NATIONWIDE & INTERNATIONAL 1-23-23

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

BERNICE RODRIGUEZ BRIAN PURCELL CALILE DeTHOMAS CHRISTIE REAGAN CRYSTAL DENSON FAISAL ALSERRI JACKIE DAVIDSON JOSE CORREA LINA LOPES MAGDALENA BUTZ MAX CHUONG THAI PAUL J. CERVONE REBECCA WILDER STEPHANIE SCHMITZ TARA BERRY

My Crystal Ball: You CAN Predict You’ll BeSuccessful Selling Real Estate 5 Steps to Achieve Long Term Success As a Real Estate Agent Tips on Breaking Into the Luxury Market COVER STORY

CONNIE ANTONIOU

BRIAN PURCELL CHRISTIE REAGAN

FAISAL ALSERRI

JACKIE DAVIDSON

it has created a circle of referrals The majority of Ja Alserri’s love for the With Cali- a deep knowledge of her indusalways on time, return my mesCaringinand empathetic, Christie Reagan’s Faisal ng stationed Delhappens to be inchildhood Prescott.

“We focusand onwould that lifts everyone,” says Faisal. fornia desert began in Davidson comes from referrals, 49 try and local market, Jackie50 53 46 sages and/or phone calls almost immedifirst with the Aircareer Force,was in nursing. Her journey and deepening relationships by creating memhas not ceased to this day. After is dedicated to ensuring that clients see what keeps peopl On his own with time, Faisal enjoys “Clients appreciate the Master’s from have a positive experience in buying ately.

Ita was a real pleasure working led to working at a rideshare compa- earning Purcellthen returned to ories athat last,”degree he says.

After transaction being outdoors. In a place as beau- I give right from the be USC, he started working in planor selling real estate. her her! of real was a it’s not hard to ny, where she was frequently told she had ning scott, Arizona.

With is and complete, Brian does noHer lessknowledge thanJackie “18earned tifulestate as Joshua Tree, development in Southern license almost 20 years ago, and even explains. “I stay in con ® true blessing for me, being a first time the talent for real estate.

“People were alsee why!

He does meditation, yoga, California while personally investREALTOR , Brian touches,” meaning that heshereaches out that when took a different direction for and they become my fr hiking, and off-roading. in real estate. Owning rentals buyer. would highly her to He also has my clients need someth randomly a few years,Ireal estate remainedrecommend a pasell and ways realized that telling me that I needed to ing many times to keep the relationship going. his own home workshop where he and doing flips and full renovations sion.

“I wentneeding into real estate marketing done. I hold their hand anyone a real estatemakes agent.” in real estate,” Christie explains. With caught the eye of his mentor, Sharon is localbeknowledge furniture. and advertising, and always kept my and keep everyone posi Rose who eventually offered Faisal a talent connecting with PURCELL others, it was FAISAL ALSERRI BRIAN CHRISTIE REAGAN JACKIE DAVIDSON help others.

In for SepWhen it comes to marketing, Brian focuses license active and stayed on top of eduduring the course of the There are big plans in the works for the opportunity to buy her brokerMAX CHUONG THAI Christie loves her community and is alwaysBERRY clear could thrive in thisLOPES industry. SoMAGDALENA LINA TARA BUTZ cation,” says.

“Inext was extremely licensed andshe joined onwhen reaching potential clients who are outyear for Faisal and his team, starting with the age she retired.

You could say thatJackie everything ways to organizagiveof the back.

Christie took their advice and Faisal active in he several estate completion officeShe they used are building in down- When it comes to marke has doneHe so faruses lead him to looking where isfor today y Group.

Whileeventually real of-state. geotagging andreal social ® (Lina) Lopes was thinkLina her team arebrokerage actively involved Throughout his Max Chuong Thai has beyond their says.

“For tions and had myoffinger on the pulse ofRescue everything that Jackie draws he on her is connections in town Joshua Tree.

“It willSquad, be theexpectations,” first ground-up and owner. aslife, aand REALTOR Tara an me, active Tara Berry of Greer, South Carolina, comto be part the Volunteer earned her license.

She hasn’t looked back Helping her community is a given and When Magdalena Butz immigrated to er for careers Brian,more he has media to tap into audiences has 57target 58 nging than in giving to the community.

They 61 54 was going on.” Sixand years ago, Jackie made the to ensure exposure.

She ma always possessed an back entrepreneurial spirit. there’s nothing more rewarding than providing commercial building in decision downtown Joshua Treeoptimum in classrooms, as bines her creating inherited, insider expertise with and is into alsoreal an EMT. anything since, and is now reaching heights makes a“Whenever point donate to her Maricopa, over agreat decade ago donate decades,” he explains.

The brokerage willneighbors be in the in her navigating Faisal and early his team Sharon Rose Realty, Inc. estate ore most, comrecently been YouTube shorts to go Magdalena back full-time, andto she says, “It’s community of a go, than her Portuguese heri-Arizona funds, food and to Lighthouse Self-employed since his 20s,attoys he would them with ongoing service—from ® in the greater Knoxville, Tennessee comes up, I make myself available to help others,” she as a REALTOR Moms in Prayer an unwavering dedication for education front and there will be an art gallery in the back. service the entire Morongo Basin in California, those less fortunate as often as she can. from Poland, she was on a mission to been quite an amazing journey. My experience in the homes, as well as distributing a qua a unique opportunity Mission hosts a mobile food panbuild an accomplished career running multitheir transaction to boosting their business. ns and $8.6 millionto withwhich useful information for people looking Tomentoring complete thisnew new office, they will hiring updates specializing representing the largest landownmarketing and side of thethe business hasagents played aat you’ve withberelevant events. explains.

Christie also loves region.

“Iherself serve within and around handsand in lots ofTl to infuel her estate “I love is business. asales member of Catholic church prove her hour new radius home counreal first estate and serve her ainfour trythroughout and supports families inreal need ofShe food ple businesses LA County, most After all, once had a customer for over his year alone. to move to the area.

“We highlight things new agents, my but real Faisalestate insists that thetoteam willhouses, be ers, the biggest flippers, and the most exciting new me huge role in helping relaunch busiopen postcards, and int She completed her real andconstruction shelter.

They adopt several famiKnoxville, so it’s in a very bigand region,” she says.

Much her brokerage.

During her free time, she can be found in Maricopa and donates food and suptry.

Bilingual Polish English, recently as CEO of an acclaimed digital mar20 years, they feel less like a client and more have a direct sal theclients. teaching –ness. both clients andkept incoming to a manageable size. “We want awhich complemenHe typically works on over ’sin only getting like the best restaurants, hikes, churches, The experiences, connections, and relationships includes Facebook boosts. “I lo 1990ofjust after familyworking atthe Christmas to provide them with ketingclients agencylies in region.

Over time, heclosed like acrochetlifelong her business is based on friend’s repeat and referkaraoke (her favorite hobby), camping, tary group of people who know thefriendship.” area wellespecially and community 100 listings at a singing time andhelping recently the largplies over the holidays to support families she astarted at her real give agents – them understand that I made along the way have really helped ground me people, in my area and my in Joshua the school area to help e business suggested that above and beyond gifts.

The also collects sup-quickly feelspare connected the community and each other. estdoctors, transaction ever in Tree.inOver 90% In ofclosing found seeking ateam newetc. opportunity that ing, and putting together gifts fortoher clients. rals, as shebrokerage, goes totohimself meet needs. need. her time, Magdalena estate which proved be their these last few years.”

Jackie says. “These are my friends,I an every chance g even in a shifting, changing market, there’s e language skills would funds sports for our Success comes easily when you great team his and business comes fromscholarships referrals, a testament to shorts, ourspoke clients feel more connected.

Byand watching still toplies his outgoing personality Outside of have realI aknow estate, is dedicated theMax area very well. Theyto entrus loves traveling and hiking.

She is pasthePortuguese right fit forand someone with her outChristie is honest straightforward with everyone she MAGDALENA BUTZ MAX CHUONG THAI TARA BERRY giving it their all.” the quality of service he provides and his strong alway opportunity to invest in a home and h a growing area families, especially single-parent LINA LOPES mebuyers and sellers throughout people can get a local’s onsionate where to go health andwithand strong business acumen, whichperspective inspired him to his SoCal on up with Jackie servestoTampa a primary me because I live cities here and I about socommunity, if homes toteaming going personality.

Fromthe herbest first year reputation in theHaving area. shows “It’searned so important rec- Bay, serves, ensuring the decisions possible. her broker’s license in nutrition, 2022, focus Christie the area.

Initially, Lina they make households.

Lina also appreciaWith a solid fou invest in the future.

Sometimes confrontPinellas County.

“This is a destination location by all and outs.

I also work with several lo pursue his real estate license, drawing from his and his fellow local businesses to host givecott, Prescott Valley, Chino Valley what to do before they move here,” he explains. ® that real has estateaisbright about people,” he she’s notsays. in the office or showing homes, , Magdalena achieved tionognize as a REALTOR future She hopes totraveling expand her vacant friends and family memher clients by hosting them and Jackie says.

“We have people land and new builds.” extensive sphereFaisal’s oftoinfluence to with establish network ofahead. satisaways for families andfrom children in-need.

Hevolvement also home sits on the and h ing the fear ofameans,” relocating or transitioning approach working with clients relies dlt.

As these cities fall within a discovering hereverything passion their for and an annual atcan likelya into findthisher exercising 4-5 early success that follow reach and continue making difference in the thetime. real es-the Cal Placement Association, “I do for would everyone the her wayupI and would want out ofyou and moving statevolunteers all We on families being honest grounded, both ofstate which come fied clients colleagues thecelebration state. and with to marketing, T canthat bespans difficult, but being able toboard connect of another, he’s able to drive to There are several organizations close to Brian’s heart hersone achieve their dreams Long Island’s Fink’s Country Farm. are the “Sunshine” state!

We are known for our Award toward the future, Jackie p to the present.

“I work hard and get days a week. naturally to him.

“People can feel when you are tell me they never it done for me,” Christie explains. “I don’t sugarcoat tate world. “I had one client recently a non-profit organization thatLooking helps professionals uncover 2023 as an opportunity to s families with the services and resources they need to rship. winning beaches, dining on fresh local cuisine, enter- growing her business and onboard so genuine.” ting the scenic topography, which he puts aREALTOR® lot energy into supporting. has dealsI tell done no upfront matter what takes,” Today, Max ishere abeing with eXp Realty, where new career paths, jobs, and better prepare themselves thought they would ownheHe a home, and now I’vefind helped things. them whatLina Iitthat think.

I’m to in-of tainment and nearby major attractions, Walt Disney A Certified Mentor for people eXp, Jacki loves to support any activities her grandchildren continue helping lo thrive is what I love about my work.” place. form “This area is surrounded by assists assisted with marketing several blood drives happenLast year, Magdalena completed shemy says. throughout LA her County theMoments surrounding to enter the workforce.

When not with clients or giving clients toclients beinthe be-spending buyand two. that keep meGardens, going $10 and he’s Both and through work, heav-like World themeis Parks / Hotels and Busch not learning. I am constantly engaged i g as a solo agent for manyabout years,what LinaI believe participate andtruth, sayspersonally that time with herFaisal three everybody gets an opportun areas of California, from Sacramento to San Diego.

Wellback, he can be found spending quality time home with million in sales and that number is sure ed trails for mountain biking, hiking in his community this year to support Leukemia ily involved with his community.

His company to mention we have no state sales tax! This is a very to better serve myatclients.

Education that’s what I would of want.”

Christie bring me so much happiness.” t up her cause client database and inventory grandkids is understands her absolute favorite pastime when she’s versed in both commercial andtofunds residential transactions, he histotwo daughters. sponsors the local Little League team aseasygoing well asthe maybe that’s because of in upb Originally, before entering world of real estate, laid-back, place live, for family, fun, and ing on top of what’s going on m rise as she expands her business.

Looking forward, Representing clients in Maricopa, Casa Grande, ng and camping opportunities.

We patients, as well as raised and support for suicide gs. She started to build a team not working.

She enjoys all of their games the importance of one eachperson transaction, and never pushesattending projects like Christmas tree giveaways. has events, cultivated acommunity distinct process to ismeet thecareer needs of any culture.

We all work very well together, there are a lot want to mentor new agents in the in she excited to try new creative marketing strategies, Arizona City, and beyond, Magdalena has built a solid es, but there’s something rea Tara enjoyed a in retail management.

“After rder to ensure that her clients continued and taking them on vacation and sharing her To learn more about Faisal Alserri, ated as people one of the top twenty places awareness “I trytotolocal lend a hand to people to make decisions.

If something isn’tfoundations. rightprovide for support They business owners, buyer or seller.

Max has aand clear vision for theiffuture of taught his business. hisfrom of small family start-up businesses corporate busithey’re the rightAsway please call 760-880-4894 same level of quality, hands-on service love of cooking with them.

Lina’s future plans include network of clients with many referrals coming to work using videos and engaging content to tap into a new about experiencing the mom college, I started working in a grueling career, and the which often results in gaining new real estate cli” he explains.

Prescott a “small whotostruggle the resources to proximity help them, she wouldhas never advise them pursue in it,life andand don’t havenesses here, due to our tomaintains two major its airports. they will he stayintends in business and reflect p volume steady growth, on adding or email falserri@gmail.com ss grew. Today, Lina’s team of fiveShe hasworks expanding her team’s involvement and con- and Her ents. community “Weand try to dogeneration our best for our community of homebuyers. bottom line is always with hertruly personally. withlisting home buyers reallythrough choose their home. hours just didn’t line upofspare with my children, There’s a his lot appealtime, to ournewborn particular area that draws industry.

Mentoring, serving, and It ge aly lot of local bands, along with art them through difficult times,” he says.

In her clients appreciate this approach.

“I’m much When a property, Max offers a comprehensive further value to the client experience offering health recognized for their success tinuing to work toward fulfilling to theput goals of her needs team clients’ first, so and you life can be sure she will scaling sellers asis well as and withhigh investors.

“We can buy homes people from everywhere.” very important to me.” and it’s a huge accomplishm so I started looking for an alternative path.

My father approach.

Leveraging his background in digital marketing, insurance services, his boutique approach munities.

“My job to highlight the Brian enjoys playing hockey locally and traveling. more personal than transactional,” she says.

“Many of Last year, with 220 units sold, they were members and clients. to do matter who she isand working with. inand cash,” she explains.

No matter whohisshe is working helps clients fullyhad prepare their home to that sell,no equipthroughout the region.

In Top theAgent meantime, Copyright Magazine though, he looks a continue proven track record inToreal estate, I hadn’t fDouglas this area get people to fall Elliman Long Island my Team forin heDeveloping my clients become friends.” relationfind out more about Jackie please call 813-833-083 with, Magdalena starts by getting to know them and “Protect your equity...You’ve earned it!

Our fees andDavidson, ping them with a suite of in-house professional photography, forward to all the new clients and connections that await. “Ipeo mes sold.

Linawith continues to be personWhen she’s not helping evenbusiness realized is how I had learned from him over of Brian’s an much appreciation for ships her buyers and sellersAtis the onecore of Christie’s jackiedavidson.expre email jdavidsonre@gmail.com or find her online at videography, and drone photography services.

From there, love nothing more than seeing the happiness on a customer’s their goals.

Often, they become friends.

“Everyone is services are structured to strengthen your bottom line!” in working with her clients, running favorite parts about whattheshe does.

By gettinglisting close community and desire to make hometown educating incoming REALT the so I his jumped anda welgot 2014.” hehis broadcasts to ayears, highly targeted blend of in digital facelicensed when theyinreach the closing table or receive the keys to a little bit different and getting totheir know their erations of the business, negotiating, andI enjoy with her clients, she’s able to ease the stress on the real 87% of their business as coming coming place for everyone.

“After the pandemic, people ing time in the great outdo Within a single year, Tara transitioned to working as a and social media campaigns, ensuring a seamless transaction their new home,” he says.

“At the end of the day, knowing ng. stories,” she says. “At the end of the transaction, there Copyright Top estate process, making it enjoyable fortoallfeedback rily because their client experience tend beinvolved. more about sensitive and emotions ®are heightened they are and trulyshe satisfied with their transaction the greatest boys are eightis and three, and full time REALTOR with eXp Realty, began is more rewarding than gettingthroughout. positive feeling in the marketing world.” ng listings, team employs local media ou’d find the elsewhere.

For example, in a way that they weren’t before,” he says.

“I want to Any time we’re out together servicing all of upstate South Carolina and their experiences.”

Elsewhere, is just as of attentive when assisting his buy-stressapers and commercials to drive traffic to love Those who work with Christie to tell others about physical gifts to clients, Brian gifts make theMax experience buying and selling homes activity – sporting, hiking, s her listings using a combination of Zillow, open housers,said, thoughtfully guiding them to the right investment for They also utilize media One advertistheir timesocial together. recently “Christie is an s, from tickets to see their favorfree for people.

This area has so much to offer and it’s a exploring together, and thank es, and interpersonal relationships.

“Our economy is Magdalena’s insistence on staying in touch with clients urce some of their marketing to boost and their best interests. In fact, he prefers to keep in touch long amazing agent!

She was extremely helpful intoassisting at theproperties world’s oldest rodeo, which great home.” has kept coming back year after year. keep a growing a lotcheck-ins and attracting wner’s to thethem right prospective after theplace deals are“Icall done through regular and even new transplants, which my daughter andofmyself in the search for aour new For more information Reagan, detailed log everyone I have home tohome. in the lso credits Douglas Elliman’s internal systhe sold occasional gift—all to make sure clients are satis-I about plays well tohismy strengths. tend toChristie work with a lot She knew exactly what we wanted and helped us to find please call 865-321-6670 g to get listings front of other agents in fied in their newbrian@SheridanPropertyGroup.com, homes.

Since delving into real estate, he lastinPurcell, ten years,” she explains.

She sends emails, makes about Brian call 928-231-0498, email of first time home buyers – I have a heart for helping increaseit. exposure.

Finally, Linahosts believes She always to find something usshow to reputation see has earned afor fantastic throughout with or emailCalifornia, allrealestatechristie@gmail.com phone calls,seemed and Christmas parties toabout her someone do something forand the first time, learning and For more Lina, call 631.487.3113, facebook.com/brianpurcellrealtor, @brianpurcellrealtor on Instagram, or visit sting many open houses, supporting each the majority of his volume coming from repeat clients at times we were available.

Christie was professional, clients how much she appreciates their business. When building confidence with them.

This job is all about TEAMLINA.com. email lina.lopes@elliman.com, visit full marketing campaign and getting the kedin.com/in/brian-purcell-b4526215a SheridanPropertyGroup.com referrals.orhires it comes to marketing, Magdalena top-notch ont of as many people as possible to find building relationships, helping people through the FACEBOOK / TWITTER to present her listings in their best/ YOUTUBE light. / INSTAGRAM / LINKEDIN tch of home photographers to buyer.

Having completed closebiggest to 18 transactions in his first yearof their lives, and staying in touch She creates brochures and advertisements, sometimes Maxtransaction and-a-half as a REALTOR®, remains committed to the with them to celebrate afterwards.”

Copyright Top Agent Magazine dipping into her own commissions to make that surehave thatset him apartTo Contqct lasting standards notlearn only asmore an agent, about Magdalena Butz, Max at 323-309-3423.

Copyright Top Agent Magazine her listings receive the attention theyasdeserve.

Atbusiness the but also a long-term partner to all his buyers and email max@caliviewrealty.com, FindMaricopa.com call to 520-840-6927, visitassisting In background addition educating and her clients, moment, Magdalena is concentrating on building her sellers. “Drawing from my in a variety of fields, or visit caliviewrealty.com or email mbutzcopa@gmail.com Tara has a penchant for sharing her experience with I can addaudiences. value to a client’s transaction that goes above and social media presence to reach wider agents and colleagues. “I do a lot of mentoring for new To learn more ab agents. I don’t bring them onboard as buyer’s agents or Top Agent Magazine 3 visit Magazine exprealty.

Copyright Top Agent Magazine Copyright Top Agent anything, but it’s an additional product of my business.” email tara.berry@ Her eagerness to lend a helping hand extends beyond her

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure! www.

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally!

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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CONNIE ANTONIOU

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Top Agent Connie Antoniou is one of the Top 5% percent of Chicago agents—with a helping heart Connie always puts her clients’ needs first.

Connie Antoniou’s luxury real estate journey could be the screenplay for the next great motion picture. Born in Dubuque, IA; Connie’s competitive sales experience started while working as a traveling sales representative for Reynolds® Aluminum.

After a series of life events, Connie’s fiancé signed her up for real estate courses one Valentine’s Day and by the time they’d 8 Copyright Top Agent Magazine

returned from their honeymoon she had started selling her first properties in the Spring of 1985.

Connie started her real estate career with Adam & Myers and later Brush Hill in the highly competitive Hinsdale market of Illinois. At Adam & Myers; she was taken under the wing of then preeminent agent Top Agent Magazine

Meryl Adams and garnered firsthand experience in luxury sales. Predominantly a solo agent; she developed an affinity for working with CEOs and professional athletes.

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Consistently in the Top 5% of agents during this time; she especially loved working with the players and coaches of the Chicago Blackhawks hockey team. “I Copyright Top Agent Magazine 9

Connie is a marketing rebel that goes against the grain and still believes in spending money on print advertising. “They say print is dead…bad print is dead, but good print is alive.” would do everything for them; including incorporating their jersey number into their home phone number! It is how I developed my concierge level of service.”

After years of serving high end clients in Hinsdale; Connie scaled and purchased her first realty office called Hunter’s Fairway; aptly named for its equestrian estate and 10Copyright Top Agent Magazine

golf fairway listings in Barrington, IL in 2007. Weathering the storm of market shifts; Connie has remained one of the Top 5% percent of Chicago agents ever since.

With a helping heart; Connie always puts her clients’ needs first. “When [the players] would come back into town for the season I would get their groceries and help restock their fridge…they just needed Top Agent Magazine

someone they could trust.” She later went on to open a second office in 2012 with Sothebys International Realty. Building on a successful model; Connie later merged with Jameson Sotheby’s International Realty® to provide a boutique service experience to her discerning clients with large company resources.

Connie is a marketing rebel that goes against the grain and still believes in spending money on print advertising. “They say print is dead…bad print is dead, but good print is alive.” She currently curates Top Agent Magazine

an editorial for Country Magazine; a high end publication that provides its luxury buyers and sellers with informational content. Her style is subtle yet effective; casual but commanding. Connie uses a mix of quarterly editorials, high end professional photography and drone video to market her listings. For her referrals, she has assembled an all-star team that projects the same level of concierge service her clients are accustomed to. Her team ensures that every one of their buyers and sellers receive best in class discretion. Throughout the years of stressful and Copyright Top Agent Magazine11

demanding clients, her success with them rests in her ability to generate humor as a way to diffuse tense situations. “I’m personable and I like to have fun.”

Connie is a big animal lover and supporter of community involvement. She has sat on the Brookfield Zoo Women’s Board, the

Barrington Chamber of Commerce Board, and helped organize numerous fundraising golf outings. With such an impressive career; Connie and her team have their feet on the accelerator as they look to add more agents this year. “My goal isn’t to be the biggest, but to be the best and… [to] enjoy the fruits of my labor.”

To learn more about Connie Antoniou email connie.antoniou@sothebysrealty.com, visit connieantoniou.com or call 847-508-7775 https://

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 14

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

Seller’s Perspective: How powerful is cash?

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

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

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CALILE DeTHOMAS Top Agent Magazine

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CALILE DeTHOMAS

Calile DeThomas started working as a REALTOR® just four years ago after moving to Raleigh, North Carolina. With experience working in the corporate world and dabbling in real estate investments, Calile decided to switch gears to become self-employed full-time in real estate. She thought real estate would be a great fit for her personality and she was right — since her first full year working in real estate in 2019, Calile has quadrupled her annual business, with 18 closed homes this year.

of North Carolina, which includes Raleigh, Chapel Hill and Durham, Calile serves many repeat and referral clients as well as first-time homebuyers. They appreciate the individualized attention she provides as well as her in-depth knowledge of homes.

Having grown up with a father who is a

Calile chooses to work without a referral coordinator or team because she wants to always be the person caring for her clients.

“I can provide a higher level of service when I am there through every step of the deal,” she says. Covering the Triangle area 16

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contractor and stair builder, Calile knows a lot more about properties than the average REALTOR®. “I’ve been in countless homes over my life and I’m able to point out a lot of important details than can affect the home buying decision,” she explains.

Rather than keeping a regimented schedule to contact clients, Calile prefers to let outreach be organic and genuine. “I’m very personable and speak to my clients often, either by phone or text.” Her firm stays on top of marketing by using a social ad engine that pushes out the listings on all of her social media channels.

Very active in her community, Calile attends numerous community events each year and runs a small business making wood art called Calile’s Creations, which includes making personalized closing gifts for her clients. She’s also a team lead for the Durham A-Team, an offshoot of Networking Women of the Triangle. Through this, she develops connections with other women in business in the area. Calile spends the rest of her spare time with her husband and dogs on their seven acres of land.

Looking to the future, Calile plans to continue growing her business while still providing the same personalized attention to each and every client. She believes strongly in the importance and power of home ownership and wants to make that a reality for everyone.

“The thing I like the most is being able to help people build equity and find quality homes that suit their needs. Every offer and contract is individualized — never one size fits all.”

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To learn more about Calile DeThomas, please call 720-878-8030 or email caliledethomas2@gmail.com

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My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla

Cross, CRB, MA

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

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

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

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

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

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

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

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

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

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

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Are You Lead Generating on Purpose?

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

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

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

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

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

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

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

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JOSE CORREA Top Agent Magazine

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JOSE CORREA

Jose Correa of Philadelphia, Pennsylvania has built a successful real estate enterprise by following a simple and effective approach to business and day-to-day living: “I ask my clients the same questions that I ask my team members: ‘What kind of life do you want to have for yourself and your family? And how can I help you get there?’ Once I have the answer to those questions then we can set a goal together. My best quality is also my worst quality – I’m very goal oriented, and once I have a target, I’ll do whatever it takes to get there. The big goal for my business is to help everyone I meet lead a life they are proud to live.”

Eight years ago,” Jose recalls, “a good friend of mine asked me if I wanted to try real estate, so I got my license thinking I had nothing to lose.

Here I am today with my own team!”

Presently, in 2022, Jose leads the Correa Real Estate Team which houses five total members under Keller Williams: a full time administrator, three additional buyers agents, with Jose

Before entering the world of real estate, Jose was in the military, and after being discharged he was eager to find his place in civilian life. “I had my own issues with PTSD and depression – it’s hard to make that transition, but I was able to go back to college with veterans assistance.

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primarily managing the listing side of the business. They are proud to serve a broad range of geographic territory, including Westchester, Philadelphia, and sections of New Jersey, and they boast a book of business that is over 95% repeat and referral clients. This past year, they totaled $13 million in gross volume spread across fifty units, and they aim to double those numbers by the end of 2023.

Jose attributes his success to his sincere desire to improve his community, particularly veterans who are striving to achieve the dream of homeownership. “We serve everyone we know,” Jose explains, “but we focus on two groups primarily. I’m Colombian, and myself and two other members on my team are bilingual, so we pride ourselves on being able to offer a 100% Spanish speaking experience. We connect people with lenders, insurance companies, everything they need to make them feel taken care of. I’m also the Keller Williams Military Ambassador for the tri-state area, so I’m very involved with helping military veterans become homeowners or enter the real estate industry themselves.”

Jose’s penchant for community service extends beyond his personal networks, and he goes to great lengths to spread his prosperity to the greater collective. He is an active member of the American Legion, organizes school supply drives every year, and regularly contributes to Toys for Tots during the holidays.

“I don’t come from much, so I know what it feels like to go without. When I left the military I wanted to do something that would impact people and help, and what I’ve come to understand is that, by helping, I get to benefit by learning and growing. At the end of the day, it’s like I tell my son: ‘if you’re going to be anything today, be humble.’”

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Contact Jose at 267-225-4432 visit josecorreateam.kw.com or email joserealtor215@gmail.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 24

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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STEPHANIE SCHMITZ Top Agent Magazine

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STEPHANIE (STEPH) SCHMITZ

Driven by her steadfast dedication to her clients, Stephanie Schmitz ensures that their buying or selling experience is a positive one. It’s an attitude that was forged in Stephanie from early on. “My dad has been in real estate for many years, and that’s probably what piqued my interest,” Stephanie recalls. “But the real reason why I got into real estate and felt that it was going to be a really good fit for me is because I love talking with people. In this job, I get the opportunity to talk with a lot of people, spend time with family and friends, and get to know a lot of new people.” This love of helping people shows in everything Stephanie does.

satisfaction she inspires. “I love my sphere.

They’re all people who are really important to me,” Stephanie says. “When I do a transaction with somebody, my number one goal is that I give them a positive experience. I think it’s also very important to help educate clients about the market and about homes, and to give them a fun experience. Because buying or selling a home should be fun! They come out of

With The Pomerleau Team at JPW Realty, Stephanie serves all of Minnesota. Working with a builder, JP Brooks Builders, Stephanie specializes in new construction. Her business comes entirely from referrals and her sphere, an impressive feat that speaks to the trust and 28

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it loving what they bought or sold, and I help them have an overall positive experience.”

When marketing her listings, Stephanie uses an array of techniques to ensure optimum exposure. In addition to marketing on the MLS and third party indicated sites, Stephanie says, “I’m really big on social media, because having been an individual agent in the past, I capitalized a lot on social media.” Stephanie promotes her listings on platforms including Instagram, TikTok, and Facebook, as well as via mailers, brochures, and reverse prospecting. “When we have listings go live, it’s important to get in touch with other agents,” she explains. “A big part of agent listing is who you know, and with the number of transactions I’ve done, I’ve gotten to know a lot of great agents.”

Stephanie likes to give back to her community whenever possible. Some of the causes she supports include The Food Shelf and Feed My Starving Children, as well as holding a golf fundraiser every summer to support the local oncology center. When she is not working or giving back, Stephanie enjoys spending time with her two young children on their hobby farm, as well as bodybuilding and making connections at the gym.

Looking toward the future, Stephanie says, “I love what I’m doing right now! I love the group that I work with, and I’m surrounded by outstanding people who push me every day and challenge me in a positive way. I hope to continuously grow my business, pushing more into the Twin Cities market, and continuing to have fun and love what I do.” Above all, Stephanie says, “I love all my clients. Because I’ve spent so much intimate time with them buying or selling a house, they become my friends and family.”

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For more about Stephanie (Steph) Schmitz, you can call her at 612-382-0316 or email steph@pomerleauteam.com.

Find her online at pomerleauteam.com www.

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5

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.

4

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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CRYSTAL DENSON

Proving that it’s never too late to pursue your dreams, Crystal Denson has become a top producing agent at her brokerage in less than two years. “I re-entered this field in my 40s after leaving my corporate career,” she explains. “It just goes to show, if you put your mind to something, you can do anything.” Her first step into the real estate world was in 2004. She loved everything about it and had a natural talent for sales, but ended up trading it in for a career in the corporate world after the market crash of the late-2000s. Crystal started a family and eventually decided to return to real estate, after seeing all the opportunities her husband was receiving as a part-time REALTOR®. “He was doing real estate

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on the side, and ended up not having enough time for it,” Crystal says. “So I decided in the middle of the pandemic to go ahead and reactivate my license.” She dedicated herself to building her business, while still balancing a full-time job and family life. “I graduated from my brokerage’s mentoring program as ‘Mentee of the Year’ quicker than anyone else,” she says. Her real estate career took off within the first year, and she began winning awards for her production volume.

Crystal was soon ready to resign from her corporate job and fully pursue real estate. Today she is loving every minute of her path, delivering exceptional

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service to her buyers and sellers. “It’s so rewarding,” she explains. “I just love what I do.” Serving the greater Atlanta area, a growing portion of her business consists of repeat clients and referrals. It’s her continual guidance and support that keeps people coming back. “They love the level of service I provide. I am authentic, I keep things real with people and prepare them for the entire process, from beginning to end.”

Crystal understands the stress this chapter in life can bring, so she aims to eliminate worries and provide as much clarity as possible. “I really do look out for their best interests.” Crystal connects with each person she serves, building lasting relationships that make them feel comfortable coming to her for any questions.

Her listings receive thorough marketing, and she has an individualized approach for each property. When she had a home for sale during Halloween, she hosted an open house, passing out candy to trick-or-treaters and entertaining neighbors. “Another thing I love to do is go to local businesses and let them know about the properties I have for sale,” Crystal says. “Often, the owners or employees know of people that are looking for homes in the area, or they might run into someone later on who is interested.”

Crystal frequently gives back to the community through events and charities. She participates in her brokerage’s annual parade, raising money for children in need during the holidays. “I’m always out there trying to help others, especially during Christmas time. I want to make sure everyone’s holidays are meaningful and happy.” During any free time, Crystal loves to travel and relax with family.

As time goes on, Crystal’s love for her career continues to grow alongside her success. Within the first 5 months of 2022, she matched her 2021 production.

By September, she exceeded her 2022 goals by hitting production and sales numbers beyond double her 2021 results. Crystal’s total production and sales results awarded her as the #1 Top Producer for 2022 at Village Premier Collection - Douglasville. Crystal has already started preparing herself to exceed her 2023 goal of tripling her production in 2022 by recently earning her Seniors Real Estate Specialist® (SRES®) designation. Wherever her path leads, it will undoubtedly bring her continuous joy.

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For more about Crystal Denson, please call 404-989-7493 or email atl@watchcrystalsell.com Copyright Top Agent Magazine 33

44 Qualities Qualities of of Exceptional Exceptional Employees Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is Top Agent Magazine

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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PAUL J. CERVONE

Driven by a passion for excellence and a desire to provide high-level service to his clients, Paul J. Cervone has been serving his local Massachusetts market since 2011. A retail business leader for 20 years prior to entering the world of real estate, the client experience is central to everything Paul does.

With Lamacchia Realty, Paul is licensed in Massachusetts and New Hampshire. A savvy, forward-thinking, high-level communicator, Paul is skilled in all aspects of real estate—from luxury, commercial, and residential to first-time homebuyers and rentals. “My value proposition to my clients is that I’m a forward thinker and I lean into my business,” Paul explains.

“I execute at high levels and provide service excellence always, in all ways.”

many agents don’t have. “I pride myself on being able to provide information and education,” Paul says. “I’m an educator. I help people understand their path to success, whether they’re buying or selling with me.”

Paul is a certified National Military Relocation Professional (MRP). “My father served in the military, so I come from a military family,” Paul says.

“I’ve relocated military all over the world, and it’s

Belonging to three real estate boards (the National Association of REALTORS®, the GBAR in Boston, and his local board), Paul has a breadth and reach that 36

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about a third of my business every year. For me it’s my give-back moment in life to help them navigate their VA benefits. A lot of our military is very transitory, moving around frequently, and they need an expert who knows how to navigate these types of home purchases and sales effectively.”

When it comes to marketing his listings, Paul says, “We have a very robust marketing package at Lamacchia Realty. We are very astute on social media and have a strong following on all platforms.” In addition to professional photography, floor plans, and drone photography, Lamacchia boasts its own patented, proprietary database system that is used to match buyers and sellers. “We do everything to get more eyeballs on our sellers’ houses,” Paul says. “From postcard mailings to boosting social media ads, we are a cutting-edge technology company, and our marketing prowess is second to none.”

Giving back to his community is an important part of Paul’s life, and he is active with a number of associations and sponsorships. He likes to participate through local food pantries, as well as supporting any military events going on locally. He is a member of the Chamber of Commerce in his hometown of Burlington, Massachusetts. When he’s not working or giving back, Paul enjoys athletics, having been a ranked tennis player in his youth. These days Paul likes playing pickleball and traveling with his wife and son. Paul is also a talented musician, composer, and songwriter.

Looking toward the future, Paul plans to continue elevating his business and providing excellent service to his clients. The recipient of many different accolades, including the President’s Club Elite at Lamacchia Realty for three years running, Paul says, “It’s a testament to my drive, my service excellence, and the amazing clients I service all the time.”

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Contact Paul J. Cervone at 781.272.5665, email paul@lamacchiarealty.com, or visit

www.

lamacchiarealty.com/team_members/paul-cervone

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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REBECCA WILDER

There is nothing more exciting than starting a new chapter, especially when it means accomplishing long held dreams.

After 8 years as a REALTOR® at Coldwell Banker, Rebecca Wilder partnered with her new broker and dear friend, and opened an office in Milledgeville, Georgia on Lake Sinclair. Just a year since its beginning, the office is off to a strong start.

Specializing in negotiation, customer service, home search and comparative market analysis, Rebecca and her team serve a diverse client base, from first-time homebuyers and college grads to retirees looking for a second home on the lake.

she treats everyone with the same high-level of service. “We have the ability to take time with each client and show them what this area has to offer. That is what we want to be known for,” she says. As the lake country is a peaceful place with a slower pace of life, people often move there to put the rat race behind them. “They are buying homes that they have worked hard for and I want

Covering both the lake country and middle Georgia, Rebecca is responsible for properties that range between $500K and $2M. However, no matter what the price-point, 40

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them to have a great experience throughout the whole process.”

While she receives many referrals, Rebecca also uses platforms like Homesnap, MLS, Facebook, and a local magazine called Reminder Media to share her listings. Clients can also expect little touches like postcards, emails, and phone calls throughout the year from Rebecca. “When it comes to selling a home,” Rebecca explains, “It’s all about the lakeside of the house. The front isn’t as important — you have to take them out on the boat to see the house from the lake.”

Particularly around the holidays, Rebecca makes a point of giving back to her community. She supports Toys for Tots and is a Putnam County Chamber of Commerce member. She also volunteers with Meals on Wheels for senior citizens in Baldwin County. Next year, she will be leading classes at the senior center about how real estate affects the senior market and how multigenerational living can solve a lot of issues in a difficult time.

On average, Rebecca sells 20+ properties per year, but she’s just getting started.

She’s putting a lot of energy into growing her new office in 2023 and is excited for the opportunity to assist clients entirely on her own terms going forward. “This is the biggest investment most people make in their lives and I want to help them understand the process from start to finish.”

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To learn more about Rebecca Wilder, please call 404-886-9753, email sunneerealty@gmail.com or visit wilderrebecc.georgiamls.com www.

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mag@TopAgentMagazine.com http://www.TopAgentMagazine.com

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9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

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I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

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THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

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I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

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I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

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I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

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DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

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YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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BERNICE RODRIGUEZ LIRIANO Born in Ghana and a longtime resident of Gwinnett County, Bernice Rodriguez Liriano has always possessed an entrepreneurial spirit. While building a successful career in medical billing, she would take an interest in real estate after her father, Ben Akrong, launched Strong Tower Realty, Inc. Helping out around his offices, she had an opportunity to learn the business from the ground up, which later inspired her to pursue her career as an agent in 2010. Leveraging her deep roots in the industry, she would quickly establish a network of satisfied clients and investors that spans not only the region, but also the world.

Today, Bernice is the Senior Vice President and Associate Broker of Strong Tower Realty, Inc. where she assists clients throughout Gwinnett County and the surrounding areas. As a Platinum producer with experience in all aspects of the business, from listings to property management, new construction, and development, she has cultivated a boutique workflow to meet the needs of any buyer, seller, or investor.

When listing a property, Bernice is there for her clients each step of the way. After helping them fully prepare for the market, she broadcasts their listing via both the MLS and a targeted blend of digital campaigns. Moreover, she utilizes her global portfolio of investors to give her clients an added advantage and generate word-of-mouth buzz around their property, ensuring a seamless transaction throughout.

Elsewhere, Bernice is just as attentive when assisting her buyers, thoughtfully guiding them to the right investment for their best interests. Through the years, she has earned a fantastic reputation throughout Georgia, with

the vast majority of her volume coming from repeat clients and referrals.

“My family has always been into real estate, dating back to my great, great grandparents in Africa,” she says.

“Through them, I’ve learned to appreciate the value of building a legacy for future generations. Recently, for example, I completed a transaction for a client whose parents are battling Alzheimer’s disease. They had bought their home for $15,000 in the 1950s, and today it’s worth over $800,000. In my career, I’ve encountered so many stories like these, ones that highlight the significance of homeownership not only for my clients, but also their children and grandchildren.”

Outside of real estate, Bernice is dedicated to her Ghana community, teaming up to send resources and funds back overseas. On top of supporting Hands of Atlanta, she also volunteers with Meals on Wheels to produce healthy meals for those in-need. When she’s not giving back, she can be found traveling, visiting the different restaurants around Gwinnett County, or spending quality time at home with her family.

As her volume maintains its steady growth, Bernice intends on expanding her investment portfolio while scaling her work in commercial and residential management, with plans to bridge further into new development in the near future. In the meantime, though, she looks forward to all the new connections that await. “We believe in going above and beyond for our clients,” she says. “At the end of the day, there is nothing more gratifying than having someone trust you with such an important investment. As such, we always do as we promise, because what matters most is delivering outstanding results that realize each client’s goals in the market.”

To learn more about Bernice Rodriguez Liriano, call (754) 422-9765, email bernicer86@gmail.com or visit strongtowerrealty.com www.

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BRIAN PURCELL After 9 years of being stationed in Delaware and Germany with the Air Force, REALTOR® Brian Purcell returned to his hometown of Prescott, Arizona. With a mother who was a REALTOR®, Brian knew the industry well and realized that he could use both his local knowledge and people skills to help others. In September 2021, he got licensed and joined the Sheridan Property Group. While real estate is a new career for Brian, he has already achieved more than most, completing 27 transactions and $8.6 million in sales volume in his first year alone.

The best part is, he’s only just getting started…

Brian represents homebuyers and sellers throughout the Quad Cities — Prescott, Prescott Valley, Chino Valley and Dewey/Humbodlt. As these cities fall within a thirty minute radius of one another, he’s able to drive to them while appreciating the scenic topography, which varies from place to place. “This area is surrounded by 450 miles of groomed trails for mountain biking, hiking, as well as fishing and camping opportunities. We were recently nominated as one of the top twenty places to retire in the U.S.,” he explains. Prescott has a “small big town feel” with a lot of local bands, along with art and retirement communities. “My job is to highlight the wonderful features of this area and get people to fall in love with it!”

Brian’s team counts 87% of their business as coming from referrals, primarily because their client experience far exceeds what you’d find elsewhere. For example, rather than sending physical gifts to clients, Brian gifts experiential presents, from tickets to see their favorite bands to a night at the world’s oldest rodeo, which

happens to be in Prescott. “We focus on deepening relationships by creating memories that last,” he says. After a transaction is complete, Brian does no less than “18 touches,” meaning that he reaches out that many times to keep the relationship going.

When it comes to marketing, Brian focuses on reaching potential clients who are outof-state. He uses geotagging and social media to tap into target audiences and has recently been creating YouTube shorts with useful information for people looking to move to the area. “We highlight things like the best restaurants, hikes, churches, doctors, etc. in the area to quickly help our clients feel more connected. By watching our shorts, people can get a local’s perspective on where to go and what to do before they move here,” he explains.

There are several organizations close to Brian’s heart that he puts a lot of energy into supporting. He has assisted with marketing several blood drives happening in his community this year to support Leukemia patients, as well as raised funds and support for suicide awareness foundations. “I try to lend a hand to people who struggle in life and don’t have the resources to help them through difficult times,” he says. In his spare time, Brian enjoys playing hockey locally and traveling.

At the core of Brian’s business is an appreciation for his community and desire to make his hometown a welcoming place for everyone. “After the pandemic, people tend to be more sensitive and emotions are heightened in a way that they weren’t before,” he says. “I want to make the experience of buying and selling homes stressfree for people. This area has so much to offer and it’s a great place to call home.”

To learn more about Brian Purcell, call 928-231-0498, email brian@SheridanPropertyGroup.com, follow @brianpurcellrealtor on Instagram, or visit facebook.com/brianpurcellrealtor, linkedin.com/in/brian-purcell-b4526215a or SheridanPropertyGroup.com www.

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Take My Word for It:

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

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

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

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

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

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show48

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

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

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

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

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CHRISTIE REAGAN Caring and empathetic, Christie Reagan’s first career was in nursing. Her journey then led to working at a rideshare company, where she was frequently told she had the talent for real estate. “People were always randomly telling me that I needed to be in real estate,” Christie explains. With a talent for connecting with others, it was clear she could thrive in this industry. So Christie eventually took their advice and earned her license. She hasn’t looked back since, and is now reaching great heights as a REALTOR® in the greater Knoxville, Tennessee region. “I serve a four hour radius within and around Knoxville, so it’s a very big region,” she says. Much of her business is based on repeat clients and referrals, as she goes above and beyond to meet their needs.

Christie is honest and straightforward with everyone she serves, ensuring they make the best decisions possible.

“I do everything for everyone the way I would want it done for me,” Christie explains. “I don’t sugarcoat things. I tell them upfront what I think. I’m here to inform my clients about what I believe to be the truth, because that’s what I would want.” Christie understands the importance of each transaction, and never pushes people to make decisions. If something isn’t right for them, she would never advise them to pursue it, and her clients truly appreciate this approach. “I’m much more personal than transactional,” she says. “Many of my clients become my friends.” Developing relationships with her buyers and sellers is one of Christie’s favorite parts about what she does. By getting close with her clients, she’s able to ease the stress on the real estate process, making it enjoyable for all involved.

Those who work with Christie love to tell others about their time together. One recently said, “Christie is an amazing agent! She was extremely helpful in assisting my daughter and myself in the search for our new home.

She knew exactly what we wanted and helped us to find it. She always seemed to find something for us to see at times we were available. Christie was professional, Top Agent Magazine

always on time, and would return my messages and/or phone calls almost immediately. It was a real pleasure working with her! Her knowledge of real estate was a true blessing for me, being a first time buyer. I would highly recommend her to anyone needing a real estate agent.”

Christie loves her community and is always looking for ways to give back. She used to be part of the Volunteer Rescue Squad, and is also an EMT. “Whenever anything comes up, I make myself available to help others,” she explains. Christie also loves mentoring new agents at her brokerage. During her free time, she can be found singing karaoke (her favorite hobby), camping, crocheting, and putting together closing gifts for her clients.

Having earned her broker’s license in 2022, Christie has a bright future ahead. She hopes to expand her reach and continue making a difference in the real estate world. “I had one client recently tell me they never thought they would own a home, and now I’ve helped her buy two. Moments like that keep me going and bring me so much happiness.”

For more information about Christie Reagan, please call 865-321-6670 or email allrealestatechristie@gmail.com 49

FAISAL ALSERRI Faisal Alserri’s love for the California desert began in childhood and has not ceased to this day. After earning a Master’s degree from USC, he started working in planning and development in Southern California while personally investing in real estate. Owning rentals and doing flips and full renovations caught the eye of his mentor, Sharon Rose who eventually offered Faisal the opportunity to buy her brokerage when she retired. You could say that everything Faisal has done so far lead him to where he is today as a REALTOR® and brokerage owner.

Faisal and his team at Sharon Rose Realty, Inc. service the entire Morongo Basin in California, specializing in representing the largest landowners, the biggest flippers, and the most exciting new construction clients. He typically works on over 100 listings at a time and recently closed the largest transaction ever in Joshua Tree. Over 90% of his business comes from referrals, a testament to the quality of service he provides and his strong reputation in the area. “It’s so important to recognize that real estate is about people,” he says.

Faisal’s approach with working with clients relies on being honest and grounded, both of which come naturally to him. “People can feel when you are being genuine.”

Both personally and through work, Faisal is heavily involved with his community. His company sponsors the local Little League team as well as community projects like Christmas tree giveaways.

They provide support to local business owners, which often results in gaining new real estate clients. “We try to do our best for our community and

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it has created a circle of referrals that lifts everyone,” says Faisal.

On his own time, Faisal enjoys being outdoors. In a place as beautiful as Joshua Tree, it’s not hard to see why! He does meditation, yoga, hiking, and off-roading. He also has his own home workshop where he makes furniture.

There are big plans in the works for next year for Faisal and his team, starting with the completion of the office they are building in downtown Joshua Tree. “It will be the first ground-up commercial building in downtown Joshua Tree in decades,” he explains. The brokerage will be in the front and there will be an art gallery in the back.

To complete this new office, they will be hiring new agents, but Faisal insists that the team will be kept to a manageable size. “We want a complementary group of people who know the area well and feel connected to the community and each other.

Success comes easily when you have a great team giving it their all.”

To learn more about Faisal Alserri, please call 760-880-4894 or email falserri@gmail.com

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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JACKIE DAVIDSON With a deep knowledge of her industry and local market, Jackie Davidson is dedicated to ensuring that clients have a positive experience in buying or selling real estate. Jackie earned her license almost 20 years ago, and even when she took a different direction for a few years, real estate remained a passion. “I went into real estate marketing and advertising, and always kept my license active and stayed on top of education,” Jackie says. “I was extremely active in several real estate organizations and had my finger on the pulse of everything that was going on.” Six years ago, Jackie made the decision to go back into real estate full-time, and she says, “It’s been quite an amazing journey. My experience in the marketing and sales side of the business has played a huge role in helping me relaunch my real estate business. The experiences, connections, and relationships I made along the way have really helped ground me these last few years.”

Jackie serves Tampa Bay, with a primary focus on Pinellas County. “This is a destination location by all means,” Jackie says. “We have people traveling from out of state and moving into this state all the time. We are the “Sunshine” state! We are known for our Award winning beaches, dining on fresh local cuisine, entertainment and nearby major attractions, Walt Disney World theme Parks / Hotels and Busch Gardens, not to mention we have no state sales tax! This is a very laid-back, easygoing place to live, for family, fun, and culture. We all work very well together, there are a lot of small family start-up businesses and corporate businesses here, due to our proximity to two major airports.

There’s a lot of appeal to our particular area that draws people from everywhere.”

The majority of Jackie’s business comes from referrals, and it’s easy to see what keeps people coming back.

“Clients appreciate the level of service I give right from the beginning,” Jackie explains. “I stay in contact with them, and they become my friends. Any time my clients need something, I will get it done. I hold their hand along the way and keep everyone positive and engaged during the course of the transaction.”

When it comes to marketing her listings, Jackie draws on her connections in the community to ensure optimum exposure. She markets directly to her neighbors in her community of about 300 townhomes, as well as distributing a quarterly newsletter with relevant updates and events. That’s in addition to open houses, postcards, and internet marketing which includes Facebook boosts. “I love being around people, especially in my area and my neighborhood,” Jackie says. “These are my friends, and they know that I know the area very well. They entrust the sale of their homes to me because I live here and I know all the ins and outs. I also work with several local investors on vacant land and new home builds.”

Looking toward the future, Jackie plans to continue growing her business and onboard some new agents.

A Certified Mentor for eXp, Jackie says, “I love learning. I am constantly engaged in what I can do to better serve my clients. Education is key to staying on top of what’s going on in my market. I also want to mentor new agents in the industry, because if they’re taught the right way from the beginning, they will stay in business and reflect positively on our industry. Mentoring, serving, and generosity are all very important to me.”

To find out more about Jackie Davidson, please call 813-833-0834, email jdavidsonre@gmail.com or find her online at jackiedavidson.exprealty.com www.

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LINA LOPES When Idalina (Lina) Lopes was thinking about changing careers more than thirty years ago, her Portuguese heritage provided a unique opportunity to get started in real estate and serve her community. She completed her real estate license in 1990 after a family member in the business suggested that her Portuguese language skills would be useful with a growing Portuguese population in the area. Initially, Lina worked with friends and family members, quickly discovering her passion for helping others achieve their dreams of home ownership.

After working as a solo agent for many years, Lina gradually built up her client database and inventory of property listings. She started to build a team one person at a time in order to ensure that her clients continued to receive the same level of quality, hands-on service as her business grew. Today, Lina’s team of five has been repeatedly recognized for their success and high sales volume. Last year, with 220 units sold, they were named the #1 Douglas Elliman Long Island Team for number of homes sold. Lina continues to be personally involved in working with her clients, running the day-to-day operations of the business, negotiating, and problem solving.

When marketing listings, the team employs local media such as newspapers and commercials to drive traffic to their website. They also utilize social media advertising and outsource some of their marketing to boost and target homeowner’s properties to the right prospective buyers. Lina also credits Douglas Elliman’s internal system for helping to get listings in front of other agents in the market to increase exposure. Finally, Lina believes strongly in hosting many open houses, supporting each listing with a full marketing campaign and getting the property in front of as many people as possible to find the perfect match of home to buyer.

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Lina and her team are actively involved in giving back to the community. They donate funds, food and toys to Lighthouse Mission which hosts a mobile food pantry and supports families in need of food and shelter. They adopt several families at Christmas to provide them with gifts. The team also collects school supplies and funds sports scholarships for area families, especially single-parent households. Lina also shows appreciation to her clients by hosting them and their families for an annual celebration at Long Island’s Fink’s Country Farm.

Lina loves to support any activities her grandchildren participate in and says that spending time with her three grandkids is her absolute favorite pastime when she’s not working. She enjoys attending all of their games and events, taking them on vacation and sharing her love of cooking with them. Lina’s future plans include expanding her team’s community involvement and continuing to work toward fulfilling the goals of her team members and clients.

For more about Lina, call 631.487.3113, email lina.lopes@elliman.com, visit TEAMLINA.com. www.

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

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

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

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

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

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

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

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

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

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MAGDALENA BUTZ When Magdalena Butz immigrated to Maricopa, Arizona over a decade ago from Poland, she was on a mission to prove herself in her new home country. Bilingual in Polish and English, she started working at her friend’s real estate brokerage, which proved to be the right fit for someone with her outgoing personality. From her first year as a REALTOR®, Magdalena achieved early success that would follow her up to the present. “I work hard and get deals done no matter what it takes,” she says.

Representing clients in Maricopa, Casa Grande, Arizona City, and beyond, Magdalena has built a solid network of clients with many referrals coming to work with her personally. She works with home buyers and sellers as well as with investors. “We can buy homes in cash,” she explains. No matter who she is working with, Magdalena starts by getting to know them and their goals. Often, they become friends. “Everyone is a little bit different and I enjoy getting to know their stories,” she says. “At the end of the transaction, there is more rewarding than getting positive feedback about their experiences.”

Magdalena’s insistence on staying in touch with clients has kept them coming back year after year. “I keep a detailed log of everyone I have sold a home to in the last ten years,” she explains. She sends emails, makes phone calls, and hosts Christmas parties to show her clients how much she appreciates their business. When it comes to marketing, Magdalena hires top-notch photographers to present her listings in their best light.

She creates brochures and advertisements, sometimes dipping into her own commissions to make sure that her listings receive the attention they deserve. At the moment, Magdalena is concentrating on building her social media presence to reach wider audiences.

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Helping her community is a given and Magdalena makes a point to donate to those less fortunate as often as she can.

She is a member of the Catholic church in Maricopa and donates food and supplies over the holidays to support families in need. In her spare time, Magdalena loves traveling and hiking. She is passionate about health and nutrition, so if she’s not in the office or showing homes, you can likely find her exercising 4-5 days a week.

Last year, Magdalena completed $10 million in sales and that number is sure to rise as she expands her business. Looking forward, she is excited to try new creative marketing strategies, using videos and engaging content to tap into a new generation of homebuyers. Her bottom line is always to put clients’ needs first, so you can be sure she will continue to do that no matter who she is working with.

“Protect your equity...You’ve earned it! Our fees and services are structured to strengthen your bottom line!”

To learn more about Magdalena Butz, call 520-840-6927, visit FindMaricopa.com or email mbutzcopa@gmail.com www.

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MAX CHUONG THAI Throughout his life, Max Chuong Thai has always possessed an entrepreneurial spirit.

Self-employed since his early 20s, he would build an accomplished career running multiple businesses throughout LA County, most recently as CEO of an acclaimed digital marketing agency in the region. Over time, he found himself seeking a new opportunity that still spoke to his outgoing personality and strong business acumen, which inspired him to pursue his real estate license, drawing from his extensive sphere of influence to establish a network of satisfied clients and colleagues that spans the state.

Today, Max is a REALTOR® with eXp Realty, where he assists clients throughout LA County and the surrounding areas of California, from Sacramento to San Diego. Wellversed in both commercial and residential transactions, he has cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Max offers a comprehensive approach. Leveraging his background in digital marketing, he helps his clients fully prepare their home to sell, equipping them with a suite of in-house professional photography, videography, and drone photography services. From there, he broadcasts their listing to a highly targeted blend of digital and social media campaigns, ensuring a seamless transaction throughout.

Elsewhere, Max is just as attentive when assisting his buyers, thoughtfully guiding them to the right investment for their best interests. In fact, he prefers to keep in touch long after the deals are done through regular check-ins and even the occasional gift—all to make sure his clients are satisfied in their new homes. Since delving into real estate, he has earned a fantastic reputation throughout California, with the majority of his volume coming from repeat clients and referrals.

Having completed close to 18 transactions in his first yearand-a-half as a REALTOR®, Max remains committed to the lasting standards that have set him apart not only as an agent, but also as a long-term business partner to all his buyers and sellers. “Drawing from my background in a variety of fields, I can add value to a client’s transaction that goes above and

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beyond their expectations,” he says. “For me, there’s nothing more rewarding than providing them with ongoing service—from navigating their transaction to boosting their business.

After all, once you’ve had a customer for over 20 years, they feel less like a client and more like a lifelong friendship.”

Outside of real estate, Max is dedicated to his SoCal community, teaming up with cities and his fellow local businesses to host giveaways for families and children in-need. He also sits on the board and volunteers with the Cal Placement Association, a non-profit organization that helps professionals uncover new career paths, find jobs, and better prepare themselves to enter the workforce. When he’s not with clients or giving back, he can be found spending quality time at home with his two daughters.

Max has a clear vision for the future of his business. As his volume maintains its steady growth, he intends on adding further value to the client experience through offering health and life insurance services, scaling his boutique approach throughout the region. In the meantime, though, he looks forward to all the new clients and connections that await. “I love nothing more than seeing the happiness on a customer’s face when they reach the closing table or receive the keys to their new home,” he says. “At the end of the day, knowing they are truly satisfied with their transaction is the greatest feeling in the world.”

Contqct Max at 323-309-3423. email max@caliviewrealty.com, or visit caliviewrealty.com www.

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Creative Meditation

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

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

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

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 59

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

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

Here are some examples of meditations you can try.

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

2 Repeating a mantra can be very calm-

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

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

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

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

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

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TARA BERRY Tara Berry of Greer, South Carolina, combines her inherited, insider expertise with an unwavering dedication for education to fuel her real estate business. “I love the teaching – both clients and incoming agents – helping them understand that even in a shifting, changing market, there’s alway opportunity to invest in a home and invest in the future. Sometimes confronting the fear of relocating or transitioning can be difficult, but being able to connect families with the services and resources they need to thrive is what I love about my work.”

Originally, before entering the world of real estate, Tara enjoyed a career in retail management. “After college, I started working in a grueling career, and the hours just didn’t line up with my newborn children, so I started looking for an alternative path. My father had a proven track record in real estate, and I hadn’t even realized how much I had learned from him over the years, so I jumped in and got licensed in 2014.”

Within a single year, Tara transitioned to working as a full time REALTOR® with eXp Realty, and she began servicing all of upstate South Carolina and marketing her listings using a combination of Zillow, open houses, and interpersonal relationships. “Our economy is growing a lot and attracting new transplants, which plays well to my strengths. I tend to work with a lot of first time home buyers – I have a heart for helping someone do something for the first time, learning and building confidence with them. This job is all about building relationships, helping people through the biggest transaction of their lives, and staying in touch with them to celebrate afterwards.”

In addition to educating and assisting her clients, Tara has a penchant for sharing her experience with agents and colleagues. “I do a lot of mentoring for new agents. I don’t bring them onboard as buyer’s agents or anything, but it’s an additional product of my business.”

Her eagerness to lend a helping hand extends beyond her professional network and into the greater community: Top Agent Magazine

Tara is an active presence in her children’s classrooms, as well as a member of the Moms in Prayer organization. “I’ve got my hands in lots of little pots in my area. I also have a direct sales business so I do a lot of community give-backs through donations every chance I get.”

With a solid foundation of community involvement and her tried-and-true approach to marketing, Tara is looking forward to 2023 as an opportunity to stay the course. “I want to continue helping people love where they live. Not everybody gets an opportunity to choose their home – maybe that’s because of upbringing specific life choices, but there’s something really exciting and gratifying about experiencing the moment where someone gets to really choose their home. It’s a lot more than a house, and it’s a huge accomplishment.”

When she’s not helping people find their way home or educating incoming REALTORS®, Tara enjoys spending time in the great outdoors with her family. “My boys are eight and three, and they’re a very active pair.

Any time we’re out together we’re doing some sort of activity – sporting, hiking, swimming – we do a lot of exploring together, and thankfully there’s plenty to see!”

To learn more about Tara Berry, visit exprealty.com/agents, email tara.berry@exprealty.com, or call 864-414-0840 www.

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

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 62

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

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

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

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

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

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

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

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

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

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