ensures that despite her booked calendar, has a list full of useful resou advise clients on loans and insurance, Oliver That kind of succ

STEFANIA JAMES

2

Top Agent Magazine

NA MATARIYEH

– of the Damian O Real Estate Valley, Arizona nate and deeply who truly cares uyers and seller. ing nature and are few better lent real estate nts in the Grand

proud of,” says Lena. “When people come to us, they know PATRICIA McCLELLAN MARIA BISHOP ROBIN CAPE they will be treated like famher large soc Patricia McClellan has an abiding passion and public the SRS (Seller Representative A well-respected servant in the uncover the right investment for their best provides clien for serving her clients, learning their 65 HOWARD M. DOB 62 57 area,Specialist).

Muchhas of 58 this repeat business Asheville Robin Cape always interests.

Over years,their she has ily.

Our61stories, team’s intention is earned to a digital platfor and helping themthe achieve and continued referrals are due to the simbeen dedicated to those in her commufantastic reputation Asheville, marketing ca goals. Patricia worked hard to throughout build her fact that member Maria cares sincerely about Howard brings ofte nity. Formerly ple an elected of the as and evidenced her rapidly rateM. Dobbins property, business, she facedbypersonal hard- growing build lifelong relationships.” her customers, and she has even been before the op ships along her path that and havereferrals. lent her City Council and leader within the North of repeat clients experience, knowledge, and

known on occasion to forfeit one per-

Skilled at ma a deep compassion for her clients. Now Carolina Green Schools Initiative, she has every on centage point of her commission to help a recognized as one of the Top Agents in a positive attitude to Patricia’s authored an accomplished, thirteen-year But with the Bold Mountain Team on client close on their new home. all of Hawaii, Patricia has built a stellar single one of his real unmatched. estate career in the nonprofit sphere, where she pace exceed business $16 million reputation andtoa thriving on the in volume in Having owned had an opportunity to learn the hous2021, Robin remains focused on what Along with h foundation of putting her clients first. transactions.

When she’s not busy making her many HOWARD M. DOBBINS PATRICIA MARIA BISHOP LENA MATARIYEH ROBIN CAPEShe began CHANDRA RUCH strategies, her journey in the business in ing business from the ground up while matters most: the client experience.

“In multiple businesses over the P clients happy, Maria can most frequently McCLELLAN herself in the Colorado. she moved to Hawaii, be found atwithin home her withhomeher husband, chilpromoting sustainability thisAfter business, there’s a responsibility years, putting he obtained hisfoot license Chandra Ruch, affiliated Engel your best forward helpin Patricia went to work foranchored Keller eatesresident of Rochester, Leslie focused on thewith expert approach the first place: his passion for empowerMeeks Amber Stancato knows what it Williams, takes toall about Though dren, and her elderly father.

“Our favorite in has 2008 to town.

Seeking opportunity that balanced for us to that understand the make complexities ofthe biggest clients, When Sheila Pack an took a leap of faith can help people one of estate process and Design beyond. “ where she sought expert mentorship to hone her skillset. in 2004.

As an agent, Howard & Völkers Seattle Eastside, loves the making the house really shine.

73 74 70 66 69 ot her start in the her success in the first place.

“I believe in ing those within his community.

“When eal estate. thing to do is to just stay here,” she says.

“We’ll watch a merican citizen,” says housing Maria, herindusandfield run ahonored business.

She isamazing equipped under hec entrepreneurial spirit her passion helpingbuildour and the transactions we’re guiding pack,” Patricia said. “The “I estate. was to work withmakes people throughout and obtained her some license 18with years ago,offor decisions this a people very with rewarding working in realconcierge photography are theintegrity two crucial eleme operates and movie, We’re just very family-orian herofjourney real estate. itbarbequing. comes toexcitement real estate, two days are xperience out high inschool, when she providing a through. full service for allthemy with the skill set, others, shedowas later inspired to pursue herno real estate Whether I’m knowledge, identifying aand potential ‘I can’t believe excellent everything Hawaii and market to connect to all islands,” Patricia issue says.

“Every day is completely different from that make a listing really pop.” she quickly fell in love with the business career.

It’s a neat feeling to get to closented people and we just enjoy being with each other, u who were interested in flipand he says. “I love that I’m cona position leadingwith a leading developer Hearing thatsolo is such an hono As passionate about helping her clients as passion, she is negoabout working clients.

When buyers sellers have a their license—and the the rest same,” is history. withmy a house oror navigating complex contract passion to help her clients achieve ment to h because my husband a lot, d they thought maybe I couldestate. the last.

I’m asking myself, ‘What’s incredible clients, the clien blessi Hawaii, Patricia calls Big Island home. loves of real Earning theworks Rookie ofinteract thealways ing andthe know you’ve helped them stantly getting totoo. with newreal people firm, he tiations, my clients can trust that Ithat have theShe tools tobuyers estate goals.

Entrepreneurship runs her gham while attending college. question, they know they can always reach serving and sellers decided to get my real estate next?’ a very vibrant support industry andmore than helping her clients live Asbetter she lives continues growing busin do more for my her clients.

It’s nothing Today, Robin isfor a first Broker with theIt’s Mountain them.” and perfect home for career inunmatched in Amber’s family: both of closely her parents a it’s true pe Award in herplans very year, she isBold a a dull with something that’s veryisimportant in ested gained insight into me for thattheir personal I work throughout South Carolina.

Maria’s theuncover future ofthe hernever business are moment,” fairly the with some Year flips. After my bottom dollar; about throughtouch; real estate. there’s she says.

Chandra determined to keep provid Team at Nest Realty Asheville, where she and her stepneeds.

After all, it’s never just a transaccombined were entrepreneurs, and when Amber was to sell so growthwith and them fur- throughout the transaction.” yfrom licensecondo and work on otherwith conversions tostraightforward, resnatural clients andincluding makes continued the transtheir life.” her with an elite level of serv sonthering Nate Kelly assist clients throughout the Asheville Outside her career, Robin has maintained herclients lifelong tion; you’re really helping others.” e with his Dedicated to where she lives Now with eight years of experience in Hawaii, Patricia her brand recognition.

I decided to go full time with twenty-eight, she founded and ran her own them into nd commercial action real estate, which fun and enjoyable.

Chandra started out inher2001,commitment inspired by“I’m truly love meeting myofclients and be process Her really in tune with what my clients need.

I treat Metropolitan District. There, she has combined to with her community.

Onestate top “I ofRealty sitting onSTANCATO nity isZUZEK one Patricia’s favor is a Realtor Soldier to Hawaii LLC, a broker who neededKYLE a bilinhe luxury PATTY retail company.

After earning herSoldier real buying o CHANDRA RUCH AMBER MEEKS LESLIE MIHALAK SHEILA PACK red her to pursueextensive her own license.

Outside her career, Leslie is deeply involved her friend who worked in new construcaround them, and I plan to keep help Patricia has to volunteered for helping Alcoholic clients across aTRACY of Control price points. every ROB &Beverage ZIMMERMAN them like Irange would treat myIn family.

I want make experience ensures that she’s When she’s not busy assisting and business acumen with her penchant fortremendously client Asheville’s Board, she buyers “I feel really blessed,” says Maria.

“I never expected tolicense h him, and it went really well, sharp Outside his career, Kyle is kving of satisin March 2020 in the mist of the I want th for since several different in“Iher community.

On of serving as Green an tion at my theor time. ended up getting my them accomplish their real goa Olympics. isestate a Sustainer oftop her business, Patricia providesBuilt top-tier, attengetreal a to career real estate, because background was ransactions 2017, withable service meetinthe needs of any buyer seller. currently serves as Chair ofMinnesota, the Alliance, A aspect lifelong resident ofSheila Patty sure they’re taken carethat of every step of theShe way andeven always to guide clients towards the sellers, spends her time immersing active around D.C. Currently, hat spans pandemic, Amber hit the ground running, every sta Seattle, Taylor II became check in on them and their ForHeather Diann Tucker, is serving her clients For Diann, it is not her impressive sales shewith has helped fundraise fo tive service and offers her clients support goes above realWashington estate license and an account Chandra aligns Engel & Völk Longtime of Brentwood, Rob an extensive network of tru mpanies and organizations in the Ambassador for the Children’s Miracle init systems and computers, which is their what I lives. did in residents Peru. an organization dedicated to theexperience,” cultivation and Zuzek firsthave took an interest in real estate 25 island inScl th an excellent he explains.

Working he supports local nonprofit organizations like the causes such as Multiple and beyond the average Realtor.

She serves every seeking out professional growth, mentorlisting an best outcome and help them find their herself in her community.

She is part of 83 and helping others that make real estate figures that she finds most rewarding, but 89 91 manager for a high-end builder in the area.”

Quickly Seattle Eastside due to their global reach, and bouti and Tracy Zimmerman began their career tors and referral partners.

Si to decided her hometown after families, and host client appreciation 80 Iwithin 77 78 Now, I’m making so many friends prefers and relationships that MICHELLE WILHITE then the time was right RE/MAX she sup-inwherever When listing a property, Robin a Network hands-on advancement of Defined, sustainable living NorthInher Carolina. years ago, after her father passed away. disorders.

When Patricia is in the Hawaii archipelago, traveling clients Humane Rescue Alliance and House ofwith Ruth.

When ship, and new opportunities to provide with above and w with many first-time buyers, Howard focuses onbeyond giv- Gro in the profession, she currently personalized service.

Theirorcareer Builder Services IBefore value so much in my heart.

I’m looking forward totheir seetoyears help people in in love commercial production, where Rob their real estate, the deeply fulfilling. she began herfalling rather the people who she is ableback, toclients help dream home. her local Association ofcare Realtors, andinback an ownHispanic career as aher Realtor—and shehelping hasn’t ports the RE/MAX Communication Pre-School, which htsher growing real events.

I never want them to like it’s approach.

After her clients fully prepare When she’s not with clients or giving she enjoys the following months, she began seeking h giving her time,Inshe need her tofeel be.

Patricia’s exceptional customer has he’s not with clients or giving back, he can be found dent of Premier Partners, top-tier service.

She sold her 1st house in September appreciate how hard ing what else my real estate career is going to bring me.” no idea what they’re doing,” Born and raised in Greenville, Thankfully, I was ab serves clients throughout the Greater Puget Sound provides marketing and design services to sma won a National Emmy for the best Public have already earned a fanta ing them the full picture so that they’re not so dazzled journey in the industry, she built a highly every day.

“I just love the people,” Diann over 25she years of experience, Inof addition, Sean’s knowledge building alsoeverything her beautiful led not only todeep her incredible success, but also to longhome forWith the market, shares itaover a blend spending time atinvolved home with her beloved family. member at her church.

In her ck since. provides speech therapy to children with language diffian opportunity that spoke to her of passion ticho snternational in Arizona, where she led one-and-done type of relationship.” be very confident I’m traveling, exercising, going forHer a Service hike, orcommitment spending time Realty, that where Michelle hasthat always fitextensive all their needs.

A 2020 and has been unstoppable since. anforget profess area. deep to those serves, builders.

“After crash everything the indus Announcement for the ofand throughout Tennessee.

Now and lasting client relationships. successful career insurance.

“I came tomedia says.

“Itime, love to help people resolve issues digital and social campaigns; in the by the first they see they toinadventuring think Sean Stanek has aculties. notable backproves to be ashe priceless resource forWilhite his clients on thesnorkeling for helping others while leaving her the the Wis When she’s not with clients orState giving back, she atin RE/MAX Roots, Sheila prioritizes formfree she likes tohouse read and listen totriple podcasts. agents becoming onetargeted of r side andtoholding their with his two dogs, Memphis and Tennessee.

Washington D.C.Working and hand the been passionate about helping that the other agent w people-person, Patricia lovp her connections to always prioritizing their best interests, has garnered changed for them.

They don’t have the same resour Tennessee.

Through it all, though, the coutheir previous year’s meantime, she leverages proven outlets like promoLooking ahead, Robin has exciting plans for the future the that I was very passionate totime become homeowners or tofor get their to be there for her aging mother, aalways volu ground as a builder inbe residential real estate side, where his keen eye detail setsherhim rationally.

“I steer people from decisions that slie is Virginia. annation. for RE/MAX Defined, where can found spending quality time in her kitchen and happy toagent sayrealization that I almost sive community of friends Active when it comes to connecting buyers with ing personal relationships and has built a business others.

After graduating college had recently passed inand the Now, back Outside of work Heather is passionate dI’m Licensed an impressive network of repeat andIoutlet anymore, soby we tailored programs to supp “I love people and Ireferral love sales,” Amber says.

“Real beyond theonaverage found seeking asold. new remain focused the pro in online magazines toChandra give her ple sellers an themselves added of the Bold Mountain Team.

As her volume maintains pillar ofpeers. their community.

Motivated a offer refe about Diann says.

“I general tell peoproperty take great pride in the serframing, contracting and apart from his “I’ve noticed lot of agents don’t clients’ friend for real life, estate,” and I tions daughter and son.asThe clients’ properties, Patricia uses every strategy atinterest her throughout Oakland County, Macomb entertaining friends orestate her beloved family.

I natural think are not inagrowth.” their best long term. with her Associate’s Degree same unit my cliei Looking ahead, Kyle using has exciting plans for his future eclients expertise, compassion, clients over the years. their has been a fit.

My best friend said to me dations for contracto where she has such strong about giving back her time and taking that’s full of repeat and referral clients.

Buyers and Going forward Sheila is committed to helping her that complemented their entrepreneurial that have set them apart advantage.

“I really enjoy my knowledge in serits steady growth, she intends on further scaling the difficult experience with a local Realtor, educ ou that I always go the extra disposal to attract competitive offers, including door ple I didn’tareas. knowEquipped what I wanted to beconstruction. when vice we provide, in being out inimagine front of new home Now, as have knowledge inworst how scenario homes are built,” he says.

“With nd surrounding with almost in Marketing and Bachelor’s and emotional expe I can is having a client call me at Premier Partners.

As his volume maintains its rapid dnues tothe meet the demands of recently, ‘Do you know why you are doing so well in among many other spirit and formodel helping others.

After “Since May,towe’ve gotten os of others,” sheI decided says.

“After all, these arepassion some ofin service thatShe has set herthe apart in theisthrough region.

Looking the Patric knocking, reverse prospecting, and promotion to work with the praise same an active role in the is shecommunity. decided tolooking apply her unmatched sense bein sellers her market knowledge and know that team flourish.

“I’m very about being a future, I grew until Ivice was forty, when things, how we make sure process MICHELLE WILHITE ROB &inpassionate TRACY PATTY ZUZEK both aintends contractor and a real estate my clients who are for an existing house, I$198,000 can SEAN STANEK HEATHER TAYLOR DIANN Degree Communications, why I love what I her do f experience as aup business owner and estate Leslie also hasTUCKER exciting plans for the future of her busiKnown for being efficient, communicative, and an exWhen she’s not busy working, Chandra is an avid fo in the future and say, ‘I wish that I hadn’t bought this growth, hereal on scaling the model of boutique practices that have led to her professional network and across multiple MLS datayour new career?

Because you are persistent.

When befriending a local real estate agent, they over their asking of the most important transactions of our clients’ lives In the meantime, though, she offers sound advice to of compassion and penchant for service to ship and expertly part of The Humane Society and Boys can on her to deliver she promises. great mentor for my team and helping them sucZIMMERMAN thattheI they loved realcount estate.

And thirty-two smooth.

Making friends through real estate she delved into sports radio agent, Sean says, “Iwhat can take my come in and point out potential issues.

This helps clients do what Ithings do,” Patricia saysa bases.

“All those things they teach you toloves do that no eetermination, possesses knowledge, integrity, and comness.

On pace to complete over 35 transactions in 2021 negotiator, Chandra credits her work ethic and ball fan who going to Seahawks games.

She thatas has setresource him cellent apart in the region while deeprtion of Maria’s overall busi- andservice bringing much to them as possible isyou any aspiring real estate professional: “Our business putpursue your mind and heart into something, you are decided to pursue their licenses in 2019— says.

“We’ve accomplished For Amber, the gre house.’

I do my best to point out flaws and that her real estate license.

Since then, says Outside her career, M through theany home and Girls Club America.

In her spare years later, it’s still what Irewarding.” love.” has been the greatest everyone who honors me one wants to do?

Iup-and-comdojoy.” them,” Patricia says.

Leveraging broadcasting; however, she for “My word is my bond.

The to keeping clients ceed.”

Her advice toan those who are just starting clients from selling their existing what they’re getting before we skiing, get to theof inspecgenuine care for“Everything people asof the two factors that have enjoys playing golf, and going out on the la and referrals, aentire sure sign eded to aassist buyer or seller. alone, she looks forward to mentoring the ening his active role inkey the community. in eslients takes comprehensive incredibly isn’t just about turning transactions; it’s about really and the rest isknow history. a mix carefully constructed marketi all in 100%.’” career stems from th she has gone on to author accomplished sele community.

She love might be issues in the future just so that they’re aware later decided pursue her real estate license with the service she isprepare providing her our business lling process. time, sheinlikes to surround herself helped her succeed business and become ato top agent. house,comes toisdesigning their dream tion process.” able towith draw on Sean’s construction ing agents her More than anything, she and their receiving referrals consistency.

I within always dosphere. out inBeing the business is tois have fun and work hard. understanding our field and continuing education down to trust and transparency,” he lients fully toour get asinformed many ready, able, andround. willing I decision.” get to build,” career inmaking real estate, establishing a network of satisfied ing trends inAmbe theSm raisers year and they can make the most hopes of the call buying and selling process easier because I Now am very strong on To find out more about Patricia McClellan, please call 8 an Owner and Broker with Stewart Realty Co., Diann has deep familial roots in Fort Scott, and she “I work 24/7 and my clients know that they can Robin just as attentive when assisting herRob buyers, so that we can bring something truly helpful toasheadthe home, building it,says. andisI’m handing them the keys.”

It’s this knowledge helps clients avoid potential pitfalls and family.

“Ithey have a big family with five kids ng a property, Leslie leverages the going extensive for the new clients and opportunities that await and Tracy lead the Sold By Zimmerman property possible.”

“When we assist a excited buyer orToday, seller, have the“Enjoying viding them with a suite Amber has cultivated a thriving business and a stellar clients and colleagues that spans her home state. as a resource ofne a to meet so many the Salvation Army. what I say that to do, and I follow through what you do is very important.

I always foraclients in her hometown.

Since then, and she has gone on ho has earned a hostis of prestiemail AlohaAtHome@Gmail.com, or visit soldiertosoldier Diann licensed inForKansas and Missouri, serving and her family have extensive ties toapproach the area itsAmber me anytime.

This ismarket beyond just contract for me, and leaning on her acute knowledge of Maria the local table.

Above all, we must take seriously our obligation start-to-finish dedication that keeps Sean and his team aches down the road.

It is this that helps Sean team, powered by Keller Williams Realty, where they confidence to know we’re going to get them seamlessly services, he shares their sources available through RE/MAX Defined to in her hometown.

“In this business, no two transactions Tate Cares, an initia s throughout Whatcom County (and a and four grandkids.

A lot of our lifestyle is based on reputation by putting her clients’ needs first. grow through know more information about Bishop, ns including the PSA (Pricing with my promises,” she asays. asked about the secret tothe being a top agent, and toget author an an accomplished career, placing in thethis Winner’s IFor take it fullvery seriously and realize what important Howard isinvolved on pace to finish year with $12,000,000 clients across theand heartland.

With team of three community.

Diann isefficient, actively in FortReal extensive in home remodeling to topeople be aWilliamson real, added to our clients.” assist clients throughout County and the Outside their career, Rob and are tions and Tracy local Today, Patty is value the Broker of Fieldstone Estate Outside her hospi caref from Point Abackground to them Point B.602-622-6866 me, there could be nothing igital, and media insocial high demand. and his team be logical, and effective. isthem now an agent with MasterCraft Builders LLC. lients an added advantage.

After helping are the same, just like the on either side of them,” able, compassionate, please call NE in (Real Estate Negotiation rk King County as well), Heather trying to spend time with and doing fun things Circle in each year from 2017 to 2020.

In 2017 she won my answer remains the same: there is no secret.

You moment it is for them.

I go above and beyond toaleveraged make time andfor three part-time agents, Diann and hersays. office Scott National Cemetery, military cemetery and in sales volume.

He points outOutgoing that being aOn top producer also sponsors the Cs Specialists, where she assists and trains their agents andfillment hometown.

On Co to surrounding areas.

There, they have their to their community. top of having more rewarding.” finish, he is there his dited Buyer Representative), and MasterCraft Realty Corp., an established buildor email maria@argohomesAZ.com from helpin eir home for the market, she broadcasts their she “From the buyers and sellers to the agents and Rookie of the Year and in 2019 was named her professionalism andand attention to outdoors like boating and golfing.” my clients happy,” she explains.

She also remains in Even though she’s achieved plenty of success in the don’t have to recreate the wheel.

Just work hard and serve small cities rural communities.

One of the the first chartered National Cemetery in the United volunteered at their works hand in hand with clients throughout the Twin state levels, she isth strong foundations in marketing with their outgoing ious Parent Teacher Associations in toThrough their distinct isbynot for faint ofAllen heart orasRealtors, those looking to have an Am ingemail company with plans to expand their existing realcan dreams.

Though Judge Homes Real Estate, Sean Clients value Sean’s incomparable work ethic, he aproach a highly targeted blend of digitaland and socialmore contractors, I’mafter endlessly fascinated the camaraderie Referral Associate.

As anthe agent with Tate ToStanek learn about Robin Cape, robin.cape@nestrealty.com, as her open and honest communicatouch with clients the transaction is over.

“I send or giving back, she Cities area and Western Wisconsin.

Alongside her husCommission.

Sta personality and integrity to meet the needs of any school system, they are deeply involv oldest agencies in the county, Steward Realty is also States.

Since 1998, she has been involved in Wreaths past, Sheila is not someone who is content with status prioritize your clients.” hpaigns. step of From the way. estate division.

Amber wasthroughout selected for vision, busy, when shee Michelle clients Greenville County empty calendar.

“I day. work seven days a her week, including and his team servethough, the Twin going as far be found onsite ortransaction—it inthem the office every Ither is important start to finish, sheCities is theremarket, that unfolds within the umbrella ofIaassists never visit boldmountainteam.com or call (828) 216-4009.

Copyright Toprecently Agent Magazine them cards, I call and text them, and take outthat unication is most an important part of this Heather has joined Compass and is looking with her husband, so band, David Pope, she has cultivated a boutique process Regional ViceSch Pr transaction.

Scouts and the Brentwood High the active, with a thriving business and a stellar Across America, an organization seeks to provide and the surrounding areas,past where has ethic, and her understanding ofshe how tocultivated build a asays she jokingly, loves traveling, quo—she istoalways in as thefarprocess ofold. working to betwesteach as Lake Minnetonka and easttoas Cumberland, for to stay inthe touch with clients, since so many ents, catering decision their needs. gets I love what I work doSean and look forward to helping more holidays and the Superbowl,” he and sc lunch.

It’s all about keeping up with their lives and around core values of openness and integrity, meeting Realtors.

When band.

As parents of an adult son with au t of brokers can find that challenging forward to growing her business with them, building reputation for putting their clients first.

Diann has free wreaths for gravesites during the holidays.

For distinct workflow around compassion, integrity, and entive when assisting his from the ground up.neighbors.

MasterCraft Real BURN BOOTCAMP Looking ahead,asMic Wisconsin.

An impressive 90% of the theirreal business comes ofbusiness themifthe become friends and Rooted inthehis clients and their families.” ter herself and improving estate experience reminding them that I’m here they need anything.” adds, “This isAstheir a astressful process for most people, needs of any transaction.

“David and I are Yin ing quality time When listing ayears, home, Rob and Tracy equip also strong supporters and advocates wit open communication.

1975 or email Robin@ChicagoToNorthShore.com received numerous awards and recognitions for her many she served as the President of Echoes of sponsive enough or quick to get back a team, and continuing to provide her clients with the ve knowledge of the D.C. Estate Agent, Amber will help facilitate the company’s herness. husband, faw As herkids, volum repeat andbuyers referral clients, a her feat “One that speaks to the community, Sean is able to be both a knowledgeable , Leslie isfrom just for as attentive whenand helping her sellers. important thing many of them have never done it before.

It’s important to each other’s Yang,” she says.

“Together, we offer a twelve grandchild clients with comprehensive strategy.

After providing community.

When they’re with cli m can to the right home forfor and leadership.

2019, she was the aTrail, anWhen organization dedicated to preserving the growth as well asa property, work as a sales representative for intends not on deepenin at beaccomplishments frustrating the Sean clients.

I hisInsame high level service they expect her.

“I’m Aside from herof passion for real estate, Chandra also enaning on her acute knowledge of industry trust and confidence and team inspire.

“In the resource and aoffrom valued friend to his long after Michelle is clients there for her clients wealth knowledge to our clients—be it in land, develforhomes. me to let my clients know that theyLooking can callto text their sellers with a cowboy suite oflisting professional photography, back, the Zimmermans can beorthe found rel about me is that Ithe never settle.

There’s never a limprefers to keep in touch new construction “It’s a huge opportunity,” future eye towards launchin named a Trademark Women of Distinction.

In 2020, history of music and poetry. joys interior design owns aeach staging company.

“The andpast, I’m quick to problem solve, excited to start a teamandand expand into several other step of thethey way.

After helping them prepareover their Centerville othings uncover the right property for their best interall of our clients have been word of mouth,” Sean they’re settled in their new home. opment, construction, or existing homes.”

Looking ahead, P videography, and staging services, launch an inhouseboat Lake—enj me any time and I will be there to answer all of their it Scott on how much knowledge you can have, and the than anything, she it hrough regular check-ins, Amber says.

“I’m thrilled by the possibilities of buildsibilities.

She plans the Fort Award Program named her the Best of valuebuilt of great interior ishome priceless.

Mymarket clients getproviding for same: the and a suite of professional ons, take in care of the needs ofthe the counties.

My main remains the I want to business with Fie ct, sheand remains contact well after closing explains.

“For many of our customers, we’ve two orgoaldecor depth Coming Soon campaign to generate plenty of Tennessee has to offer. await in earn her ho es—all to2020 ensure hisScott cli- isReal questions and put them at ease.” ingand real estate business and growing with a both teamthe tothat eventually h Fort Estate Agency.are socomplimentary Looking toaphotography the future, Diann plans to continue on market always I strive to for continue full staging design services.”

As athe services, she shares listing via When listing a property, Patty prefers a comprehensive planning to conti egular check-ins, all toforensure her clients threeno houses them, and changing, now building houses Looking to the Sean says,their “We plan to keep erve, which, matter how busy youwe’re confidently guide buyers andother sellers every step of buzz around their property, all future, leading to a strive standout she says.

“Sure, there To learn more about Chandra Ruch homes. of professionals who for the best when to be at the forefront professional who sells anywhere from $20,000,000 to incredible the path that has lead her of todigital her success MLS and a After blend and clients social media campaigns, learning and growing within the industry,” she says, strategy. helping her fully their helpTracy grow both their homes.

“I love the consultative aspect their kids.”

Helping families find their dream home and, growing.

We would like tointo continue toKenosha, help ourprepare clients in open house showing.

“The things that go crafting Going forward, Rob and have thet to donew all With the time,” she explains. way through the real estate process and ensure that like a rollercoaster, email Chandra.Ruch@evrealestate.com working with their clients.”

Serving Racine, MasterCraft,” Ambe leveraging all the resources available through Allen Tate aside $30,000,000 in sales volume annually, Chandra knows her integrity, her compassionate approach, and and her deep sense of fulfillment.

“I plan to continue A large part of Howard’s success, from hard home for the market, she shares it via a blend of targeted business.

As she and adds, “Sometimes Imore wear out my ateam greatisbecause television commercial are the samehome as what it for the of their business. ate,”a fantastic she in says.

“For me, them there’s nothing turn, helping create memories that last amake lifetime, either finding their dream or building their dream ride.

After all, With these callfuture (425) 829 – 5967. their best interest always at the forefront.” ned reputation Milwaukee, and the surrounding areas, Amber goes grateful for this oppo Realtors toservice give each seller an added advantage. how to an online listing stand out.

She invests inhis he extensive knowledge, it is no surprise that most of to provide the best that I can, to grow with digital and social media campaigns, as well as time-tested their volume, sh work, is true love of the real estate industry.

“I to sellmake ahome. listing,” Tracy says.priority “After all, yousustain only maintaining growth, they inte for our clients, than forming a I’m team with buyers and sellers is what Sean histrying team strive for. out highest is to the quality of its ourrapid always to figure how takes wephotography can or visit seattleeastside.evrealestate.com inia,with with the majority ofand above and beyond for everyone who hires her. mysions clients.” professional and Our 3D video walk-throughs ish $24,000,000 inmy sales volume outlets like postcards to the surrounding neighborhoods workflow while Diann’s business stems from repeat clients and referthe market, to adapt to new conditions and to what haveMeeks one chance to make awork.” greatMichelle first impression. model of service to meet the nee Elsewhere, is just that asOur attentive when serving the end of our proces To learn moretoabout Kyle lt clients comfortable making such important decisions. bio/ChandraRuch service and Maintaining high their level of quality this process for ourinclients.” and referrals.

On help her listingsour make the best first impression.

“It’s and standout open house showings.

Elsewhere, Patty “Weadvances theouin ather utilizes a variety of better marketing rals.

“I’ve helped three generations someemail families,” clients need, and to reach out tosure more her buyers.

Currently managing several rental properties job asand marketers, first and foremost, is to make a people,” buyers and sellers. show upin for call (202) 906-8989. kmeeks@ttrsir.com, these are likely the largest transactions they’ll To find out more about Amber Stancato, contact her by php The Judge Homes team comprises an assistant for his clients is what’s really important to Sean, and he volume inDiann 2021 alone, he isthe justtime as devoted to buyers, acute committed to to the says.

Diann’s attentiveness and consideration says.

“I love educating ourher clients andleaning helping help her clients’ properties gain high throughout the Greenville area, she leans onon herher acute house is Diann readylooks to goforward by it lists.” single day,” Rob says.

“From start fi n their lives.” or visit premierpartnersdc.com or by email at astancato14@gmail.com.

You can also che several carpenters/project managers, allowing them to be to helping clients find their forever homes ught him to estate knowledge market toof uncover the right right investestate in the first p keeps Sheila motivated work a high forreal herWhat clientsin extends well past closing;to she keepsatinsuchthem navigate the biggest decisions theiris lives. knowledge of of thethe region to help clients uncover to helpthe people navigate the sometime he market.

“Whether it’s social media realtor.com/realestateagents or zillow.com/profile/ a one-stop shop for their clients’ construction needs.ToThe for years to come. ment their best interests.

She and David also provide business,” she sa learn more investment for their bestevery interests. the it years, regular touch through social media and phone calls.

What I and doabout isn’t afor job.

IMihalak get up day Over and do Elsewhere, Rob TracyLeslie are just as attentive when world of realshe estate and complete level is the knowledge that she’s changing lives with Top Agent Magazine 3 to one school direct mail postcards for just reer, Leslie has earned a stellar reputation an earned added advantage through Fieldstone Family Homes, extra step reac Top Agent Magazine professional expertise on display at Judge Copyright Homesassisting ensures has a terrific reputation across South Carolina, email lesliemihalak@remax.net, their buyers, guiding them to the right financial transactions of their lives. B Detail-oriented and organized, Diann and her team because I feel like it makes a difference.

I appreContact Robin Wilson at 847-207-1975 or email Robin@Chic her thinking work. or selling a home is a huge with Tomajority learn about Sheila Pack ies, I’m aalways offrom how torate a successful homeofmore construction company that they them is more mea t Michigan, as evidenced byPurchasing her strong of up. “Not top-quality product the ground only are the vast her volume coming from repeat investment forevery their best interests.

Insuccessful fact, they keep what, don’t take anything for gra make sure that no past clients fall through the client.

Every agent has thatwe lesliemhomefinder.com call 248-892-4300 visitcracks, workor in tandem with their real estate team to generate of the day, it’s ho decision, and she is able to put herself in her ciate clients’ email saysheilasaysold@gmail.com, ach home. Using a large agent refer-

When it comes to marketing LESLIE MIHALAKSHEILA KYLE MEEKS PACK listings, Lena and MikeAMBER uti- STANCATO lize a comprehensive strategy.

They capture each property’s unique features with professional photographs, as well as with drone footage when HEATHER TAYLOR DIANN TUCKER appropriate. They also create SEAN STANEK floor plans, which helps online hey feel homebuyers get a good sense of the layout beforehand. ttentive The team then markets the listing on social media platexperiforms, as well as reaching out to agents and potential rket and buyers within their sphere. They also notify homeowners in the neighborhood where the home is located, host open houses, and advertise the property over a 50-mile in 2009 radius around the home’s location. business rt time.

Lena stays active in her community, assisting with events Vendors and Real Estate Companies— ove with REALTOR at her children’s school, volunteering and donating/colGet Nationwide exposure! nd conlecting items for those&inInternational need. She is also involved s before withTop theAgent American Arab Chamber ofReal Commerce, whose Magazine is seen by Estate Agents purpose to assist peopleU.S. and in the comandisBrokers in every citybusinesses and Internationally! munity.

Onecontact of their focus points is educating property Please mag@topagentmagazine.com ed a six owners on 310-734-1440 how homeowner taxrates exemptions work and or call for ad and information. xceeded providing support to have overpayment in property e teams taxes refunded. www.

www.

www.

www.

www.

www.

www.

Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

Top Agent Magazine

Top Agent Magazine

your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

Top Agent Magazine

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

Top Agent Magazine

Top Agent Magazine

VIC FRANCESCHINI Top Agent Magazine

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VIC FRANCESCHINI

Top Agent Vic Franceschini – of Keller Williams Realty Pittsburgh North – is a hardworking, intelligent and deeply caring real estate professional who truly cares about his many buyers and sellers. Vic’s commitment to helping his clients achieve fast sales for top dollar has become his stock-in-trade, and there are few better suited to providing excellent real estate advocacy for anyone looking to buy or sell in Western Pennsylvania.

Vic began his journey in the world of real estate in 2007, following a twenty-year career working for the Breadworks, a family-owned Pittsburgh wholesale bread distribution company, where he was mananging the sales and distribution department. “My fiancé – now my wife – and I were looking at homes to buy,” recalls Vic, “and the agent we were working with suggested I would be a good fit for real estate. I was hesitant at first, but I decided to 8

take a chance and took the real estate classes.

I passed the test and began working at Keller Williams part time in 2007, while still at my other job. Eventually, I had to decide whether to sell bread or houses, and I decided to go full-time with real estate and left the family business.”

Since then, Vic has built a thriving business on a solid foundation of honesty and integrity, and that business continues to grow year after year, based in large part on the exceptional customer service he is providing his clients.

Evidence of this can be found in the exceptional reviews he has received for his services, including this one from Zillow.com, on which site he holds a perfect five-star overall rating: “Vic went above and beyond for me and my family. He always took his time with us and was able to work around our schedules. Vic made us feel very comfortable throughout the Top Agent Magazine

entire home buying process; he offered good advice and was always easy to get in contact with. He made us feel like we had a friend helping us find a home. I have purchased three homes with three different Realtors® and Vic is the only one that I would recommend.”

When asked what he likes most about his career in real estate, Vic pauses for a thoughtful moment before replying. “I think it’s about really getting to help people,” he says. “It’s a really big deal for them buying or selling homes. I also really enjoy the lifelong friendships I build with my clients.”

Another factor that comes into play when assessing Vic’s success story would be his comprehensive and thoughtful approach to marketing his many listings. Staging, professional photography, drone footage and videography are key factors to ensure each property is shown in its best light. Vast website syndication and deft exploitation of social media then makes certain each home is seen by as many potential buyers as possible. These, coupled with his expert negotiation skills, translates into fast sales for top dollar, not to mention happy clients!

When he’s not working, Vic enjoys hiking and vacationing with his wife Bridget and their dog Roxy. Additionally, he enjoys golfing and fishing with friends.

Vic’s plans for the future of his business include continued growth and possibly adding team members to support that expansion. He is also toying with the idea of becoming licensed in another state and operating in both of them.

Above all, however, is his plan to continue providing his many clients with the very best customer service available in his market.

Top Agent Magazine

To contact Vic Franceschini, please call 412-720-2153 or email BuyHomesWithVic@gmail.com

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Jon Weimer is proud to congratulate

Vic Franceschini

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

INDIVIDUAL NMLS # 657985 / COMPANY NMLS # 139164

Jon Weimer | Senior Loan Officer Holland Mortgage Advisors Cell: 412-225-6411 | Office: 412-921-5263 x1128 Fax: 412-531-1884 | Email: JWeimer@hmamortgage.com www.HMAmortgage.com 4640 Campbells Run Rd, Pittsburgh, PA 15205

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Top Agent Magazine

Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: Top Agent Magazine

11

Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

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

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

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

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

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Top Agent Magazine

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

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

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

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

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

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

Top Agent Magazine

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CHARLES TUPPER

Charles Tupper is an agent known for his hard work and professionalism. Always striving to give his clients the best service, he takes pride in being able to help people find their dream homes. “I enjoy helping people. Everything I’ve done for the last 30 years has centered around helping people in one way or another.” Affiliated with Torreon Realty, he serves buyers and sellers throughout Northeastern Arizona.

With his 25 year background as an event business owner, Charles knows that the key to success is having happy clients. He keeps relationships at the heart of his business and places a large emphasis on communication and staying in touch with clients after the transaction is over. “I work with a lot of first-time homebuyers and there’s no greater satisfaction than helping people through this process, handing them the keys to their home, and 14

seeing the pure happiness on their faces. It’s truly priceless.” As a US Army and Desert Storm Veteran, Charles was eager to earn his Military Relocation Professional certification so that he could help members of the military. He obtained it in 2017 and now happily serves many of his fellow veterans every year.

On his 5th year in the business, and completing over $5 million in sales volume this year,

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Charles takes his time to understand the needs of his clients and helps them smoothly navigate the Arizona market. As his business continues to grow, he’s also enlisting the help of his wife, Terrina. “My wife is getting her license so that she can join me in business. We’re quite a team as husband and wife, and I know we’re going to thrive as business partners as well.”

Outside of work, he is passionate about community involvement. He was the Charter President of The White Mountains Optimist Club in 2004 and 2005. He has also co-founded the Read to Win program, which encourages kids to read more and gives them rewards for it. “My involvement last year was different because of COVID19, but I always do my best to help out in the community and I try to keep my support local. I have two soft spots: kids and animals.” Charles has also served as the Chair for the Community Outreach Committee with the White Mountain Association of REALTORS 2018-19 and now remains on that committee while also serving on the Association Board of Directors. When he’s not working or giving back, he enjoys spending time with his wife. Together, they like to take long walks with their Boston Terrier and spending time with their two beloved grandchildren.

Going forward, he is focused on building his business with the help of his wife. His advice to upcoming new agents is to prioritize their clients and not their paycheck. “I really enjoy Real Estate and helping people achieve their dreams of homeownership.

That’s what continues to motivate me to work hard. I never put money in front of the clients as the money always follows as long as you do the right thing by them.”

Top Agent Magazine

To learn more about Charles Tupper email ctupperrealtor@gmail.com, visit charlestupperrealtor.com, I40realtor.com or call (928) 242–2720 www.

www.

Copyright Top Agent Magazine 15

John G. Brayton is proud to congratulate

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

JOHN BRAYTON BIO John has been in the real estate industry for 17 years and during that time has personally financed over two dozen properties, owned and operated a Custom Home Building company and helped many happy clients find, finance and close on the home of their dreams.

JOHN G. BRAYTON | NMLS# 1701531 CONSUMER 1ST FINANCIAL LLC PLLC NMLS# 1816813 AZMB- 0950876 C/O approved Direct: 520-975-4620 john@consumer1stfinancial.com consumer1stfinancial.com www.

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Whether you are ready to build or buy a new home, refinance your current home, invest in real estate or just talk about what’s possible, John is ready to help. John is committed to a higher level of service to his borrowers, understands the process from start to finish and has the knowledge it takes to help you with what is normally the biggest investment of your life.

John’s goal is to get you the best loan, keep you in the loop throughout the process and close the loan on time. It’s that simple! With all the complexities in the lending field, John is confident that his team will get the job done for you!

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A Step-by-Step Guide to Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online. Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter sign-ups. Don’t let an online lead go to waste by taking too long to engage and follow-up. Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION

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

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

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

Digital leads don’t have to be difficult to capture.

The internet plays a powerful role in funneling When online back-and-forth goes stale, commumodern clientele your way, but in order to take nication drops off quickly. If you’re following full advantage of the web’s reach, you’ll need up via e-mail, social media, or text, be sure to to tailor your follow-up technique. Mastering keep topics focused squarely on the potential the fundamentals of digital communication is client. Ask open-ended questions to give your the first step to converting digital interest into lead the opportunity to loosen up and engage concrete business. Keep these tips top-of-mind on a personal level. There’s no better way to as you build your online presence and mine the cement a digital lead than to take a pointed vast world wide web for an endless wealth of interest in the specifics of their situation. Doing clientele. Earning a command of digital lead so transforms the impersonal invisibility of the conversion is the surest way to bolster your internet into a true connection. business in the ever-evolving digital era.

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DAVID TUCKER As a founding member of RE/ MAX Fine Properties’ RTT Home Group in Scottsdale, Arizona, David Tucker has every reason to be proud of his accomplishments. RTT Home Group currently ranks among the Top 1% statewide for all agents, and in the Top 2% nationwide. Additionally, they have been the #1 RE/MAX Team in Arizona for six consecutive years.

With well over a decade of real estate experience under his belt, there are few better suited to providing excellent advocacy for his many grateful buyers and sellers, and David has more than earned his stellar reputation as an honest, hardworking and deeply knowledgeable real estate professional.

David began his illustrious career in real estate after working in the property management, contracting and maintenance management arenas. “My best friend had quit his job in the health club industry,” recalls David, “and he became a real estate agent. He found success immediately out of the gate, and then spent two years cajoling me into quitting my job and joining him.” His friend finally persuaded him, and David also found success quickly.

Currently, David oversees a team that includes three buyers’ agents, and a personal assistant (his ex-wife, who he labels as indispensable.) Currently, more than 75% of David’s overall business is based upon referrals, an incredible feat by any measure but even more so in the highly competitive world of real estate. “I think that has a lot to do with the excellent customer service I provide,” says David, when asked how he has managed to inspire so much trust and loyalty amongst those he works with. “Even though I have a team, I take a very hands-on approach. We do not take an assembly line approach to working with clients. I’m involved with my accounts from beginning to end. I really enjoy getting in and rolling up my sleeves. I love problem solving, and I believe my clients appreciate that.

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Perhaps the best evidence of David’s excellence in customer service can be found in the scores of glowing reviews he has received, including this one from Zillow.com, on which site he holds an impressive five-star overall rating comprised of well over a hundred perfect reviews: “David is the best! From our first contact & throughout our home sale process, he was knowledgeable and responsive. He knows the real estate market and his guidance was spot on. We would highly recommend him and would use his services again.”

There are many other reasons that factor into David’s ascent in the real estate industry, and just a few of these would be the long-lasting relationships he forms with his clients, his comprehensive and intelligent marketing strategies and his fierce negotiation skills.

When he’s not working, David enjoys nothing more than spending time outdoors with his fiancé and their two dogs. He is also an avid golfer, hiker and skier who enjoys giving back to his community in a variety of ways.

David’s plans for the future of his business are straightforward: to continue building his already-thriving business, and to keep providing his buyers and sellers with the top-of-the-line service that has long been synonymous with his name.

For more information about David Tucker, please call 602-762-7653 or email David@agentabove.com Top Agent Magazine

Mark Monson is proud to congratulate

DAVID TUCKER

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

Licensed in AZ, CA, CO, FL, HI, NV, OR, TX

Mark Monson, Senior Loan Officer c: 480-540-6275 mmonson@vipmtginc.com | markmonson.com www.

Mark Monson is Top 1% of All Mortgage Originators in The US! Company licenses: National - 145502 State - 0909074Individual licenses: National - 281892 State - AZ: LO0914108 CA: DOC281892 CO: 100525311 FL:LO86295 NV: 59437 TX: 281892 HI: 281892 OR: 281892

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 20

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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ZARINA ELLIS

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“I’m a Veteran myself, and my husband is active duty Air Force, so I know all of the complications that come with transferring. I’m passionate about helping families find a home that meets their needs.”

Down along Florida’s Emerald Coast the days are lovely, the water is peaceful—and property sells fast. That can be a challenge for home seekers, especially military personnel who find themselves stationed there on short notice, and are only compensated for two-weeks lodging in a hotel while they look for a home. Fortunately, there’s no need for them to stress, thanks to the hard work of Zarina Ellis.

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“I’m a Veteran myself, and my husband is active duty Air Force, so I know all of the complications that come with transferring. I’m passionate about helping families find a home that meets their needs, and my knowledge of the local market allows me to consult with my clients and submit an offer very quickly.”

Zarina got her real estate license in 2017 after being impressed by the work another Realtor Top Agent Magazine

did for her family. It felt like a good fit, both in terms of the flexibility it offered and because it appealed to Zarina’s instinct for service, which had been sharpened by her time in the military.

She’s since sold over 380 houses for over $100 million in volume with Coldwell Banker, while Top Agent Magazine

winning multiple awards along the way, including Coldwell Banker’s 30 Under 30 Award, the International President’s Circle Award in 2018, International President’s Premier 2019/2020, and the Florida Top 100. Today she’s the Broker/Owner of Ellis Realty, LLC and has Copyright Top Agent Magazine25

Zarina is the Broker/Owner of Ellis Realty, LLC and has closed over 110 transactions in 2021 alone, an enviable 100 percent of that business coming from repeat clients or referrals.” closed over 110 transactions in 2021 alone, an enviable 100 percent of that business coming from repeat clients or referrals. Her reviews are gushing, as an excerpt from one happy client’s praise illustrates:

were officially under contact by the following night and closed exactly one month later.

Zarina made sure the process was seamless and as stress free as possible for me. One year later, she still reaches out!”

“Zarina Ellis is wonderful! She showed us a house and submitted an offer that night! We

To market her listings, Zarina takes advantage of the network of agents and potential buyers

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she’s developed, as well as utilizing social media platforms like Facebook, where most of today’s buyers shop. Facebook is also where she connects with the many former clients who have become friends. “I never think about this work in terms of closing a transaction. I think about helping families by sharing my knowledge and honest opinion so that they can make Top Agent Magazine

good decisions. When you do that, people appreciate it and want to stay in touch.”

Zarina is active in her community, donating to the Harvest Hands, providing local schools with supplies, supporting the library and the animal shelter. She also recently became a member of the Women’s Council. She likes to spend Copyright Top Agent Magazine27

leisure time with her husband and 5 kids, going to the children’s tumbling practice, relaxing on the beach, or playing with their two St. Bernards.

Going forward, Zarina is happy where she’s at and isn’t interested in building a large brokerage.

“I’d like to bring on a couple of new agents to share the knowledge I’ve gained and help them build a strong business for themselves. But I think keeping the team small will allow me to ensure that we continue offering the excellent customer service our clients have come to expect.”

Contact Zarina at 910-789-3656 or email zarina.ellis@ellisrealty.us

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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SARAH GILLESPIE Top Agent Magazine

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SARAH GILLESPIE

If there’s one thing Sarah Gillespie can call herself an expert on, it’s the mountains of northeast Georgia. Born and raised in Rabun County with family roots spanning over 200 years locally, she knows every corner of this region and loves guiding people through their real estate journeys here.

Licensed since 2005, Sarah is a seasoned professional in the area. “I specialize in selling luxury lake properties on Lake Burton, Lake Rabun and Seed Lake, but also sell mountain homes and farms,” she explains. But Sarah is happy to work with anyone selling or buying in the area. With the vast majority of her business being derived from repeats and referrals, she is known for her honesty and expertise.

times, Sarah even discourages her clients from pursuing properties if the opportunity isn’t a sound investment. Always wanting what is best for them, she works diligently to match her clients needs with the right properties. One way she does this is by sharing her knowledge of the mountain region. “My family has called Rabun County home for more than 200 years. My local heritage

“I am someone who operates their business with integrity,” she says. “People know that I will tell them like it is, I’m an upfront and straightforward person and I handle my business in that manner.” At 32

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and area knowledge have helped my business thrive here.”

Because of her passion for the local community, Sarah donates her time to local nonprofits and civic duties . She serves as a founding member of the City of Clayton’s Planning and Zoning Board. “I agreed to help establish and serve on the board because our community is growing very rapidly and I felt like we needed a vision for our growth.” Sarah also serves on the board for the Chattooga Conservancy which works to protect the Wild and Scenic Chattooga River, it’s tributaries, flora and fauna.

Advertising is rarely needed for Sarah to expand her reach, as those who work with her love spreading the word. One recent buyer said, “Sarah was a great asset to us as we looked to permanently relocate to Rabun County. She has a vast knowledge of the lakes and lake property as well as a keen and sharp understanding of Rabun County as a whole. Sarah graciously pivoted with us and ushered us through the process with patience, wisdom and humor. She has become our friend and really understood us as a family. Sarah is so well connected in Rabun County that she knows of properties that are quietly for sale, but not on the market yet. She showed us several. You will love Sarah Gillespie. I know we do!”

During any free time, Sarah can be found enjoying the outdoors. She’s an avid stand-up paddle boarder, hiker and trail runner in addition to being a certified yoga instructor and medicinal herbalist. She can also be found working on her family’s ancestral farm where she grows flowers and herbs.

Wherever the path leads, she will be soaking up every second of it, as she is genuinely passionate about what she does. “I love this place that I call home. I have so much fun educating new clients about the area, its history and our people.”

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For more about Sarah Gillespie, please call 706-212-0228 or her cell at 404-735-6157 or visit rabunhomes.com http://

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 34

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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STEFANIA JAMES Top Agent Magazine

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STEFANIA JAMES

As a Commissioned Officer of the United States Army, Stefania James has always been committed to service within her community.

Born and raised in the greater Pittsburgh area, she first came to real estate after a home inheritance sparked her interest in the local housing market. After learning the nuances of construction and managing investment properties, she decided to pursue her real estate license, combining her strong military background with her sharp business instincts and entrepreneurial spirit to launch an accomplished career in the region.

meet the needs of any buyer or seller.

Today, Stefania is a Realtor® with Coldwell Banker, where she assists clients throughout the North Hills and greater Pittsburgh area.

There, she has cultivated a boutique workflow around values of experience, integrity, and a tireless work ethic, which allows her to

Elsewhere, Stefania is just as hands-on when assisting her buyers, utilizing her lifelong knowledge of the Pittsburgh area to uncover the right home or investment for their best interests. In fact, she keeps in touch with her clients long after the closing through

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When listing a property, Stefania leverages an extensive suite of cutting edge resources through Coldwell Banker to give her clients an added advantage. After helping them fully prepare their home for the market, she broadcasts it to a blend of highly targeted digital and social media campaigns, generating plenty of buzz in the leadup to the standout open house showing. But throughout the transaction, she is there for her clients, catering her strategy and approach to their distinct needs.

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consistent check-ins, emails, and her popular monthly newsletter—all to provide them with ongoing support and keep them apprised of any changes in the market.

Over the years, Stefania has earned a fantastic reputation throughout Pittsburgh, with the vast majority of her volume coming from repeat clients and referrals. Now averaging over 30 annual transactions, she is most focused on delivering the outstanding service that has anchored her success. “Having a military background helps me ensure that my buyers and sellers receive excellent care—from start to finish,” she says. “After all, this industry can be so foreign for first time home buyers, or even people who have completed one or two transactions. But my clients know that I’m always working in their best interests, not my own.”

Outside her career, Stafania is a tremendous supporter of our nation’s service members, as well as her community. Most recently, she collaborated with the others in her unit to organize and host an inspiring VFW awareness event at her local airport. “Ultimately, soldiers can’t survive without the support of their family and their community,” she says.

“For that reason, nothing makes me happier than bringing the two together.”

When she’s not with clients or giving back, Stefania enjoys snowboarding or spending quality time with her family. Moreover, she also has strong ambitions for the future of her business. As she drafts her plan for the coming year, she most looks forward to building new relationships with clients and Realtors® spanning the region. More than anything, though, she is excited for the new opportunities that await in her beloved hometown.

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To learn more about Stefania James email Stefania.james@pittsburghmoves.com, visit stefaniajames.cbintouch.com or call (412) 841-2522. www.

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for:

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1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 41

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical).

Find out more at www.carlacross.com.

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DANA TIPPIT Top Agent Magazine

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DANA TIPPIT

When Dana Tippit was young and sassy, she would tell people she could sell anything and proceed to pitch the pen or brick she was challenged to sell.

So, it was no surprise she succeeded in real estate when she and her husband bought a RE/MAX franchise in 1999.

She says she “walked in backwards” as a RE/MAX owner/operator first later moving into sales. She adds, “I don’t recommend it, but that’s how God got me into real estate, and it was the best thing that ever happened to me. I struggled to manage work/ family life, but real estate gave me that balance.”

Dana takes an aggressive approach to working with sellers. “As soon as I get a listing contract, I start working to pre-market, promote and sell the property,” Dana says. She wastes no time placing signage, getting professional photography and video, marketing her clients’ property on social media sites like LinkedIn and Facebook, as well as sending postcards, using Adwerx electronic ads, implementing proprietary Internet buyer-searching

Since 2003, Dana has been a full-time Realtor in the central/west St. Louis County corridor, providing honest, personalized service to a wide variety of clients. Previously working twenty years in corporate advertising and technology sales, Dana uses her chatty personality and skill set to succeed in the client-focused industry of real estate; an impressive seventy percent of her clients are returning customers or referrals.

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software and leveraging the MLS to line up buyers for opening weekend.

Another factor in Dana’s success is her pinpoint, accurate pricing. She uses historical data and current trends to set nearly an exact list price. She says, “Correct pricing is probably the hardest part of the selling process. Buyers are smart, educated; and are professionally represented by buyers’ agents.” It’s hard, but she is transparent about unrealistic pricing. She says, “If the list price is three percent over market value, showings will be low and there won’t be any contracts.” She continues, “Throughout the transaction, I see myself as the ‘left guard’; I protect my quarterback. I can see trouble coming and block it with my experience, give my clients options and get them across the goal line. There’s always something. Overcoming with mutual benefit is key. I’ve learned what works and what doesn’t work.” It’s paid off. Her customer satisfaction levels are incredibly high, and she has developed long-lasting friendships with many clients.

In her free time, Dana enjoys ‘thrifting’ with her son and visiting her travel-nurse daughter throughout her U.S. nursing assignments, as well as crafting/repurposing, and trivia with friends. She gives back as a volunteer for ‘St. Louis, Prosper the City’, ‘MOPS’ (Mother of Preschoolers) as a Mentor Mom and serves on the St. Louis Realtor Board Grievance Committee.

She is a past vice-president of philanthropy for the Mother/Daughter organization, National Charity League, and a University of Missouri Alumni/School of Journalism lifetime member.

Currently CRS and CLHMS certified with designations in buyer representation and electronic marketing, Dana plans to continue her real estate education to best serve her clients.

She’s the tiniest of offensive guards, but if you’re looking for a legacy St. Louis agent who can protect you throughout the hits of a real estate transaction, call an audible to your own “Blindside”, Dana Tippit!

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Contact Dana at (314) 651-9900, email dtippit@remax.net, and visit yourresidentialpartner.com www.

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Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) 46

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

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Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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MARGO CHRISTOPHILIS

In the 16 years that she’s been in the real estate business, Margo Christophilis has developed a reputation for her outstanding client service and determination to provide her buyers and sellers with the best results as well as thoughtful and intelligent guidance. Helping clients throughout Seattle, she works alongside a small team that includes her talented son.

Being a top agent isn’t for the faint of heart, and Margo describes her demanding schedule as non-stop. “I work seven days a week, I sell about 50 homes a year, and I give a 110% service to every client that works with me.” Thankfully, the endless work is her true passion, which ensures that despite her booked calendar, 48

she enjoys her busy daily routine. “I genuinely care about people and it’s very fulfilling for me to see them achieve their dreams. I care about the end result and what they’re going to get for their home, or the type of equity they’re going to get when they’re buying a home. We want to choose the right fit and the right price point,” she says, and adds, “I make sure that I help my clients make money.”

Known to go the extra mile for her clients and always looking out for their best interests, Margo shows them her dedication to their success in a variety of ways.

She helps them clean and stage the home, she brings in painters if necessary, and she has a list full of useful resources. Her love Top Agent Magazine

of helping people is a huge factor that continues to drive her passion for real estate. “We have a number of trusted vendors who are ready to help our clients at any moment. Whether it’s a plumber or someone to help them with their roof, they just give us a call and we direct them to the right resource.”

Working hands-on with her clients, Margo leaves most of her marketing strategy to her marketing specialist.

“We do a lot to ensure everything is on par with my brand. The goal is to always get my clients top price, and to achieve that we strive to get our listings in front of a large audience. We do international marketing, and we send out an informative newsletter amongst many other things,” she explains.

When she has free time, Margo likes to take an active role in her community. She is involved at her church and volunteers as a Sunday school teacher. She’s also on the Board of Directors at her office and does a variety of charity work.

As for the future of her business, Margo is looking to continue growing and hopes to increase her volume to a 100 transactions per year. She’s also dedicated to helping other agents attain their own success. “I love to train and mentor young agents so that they can soak the best business strategies and grow their own client base.”

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To learn more about Margo Christophilis email margomba@hotmail.com, visit www.christophilisteam.kw.com or call (206) 963 – 5525.

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PAM LYNCH

For Pam Lynch, providing exceptional service has always been a part of her professional life. She spent 20 years working in the hotel industry, where she focused on ensuring every customer had an unforgettable experience. “I was director of catering, and I loved it, but I was looking for a career change,” Pam says. “It occurred to me to try real estate because the field always appealed to me.” Passionate about building relationships with others, and an admirer of architecture, she thought she would give it a try. After earning her license, she hit the ground running in 2002 and has loved every minute of it since. Once her first year was complete, she earned Rookie of the Year, completing $8.6 million in sales.

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Serving the greater Chicago area, Pam is largely referral-based, as those who work with her are blown away by her attention to detail. “It’s all about being present and attentive, and trying to do any special thing I can to make my clients feel comfortable.” Creating a smooth journey is an integral part of what Pam does, as she is professional to all involved. “I aim to build connections with everyone in a transaction, including the agents on the other side of the deal.”

When it comes to her buyers, she makes sure their needs are heard, and does everything she can to get them in the home of their dreams. At the same time, her sellers Top Agent Magazine

receive as many eyes as possible on their properties, with their listing advertised online and through open houses. Closing around $180 million in transactions during her career, Pam is showing no signs of slowing down.

Pam’s reputation for success means many past clients refer their friends and family to her. One recent buyer said, “If you are looking for an agent, look no further than Pam Lynch. She is professional, highly knowledgeable, and knows what you want better than you know what you want. Pam invested a significant amount of time into finding us the perfect home, and we could not be happier. With Pam, you will end up with your dream property, and a friend!

Truly a 10/10 experience.”

Involvement in the community is important to Pam, so she always carves out time to give back. She was part of an organization called Impact100, where professional women donated to nonprofits across the city. In pre-pandemic times, she would read to Kindergarteners for an hour every week.

During any free time, she enjoys the outdoors through biking, walking and playing with her dog in Lincoln Park. “My other passion is renting out my cozy cottage right off Lake Michigan.”

In the next few years, Pam wants to continue expanding and mentoring new agents. She’s enjoying where this path is taking her, and doesn’t see herself leaving it any time soon. “There’s no end date, I absolutely love what I do and I hope to do it for as long as possible.”

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For more information about Pam Lynch, please call 312-371-7084 or email plynch@atproperties.com 51

OLIVER WEI

Oliver Wei isn’t the kind of person to leave anything to chance. When he was getting ready to buy a house in 2015, he got his Realtor®’s license so that he could be sure about the decisions he was making. It wasn’t long after that when friends began asking him for help finding a home, and his career was born.

Seven years later Oliver still leaves nothing to chance as he and his team at HomeSmart Evergreen Realty serve clients in the Los Angeles area, including the San Gabriel Valley, Rancho Cucamonga, Riverside, and Irvine. Oliver has built a reputation for his deep knowledge of the market and an unswerving dedication to his clients. Moreover, as a Realtor® who is also licensed to advise clients on loans and insurance, Oliver 52

truly offers a full-service package. Last year he closed 55 transactions and is on track to close around 90 in 2021. An enviable 75 to 80 percent of that business comes from repeat clients or referrals, reflective of the trust placed in him by the people he serves. Consider the praise of one very-satisfied client: “Oliver Wei and his team are unparalleled in employing a personal and professional touch to the whole process of purchasing a home. We found that he and his team go above and beyond in every aspect of home purchasing process. Oliver is also very well connected and able to put you in touch with savvy practitioners well seasoned at what they do.”

That kind of success and customer satisfaction Top Agent Magazine

doesn’t happen by accident. Oliver works hard to build a personal relationship with his clients, which begins and ends with good communication. “We do up-front consultations with all of our clients to determine their needs and coach them on what they need to do and what to expect from the process,” Oliver explains. “We also keep them updated throughout that process, as well as offering them our honest opinion based on our many years of experience.

Our work is aimed at taking the stress out of the equation and positioning them to make good decisions.”

Oliver assists his sellers in preparing their home for the professional photographs he and his team will use to market the listing.

Each property is featured separately on the team’s website, as well as being posted to the MLS, social media platforms, and other dedicated real estate websites. Oliver also sends out digital fliers and conducts Open Houses to draw attention from the maximum number of potential buyers. He uses his strong negotiation skills to bring every client top dollar on their investment.

As for the future of his business, Oliver plans to bring on two or three more buyer’s agents soon to help keep up with the team’s increasing volume. He looks forward to sharing what he’s learned from his years in the business and from the training he received himself from the acclaimed Tom Ferry. He will continue to look for ways to serve his community, and to maintain the high-quality service for which he and his team have come to be known.

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Contact Oliver at 909-377-6789 or email oliverwei.group@gmail.com.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 54

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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MARIA BISHOP Top Agent Maria Bishop – of the Damian Godoy Team at ARGO Real Estate Professionals in San Tan Valley, Arizona – is a hardworking, passionate and deeply knowledgeable Realtor who truly cares about her many grateful buyers and seller.

Possessing a warm, inviting nature and a fierce work ethic, there are few better suited to providing excellent real estate advocacy for her may clients in the Grand Canyon State.

“I came to the United States in 2008 to marry my husband, an American citizen,” says Maria, when asked how she began her journey in real estate.

“I had friends back in Peru who were interested in flipping homes in the U.S., and they thought maybe I could help them. That’s when I decided to get my real estate license in 2013, and I assisted the with some flips. After that, I decided to keep my license and work on other things, and finally in 2017 I decided to go full time with real estate. I approached a broker who needed a bilingual agent, so I started with him, and it went really well, and I’ve done over 80 transactions since 2017, with more on the way.”

“One of my main goals is to help Hispanic people in my community who have no idea what they’re doing,” Maria explains. “They can be very confident that I’m going to be there by their side and holding their hand through the entire process. I’m happy to say that I almost always end up being my clients’ friend for life, and I believe they will all tell you that I always go the extra mile for them.”

Currently, a significant portion of Maria’s overall business is based upon repeat clients and referrals, a sure sign of the excellent customer service she is providing her customers. “I think that is because I am very strong on education,” says Maria, who has earned a host of prestigious industry designations including the PSA (Pricing Strategy Advisor), the RENE (Real Estate Negotiation Expert), the ABR (Accredited Buyer Representative), Top Agent Magazine

and the SRS (Seller Representative Specialist). Much of this repeat business and continued referrals are due to the simple fact that Maria cares sincerely about her customers, and she has even been known on occasion to forfeit one percentage point of her commission to help a client close on their new home.

When she’s not busy making her many clients happy, Maria can most frequently be found at home with her husband, children, and her elderly father. “Our favorite thing to do is to just stay here,” she says. “We’ll watch a movie, do some barbequing. We’re just very family-oriented people and we just enjoy being with each other, because my husband works a lot, too.

Maria’s plans for the future of her business are fairly straightforward, including continued growth and furthering her brand recognition.

“I feel really blessed,” says Maria. “I never expected to get a career in real estate, because my background was in systems and computers, which is what I did in Peru.

Now, I’m making so many friends and relationships that I value so much in my heart. I’m looking forward to seeing what else my real estate career is going to bring me.”

For more information about Maria Bishop, please call 602-622-6866 or email maria@argohomesAZ.com 57 Copyright Top Agent Magazine

LENA MATARIYEH Anyone who has ever worked with Realtor Lena Matariyeh can attest to her integrity and the extraordinary value of that experience. That’s because Lena is never just thinking about the present need, but of giving her buyers and sellers insights that will serve them for a lifetime.

“I pride myself on clear communication, and I properly explain the entire process, so they understand and feel comfortable with what is happening at every stage,” Lena explains. “My clients often state they feel that I genuinely care, and I ensure this by being attentive and sincere. They walk away with an enjoyable experience and have a great understanding of the market and process.”

Lena got her start in the real estate industry in 2009 while she was obtaining a bachelor’s degree in business management. She began helping a Realtor part time.

He became her mentor, and she quickly fell in love with the real estate world. She obtained her license and continued working with that team for a few years before going solo in 2013.

That move proved quite successful. Lena earned a six figure income in her first six months, and has exceeded the previous year’s volume ever since. Today she teams with her brother Mike at Keller Williams Preferred Realty, representing the Southwest and West suburbs of Chicago as Mike covers Northwest Indiana and all of Chicagoland. This year the sister-brother team has over 70 transactions for a sales volume of nearly $18 million, with 90 percent of that business coming from either repeat clients or referrals. That personal attention is what keeps those clients coming back. “Our business has always been referral based, something we are very

proud of,” says Lena. “When people come to us, they know they will be treated like family. Our team’s intention is to build lifelong relationships.”

When it comes to marketing listings, Lena and Mike utilize a comprehensive strategy.

They capture each property’s unique features with professional photographs, as well as with drone footage when appropriate. They also create floor plans, which helps online homebuyers get a good sense of the layout beforehand.

The team then markets the listing on social media platforms, as well as reaching out to agents and potential buyers within their sphere. They also notify homeowners in the neighborhood where the home is located, host open houses, and advertise the property over a 50-mile radius around the home’s location.

Lena stays active in her community, assisting with events at her children’s school, volunteering and donating/collecting items for those in need. She is also involved with the American Arab Chamber of Commerce, whose purpose is to assist people and businesses in the community. One of their focus points is educating property owners on how homeowner tax exemptions work and providing support to have overpayment in property taxes refunded.

As for the future of their business, Lena and Mike continue to strengthen their business models and now have a full time assistant to support their increasing volume, as the team continues to deliver the exceptional customer service for which they have come to be known.

Their goal for the coming year is to help 100 families with their real estate needs and start an organization to assist community members going through hardships.

Contact Lena at 708-737-4444 or email LenaTheBroker@gmail.com 58

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 60

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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ROBIN CAPE A well-respected public servant in the Asheville area, Robin Cape has always been dedicated to those in her community. Formerly an elected member of the City Council and leader within the North Carolina Green Schools Initiative, she has authored an accomplished, thirteen-year career in the nonprofit sphere, where she had an opportunity to learn the housing business from the ground up while promoting sustainability within her hometown. Seeking an opportunity that balanced her entrepreneurial spirit with her passion for helping others, she was later inspired to pursue her real estate license—and the rest is history.

Today, Robin is a Broker with the Bold Mountain Team at Nest Realty Asheville, where she and her stepson Nate Kelly assist clients throughout the Asheville Metropolitan District. There, she has combined her sharp business acumen with her penchant for client service to meet the needs of any buyer or seller.

When listing a property, Robin prefers a hands-on approach. After helping her clients fully prepare their home for the market, she shares it over a blend of targeted digital and social media campaigns; in the meantime, she leverages proven outlets like promotions in online magazines to give her sellers an added advantage. “I really enjoy using my knowledge in service of others,” she says. “After all, these are some of the most important transactions of our clients’ lives and bringing as much resource to them as possible is incredibly rewarding.”

Robin is just as attentive when assisting her buyers, leaning on her acute knowledge of the local market and extensive background in home remodeling to

uncover the right investment for their best interests. Over the years, she has earned a fantastic reputation throughout Asheville, as evidenced by her rapidly growing rate of repeat clients and referrals.

But with the Bold Mountain Team on pace to exceed $16 million in volume in 2021, Robin remains focused on what matters most: the client experience. “In this business, there’s a responsibility for us to understand the complexities of our field and the transactions we’re guiding people through. Whether I’m identifying a potential issue with a house or navigating complex contract negotiations, my clients can trust that I have the tools to support them.”

Outside her career, Robin has maintained her lifelong commitment to her community. On top of sitting on Asheville’s Alcoholic Beverage Control Board, she currently serves as Chair of the Green Built Alliance, an organization dedicated to the cultivation and advancement of sustainable living in North Carolina.

When she’s not with clients or giving back, she enjoys spending time at home with her beloved family.

Looking ahead, Robin has exciting plans for the future of the Bold Mountain Team. As her volume maintains its steady growth, she intends on further scaling the model of service that has set her apart in the region.

In the meantime, though, she offers sound advice to any aspiring real estate professional: “Our business isn’t just about turning transactions; it’s about really understanding our field and continuing our education so that we can bring something truly helpful to the table. Above all, we must take seriously our obligation to be a real, added value to our clients.”

To learn more about Robin Cape, email robin.cape@nestrealty.com, visit boldmountainteam.com or call (828) 216-4009. www.

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HOWARD M. DOBBINS Howard M. Dobbins brings experience, knowledge, and a positive attitude to every single one of his real estate transactions. Having owned multiple businesses over the years, he obtained his license in 2004. As an agent, Howard operates with integrity and passion, working solo and serving buyers and sellers throughout South Carolina.

“I’m really in tune with what my clients need. I treat them like I would treat my family. I want to make sure they’re taken care of every step of the way and have an excellent experience,” he explains. Working with many first-time buyers, Howard focuses on giving them the full picture so that they’re not so dazzled by the first house they see that they forget to think rationally. “I steer people always from decisions that I think are not in their best interest long term. The worst scenario I can imagine is having a client call me in the future and say, ‘I wish that I hadn’t bought this house.’ I do my best to point out flaws and things that might be issues in the future just so that they’re aware and they can make the most informed decision.”

Howard is on pace to finish this year with $12,000,000 in sales volume. He points out that being a top producer is not for the faint of heart or those looking to have an empty calendar. “I work seven days a week, including the holidays and the Superbowl,” he says jokingly, and adds, “This is a stressful process for most people, as many of them have never done it before. It’s important for me to let my clients know that they can call or text me any time and I will be there to answer all of their questions and put them at ease.”

A large part of Howard’s success, aside from hard work, is his true love of the real estate industry. “I 62

like going out and looking at all the different houses, and I like educating people about the buying process.

Many young people are not aware of all the benefits that come with owning a home. For example, they might not know that if they live in a house for over two years and then decide to sell it, they will be able to get all the money without having to pay tax on it.”

Outside of his real estate work, Howard is a dedicated family man and husband to his wife, Jane. He has three kids, Andy, Adam, and Jessica, and has spent over 17 years coaching their basketball and football teams. Now that his kids have grown, he enjoys spending time with his 2-year-old granddaughter. In his spare time, he likes hunting, boating, fishing, golf, football, and basketball. He is also a member of the Knights of Columbus.

Interested in recruiting agents throughout the U.S., Howard would like to build multiple teams in the future. “My wife and I both like to travel, so I’d love to pick a few different places in order to expand my reach and create a couple of teams outside of South Carolina.”

To learn more about Howard M Dobbins call (843) 514–2534, visit smartmovesc.com or email hmdobbins@gmail.com 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 64

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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PATRICIA McCLELLAN Patricia McClellan has an abiding passion for serving her clients, learning their stories, and helping them achieve their goals. Patricia worked hard to build her business, and she faced personal hardships along her path that have lent her a deep compassion for her clients. Now recognized as one of the Top Agents in all of Hawaii, Patricia has built a stellar reputation and a thriving business on the foundation of putting her clients first.

She began her journey in the business in Colorado. After she moved to Hawaii, Patricia went to work for Keller Williams, where she sought expert mentorship to hone her skillset.

“I was honored to work with amazing people throughout Hawaii and to connect to all the islands,” Patricia says.

As passionate about helping her clients as she is about Hawaii, Patricia calls the Big Island home. She loves nothing more than helping her clients live better lives through real estate.

Now with eight years of experience in Hawaii, Patricia is a Realtor with Soldier to Soldier Hawaii Realty LLC, helping clients across a range of price points. In every aspect of her business, Patricia provides top-tier, attentive service and offers her clients support that goes above and beyond the average Realtor. She serves every island in the Hawaii archipelago, traveling wherever her clients need her to be. Patricia’s exceptional customer care has led not only to her incredible success, but also to longlasting client relationships.

Active when it comes to connecting buyers with her clients’ properties, Patricia uses every strategy at her disposal to attract competitive offers, including door knocking, reverse prospecting, and promotion through her professional network and across multiple MLS databases. “All those things they teach you to do that no one wants to do? I do them,” Patricia says. Leveraging

her large social media presence, Patricia provides clients with wide visibility across digital platforms. She creates customized marketing campaigns tailored to every property, often making hundreds of calls before the open house to spread the word.

Skilled at matching buyers to properties, Patricia’s on-the-ground knowledge is unmatched.

Along with her comprehensive marketing strategies, Patricia also distinguishes herself in the ways she shows up for her clients, helping with all aspects of the real estate process and beyond. “I helped a client move and pack,” Patricia said. “The client wrote to me and said, ‘I can’t believe everything that you’ve done for me.’

Hearing that is such an honor. When you’re blessed with incredible clients, the blessings roll two ways. I love to do more for my clients. It’s not about me, it’s not about my bottom dollar; it’s about them.”

Dedicated to where she lives, giving back to the community is one of Patricia’s favorite things in life. Every year, Patricia has volunteered for the Iron Man and Special Olympics. She is a Sustainer with the Junior League, and she has helped fundraise for organizations that give to causes such as Multiple Sclerosis and to combat eating disorders. When Patricia is not busy helping her clients or giving back her time, she loves to take advantage of everything her beautiful home has to offer, including snorkeling and adventuring across the islands. A true people-person, Patricia loves to visit with her extensive community of friends and to spend time with her daughter and son.

Looking to the future, Patricia plans to continue with the practices that have led to her success. “I’m privileged to do what I do,” Patricia says, “and I’m beyond grateful for everyone who honors me with their business.”

To find out more about Patricia McClellan, please call 808.594-6080 email AlohaAtHome@Gmail.com, or visit soldiertosoldierbigisland.com www.

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KYLE MEEKS Throughout his life, Kyle Meeks has always been interested in real estate.

Leveraging his previous experience in corporate sales with a leading global telecommunications firm, he would launch his real estate career in Washington D.C. There, he combined his penchant for client service with his in-depth understanding of the luxury market to establish a network of satisfied clients and colleagues that spans the nation’s capital.

Today, Kyle is the Vice President of Premier Partners, powered by TTR Sotheby’s International Realty, where he assists clients throughout Washington D.C. and the surrounding areas of Maryland and Virginia. Licensed in both states, he possesses the expertise, compassion, and tireless work ethic needed to meet the demands of any transaction.

When listing a property, Kyle takes a comprehensive approach. After helping his clients fully prepare their home for the market and providing them with a suite of professional photography services, he shares their listing to a blend of print, digital, and social media campaigns. But from start to finish, he is there for his clients, personalizing his approach to their distinct needs and including them each step of the way.

the first place: his passion for empowering those within his community. “When it comes to real estate, no two days are the same,” he says. “I love that I’m constantly getting to interact with new people and uncover the perfect home for their needs. After all, it’s never just a transaction; you’re really helping others.”

Outside his career, Kyle is tremendously active around Washington D.C. Currently, he supports local nonprofit organizations like the Humane Rescue Alliance and House of Ruth. When he’s not with clients or giving back, he can be found traveling, exercising, going for a hike, or spending time with his two dogs, Memphis and Tennessee.

Looking ahead, Kyle has exciting plans for his future at Premier Partners. As his volume maintains its rapid growth, he intends on scaling the model of boutique service that has set him apart in the region while deepening his active role in the community. “Everything in our business comes down to trust and transparency,” he says. “When we assist a buyer or seller, they have the confidence to know we’re going to get them seamlessly from Point A to Point B. For me, there could be nothing more rewarding.”

Elsewhere, Kyle is just as attentive when assisting his buyers. Leaning on his extensive knowledge of the D.C. area, he carefully guides them to the right home for their best interests. In fact, he prefers to keep in touch long after the deals are done through regular check-ins, newsletters, and market updates—all to ensure his clients are thriving in their new homes.

Over the years, Kyle has earned a fantastic reputation throughout Maryland and Virginia, with the majority of his volume coming from repeat clients and referrals. On pace to exceed $40 million in volume in 2021 alone, he remains focused on what brought him to real estate in 66

To learn more about Kyle Meeks call (202) 906-8989. email kmeeks@ttrsir.com, or visit premierpartnersdc.com 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 68

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.

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LESLIE MIHALAK A lifetime resident of Rochester, Leslie Mihalak got her start in the housing industry right out of high school, when she accepted a position with a leading developer in Birmingham while attending college.

There, she gained unmatched insight into everything from condo conversions to residential and commercial real estate, which later inspired her to pursue her own license.

After serving for several different real estate companies and organizations in the area, she then decided the time was right to launch her own career as a Realtor—and she hasn’t looked back since.

Today, Leslie is an agent for RE/MAX Defined, where she assists clients throughout Oakland County, Macomb County, and the surrounding areas. Equipped with almost 30 years of experience as a business owner and real estate expert, she possesses the knowledge, integrity, and compassion needed to assist any buyer or seller.

When listing a property, Leslie leverages the extensive suite of resources available through RE/MAX Defined to give her clients an added advantage. After helping them prepare their home for the market, she broadcasts their listings via a highly targeted blend of digital and social media campaigns. From start to finish, though, she is there for her clients, catering each decision to their needs.

Elsewhere, Leslie is just as attentive when helping her buyers, leaning on her acute knowledge of the industry and area to uncover the right property for their best interests. In fact, she remains in contact well after the closing through regular check-ins, all to ensure her clients are thriving in their new homes. “I love the consultative aspect of real estate,” she says. “For me, there’s nothing more rewarding than forming a team with my buyers and sellers so they feel comfortable making such important decisions.

After all, these are likely the largest transactions they’ll complete in their lives.”

In her career, Leslie has earned a stellar reputation throughout Michigan, as evidenced by her strong rate of repeat clients and referrals. But through it all, she remains Top Agent Magazine

focused on the expert approach that anchored her success in the first place. “I believe in providing a full concierge service for all my clients. When my buyers or sellers have a question, they know they can always reach me for that personal touch; I work closely with them throughout the transaction.”

Outside her career, Leslie is deeply involved in her community. On top of serving as an Ambassador for the Children’s Miracle Network within RE/MAX Defined, she supports the RE/MAX Communication Pre-School, which provides speech therapy to children with language difficulties. When she’s not with clients or giving back, she can be found spending quality time in her kitchen and entertaining friends or her beloved family.

Leslie also has exciting plans for the future of her business. On pace to complete over 35 transactions in 2021 alone, she looks forward to mentoring the up-and-coming agents within her sphere. More than anything, she is excited for the new clients and opportunities that await in her hometown. “In this business, no two transactions are the same, just like the people on either side of them,” she says. “From the buyers and sellers to the agents and contractors, I’m endlessly fascinated by the camaraderie that unfolds within the umbrella of a transaction—it never gets old. I love what I do and look forward to helping more clients and their families.”

To learn more about Leslie Mihalak email lesliemihalak@remax.net, visit lesliemhomefinder.com or call 248-892-4300 www.

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SHEILA PACK When Sheila Pack took a leap of faith and obtained her license 18 years ago, she quickly fell in love with the business of real estate. Earning the Rookie of the Year Award in her very first year, she is a natural with clients and makes the transaction process fun and enjoyable. Her extensive experience ensures that she’s always able to guide clients towards the best outcome and help them find their dream home.

Working at RE/MAX Roots, Sheila prioritizes forming personal relationships and has built a business that’s full of repeat and referral clients. Buyers and sellers praise her market knowledge and know that they can count on her to deliver what she promises.

“My word is my bond. The key to keeping clients and receiving referrals is consistency. I always do what I say that I’m going to do, and I follow through with my promises,” she says.

Even though she’s achieved plenty of success in the past, Sheila is not someone who is content with status quo—she is always in the process of working to better herself and improving the real estate experience for her buyers and sellers. “One important thing about me is that I never settle. There’s never a limit on how much knowledge you can have, and the market is always changing, so I strive to continue learning and growing within the industry,” she says, and adds, “Sometimes I wear out my team because I’m always trying to figure out how we can make this process better for our clients.”

What keeps Sheila motivated to work at such a high level is the knowledge that she’s changing lives with her work. Purchasing or selling a home is a huge decision, and she is able to put herself in her clients’ shoes and give them the same service that she would like to receive in their position. “The fact that you 70

can help people make one of the biggest decisions makes this a very rewarding career. It’s a neat feeling to get to closing and know that you’ve helped them with something that’s very important in their life.”

When she’s not busy assisting buyers and sellers, Sheila spends her time immersing herself in her community. She is part of her local Association of Realtors, and an involved member at her church. In her free time, she likes to read and listen to podcasts.

Going forward Sheila is committed to helping her team flourish. “I’m very passionate about being a great mentor for my team and helping them succeed.” Her advice to those who are just starting out in the business is to have fun and work hard.

“Enjoying what you do is very important. I always get asked about the secret to being a top agent, and my answer remains the same: there is no secret. You don’t have to recreate the wheel. Just work hard and prioritize your clients.”

To learn more about Sheila Pack email saysheilasaysold@gmail.com, visit www.sheilapack.net, or call (540) 686–7362 or (540) 247–1438.

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 72

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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CHANDRA RUCH Chandra Ruch, affiliated with Engel & Völkers Seattle Eastside, loves the excitement of working in real estate.

“Every day is completely different from the last. I’m always asking myself, ‘What’s next?’ It’s a very vibrant industry and there’s never a dull moment,” she says.

Chandra started out in 2001, inspired by her friend who worked in new construction at the time. “I ended up getting my real estate license and I became an account manager for a high-end builder in the area.” Quickly falling in love with the profession, she currently serves clients throughout the Greater Puget Sound area. Her deep commitment to those she serves, and always prioritizing their best interests, has garnered Chandra an impressive network of repeat and referral clients over the years.

Known for being efficient, communicative, and an excellent negotiator, Chandra credits her work ethic and genuine care for people as the two factors that have helped her succeed in business and become a top agent.

“I work 24/7 and my clients know that they can call me anytime. This is beyond just a contract for me, and I take it very seriously and realize what an important moment it is for them. I go above and beyond to make my clients happy,” she explains. She also remains in touch with clients after the transaction is over. “I send them cards, I call and text them, and I take them out to lunch. It’s all about keeping up with their lives and reminding them that I’m here if they need anything.”

Aside from her passion for real estate, Chandra also enjoys interior design and owns a staging company. “The value of great interior decor is priceless. My clients get complimentary full staging and design services.” As a professional who sells anywhere from $20,000,000 to $30,000,000 in sales volume annually, Chandra knows how to make an online listing stand out. She invests in professional photography and 3D video walk-throughs to help her listings make the best first impression. “It’s Top Agent Magazine

all about putting your best foot forward and making the house really shine. Design and photography are the two crucial elements that make a listing really pop.”

As she continues growing her business, Chandra is determined to keep providing her clients with an elite level of service.

“I truly love meeting my clients and being around them, and I plan to keep helping them accomplish their real estate goals.”

Chandra aligns with Engel & Völkers Seattle Eastside due to their global reach, and boutique personalized service. Their Builder Services Group provides marketing and design services to smaller builders. “After the crash everything in the industry changed for them. They don’t have the same resources anymore, so we offer tailored programs to support their growth.”

When she’s not busy working, Chandra is an avid football fan who loves going to Seahawks games. She also enjoys skiing, playing golf, and going out on the lake.

To learn more about Chandra Ruch email Chandra.Ruch@evrealestate.com, call (425) 829 – 5967. or visit seattleeastside.evrealestate.com/ bio/ChandraRuch www.

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AMBER STANCATO Amber Stancato knows what it takes to build and run a business. She is equipped with the skill set, market knowledge, and passion to help her clients achieve their real estate goals. Entrepreneurship runs in Amber’s family: both of her parents were entrepreneurs, and when Amber was twenty-eight, she founded and ran her own retail company. After earning her real estate license in March 2020 in the mist of the pandemic, Amber hit the ground running, seeking out professional growth, mentorship, and new opportunities to provide clients with top-tier service. She sold her 1st house in September 2020 and has been unstoppable since.

Though Amber has just over a year under her belt, already she has earned an excellent referral rate, which is a testament to her professionalism and care for her clients. Amber believes herself to be a true people person. “I’m not just trying to sell someone a house or trying to get them into a place as quickly as possible; buying or selling is a huge decision, and I want them to be 100% comfortable at every stage of the process. As a buyer, listing and new construction agent, I go above and beyond what is expected. Clients see and appreciate how hard I work on their behalf.” With an extensive professional network, Amber leverages her connections to provide her clients with services beyond the average agent, offering them recommendations for contractors, lenders, movers, and stagers, among many other services.

“I love people and I love sales,” Amber says. “Real estate has been a natural fit. My best friend said to me recently, ‘Do you know why you are doing so well in your new career? Because you are persistent. When you put your mind and heart into something, you are all in 100%.’”

For Amber, the greatest gratification from her new career stems from the people. “I love the relationships I get to build,” Amber says. “Through real estate, I get to meet so many new people, learn from them, and grow through knowing them.” Trustworthy, personable, compassionate, and persistent, Amber finds fulfillment from helping others achieve their real estate dreams. Though Amber’s growing business keeps her busy, when she does find herself with free time, she loves traveling, camping, reading, working out at BURN BOOTCAMP, running, and hanging out with her husband, kids, family, and friends.

Amber has cultivated a thriving business and a stellar reputation by putting her clients’ needs first. Amber is now an agent with MasterCraft Builders LLC. and MasterCraft Realty Corp., an established building company with plans to expand their existing real estate division. Amber was selected for her vision, work ethic, and her understanding of how to build a business from the ground up. As a MasterCraft Real Estate Agent, Amber will help facilitate the company’s growth as well as work as a sales representative for new construction homes. “It’s a huge opportunity,” Amber says. “I’m thrilled by the possibilities of building a real estate business and growing with a team of other professionals who strive for the best when working with their clients.” Serving Kenosha, Racine, Milwaukee, and the surrounding areas, Amber goes above and beyond for everyone who hires her.

Looking to the future, Amber is energized by the possibilities. She plans to become licensed in Illinois, and to eventually earn her Broker’s license. “I’m excited to be at the forefront of an expanding realty division at MasterCraft,” Amber says. “I truly can’t wait. I’m so grateful for this opportunity, this business, and for all my clients.”

To find out more about Amber Stancato, contact her by phone at (262) 308-6721 or by email at astancato14@gmail.com. You can also check her out online at realtor.com/realestateagents or zillow.com/profile/astancato14 www.

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SOCIAL MEDIA MISTAKES

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

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

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

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

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

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Not Sharing or Linking to Others

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

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SEAN STANEK With over 25 years of experience, Sean Stanek has a notable background as a builder in residential framing, general contracting and new home construction. Now, as both a contractor and a real estate agent, Sean says, “I can take my clients from selling their existing house, to designing their dream home, building it, and handing them the keys.” It’s this start-to-finish dedication that keeps Sean and his team in high demand.

In addition, Sean’s deep knowledge of building also proves to be a priceless resource for his clients on the real estate side, where his keen eye for detail sets him apart from his peers. “I’ve noticed a lot of agents don’t have knowledge in how homes are built,” he says. “With my clients who are looking for an existing house, I can come in and point out potential issues. This helps clients know what they’re getting before we get to the inspection process.” Being able to draw on Sean’s construction knowledge helps clients avoid potential pitfalls and headaches down the road. It is this approach that helps Sean and his team be efficient, logical, and effective.

Through Judge Homes and Stanek Real Estate, Sean and his team serve the Twin Cities market, going as far west as Lake Minnetonka and as far east as Cumberland, Wisconsin. An impressive 90% of their business comes from repeat and referral clients, a feat that speaks to the trust and confidence Sean and his team inspire. “In the past, all of our clients have been word of mouth,” Sean explains. “For many of our customers, we’ve built two or three houses for them, and now we’re building houses for their kids.” Helping families find their dream home and, in turn, helping them create memories that last a lifetime, is what Sean and his team strive for.

Clients value Sean’s incomparable work ethic, as he can be found onsite or in the office every day. It is important for Sean to stay in touch with past clients, since so many of them become friends and neighbors. Rooted in his community, Sean is able to be both a knowledgeable resource and a valued friend to his clients long after they’re settled in their new home.

The Judge Homes team comprises an assistant and several carpenters/project managers, allowing them to be a one-stop shop for their clients’ construction needs. The professional expertise on display at Judge Homes ensures a top-quality product from the ground up. “Not only are we in real estate and general contracting, we’re also the framing and finish carpenters,” Sean says. “We take the house from the foundation, to framing, siding, finish work, deck, and more.” From start to finish, the Judge Homes and Stanek Real estate teams take care of their clients.

From the moment a client walks in the door, Sean works attentively to help them design a home that will be truly one of a kind. “We are a true custom builder,” he says. “If you come into our developments, you won’t see two of the same houses. Each one is unique and different.” Sean and his team take pride in creating homes that reflect their clients style and interests.

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Looking to the future, Sean says, “We plan to keep growing. We would like to continue to help our clients in either finding their dream home or building their dream home. Our highest priority is to sustain the quality of our service and work.” Maintaining that high level of quality for his clients is what’s really important to Sean, and he looks forward to helping clients find their forever homes for years to come.

To find out more about Sean Stanek, email sean@judgecustomhomes.com, call 651-982-1272, or visit linktr.ee/seanstanek https://

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HEATHER TAYLOR A native of Seattle, Heather Taylor moved back to her hometown after spending eight years growing her real estate business in Arizona, where she led her Team of agents to becoming one of the top teams in the nation. Now, back in the area where she has such strong ties, she continues to work with the same passion and determination, and expertly advises clients through the entire home buying and selling process.

Serving clients throughout Whatcom County (and a referral network in King County as well), Heather is known for her professionalism and attention to detail as well as her open and honest communication. “Communication is an important part of this business. A lot of brokers can find that challenging and not be responsive enough or quick to get back to people. That can be frustrating for the clients. I stay on top of things and I’m quick to problem solve, answer questions, and take care of the needs of the people that I serve, which, no matter how busy you are, you have to do all the time,” she explains.

On pace to finish with $24,000,000 in sales volume this year, Heather utilizes a variety of marketing strategies to help her clients’ properties gain high visibility on the market. “Whether it’s social media or more old school direct mail postcards for just listed properties, I’m always thinking of how to best market each home. Using a large agent referral network nationwide also captures the out of area buyers,” she states.

At the heart of Heather’s approach to business is her core belief in creating lasting relationships with clients. “I’m always touching base with my clients, and I keep in touch with them after the end of the transaction. Whether it’s through a phone call, a text, or a small gift—I find ways to stay involved in 78

their lives. I check in on them and their families, and I host client appreciation events. I never want them to feel like it’s a one-and-done type of relationship.”

Outside of work Heather is passionate about giving back her time and taking an active role in the community. She is part of The Humane Society and Boys and Girls Club of America. In her spare time, she likes to surround herself with family. “I have a big family with five kids and four grandkids. A lot of our lifestyle is based on trying to spend time with them and doing fun things outdoors like boating and golfing.”

Heather has recently joined Compass and is looking forward to growing her business with them, building a team, and continuing to provide her clients with the same high level of service they expect from her. “I’m excited to start a team and expand into several other counties. My main goal remains the same: I want to confidently guide buyers and sellers every step of the way through the real estate process and ensure that their best interest is always at the forefront.”

To learn more about Heather Taylor email tayloredhomes@gmail.com, visit birchbayliving.com, or call (425) 785 – 5771 www.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day.

Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

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4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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DIANN TUCKER For Diann Tucker, it is serving her clients and helping others that make real estate deeply fulfilling. Before she began her journey in the industry, she built a highly successful career in insurance. “I came to the realization that I was very passionate about real estate,” Diann says. “I tell people I didn’t know what I wanted to be when I grew up until I was forty, when I decided that I loved real estate. And thirty-two years later, it’s still what I love.”

Now an Owner and Broker with Stewart Realty Co., Diann is licensed in Kansas and Missouri, serving clients across the heartland. With a team of three fulltime and three part-time agents, Diann and her office serve small cities and rural communities. One of the oldest agencies in the county, Steward Realty is also the most active, with a thriving business and a stellar reputation for putting their clients first. Diann has received numerous awards and recognitions for her accomplishments and leadership. In 2019, she was named a Trademark Women of Distinction. In 2020, the Fort Scott Award Program named her the Best of 2020 Fort Scott Real Estate Agency.

With her integrity, her compassionate approach, and he extensive knowledge, it is no surprise that most of Diann’s business stems from repeat clients and referrals. “I’ve helped three generations in some families,” Diann says. Diann’s attentiveness and consideration for her clients extends well past closing; she keeps in regular touch through social media and phone calls.

Detail-oriented and organized, Diann and her team make sure that no past clients fall through the cracks, sending emails to celebrate anniversaries and holidays.

“I want every client to know how much we appreciate their business,” Diann says.

For Diann, it is not her impressive sales figures that she finds most rewarding, but rather the people who she is able to help every day. “I just love the people,” Diann says. “I love to help people resolve issues to become homeowners or to get their property sold. I take great pride in the service we provide, in being out in front of things, in how we make sure the process is smooth. Making friends through real estate has been the greatest joy.”

Diann has deep familial roots in Fort Scott, and she and her family have extensive ties to the area and its community. Diann is actively involved in the Fort Scott National Cemetery, a military cemetery and the first chartered National Cemetery in the United States. Since 1998, she has been involved in Wreaths Across America, an organization that seeks to provide free wreaths for gravesites during the holidays. For many years, she served as the President of Echoes of the Trail, an organization dedicated to preserving the history of cowboy music and poetry.

Looking to the future, Diann plans to continue on the path that has lead her to her incredible success and her deep sense of fulfillment. “I plan to continue to provide the best service that I can, to grow with the market, to adapt to new conditions and to what our clients need, and to reach out to more people,” Diann says. “I love educating our clients and helping them navigate the biggest decisions of their lives.

What I do isn’t a job. I get up every day and do it because I feel like it makes a difference. I appreciate every client. Every successful agent has that in common: the knowledge that we’re not working for ourselves. That’s what makes me so passionate about what we do.”

To find out more about Diann Tucker, you can contact her by phone at 620-223-6700 or 620-224-7054 or by email at stewart_realty10@yahoo.com.

You can also check her out online at stewartrealty.org www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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MICHELLE WILHITE

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MICHELLE WILHITE

Born and raised in Greenville, Michelle Wilhite has always been passionate about helping others. After graduating college with her Associate’s Degree in Marketing and Bachelor’s Degree in Communications, she delved into sports radio broadcasting; however, she later decided to pursue her real estate license with the hopes of making the buying and selling process easier for clients in her hometown. Since then, she has gone on to author an accomplished career, placing in the Winner’s Circle in each year from 2017 to 2020. In 2017 she won Rookie of the Year and in 2019 was named Outgoing Referral Associate. As an agent with Allen Tate Realtors, Michelle assists clients throughout Greenville County and the surrounding areas, where she has cultivated a distinct workflow around compassion, integrity, and open communication. “Allen Tate is the only realtor company I have worked for. I have been with them my entire real estate career and do not plan on leaving anytime soon. They are an amazing company to work for and I love spending time with my fellow Allen “Taters,” she says.

When listing a property, Michelle is there for her clients each step of the way. After helping them 84

prepare their home for the market and providing a suite of professional photography services, she shares their listing via both the MLS and a blend of digital and social media campaigns, leveraging all the resources available through Allen Tate Realtors to give each seller an added advantage.

Elsewhere, Michelle is just as attentive when serving her buyers. She leans on her acute knowledge of the region to help clients uncover the right investment for their best interests. Over the years, she has earned a terrific reputation across South Carolina, with the vast majority of her volume coming from repeat clients and referrals. Some of her close friends and relatives know her as Shelly and it’s no surprise that many of her clients have become close friends and repeat clients along with their families!

With some of her family being military veterans, Michelle takes the most satisfaction from giving back to our national service members. “One day, I was contacted by the wife of a man who had fought in Afghanistan and lost one of his legs,” she recounts. “They were trying to purchase their first home, and I was the fourth Realtor they had Copyright Top Agent Magazine

approached—no one was willing to help them.

Thankfully, I was able to find them a beautiful place that fit all their needs. At the closing, though, I discovered that the other agent was representing a client whose son had recently passed away while serving in the exact same unit as my client. It was a tremendously powerful and emotional experience, but moments like those are why I love what I do.”

Outside her career, Michelle is heavily involved with her community. She helps raise funds and supplies for the Salvation Army. She is also on the board with Alan Tate Cares, an initiative to support nonprofit organizations and local hospitals throughout the year. Allen Tate also sponsors the Carolina Panthers, and Michelle has volunteered at their games. Allen Tate also participates annually in Hands-On Greenville.

“We help out whatever the need may be that year. Last year after Covid, we planted flowers, mulched and helped to install a new playground at a local elementary school,” Michelle says. When she’s not with clients or giving back, she enjoys spending quality time at home with her husband Jeff, their amazing 19 year old son Jonathan, their beloved border collie Rex as well as their extended family and friends. She also loves going on hikes, riding 4-wheelers, cooking, and decorating for the Holidays, which is her favorite time of the year.

Looking ahead, Michelle has strong plans for her business. As her volume maintains its steady growth, she intends on deepening her standards of service, with an eye towards launching her team in the near future. More than anything, she is excited for the new opportunities that await in her hometown. “I truly love what I do,” she says. “Sure, there are some stressful days—but much like a rollercoaster, this business is definitely worth the ride. After all, these transactions represent huge decisions for our clients, and I love seeing them so happy at the end of our process.”

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To learn more about Michelle Wilhite email michelle.wilhite@allentate.com, visit soldwithshelly.com or call (864) 349-7024 www.

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 86

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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ROB & TRACY ZIMMERMAN Longtime residents of Brentwood, Rob and Tracy Zimmerman began their career in commercial production, where Rob won a National Emmy for the best Public Service Announcement for the State of Tennessee. Through it all, though, the couple found themselves seeking a new outlet that complemented their entrepreneurial spirit and passion for helping others. After befriending a local real estate agent, they decided to pursue their licenses in 2019— and the rest is history.

Today, Rob and Tracy lead the Sold By Zimmerman team, powered by Keller Williams Realty, where they assist clients throughout Williamson County and the surrounding areas. There, they have leveraged their strong foundations in marketing with their outgoing personality and integrity to meet the needs of any transaction.

When listing a home, Rob and Tracy equip their clients with a comprehensive strategy. After providing their sellers with a suite of professional photography, videography, and staging services, they launch an indepth Coming Soon campaign to generate plenty of buzz around their property, all leading to a standout open house showing. “The things that go into crafting a great television commercial are the same as what it takes to sell a listing,” Tracy says. “After all, you only have one chance to make a great first impression. Our job as marketers, first and foremost, is to make sure a house is ready to go by the time it lists.”

Elsewhere, Rob and Tracy are just as attentive when assisting their buyers, guiding them to the right investment for their best interests. In fact, they keep in touch with their clients long after the deals are done to provide ongoing support and connect them with

an extensive network of trusted contractors and referral partners. Since launching their career in real estate, the Zimmermans have already earned a fantastic reputation throughout Tennessee. Now on pace to triple their previous year’s volume, they remain focused on the proven standards that have set them apart in the region.

“Since May, we’ve gotten our sellers over $198,000 over their asking price,” Rob says. “We’ve accomplished that through a mix of carefully constructed marketing campaigns to get as many ready, able, and willing buyers to the property as possible.”

Outside their career, Rob and Tracy are fully dedicated to their community. On top of having served on various Parent Teacher Associations in the Brentwood school system, they are deeply involved with Girl Scouts and the Brentwood High School marching band. As parents of an adult son with autism, they are also strong supporters and advocates within the autism community. When they’re not with clients or giving back, the Zimmermans can be found relaxing on their houseboat over Centerville Lake—enjoying all that Tennessee has to offer.

Going forward, Rob and Tracy have exciting plans for the future of their business. With their volume maintaining its rapid growth, they intend on scaling their model of service to meet the needs of all their buyers and sellers. “We show up for our clients every single day,” Rob says. “From start to finish, our goal is to help people navigate the sometimes treacherous world of real estate and complete one of the biggest financial transactions of their lives. But no matter what, we don’t take anything for granted, and we truly appreciate anybody who trusts us with their real estate needs.”

To learn more about Rob and Tracy Zimmerman email RobZimmerman@kw.com or TracyZimmerman@kw.com, visit soldbyzimmerman.com or call (615) 294-8800. www.

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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...

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 professional 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.

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 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

Round-the-Clock Hustle

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 postwork. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

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

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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PATTY ZUZEK A lifelong resident of Minnesota, Patty Zuzek first took an interest in real estate 25 years ago, after her father passed away. In the following months, she began seeking an opportunity that spoke to her passion for helping others while leaving her the time to be there for her aging mother, a pillar of their community. Motivated by a difficult experience with a local Realtor, she decided to apply her unmatched sense of compassion and penchant for service to pursue her real estate license. Since then, she has gone on to author an accomplished career in real estate, establishing a network of satisfied clients and colleagues that spans her home state.

Today, Patty is the Broker of Fieldstone Real Estate Specialists, where she assists and trains their agents and works hand in hand with clients throughout the Twin Cities area and Western Wisconsin. Alongside her husband, David Pope, she has cultivated a boutique process around core values of openness and integrity, meeting the needs of any transaction. “David and I are the Yin to each other’s Yang,” she says. “Together, we offer a wealth of knowledge to our clients—be it in land, development, construction, or existing homes.”

When listing a property, Patty prefers a comprehensive strategy. After helping her clients fully prepare their home for the market, she shares it via a blend of targeted digital and social media campaigns, as well as time-tested outlets like postcards to the surrounding neighborhoods and standout open house showings. Elsewhere, Patty is just as devoted to her buyers, leaning on her acute knowledge of the market to uncover the right investment for their best interests. She and David also provide an added advantage through Fieldstone Family Homes, a successful home construction company that they work in tandem with their real estate team to generate

even more unique opportunities for clients in the region.

In her career, Patty has earned a fantastic reputation throughout Minnesota and Wisconsin, with the vast majority of her volume coming from repeat clients and referrals. “This business comes down to education, communication, and not just being a Realtor, but also building relationships with your agents and clients,” she says. “Whether a client needs help with selecting paints for their house or identifying trends in the market, they know they can come to me as a resource of all things real estate.”

Outside her career, Patty is deeply committed to her hometown. On top of volunteering at local, national, and state levels, she is currently on her community’s Planning Commission. Starting in 2023, she will also serve as her Regional Vice President for the National Association of Realtors. When she’s not giving back, she enjoys spending quality time with her family, children, and soon to be twelve grandchildren.

Looking ahead, Patty has strong plans for the future of business with Fieldstone Real Estate Specialist. She is planning to continue to bring on high quality agents to help grow both the construction and real estate sides of business. As she and her husband continue to increase their volume, she intends on further streamlining her workflow while adapting with the latest technological advances in the industry. But along the way, she remains committed to the proven standards that brought her to real estate in the first place. “This will always be a people-first business,” she says. “More often than not, taking that extra step to reach out to your clients and connect with them is more meaningful than anything else. At the end of the day, it’s how you do it that makes the difference.”

To learn more about Patty Zuzek, email PattyZ@FieldstoneRES.com, visit zphomeandland.com or call (651) 208-8051 www.

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