NATIONWIDE & INTERNATIONAL 1-9-23

NATIONWIDE & INTERNATIONAL EDITION

6 HABITS OF HIGHLY PRODUCTIVE AGENTS

BEYOND

CLEANING AND DECLUTTERING:

COVER STORY

BRISTOL PALIN FEATURED AGENTS

ART OBLETON JR. GERRY LYNN KIERSTEAD KHAM BEITLERS NOUR CHEHADE LIZ DE LAS CUEVAS CHRIS SMITH CORA THOMPSON DONNA KIGER GAIL SHULSKI JACKIE GAUTREAU

JAMES SANCHEZ JEFF BAALS JULIE D'ARCANGELO KELLIE WIGGINS MICHAELA GORDON PAT SETTAR ROB GASH SHAWN KEMP STEPHANIE KENNEDY YOGESH (YOGI) PATEL

What Improvement Expenses Make the Most Sense?

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FOR YOUR REAL ESTATE BLOG

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

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

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

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

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

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

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

2. Remove distractions

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

We all do it!

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

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

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

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova5

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

5. Be deliberate

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

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

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

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

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

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BRISTOL PALIN

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With faith and family as her foundation, Top Agent Bristol Palin has surrounded herself with a like-minded team of women who understand the power of real estate, and are driven to help others achieve the American Dream. “We serve all price points and property types, and cover all of Central Texas,” Bristol explains.

Hardwork and perseverance were instilled within Bristol Palin from a young age. She has carved her own path in life, grasping several opportunities that have come her way.

Catapulted into the spotlight at a young age, her story is anything but ordinary. She purchased her first home, became a New York Times bestselling author, finished third place in Dancing with the Stars, and starred in a Lifetime television series all before the age of 25. Bristol’s passion for entrepreneurship was always present, but it strengthened in her 20s as she began buying and flipping homes. Eventually she 8 Copyright Top Agent Magazine

decided to start her own real estate group, moving to central Texas and launching the Bristol Palin Team.

With faith and family as her foundation, Bristol has built a solid career as an agent. She’s surrounded herself with a like-minded team of women who understand the power of real estate, and are driven to help others achieve the American Dream. “We serve all price points and property types, and cover all of Central Texas,” Bristol explains. Much of her team’s business derives from repeat clients and referrals, Top Agent Magazine

as those who work with them are continually impressed by their service. “People keep coming back to us because we’re experts, we’re honest and we always do the right thing.”

Each agent on the team is full-time, so they have a strong grasp on the market. The Bristol Palin Team only wants what is best for their

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buyers and sellers, and will do everything possible to guide them towards the right direction.

They get to know each client, understanding their budget, needs, and long-term plans.

Buyers are never pressured into making a decision. Instead, they’re given all the information and tools to come to the best choice for their goals. At the same time, sellers receive the best

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Much of the Bristol Palin Team’s business derives from repeat clients and referrals, as those who work with them are continually impressed by their service. “People keep coming back to us because we’re experts, we’re honest and we always do the right thing.” marketing, with Bristol utilizing her wide social media reach to spread the word about properties. “Social media is our number one marketing strategy,” she explains.

After working with the Bristol Palin Team, clients never hesitate to tell others about their time together. One recently said, “Bristol and her team are amazing! Best experience I have ever had in real estate. They helped us sell our home. They were with us each step of the way, through multiple offers, contracts, closing, and even gave us a welcome home basket when we 10Copyright Top Agent Magazine

purchased our new home out of state. It is the personal and professional touches that make this team the best and the only agents in Austin I will recommend. Give them a call! You won’t regret it!”

Bristol and her team make it a priority to give back to their community. They donate regularly to maternity homes in the area. “I’m a single mother, and we have a few women on the team who are also single mothers, so our heart is in helping and supporting young moms who are trying to make it.” When Bristol isn’t working Top Agent Magazine

or staying active in the community, she loves spending time with her children and participating in outdoor activities.

Looking towards the future, Bristol sees her business continuing to thrive. She can’t wait to watch her team members’ careers progress

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and help more families achieve the dream of homeownership. Exciting times are ahead as they have multiple projects on the horizon.

“We have a lot in our pipeline with investors,” she explains. “We’re working on a ton of spec homes, and we’re also working with a big developer on a new subdivision.”

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For more information about Bristol Palin and the Bristol Palin Team, please email info@bristolpalin.com or visit bristolpalin.com www.

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A Step-by-Step Guide to

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

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

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 14

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

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

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

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ART OBLETON JR. Top Agent Magazine

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ART OBLETON JR.

Guided by a strong desire to help others and a dedication to excellence, Art Obleton Jr. stands apart in the world of real estate.

A former substitute teacher with a degree in Business from Kent State, Art decided to embark on his real estate career after a spiritual journey of prayer led him to the conclusion that he should go into business for himself. “At first I only wanted to sell houses for my family and friends,” Art recalls. “But my broker sent me leads, and I worked those leads. By the time I closed my third deal I said, ‘Oh, this is income!’

I started building the business, and it kept growing from there.” That was in 2014, and the rest is history. In the years since, Art has been educating his clients and helping them achieve their real estate goals.

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Now leading a team that includes three buyer’s agents and a virtual assistant, Art serves all of Greater Cleveland, with an emphasis on the east side suburbs. A solid half of his business comes from repeat and referral clients, a testament to the trust and confidence he inspires. “Clients appreciate the fact that I want to help them and that I am honest with them in the transaction,” Art explains. “I’m a REALTOR® with a teacher’s heart. Because of my education background, I like to educate my clients on the buying and selling process.”

This emphasis on using his knowledge to help clients keeps people coming back. “A lot of my clients are first-time buyers or sellers, so they do need the assistance,” Art says. “I walk them through the process, and Top Agent Magazine

in the case of buyers I can sometimes point out flaws in the house that they should be aware of. I’m not just trying to sell you any house, I want to sell you a home that you would like. Because of that honesty, clients refer me their family and friends as well.”

Art credits his mother with instilling this attitude of service and education. “I received a heart of compassion and desire to teach from my mom, Ms. Glenda F. Silver,” Art says. “She would teach my siblings and I various topics—from the Bible to life facts and everything in between. She really wanted us to succeed in life. So, I’ve applied that same concept in my business when working with clients. I want the best possible situation for them at all times. Also, my mom expressed a high standard for excellence. She always said she wanted the best. As a result, I continue to work to be the best I can be so I can have high expectations for our team.”

Art gives back to his community in the form of homebuyer workshops, classes, and seminars. He serves on the Associate Leadership Council at the Keller Williams Market Center and helps train other REALTORS® to grow their business.

As for what the future holds, Art plans to continue growing and building his team, and is entertaining the idea of eventually forming a team in another city to serve even more clients. Through it all, Art remains dedicated to the ethos of helping people and doing good in his community. “You have to have a heart to help people and be an advocate for your clients,” he says. “Give, and it comes back to you multiplied.”

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To find out more about Art Obleton Jr. call (216) 482-9035 email artobletonjr@gmail.com or visit theaogrouphomes.com and Facebook at facebook.com/art.obletonjr. www.

www.

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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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GERRY LYNN KIERSTEAD

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GERRY LYNN KIERSTEAD

Gerry Lynn Kierstead of Fort Lauderdale, Florida, has built a successful real estate business by combining her “white glove” level of client service with a passion for community involvement. “I abide by the golden rule, and my clients appreciate that.

I’m honest and trustworthy,” as is reflected in the numerous accolades Gerry Lynn has received from her clients in the form of written recommendations and referrals.

Originally, Gerry Lynn entered the world of real estate alongside her husband while designing and building custom homes for themselves. During her 20+ years serving as an Executive Assistant to CEO’s, she acquired immeasurable real estate knowledge during her tenure with an NH Commercial Real Estate Company and in her service to Clemson University as an Ex-Officio Director of the Clemson University Foundation and as an Officer to both the Clemson University Real Estate Foundation and the Land Stewardship Foundation.

When she relocated to Florida, she decided to utilize all her real estate knowledge to 22

start her own business as a REALTOR®. During the past six years Gerry Lynn has grown her business by providing her expertise, both professional and private, to the Florida markets. She presently offers commercial and residential services in South East Florida as well as the West Coast of Florida.

Gerry Lynn attributes her success to the unwavering spotlight she places on her clients as soon as they begin their relationship. “I always look out for the best interest of the client – sometimes to my own detriment – I’m not looking out for myself, I’m looking at what will most benefit my clients. I’m not

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afraid to tell them if I feel something might not be right for them.” Gerry Lynn goes to great lengths to ensure that she stays abreast of all things current in the real estate market. As a result of her success she boasts a vibrant repeat and referral client business, and so far 2022 has been her best year to date, with over $6 million in total volume

by November.

Gerry Lynn currently serves as the Vice Chair of the Professional Development Safety Subcommittee for the REALTORS® of Broward, Palm Beaches, and St. Lucie; she has just been appointed Chair for 2023. “We offer a safety program during new member orientations, we offer a monthly one-hour safety program to our MLS members, and quarterly we offer a Round Table program where we provide guest speakers who share their expertise on current specific safety issues we face today.” Her dedication to her professional community helps her stay informed, invested, and at the forefront of her field.

Beyond her colleagues and professional networks, Gerry Lynn takes great pride in sharing her success and prosperity with her larger community. “We support a local charity called ‘4Kids.’

They provide help, homes, and healing for kids in foster care. Annually I participate in the ‘Clean Up Florida Waters’ initiative hosted by our local REALTORS® Association where we will go out and clean our designated beaches and waterways.

We’re also Child Advocates for Compassion International through which we sponsor children in Nicaragua and the Dominican Republic.”

As her sphere of influence continues to expand, Gerry Lynn is excited at the potential to support local professionals and citizens by celebrating her involvement in the Hometown Heroes program, which “gives up to $25,000 of down payment assistance – it’s for the people who support and take care of our communities.” She recently traveled to Fort Myers, Florida, in partnership with her local church and Samaritan’s Purse, to offer aid and assistance to Hurricane Ian victims. “True leadership is about being of service to others.”

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For more about Gerry Lynn, check out her website at sunnyandbreezyrealestate.com and/or call 954-800-8180 www.

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

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

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 24

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

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

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

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

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

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

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

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

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

Kitchens and baths

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

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

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

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

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

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

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KHAM BEITLERS

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KHAM BEITLERS

After many years of working in architecture, REALTOR® and broker Kham Beitlers got licensed in real estate in 2006. Her in-depth knowledge of construction and home design gave her a competitive edge that distinguished her from the outset of her real estate career.

While she loves architecture, Kham realized that she enjoys real estate even more because of the client-facing components of the business. “Real estate isn’t work to me, it’s something that I truly love doing,” she says. “Helping people and leaving a positive impression on their lives is very meaningful.”

85% of Kham’s business comes from referrals — a number that continues to grow as more people discover how great it is to work with her and her team. “My clients are clients for life. I’m not just their REALTOR®, I’m also their main resource for finding a contractor, a handyman, and more,” she explains.

Beyond the high level of customer service she

Today, Kham runs her own firm, Kham Beitlers & Associates with KW Bellevue. With a team of three people, she serves between 40-55 clients per year in the greater Seattle and King County, Washington area. Around 28

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provides, Kham’s background in architecture brings added value to clients who want to know all the details about the properties they are considering.

Providing her clients with frequent market updates throughout the year, Kham makes sure that communication is always prioritized. Each month, her clients receive an e-newsletter. She also checks in after their closing, sends anniversary cards and gifts, and stops by occasionally to check on clients in person. As a fun way of showing her appreciation, Kham hosts client appreciation parties that sometimes number over 100 people.

When she’s not working, Kham divides her time between traveling with her family and attending community events. To give back, she plans to start a non-profit next year called Khampassion, through which she will donate a portion of her earnings from each home sale to a charity. “I’m particularly focused on supporting homeless families with kids as well as creating scholarships for kids,” she says.

Over the years of working in real estate, Kham has learned how to effectively communicate with her clients. She not only helps them make the best decisions to meet their lifestyle needs, but alleviates their stress along the way. She does a lot of marketing through online and traditional methods, but it’s meeting Kham in-person that clients really connect with. “My clients are all very different and getting to know them is one of the greatest joys of my career. I’m on their side, always.”

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Contact Kham at 206-354-5909, email kham@khambeitlers.com or visit khambeitlers.com www.

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

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

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 30

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

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

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

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

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

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

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

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

Now, let’s list!

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Will you please describe your sales experience and local network?

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

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

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

How will you market the property? Each

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

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

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

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

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

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

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

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

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

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

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NOUR CHEHADE Top Agent Magazine

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NOUR CHEHADE

Throughout his life, Nour Chehade has always possessed an entrepreneurial spirit. He took an interest in real estate at 20 years old, when he purchased his first investment property while pursuing his MBA in Global Relations. From there, he went on to build an accomplished career as a global trade consultant, navigating complex deals that spanned the world; however, over time, he found himself returning to his passion for real estate. Inspired, he decided to switch tracks and launch his career as an agent, leveraging his strong negotiation skills and foundations in international business to build an expansive network of satisfied clients.

When listing a property, Nour equips his clients with a comprehensive strategy. After helping them fully prepare their home for the market, he shares it via a highly targeted blend of digital and social media campaigns. Along the way, he leans on his deep ties to Ohio’s Arabic community and organizations to keep his clients updated on new developments in the region, giving them a competitive edge in the market.

Elsewhere, Nour is just as attentive when assisting his buyers, drawing from his background as

Today, Nour is a REALTOR® with The Maragos Group, powered by Keller Williams Elevate, where he assists clients throughout Cuyahoga County, Cleveland, and the surrounding areas of Northeast Ohio. Fluent in English and Arabic, he has facilitated transactions throughout the United States and in Europe, having cultivated a distinct process to meet the needs of any buyer, seller, or investor.

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an investor, as well as his personal experience building houses in the Cleveland area, to uncover the right investment for their best interests. “At the end of the day, real estate gives me an opportunity to change people’s lives,” he says. “For me, there could be nothing more rewarding than bringing my clients good news and seeing them attain their goals.”

Over the years, Nour has earned a fantastic reputation throughout Ohio, as evidenced by his strong rate of repeat clients and referrals. On pace to exceed $13 million in volume in 2022 alone, he remains committed to the standards that have consistently set him apart. “I like to think of REALTORS® as executive advisors.

Instead of expecting my clients to know the nuances of buying or selling a home, I enjoy walking them through the entire process, making sure they find the right fit, and adding that sense of comfort and security to their transaction. I approach every deal as if I’m doing it for myself.”

Outside of real estate, Nour is dedicated to his community, family and friends. Beyond supporting local communities to provide temporary housing and resources for recent immigrants, he also volunteers at community events through KW Elevate. When he’s not with clients or giving back, he can be found traveling the world to international trade hubs like London, Lebanon, Riyadh, Doha, Abu Dhabi, and Kuwait.

As his volume maintains its steady growth, Nour intends on growing his team while scaling his compassionate approach to client service throughout all of Northeast Ohio. In the meantime, he offers sound advice to any aspiring agent. “First and foremost, real estate comes down to experience and knowledge,” he says.

“As an agent, you must have love for the industry. But as long as you’re persistent and make a strong commitment to your clients, you’ll surely find success.”

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To learn more about Nour Chehade email nourcrealty@gmail.com, visit nour.northernohiohomesearch.com or call (216) 856-1760 http://

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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.

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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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3

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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LIZ DE LAS CUEVAS

Liz De Las Cuevas of Canton, Georgia, has led a successful real estate career spanning nearly three decades by combining her passion for education with an unwavering dedication to helping others achieve their financial dreams. “I love to curate the dream of home ownership. That’s the reason I got started in this industry – I think everybody has a right to achieve that stability for themselves and their families. I love helping couples get their families started, or if their children are already grown, helping people start the next phase of their lives. That’s what real estate really does – it gives us that sense of being grounded in a community.”

time tutored me and took me under her wing. I fell in love with real estate, and got licensed in lending as well, and started in residential in South Florida, and later moved into the commercial field.” After tremendous success developing areas around an upcoming hospital in Cape Coral, Liz had discovered a niche in the market that helped her blossom within the industry, and she has been refining her practices ever since.

Originally, as an eighteen year old working at a bank, Liz was introduced to the world of real estate by a client who was regularly preparing cashier’s checks based on his commission. “I enrolled in a course and had an opportunity to work in an office, doing anything clerical that I could get my hands on – I was basically the runner for the office – and the president of the 38

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Today in 2022, after almost thirty years in the profession, Liz works under Berkshire Hathaway HomeServices alongside her partner Julia Brown, combining to form Le Hermitage Luxury Real Estate Group, LLLP. They boast a book of business that is over seventy-five percent repeat and referral clients, who bolster their annual volume of between fifty and seventy-five transactions servicing the areas of Kennesaw, Marietta, Canton, Blue Ridge, and large swathes of Florida.

Liz attributes her success to their prioritization of client education: “We always make sure to meet with clients from the get-go, and we provide them with a brochure that walks them through the home buying process so they know exactly what to expect. At the end of the experience, we give them this entire binder with all of the paperwork, from offer letter to binding contract, so they have already started on keeping a file pertaining to their home, and they always have something to refer back to.”

With her position cemented in the industry, Liz is looking forward to extending her passion for education beyond her clients, and leaving a positive impact on her profession. “I want to continue perfecting our coursework to help more people get licensed, and make sure they understand that this is a privilege, and not a given; you’re not just selling real estate, but building a community.

Every dollar that you’ve made, make sure you give at least a quarter back! I want to see more agents with that mindset.”

When she’s not educating her clients and colleagues, Liz seizes every opportunity to bask in the splendor and natural majesty around Canton.

“I love to cook, and I love to spend time with my husband Mario and my children, Eduardo and Ivonne. I’ve also got three little dogs – I enjoy walking in nature with the whole family. That’s what brought me to Georgia, it’s just so beautiful with all the vineyards. Even if it’s something simple, I just like to enjoy the days out here.”

To learn more about Liz De Las Cuevas, email liz.delascuevas@bhhsgeorgia.com, or call 786-412-2579 Photos of Liz de las Cuevas by Lou Freeman Kimble

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 40

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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CHRIS SMITH A longtime resident of Asheville, Chris Smith has always been drawn to real estate. Starting out, he would have a chance to learn the industry from the ground up while reselling homes with his uncle, working in construction, and eventually managing his own landscaping business. Seeking a new opportunity that better spoke to his entrepreneurial spirit, he then decided the time was right to pursue his license and launch his career as an agent in 2013. In the years since, he has gone on to establish a network of satisfied clients that spans the region, later opening his firm, Modern Mountain Real Estate. The rest is history.

Today, Chris is the Broker and Owner of Modern Mountain Real Estate, where he leads an elite team to assist clients throughout Asheville and the surrounding areas of Western North Carolina. There, he has cultivated a boutique process to meet the needs of any buyer or seller.

When listing a property, Chris prefers a comprehensive approach. After helping his clients fully prepare their home for the market and providing them with a suite of professional photography services, he shares their listing via a highly targeted blend of digital and social media campaigns. Along the way, he utilizes proven resources like floorplans and Matterport 3D to give his clients an added advantage, ensuring a seamless transaction throughout.

Elsewhere, Chris is just as attentive when assisting his buyers, drawing from his acute knowledge of the Asheville region to uncover the right investment for their best interests. Over the years, he has earned a

fantastic reputation throughout North Carolina, with the vast majority of his volume coming from repeat clients and referrals. On pace to exceed $13 million in volume in 2022 alone, he remains committed to the standards that set his team apart. “I believe in treating my clients the way I would want to be treated,” he says.

“At the end of the day, these are among the biggest investments we make in our lives; and if you focus on making sure your clients get the best deal possible, success will always take care of itself.”

On top of joining his team in contributions to area blood drives, Chris also volunteers at his local cancer center—a cause that’s close to his heart as a survivor himself. He also hosts an annual golf tournament, with all its proceeds going to someone in the community currently battling cancer. When he’s not with clients or giving back, Chris can be found riding his motorcycle, taking his 19 month-old chocolate lab for a hike in the woods, playing pickup basketball at the gym, or spending quality time with his family.

Looking ahead, Chris has a clear vision for the future of his business. As his volume maintains its steady growth, he intends on expanding his service-minded approach throughout the region, with plans to launch a property management division within his team in 2023. “For me, there’s nothing more rewarding than helping my friends and family realize their goals in real estate,” he says. “From connecting a client with a home where they can raise their family to having a former buyer call you ready to sell and move up, the process of building these lifelong relationships has truly brought so much joy and satisfaction to my life.”

To learn more about Chris Smith, email BrokerChrisSmith@gmail.com, visit modernmountainrealestate.com or call (828) 450-2826 www.

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 44

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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CORA THOMPSON Cora Thompson is a prime example of turning lemons into lemonade. When COVID hit and the real estate market was in a state of upheaval, Cora decided to take the leap and launch her career as a full-time real estate agent. Cora hit the ground running with nearly a decade of experience working behind the scenes in the real estate office and supporting other agents. Today, Cora works as a solo agent at Adams, Cameron and Company in Ormond Beach, Florida.

She describes her real estate office as one big family with approximately 50 agents who work independently yet cooperatively and enjoy socializing outside the office, too.

Being born and raised in Ormond Beach is an advantage for Cora, making her a natural area expert. With a prime location just north of Daytona Beach, Ormond Beach offers a mix of small-town charm and world-class oceanfront vacation access. Located on the Atlantic Ocean and bordered by the Tomoka River, this charming town hosts an abundance of water activities as well as a historic downtown area hosting shops and restaurants. Because of its beach locale, the real estate market is active with buyers seeking second homes, vacation rentals or condos.

As a newer agent, Cora attracts new business through a robust combination of referrals, word of mouth advertising and a focused marketing strategy. She makes the most of open houses to make contact and start building relationships with prospective clients. Cora also utilizes Facebook and Instagram to promote listings and plans to focus on growing her online presence to market her services going forward. Her efforts are already paying off with 16 transactions completed in her first 18 months in business.

What Cora loves about working as a real estate agent is that moment when a buyer walks into a house and Top Agent Magazine

she sees their face light up. She knows the house is “the one” when buyers start talking about what they would do with it, how they would arrange the furniture, and start to picture themselves living in the space. Helping people through this major purchase and big life moment brings her tremendous satisfaction.

Cora has been active in the local community as an Ambassador with the Daytona Beach Chamber of Commerce.

She was also a founding member of the Adams Cameron Foundation which directs the company’s fundraising and charity-giving initiatives to a variety of causes that benefit the interests of the community.

Past and ongoing recipients include the American Heart Association, American Cancer Society, YMCA and many other organizations. When she’s not working, Cora loves to spend time with her boyfriend, their two dogs and cat, and friends and family including her sixmonth-old niece. Getting out on the water for a day of boating is a favorite pastime as well. Cora also loves to travel and has completed several International mission trips with her church.

Contact Cora Thompson at 386.451.2979, email corathompson@adamscameron.com, or visit corathompson.adamscameron.com https://

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DONNA KIGER A lifelong resident of North Carolina, Donna Kiger has always been passionate about empowering those in her community. For years, she would build an accomplished career in accounting; however, once her children were grown, she would step down from that position, seeking a new opportunity that still spoke to her entrepreneurial spirit. After Donna and her husband completed a transaction for a vacation home, she took an interest in real estate and decided to pursue her license, teaming up with her daughter, Michelle Fallin, to form the Pilot Real Estate Group in 2013. The rest is history.

Today, Donna is a REALTOR® with the Pilot Real Estate Group of Keller Williams Realty Elite, where she and Michelle assist clients throughout all of the Piedmont Triad area, from Winston-Salem, Kernersville, Lewisville, Rural Hall, King, Pilot Mountain, and Ararat.

Leaning on her outgoing personality and background in finance, she has cultivated a distinct process to meet the needs of any transaction.

When listing a property, Donna is there for her clients each step of the way. After helping them fully prepare their home for the market, she broadcasts it via a highly targeted blend of social media campaigns. She also leverages her own extensive network of trusted agents to give each client an added advantage.

Elsewhere, Donna is just as attentive when assisting her buyers, drawing from her acute knowledge of the Winston-Salem area to uncover the right investment for their best interests. Over the years, she and Michelle have earned a fantastic reputation throughout North Carolina, with the vast majority of their volume coming from repeat clients and referrals. Having exceeded 30

transactions and $7 million in volume in 2021 alone, this mother-daughter team remains committed to the core values that set them apart.

Outside of real estate, Donna and Michelle are both avid supporters of the Pilot Mountain Civic Club, with Michelle having served as its President and Donna as its Treasurer. They also work closely with school social workers to host events and provide resources to those in-need, as seen with their recent Thanksgiving pie giveaway for children and families at their local schools. Moreover, Donna is both a Town Commissioner and the Mayor Pro-Tem of Pilot Mountain, to go with serving on its Economic Vitality Committee.

But Donna and Michelle are just as committed to their industry. Donna is a current member of the Professional Standards Committee of the Winston-Salem Association of REALTORS®, having formerly served as Chair of its Grievance Committee; and Michelle has served on its Board of Directors as well. When Donna isn’t giving back, she can be found relaxing at home with her adorable labradoodle, traveling, or spending time with her family.

Going forward, Donna has a clear vision for the future of her business. As her volume maintains its steady growth, she intends on obtaining her license in Virginia, with plans to expand her reach and proven standards over state lines. “In our industry, every day is different,” she says. “Real estate has given me a genuine opportunity to give back while being there for my buyers and sellers.

As an agent, I never feel like I’m working, because I love nothing more than helping my clients realize their goals and truly establish themselves in our community.”

To learn more about Donna Kiger email donnamkiger@gmail.com, visit pilotrealestategroup.com or call (336) 971-5247 www.

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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GAIL SHULSKI At the end of her 10th year as a Manager, Instructor, and Tax Preparer for a local Tax Office, it was a newspaper ad that brought Gail Shulski into the real estate world. “I saw an ad looking for agents, “No experience necessary”, so I called and set up an appointment to meet with the office manager,” Gail explains. After speaking with him, she learned that she needed a license, so she quickly enrolled in a class while also working for that real estate office as a receptionist. It didn’t take long for Gail to earn her license and begin working as an agent. Immediately, she knew this would be the career for her. With a love for helping others, extensive knowledge in taxes, and a passion for Real Estate, she has flourished as a REALTOR®.

Today she leads The Gail Shulski Group in Langhorne, Pennsylvania, serving Bucks County and surrounding regions. Gail is also licensed in New Jersey.

Much of Gail’s business is based on repeat clients and referrals, as she always puts her clients’ needs first. “I listen to them to find out what they’re looking for,” Gail explains. “Then, I aim to exceed their expectations. My goal is to never over-promise or under-deliver.” For Gail’s buyers, she discovers what their ideal property looks like, what their budget is, and develops a plan to get them there. She searches tirelessly for their home, and once it’s found, she negotiates to achieve the best deal possible. Gail’s sellers enjoy exceptional marketing of their property, as she utilizes an online tool which puts ads on Craigslist and social media. “I’ve also run print ads in Real estate magazines and local newspapers,” she explains. “I’ll send out ‘just listed’ postcards, flyers and emails.” Every listing begins with meeting the client at their home, discussing their goals, the process and arranging any before market tasks, staging and professional photography. “We don’t live how we list”, and there’s only one chance to make an excellent first impression.

Once the transaction is complete, Gail’s clients leave reviews praising her for her work. One recently said,

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“Gail has been my real estate professional for the past 3-4 years and I am very grateful to have found her. I have tried a few others before, but none were as helpful, honest or professional as she was from day one. She has assisted me through my changing real estate needs, from finding apartments I’ve lived in to finding me a home when it was time to buy. I was extremely impressed with her ability to negotiate tactfully, ensuring that I was getting the most for my money. Leaving the table, I felt all of my needs were fully represented and confident that I got the best deal possible.”

When Gail isn’t working, she is giving back to the community through her work on the Culture Committee at her office. “We host a lot of events and do a lot of fundraising,” she explains. “We also have an event called RED Day every year where we go out and give back to the community.” During any free time, she loves to relax with family and watch her grandchildren play sports.

As Gail’s career continues to progress, she plans to keep developing her team and investing in properties. “I hope someday to pass this business onto my daughter.”

For more about Gail Shulski, please call 215-760-1530 or email gshulski@kw.com

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JACKIE GAUTREAU A longtime resident of North Carolina, Jackie Gautreau has always been drawn to real estate. Originally from Texas, she would get her start in the industry in the 1990s, when she accepted a position with her local Board of REALTORS®. While onboarding agents to her area listing system, she had an opportunity to learn the business from the ground up; and after relocating to North Carolina with her husband in 1998, she decided the time was right to pursue her license and launch her career as an agent. Sure enough, she would go on to author an accomplished, 20-plus year career in real estate, establishing a robust network of satisfied clients and colleagues.

Today, Jackie is the Broker in Charge of Prime One Realty, where she assists clients throughout the Triangle Area. Alongside her roster of elite agents, she has cultivated a boutique process to meet the needs of any buyer, seller, or investor.

When listing a property, Jackie prefers a comprehensive strategy. After helping her clients prepare their home to sell, she shares it via a highly targeted blend of digital and social media campaigns, connecting them to over 100 websites and ensuring a nationwide reach. From marketing directly to agents within the area to her standout open house showings, she is there for her clients, leading to a seamless transaction throughout.

Elsewhere, Jackie is just as attentive when assisting her buyers, thoughtfully guiding them the right investment for their best interests. In fact, she keeps in touch well beyond the initial closing through regular check-ins, market updates, and even appreciation events, such as her annual holiday giveaways for clients and their families. Over the years, this outgoing approach has earned

her a fantastic reputation throughout the Triangle, with the entirety of her volume coming from repeat clients and referrals.

Not only is Jackie a licensed Appraiser, but she has also earned her Accredited Buyer’s Representative (ABR®) and Seniors Real Estate Specialist® (SRES®) designations, as well as her e-PRO® certification. Also formerly a licensed Mortgage Loan Officer, she can leverage this breadth of expertise to give her clients a distinct advantage, providing them with in-depth guidance throughout their entire transaction. “When clients come to me, I can tell them about the whole process,” she says. “I make sure they feel comfortable and informed, whether they’re working with a lender or planning their next move.”

Outside of real estate, Jackie is dedicated to her community, having served as a member of her local Rotary Club for many years, as well as Garner’s Chamber Board and Revitalization Board. When she’s not with clients or giving back, she can be found reading, going for a hike, or relaxing at her lakefront property with her husband— enjoying all the natural scenery North Carolina has to offer.

Looking ahead, Jackie has exciting plans for the future of her business. Having exceeded 39 transactions and $14 million in volume in 2022 alone, she intends on building her team while expanding her lasting standards throughout the region. “For me, real estate isn’t about the numbers; it’s about helping people,” she says. “Rather than letting a client settle on a property, I want them to find the right fit for their needs. After all, these decisions will affect their lives for years to come, and there’s nothing more rewarding than seeing them satisfied at the end of their transaction.”

To learn more about Jackie Gautreau, call (919) 621-9352, email jackie.gautreau@gmail.com or visit primeonerealestate.com www.

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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 54

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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JAMES SANCHEZ With 30 years of experience, Broker and Owner of White Bear Lake Realty, James Sanchez has proven knowledge and expertise to guide his clients from the beginning to end of the real estate process. James studies the latest developments in the economy and the housing market. This enables him to counsel his clients, ensuring they benefit from that knowledge when buying or selling a home. James is driven by an unparalleled work ethic and a genuine desire to help his clients achieve their real estate goals.

James, his full-time assistant Jocelyn and his team of agents serve the greater Twin Cities thirteen-county metro area from his main hub in Downtown White Bear Lake. An impressive 65% of James’s business comes from repeat and referral clients. It’s easy to understand why clients love to refer him to friends, family, and acquaintances. “We do a really good job understanding our clients, so as to meet their goals and objectives. We make sure that people want to come back to use our services, so they then refer us to family and friends as well,” James explains. Plus, he explains, “Our claim to fame is that we lead the industry, guaranteeing the Lowest cost to sell your home in the Twin Cities. So, while other companies are charging a high commission rate, we have about half of the commission rate that the rest of the industry charges to sell your home, which literally saves homeowners thousands of dollars. People really love the model, and they love to save their earned equity when selling their home.”

James’s years in the business add valuable insight for his clients. “Being the owner of the company, I have a higher level of responsibility and knowledge in order to run the business which is value added that I pass on to the client,” he says. “Having been in the market for so long and having gone through boom-and-bust cycles, as in 2008, I can recognize the signs and help educate people a lot better than those who were not business owners during such challenging times.”

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When it comes to marketing his listings, James utilizes a wide range of resources to benefit his clients ranging from Twitter, Instagram, Facebook, Pinterest, LinkedIn, YouTube and the MLS to the local paper.

“Our local paper is a wonderful resource for us,” James says. “We live in a very tight-knit community with a thriving, oldworld, turn-of-the-century downtown that has charming appeal. People get involved with our community and the paper, so we realize a huge return from advertising in our local papers.”

James is deeply involved in his community and giving back. He contributes time, clothing, and food to The Listening House, a homeless shelter in St. Paul.

James has also belonged to the Rotary club and the White Bear Lake Main Street Board, which works with downtown businesses to oversee marketing and events.

Looking toward the future, James plans to continue growing his business. He has his broker’s license in Florida and is in the process of expanding there. Above all, James wants to continue helping his clients succeed.

“I love dealing with the consumer,” he says. “It’s very rewarding to help people, especially those who are in need. I really enjoy helping people transition into the next phase of their life. Home is where special memories are created, home is where the heart is!”

Contact James at 612.741.4349, email james@wblrealty.com, or find him online at wblrealty.com www.

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JEFF BAALS Jeff Baals of Southampton, New Jersey, combines his professionally trained client service expertise with an unwavering passion for building up his hometown to fuel his real estate business. “Community is at the heart of all this. We’re hyper focused on ‘owning our zip codes,’ and in my hometown of Southampton, I’ve sold more homes in my neighborhood than any other agent combined over the last twenty years.

I see real estate as a springboard to help others build their businesses and achieve their goals.”

Originally, after attending college, Jeff pursued his dream job working for Apple. “It was the type of job where you could get a phone call on a Wednesday telling you you were flying to San Diego on Friday.

That’s something exciting for a single person, but when the woman of your dreams becomes your wife, your priorities change – especially if she’s too busy to travel with you or if you want to start your own family.” While living in Richmond, Virginia, and cementing his position at Apple, Jeff received a fateful call from his brother back home in New Jersey. “He told me he wanted to dabble in real estate, and offered to combine forces. I didn’t know if anything would ever come of it, but I knew it would open some doors for me.”

Twelve years later, in 2022, Jeff is the proud leader of The Baals Group with Keller Williams Real Estate, which includes five licensed REALTORS®, a full time assistant, and a social media coordinator. Beyond the walls of their office, the team has deep roots within the community, and Jeff prides himself on prioritizing the businesses and entrepreneurs that surround him.

“One of the things that sets us apart is our partnership

with P&H Renovations. When we do our initial walkthroughs, we schedule consultations with Dave Burris at P&H, and he has flexible pricing models that can help alleviate the renovation burden with licensed contractors and craftsmanship that we can stand by. This one-stop-shop approach simplifies the whole process, and even if they don’t end up using P&H, at least our clients have a baseline.”

With his professional network endlessly expanding, Jeff eagerly awaits the opportunities to grow his endeavors beyond the bounds of real estate and into his dog grooming! “It’s been an interesting twelve years.

It started with not knowing where it was all going, but keeping the faith and believing in the support from my wife and friends and family. Now, I’ve started my own brewery, and I just recently purchased a dog grooming facility in Medford. Without the real estate business none of this would’ve been possible – it allows me to change other people’s lives, and I want to take that organic, ‘small business mindset’ and watch things grow whenever I can.” Jeff’s loftiest ambition for his career is to help young entrepreneurs in his zip code to see the power of real estate “as a medium to get you to where you want to achieve your goals.”

When he’s not growing his enterprise, Jeff and his wife regularly participate in their church and volunteer with the ASPCA. “My wife is from the vet-med community, so we give back to different organizations, foster animals, and things like that; but we put feelers out for anyone and everyone, because part of being a leader is building relationships. Whenever someone approaches me from the community I try to say, ‘Yes!’”

To learn more about Jeff Baals, visit thebaalsgroup.com, email jeff@thebaalsgroup.com, or call 856-404-2812 www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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JULIE D'ARCANGELO Throughout her life, Julie D’Arcangelo has always been passionate about real estate. She would first get her start in the industry in 2005 as an at-home mom, searching for a career that spoke to her entrepreneurial spirit, but still afforded her time to be there for her family. Sure enough, real estate proved a perfect fit, and in the years since, she has gone on to author an accomplished career as an agent, earning numerous top producer and customer service awards, most recently International President’s Elite Circle honors through Coldwell Banker Realty.

Today, Julie is a REALTOR® with Coldwell Banker Residential Brokerage where she assists clients throughout Massachusetts and New Hampshire. There, she has cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Julie equips her clients with a comprehensive approach. Starting out, she helps them fully prepare their home for the market, supplying them with a suite of professional photography, cleaning, and staging services. From there, she broadcasts her listings over a highly targeted blend of digital, television, and print campaigns. Along the way, though, she also leverages proven resources like drone photography and floor-plans to present each home in the best way possible, no matter if it’s a $100,000 listing or $2 million luxury property.

Elsewhere, Julie is just as thorough when assisting her buyers, drawing from her acute knowledge of the region to uncover the right investment for their best interests. In fact, she prefers to keep in touch long after the deals are done through regular check-ins and even the occasional gift at the holidays—all to ensure her

clients are satisfied and thriving in their new homes.

Through the years, Julie has earned a fantastic reputation throughout Massachusetts and New Hampshire, with the entirety of her volume coming from repeat clients and referrals. Now averaging between 40 and 50 transactions per year, she remains committed to the core values that brought her to real estate in the first place. “I treat each client as if their transaction were my own,” she says. “After all, this business isn’t just about buying and selling houses; it’s also about creating lifelong relationships that extend well beyond the closing.”

Outside of real estate, Julie is dedicated to her community.

A volunteer for assorted local nonprofit organizations, she also supports Toys for Tots during the holiday season to provide gifts to children in-need. When she’s not with clients or giving back, she can be found spending quality time with her family or traveling.

Going forward, Julie has strong plans for the future of her business. Having just opened a satellite office in Pelham, New Hampshire, she has recently started a team, Julie D’Arcangelo & Co., where she looks forward to deepening her mentorship work while scaling her vision of boutique service throughout the region.

In the meantime, though, she looks forward to all the new clients and connections that await. “From helping military families move into our area to navigating a corporate relocation, I love having an opportunity to meet people from so many different fields and backgrounds,” she says. “For me, there’s nothing more rewarding than seeing a client achieve their real estate goals, knowing I helped them get there, and maintaining those friendships for years to come.”

For more information about Julie D’Arcangelo, please call (978) 490-8465 or email Julie.DArcangelo@NEMoves.com

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KELLIE WIGGINS Kellie Wiggins has always been drawn to the entrepreneurial world. She got her start as an agent in 2019 after selling her 17-year-old company. “I was looking to transition into a new career after flipping several homes,” she explains. “I really enjoyed the renovation process and coupled with my sales and marketing background I thought it would be great to pursue real estate full-time.” Her father has been a new construction builder since she was a child, and his wife has been an agent for many years. So, becoming a REALTOR® was the natural choice for Kellie.

“Being surrounded by real estate my entire life, and having a natural inclination towards helping others, it just seemed like the perfect fit.” Today she is making great strides with her own team, including a coordinator, photographer, and social media manager. Serving the western part of Georgia, much of Kellie’s business derives from repeat clients and referrals.

“The most consistent feedback I get from my clients is about the high level of professionalism and care that I provide,” she explains. Kellie goes above and beyond to ensure her buyers and sellers are happy. Her goal is to reach their real estate dreams, so she gets to know them on a deep level to understand what steps they should take. “I find out how I can effectively get them what they want, and I genuinely care about them,” she says. “I am not a high-pressure agent, I work with their timeline and remain with them for as long as it takes.” Even after the transaction, Kellie stays reachable, happy to answer any real estate questions or simply catch up. She builds lasting relationships with those she serves, making sure they know she is there to help.

When it comes to marketing her properties, Kellie takes advantage of several different strategies. “I’m very involved with my local board of REALTORS®,” 60

Kellie says. “So we are always talking about the listings we have available.”

She also posts all of her listings on the MLS, has a network of fellow agents at Flat Rock Realty, and advertises them through social media.

Aside from serving as a board member of the West Metro Board of REALTORS®, Kellie has also chaired the Affiliate Committee. She has a degree in Criminal Justice from Liberty University and has worked in victim advocacy in the past. “It’s a cause that is near and dear to my heart, I am always looking for ways to assist the most vulnerable.” During Kellie’s free time, she enjoys traveling with her family.

As time goes on, Kellie hopes to continue growing.

She is planning to obtain more designations and is looking at earning her license in Alabama. “We’re on the state line of Alabama, so I’d love to have dual status there and here in Georgia.” She loves her career and finds it incredibly rewarding. “It’s such a thrill to be there for my clients and build strong relationships.”

For more about Kellie Wiggins, please call 770-301-0750 or email kellie@kelliewiggins.realtor Top Agent Agent Magazine Magazine Copyright Top

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 61

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 62

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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MICHAELA GORDON Michaela Gordon of Chicago, Illinois, has built a successful real estate business by combining her professional architectural education with a steadfast dedication to interpersonal connections. “From the beginning, when I got my license, I thought about myself as a ‘one-stop-shop’ for people. While I was showing properties, we would be having discussions about how my client could turn a home into the ideal property for their growing family, or talking about up-front costs and investment potential for interior and exterior renovations – those are questions I can answer off the top of my head.”

Prior to entering real estate, Michaela graduated from the Illinois Institute of Technology with her Professional Bachelor’s in Architecture, specializing in residential design. “There were some gaps in the architectural industry that I couldn’t see myself being a part of, so after I graduated, I spent my first summer as an adult trying to figure out ‘What’s next?’ I was kind of thrown into real estate, and tried to figure out how to make both work together.” Fortunately, she connected with another REALTOR® who served architecture clients as well as real estate clients, and she sought his mentorship when she hung up her license with his broker at @properties. The relationship, though short lived, proved to be a fruitful one, and Michaela was able to springboard her real estate career by getting involved in a development at the ground level. “I designed a majority of the development, kind of unofficially project-managed a majority of the construction, and then sold about seventy percent of the condos. That project took a couple of years of my career, but that mixed all of my passions perfectly – since then, I’ve been an architect, a designer, and a REALTOR®.”

Today in 2022, nine years after obtaining her license, Michaela services the entirety of Chicago and the Chicagoland area. She boasts a book of business that is over ninety-nine percent repeat and referral clients, and she attributes her robust foundation of clients to a practice that she adopted early in her career. “It’s kind of a slow burn, but it always sticks: I decided early on that I would always service rentals. Not every agent does rentals, especially once their sales volume becomes substantial. I was able to help people find their ideal apartments in their twenties, so they are coming back to me now in their thirties ready to buy and sell because I took the time to help them when most wouldn’t. I don’t have to do a lot of marketing, because I’ve built such strong friendships with them over the years. Even if it’s not the kind of person who wants to go out every Friday night for a cocktail, I check in on them like you would a close friend who lives across the country.” Despite the exponential growth of her enterprise, Michaela still dedicates herself to servicing rental customers, and she has designed systems to keep all of that work in-house. In addition to servicing rental clients and her buyers and sellers, she was also able to complete five architectural design projects this year (four of which served current real estate clients).

As her business expands, Michaela goes to great lengths to ensure that she shares her prosperity and warmth with the greater community. She is a former owner of her own non-profit organization, and she spent five years on various boards for the Chicago Association of REALTORS®, including the Young Professional’s Network and Women’s Council of REALTORS®. In 2023, she plans to expand her efforts to pursue real estate in Los Angeles, California as well as Chicago.

To learn more about Michaela Gordon, please call 847-521-0853, visit atproperties.com/site/michaelagordon or email Michaela@atproperties.com www.

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PAT SETTAR As a resident of Mullica Hill for over 30 years, Pat Settar has always possessed an entrepreneurial spirit. Throughout her time as a historic town local, she has watched as Mullica Hill has grown from a niche farming community, to a thriving suburb. When first breaking ground in town, Pat was already underway authoring a successful career as a travel agent. As growth within the town continued, she quickly found herself seeking a new opportunity that better spoke to her passion for helping others.

Along with wanting to pursue her passion, the busy mom of three still afforded her time to be there for her family. Inspired, she decided to switch tracks and pursue her real estate license. Leveraging her outgoing personality and strong business acumen, she established a network of satisfied clients and colleagues that spans the region.

Today, Pat is the Broker Associate and Team Lead of The Pat Settar Team of Fox & Roach REALTORS®, powered

by Berkshire Hathaway HomeServices, where she assists clients throughout Mullica Hill and the surrounding areas.

There, she has cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Pat equips her clients with a comprehensive strategy. From the start of the process, she helps each client fully prepare their home for the market, supplying them with a suite of professional staging, photography, videography, and drone imaging services. From there, she broadcasts their listings via a highly targeted blend of digital and social media campaigns. As a Zillow Premier Agent she utilizes proven resources, consisting of standout open house showings, custom color brochures, print ads, and 3D tours. These tools give each client an added advantage leading to an ensuring and seamless transaction.

Pat is just as attentive when assisting her buyers. Drawing from her acute knowledge of the Mullica Hill region, she

uncovers the right investment for their best interests. Over the years, she has earned a fantastic reputation throughout New Jersey, as evidenced by her strong rate of repeat clients and referrals. With her team now averaging over 150 transactions and $50 million plus in annual volume, she remains committed to the lasting standards that have consistently set her apart.

Outside of real estate, Pat remains just as dedicated to her community as she has been over the last 30 years. She has served on her local PTA, Girl Scouts, and supporting events around Mullica Hill which continue to drive her passion of helping others. She is an annual sponsor for Mullica Hill Women’s Triathlon Club, Harrison Soccer, and many other events around town for many years. She is also Chair of the Harrison Township Beautification Committee, having also served on its Recreation Commission and Economic Development Commission for many years. Moreover, as a sponsor of the Harrison Township Historic Commission, she is now sponsoring the project to publish a book highlighting the beautiful, historic homes along its nationally recognized Main Street. When she’s not with clients or giving back, she can be found spending quality time with her family, and occasionally sneaking in a sunset down the shore.

Pat has a clear vision for the future of her business. As she continues adding to her team, she looks forward to scaling her mentorship work with rising agents, while deepening her ties to the hometown she loves! But in the meantime, she is excited for all the new clients and connections that await. “As a team, we will always do our best to serve our clients and community,” she says. “Through the years, I’ve been able to watch the development of not only our town, but also the people who live here. At the end of the day, it’s been so rewarding to support that growth and cultivate ongoing relationships with all my buyers and sellers.”

To learn more about Pat Settar, email patsettar@gmail.com, visit foxroach.com or call (856) 297-5790 www.

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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ROB GASH Robert Gash of Cedaredge, Colorado, drives his successful real estate business by combining his passion for marketing with an insider’s knowledge of The Western Slope. “I work all over the state of Colorado, but I really enjoy the area where we live. It’s beautiful and mountainous – an amazing place to explore on horseback or side-by-side machines – fishing, hunting, and enjoying the recreation that western Colorado gives us.”

Originally, Robert grew up in the metro Denver area and pursued a career as a licensed master electrician. After moving to Cedaredge in 2007, his new surroundings spurred him to take on a new vocation. “I had dabbled in real estate development on construction projects around Denver, so I decided to reinvent myself.” Robert became a fully licensed REALTOR® in 2011, and in 2020 he became the owner of United Country Real Estate Western Land & Lifestyle Properties. He started hiring associate brokers this year and his team currently houses three licensed agents, and they have averaged a collective $15 million in annual volume so far. “People I’ve sold properties to eight, nine, and ten years ago are starting to call for their second purchase, or to sell what they originally purchased with me. It’s starting to pick up and grow.”

In addition to his foundation of repeat and referral clients, Robert prides himself on the systematic, robust marketing strategies that his team employs. “In our area we’re very rural. A lot of brokerages don’t have a lot of marketing power, but our affiliation with United Country lets us take advantage of a national network.

In 2021 we won the Genesis Marketing Award – that was given to us out of over five hundred offices nationwide. We were also awarded the Delta County Best Residential Brokerage.” Robert’s approach begins with high quality presentation, including professional photography, videography, and property descriptions, which then gets distributed through broadly cast digital and print marketing channels. “All of our listings go on Top Agent Magazine

our MLS, and we have a network of websites through United Country that drive three hundred million visitors a month to our national websites. We do a lot of direct mail – peppering neighborhoods with ‘Just Listed’ letters – and we have a huge social media presence: Tiktok channels, Instagram channels, Facebook channels, and we even have a Pinterest!”

Robert’s passion for advertising is an extension of his adoration for his small hometown, where he is proud to say he raised his family. “When my kids were still here in school I did a lot of coaching, and I also was a member of the Delta County Fair Board. Currently I’m serving on the Board of Directors for our local real estate board, and I still sponsor a lot of high school sporting events and teams.” As his enterprise expands, he’s excited to welcome additional agents to grow alongside him while he refines and perfects his efforts.

“I really love the marketing aspect. To me, putting a listing together, making it look its absolute best for buyers, that really makes me happy. I love getting the phone to ring – a day in my office starts and ends with turning on my computer and seeing who we can get our listings in front of.”

Contact Robert Gash at 970-986-2955, visit www.coloradocountrybroker.com or email rob@coloradocountrybroker.com Copyright Top Agent Magazine 67

SHAWN KEMP A proud veteran of the US Marine Corps and longtime resident of South Carolina, Shawn Kemp has always been passionate about serving his community. Following two tours of duty in Operation Iraqi Freedom and Operation Enduring Freedom from 2005 to 2010, he built an accomplished career as a salesman for Ulterra Drilling Technologies. Funnily enough, he would first take an interest in real estate while watching Selling Sunset with his wife, noting how the industry perfectly matched his sales and leadership training. “If they could do it, I could do better,” he says with a laugh.

“Having been a people-person all my life, I just knew real estate would be the right fit.”

Inspired, Shawn went on to pursue his license in 2020, finding quick success as an agent and building a robust network of satisfied clients. Today, he is a REALTOR® with Coast & Main, powered by eXp Realty, where he leads an elite team to assist clients throughout the Charleston Metro Area, having cultivated a boutique process to meet the demands of any transaction.

When listing a property, Shawn prefers a multi-platform approach. After helping his clients fully prepare for the market, he shares their listing via a highly targeted blend of digital and social media campaigns. As a Certified Member of the Institute for Luxury Marketing, he gives his clients an added advantage by connecting them to a worldwide network of mega-producers, ensuring a seamless transaction throughout.

Elsewhere, Shawn is just as attentive when assisting his buyers, thoughtfully guiding them to the right investment for their best interests. Having exceeded

30 transactions and gifted another 15 to members of his team in 2022 alone, he remains committed to the core values that set him apart. “My approach to our business completely changed when I took on a client who needed help repairing his credit,” he says. “After working with a preferred lender, we finally won an offer on a home—and to my surprise, the client started crying. Turns out, he was the first person in his family to own a house. That was when I realized our business isn’t just about buying and selling; it’s about being there for your clients and getting them where they need to go—no matter how long it takes.”

On top of supporting Disabled American Veterans and Veterans of Foreign Wars, Shawn supports local golf tournaments to raise funds for pediatric cancer research, as well as yearly blood drives, with all their proceeds going to the Lowcountry Veterans Home. A member of the Veteran’s Real Estate Association of America, he is equally dedicated to his industry as a Certified Mentor with eXp Realty. When he’s not with clients or giving back, he can be found spending quality time with his children, Logan, Emmalyn, and Lucas, and wife of 20 years.

Going forward, Shawn intends on scaling his mentorship work while expanding his reach throughout the Charleston region. In the meantime, he is excited for all the new opportunities that await. “Many of the leadership skills I obtained while serving in the Marines have carried me through to be the absolute best in real estate, for both my peers and my clients,” he says.

“Those foundations are a huge part of my drive to keep growing our team and take our business even higher.”

To learn more about Shawn Kemp, call (843) 277-7568. email shawn@lowcountry-homes.com or visit CoastLifestyleHomes.com www.

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 70

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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STEPHANIE KENNEDY Having been an entrepreneur for over three decades with 22 of those years spent in real estate, Stephanie Kennedy now runs her own successful brokerage. Originally from Los Angeles, California, Stephanie serves the metro Atlanta, Georgia area alongside her daughter who is also a REALTOR®.

Throughout her career, Stephanie has been on the residential, commercial and development side of countless projects with investments in Atlanta, Alabama and Ghana. Everything she has done thus far has earned her the reputation for outstanding commitment, professionalism, and integrity to her clients and her business.

Throughout her life, Stephanie has never shied away from hard work. In her first career, she worked 10 hour days at a hair salon while being a single mother. There came a point where she realized that she needed a career that would offer more flexibility with her time so that she could be there for her daughter as she grew up. Real estate presented itself as the perfect solution. Whether Stephanie’s clients are looking to buy a home or start a new business, she’s an expert on all fronts and ready and willing to go the extra mile. “This isn’t a hobby or a hustle, it’s a full time career that I’m very dedicated to,” she says.

to help those less fortunate. She’s organized clothing drives, participated in fundraising fairs and events and supported many members of the community, from the homeless to First Responders. “I find that these events are a very good way to stay connected with others in our area,” she explains. “Coming together to give back is incredibly meaningful for everyone involved.” On an international level, Stephanie serves as a member of the United Development Council. She also does speaking engagements and trainings to share her expertise.

Typically, Stephanie does between $50-60 million in sales volume per year. She has big plans to open two new offices for her brokerage, one in Macon and one in Birmingham. Of course, she’ll also continue to expand on her personal projects, which include a major development in Atlanta and a hotel in Ghana. No matter what she’s doing, the core of Stephanie’s motivation comes from the desire to help people. “Helping someone through the process of buying or selling a home and teaching my team to do the same is what I love about real estate.”

Stephanie makes certain that both her past and current clients are well cared for with frequent touches of contact throughout the year. She and her team mail out magazines and postcards, host client events, and send holiday greetings to let clients know that they are important. In terms of marketing, Stephanie often holds open houses and broker opens and does virtual tours for those who can’t attend. She’s also listed on a Top 5 Broker website that markets her listings on a national level, providing maximum exposure.

Community means a lot to Stephanie and she spends her free time working with charities and local organizations Top Agent Magazine

Stephanie with her daughter Whitney Kennedy

Contact Stephanie at 404-596-8051, email skennedy@wrprestige.com or visit stephaniedkennedy.com www.

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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 72

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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YOGESH (YOGI) PATEL Reliable and always there for his clients when they need him, Yogi Patel takes customer service in real estate to another level. Ever since getting his start in the business in 2016, Yogi has been the go-to resource for his clients whether they need help buying or selling a home, are looking for trustworthy handymen and contractors, or just need a helping hand in the community.

Based in Hoffman Estates, Yogi serves Schaumburg, Hoffman Estates and the surrounding area in northwestern Illinois, going wherever his clients need him. He has had transactions all over the state, from East St. Louis to Zion.

Yogi’s business comes almost entirely from referral clients, and it’s clear that those loyal clients trust him to take care of their loved ones just as he took care of them. “In this business, people who know you want to work with you,” Yogi explains. “The more people you know, the more the chances that they will work with you. Ninety-nine percent of the people who buy or sell with me are people who know me or have a relationship with me.”

houses. This combined approach results in quick sales for his clients.

As the father of a daughter with Down Syndrome, Yogi likes to give back to causes related to kids with special needs. An avid runner, Yogi loves to participate in runs and marathons for Down Syndrome kids as well as St. Jude’s Children’s Research Hospital.

When he is not working or giving back, Yogi enjoys reading, walking in nature, and traveling with his family.

As for what the future holds, Yogi says, “I want to connect with more people and help them find their homes. There are so many different programs available, and people don’t know what they’re capable of getting. I want to make them aware that you can have the American dream and own a house, no matter the market or interest rates.”

In general, Yogi says, “I want to help more and more people own their house in this community, do a lot of charity work, and give a good life to my kid. I believe that what goes around comes around and if you help people, they will help you also.”

It’s easy to see what keeps clients coming back. “I ask my past clients what makes them come again and do business with me, and they all say one thing in common,” Yogi says. “They tell me that I give good service and whenever they need me, I am there. When something breaks, I come with a handyman. If they need someone to jump their car, I go there right away. If you give good service and you are there whenever they need help, people will want to keep coming back.”

When it comes to marketing his listings, Yogi can rely on his extensive database of past clients. He also markets via Facebook ads to achieve optimum exposure for his clients’ listings, in addition to holding open

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Contact Yogesh (Yogi) Patel at 847-637-6254, email yogihomes7777@gmail.com, or visit his website here www.peerreputation.com/Agent/Profile/yogeshyogi-patel/996269/f454

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