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

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

ALANA MILLER BASSIL ACHOUR COURTNEY McMAHON DIANE WILLIAMS DOREY HAWKINS DYLAN SMITH HELEN TOYODA JEN RILEY JONATHAN CHAPMAN JULLIANN WOODS KIM ADAMS KIRSTEN ORAVEC KRISTAL ELAM LEANNE HOAGLAND SMITH MICHAEL SCHURTER ROB GILL ROBERT DI MATTEO RUTHANN BROWN STEPHANIE TANNER TANISH OWENS

How To Speed Up First-Time Homebuyer Transactions Embracing Smart Homes: Does New Technology Really Increase Home Value? My Crystal Ball: You CAN Predict You’ll BeSuccessful Selling Real Estate COVER STORY

SCOTT ROSENTHAL

Embracing Smart Homes:

Does New Technology Really Increase Home Value? Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 4

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

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

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market. On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

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

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

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

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SCOTT ROSENTHAL

SCOT T ROSENTHAL A veteran of the U.S Air Force and a Realtor® since 2008, Scott is a top-producing agent with Keller Williams Alaska Realty, serving clients in the Fairbanks area. Scott Rosenthal is the Realtor® people call when they need to take care of business. A veteran of the U.S Air Force and a Realtor® since 2008, Scott 8

is a top-producing agent with Keller Williams Alaska Realty, serving clients in the Fairbanks area. In the last 15 years he’s developed a reputation Top Agent Magazine

“People know me as the guy who can make things happen. It doesn’t really matter what the issue is. If there’s a problem, I’ll find a way to solve it.”

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“It’s very rewarding when you’re able to make a client happy because they’re able to move on to the next phase of their lives. That’s what this business is really all about. It’s so much more than a paycheck.”

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Scott has served in many leadership positions over the years at the local, state, and national level. He was the President of the Greater Fairbanks Board of Realtors® and a director for the Alaska Association of Realtors®. in the industry with both clients and colleagues as a “go-to” individual who gets the job done. He’s always willing to step in with a resourceful idea, a word of advice, or a contact that can help. “People know me as the guy who can make things happen. It doesn’t really matter what the issue is. If there’s a problem, I’ll find a way to solve it.” For example, Scott recently had a client who had sold their house and needed to get everything moved out. With everything else they had going on, the deadline snuck up on them, and they found themselves behind schedule on the Monday before the Friday deadline. “I could tell from the conversations we’d had that they were just completely overwhelmed. All of the stress they were under was making it hard for them to operate efficiently.” To make things as easy as possible, Scott rented a 26-foot truck and hired his son’s friends to help them pack up and move their belongings. “So, they were able Top Agent Magazine

to be out of the house by 7 p.m. that Friday and meet their deadline.” He adds, “It’s very rewarding when you’re able to make a client happy because they’re able to move on to the next phase of their lives. That’s what this business is really all about. It’s so much more than a paycheck.” Scott has served in many leadership positions over the years at the local, state, and national level. He was the President of the Greater Fairbanks Board of Realtors® and a director for the Alaska Association of Realtors®. These days he devotes most of his resources to helping children in the community, supporting and volunteering at school and sports events. Scott has also developed an alter ego that he uses to promote his business. He’s well-known as the “King of Houses,” where he wears a crown and often appears in humorous advertisements around town and on social 11

media. “I’ve got a good marketing gal who’s always in my head trying to push me to do the uncomfortable thing. Silly publicity is still good publicity, so I try to have fun with it.” In his free time Scott takes advantage of all the great outdoor adventure that Alaska offers, hunting, fishing, four-wheeling, and snow machining throughout the winter. After opening up a new brokerage last March, Scott now has several agents working with him along with a property management team. Life is good, but he sees the need to expand further. “I know what’s out there, and I’m leaving business on the table because I’m too busy to pick it up. I’d like to hire someone I can train to take on what I can’t handle. I have to do my job and make sure that my clients are taken care of, but I also want to keep growing.”

To contact Scott Rosenthal, call 907-460-9328, email scott@kingofhouses.com or visit: kingofhouses.com or facebook.com/kingofhouses www.

www.

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event? Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 14

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees. While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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ROBERT DI MATTEO Top Agent Magazine

ROBERT DI MATTEO

In the vast tapestry of the real estate world, Robert Di Matteo stands out as a maestro of connections. Transitioning seamlessly from a 27-year tenure in an executive account management role with a national organization, Robert effortlessly blends his former client-focused approach into his present interactions as a seasoned REALTOR®. The evidence? A staggering 80% of his business stems from glowing word-of-mouth testimonials from home buyers, sellers, and real estate investors. But Robert isn’t just a businessman, he’s a deft negotiator with a creative and humorous streak, building lasting bonds rooted in trust and loyalty. Operating primarily in the York region and the GTA, Robert collaborates closely with a dynamic team that includes his own adult children.

centered around delivering sterling service and unparalleled value. His prowess spans from raw land negotiations to commercial units, marking him as a versatile figure to be trusted for diverse real estate requirements. Robert’s family fortifies his endeavors. His son and partner Andrew is actively immersed in the business, and his daughter Alexandra immaculately prepares and stages their sellers’ homes. Their collective dedication shines through every property they deal with.

“More than 80% of my business is built on positive word-of-mouth recommendations and referrals,” he explains. This isn’t by accident, it’s a legacy from his corporate days where he spearheaded a culture 16

Robert works diligently to keep his vast clientele engaged. “We issue on a monthly basis well over 1000 promotional materials, including literature, and mailers,” he explains. But when it comes to showcasing listings, Robert’s strategy takes a digital turn. “We primarily use social media,” he says. Additionally, he emphasizes regionally-focused techniques, like sending “mailers to the communities” where properties are listed. The results are seen in a continuous flow of opportunities for their valued clients, both sellers and buyers. Throughout every step of his work, Robert only wants what is best for his clients. He often receives updates from his past clients throughout the year, with one recently praising him for changing their life. “After I wished them a Happy New Year, they came back to me with one of the biggest compliments I could ever receive as an agent,” Robert says. “They told me, ‘You are a large part of the community. You have assisted me above and beyond, plus so many others. I am sure you helped change their lives as you have changed ours.’” When Robert isn’t changing lives in real estate, he’s pedaling away for a cause. An avid cyclist, Robert skillfully blends his passion for cycling with philanthropy, orchestrating fundraisers that have amassed thousands for various charities. In his free time, Robert loves traveling to different locales with his trusty bike by his side, cherishing moments with his family, indulging in serene walks with his dog, or hitting the gym for invigorating workouts. As the horizon of the future unfolds and with a vision of perpetual growth, Robert envisions a progressive trajectory for his business. Robert’s presence leading his incredible team remains steadfast, marking the evolution of a legacy. Top Agent Magazine

For more about Robert Di Matteo, please call 416-738-4195 or email bob@soldagain.ca Copyright Top Agent Magazine 17

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. 18

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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. 20

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

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BASSIL ACHOUR

In the dynamic world of real estate, some agents stand out not just for their sales numbers but for the way they approach their profession. Meet Bassil Achour, a rising star in the real estate industry who brings a unique perspective and heartfelt dedication to his work. His journey in real estate began less than three years ago, yet what makes Bassil’s story compelling is his international background. Hailing from Syria, raised in Abu Dhabi, and educated in Switzerland, he understands the importance of finding the right home, especially in times of upheaval. “Given the war I had to leave home,” he shares. “I know how important it is to find a home, the right home. So, for me to be part of this business, it’s really a partnership with clients for me. I don’t see it as sales.”

sphere of influence,” he admits. “It was discouraging at times, but I still wanted to do it because I was thinking of the homes I’m helping people to achieve.” To make ends meet during the initial phases of his career, Bassil took an unconventional approach. He delivered groceries around the neighborhood, not just for income but to help families. It was

Starting a career in real estate came with its fair share of challenges, particularly for Bassil. His circle was small due to not being in the country long, and he lacked family connections in the industry. However, this didn’t deter him. “My main struggle when I first started was launching a 22

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also a hands-on way of learning the ins and outs of the neighborhoods and understanding the nuances of the real estate market. Although Bassil works as a solo agent, he’s not content to remain that way. He is looking ahead, with plans to establish a team and extend his services to a global audience. His ambition is to form a small team with a global reach, catering to clients from different parts of the world. His ties with Coldwell Banker and its international presence are integral to realizing this dream. “By the grace of God, I have already established an international client from Switzerland, another from Turkey, and from Canada, helping them sell their homes in Florida,” Bassil explains. What truly sets Bassil apart is his client-centric philosophy. He’s not in it just for the sale; he’s in it for the long haul. “I do not see any deal as a dollar amount,” he emphasizes. “I see it as a client helped. I always say I’m not just looking for this deal with a client now, it’s more like a partnership for the future.” Bassil is clear about where his strengths lie. His growing list of referrals “get my number from the first person I sold,” he explains. “My main production comes from listings.” Bassil credits Coldwell Banker for its strong brand presence and the tools it provides for effective marketing, as well as his broker, Dennis Hoffman, for his support. He’s also deeply involved in the community, partnering with other agents to offer educational sessions on real estate matters. When he’s not working, Bassil enjoys biking, doing CrossFit, keeping active, and staying updated on market trends. But his true passion is helping people achieve their dreams of homeownership. He recalls, “Helping people purchase the biggest and most important asset in their life is really very important to me because I know what the value of a home truly is, and it’s not in its monetary value. It’s about people, it’s about getting families into homes.” Top Agent Magazine

For more information about Bassil Achour please call 561-713-6924, email Bassil@MyInternationalRealtor.com, or visit myinternationalrealtor.com www.

“By wisdom a house is built, and through understanding it is established: through knowledge its rooms are filled with rare and beautiful treasures.” – Proverbs 24:3-4

Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 24

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

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

Soothing sounds set the mood.

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

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

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

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

Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well. Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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Laughs!

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COURTNEY McMAHON

Courtney McMahon’s real estate career started as the result of an injury. “I owned a beauty salon and was behind a chair for 18 years,” she recalls, “and I loved it.” But she suffered an injury to her shoulder in 2017 and quickly realized that the physical demands of being a hairstylist would require her to find a new profession. “I’ve always loved home decor and we’ve bought and sold several homes over the years.” she says. “As a salon owner, I loved helping people so the transition to real estate was really easy. So I said why not? Let’s do it.”

are moving our way. We have three or four housing developments in the works.” It’s been six years since the shoulder injury and Courtney hasn’t looked back because her real estate business is thriving. “I sell between 20-25 units per year,” she estimates. “And my annual volume is between $6-$8 million.” For the past two years, her business has been completely referral-based which makes her extremely proud. That’s possible because she started with a large database of clients

She lives in Lewisburg, Tennessee, which is about 50 miles south of Nashville and serves the entire Southern Middle Tennessee area. It’s largely rural and includes Maury County, Lincoln, Marshall, Bedford, Rutherford, and Giles and extends as far south as the Alabama state line. “This area is really growing,” she declares. “A lot of people from the Nashville area are tired of the traffic and congestion and 28

from her salon business and a foolproof method of converting and retaining them. “I just love on my past clients,” she says with a smile.” It’s easy to do business with people who know, love, and trust you already.” She manages her business utilizing the Referral Maker CRM and the KV Core Platform, a hightech agency management system that handles everything from marketing and lead generation to website hosting and client engagement. She appreciates the technology, but she also understands the importance of a human touch. So she produces live videos with personalized messages and texts them to her clients. “It’s time-consuming to create individual messages,” she admits. “But I do it because I think it’s important to keep my face in front of them.” Courtney is a pillar in her community and has been for years. She loves Lewisburg and gets excited talking about it. “Oh my gosh!” she exults. “I have always been a huge advocate for my town. I am on the Board of Directors of Main Street Lewisburg, and for years I was a member of the Young Professionals of Marshall County. I have sponsored youth baseball teams, football teams, and golf tournaments.” When it’s time for rest and relaxation Courtney and her family usually head to a beach in Florida. They are huge fans of University of Tennessee football, so they dress up in UT orange and make the 230-mile jaunt to Knoxville on Saturdays in the fall. Her husband and boys love live music and they enjoy concerts together. In the future, she plans on hiring a virtual assistant to handle inside sales, increase her volume, and help grow her team. But it’s important to her that her personal business remains 100% referral-based. That’s highly possible because of her enduring affection for, and connection to, the place she calls home. “We love it here,” she confesses. “We love these people. We love this area.” Top Agent Magazine

For more about Courtney McMahon email courtneysellsmiddletn@gmail.com, call 931-993-1727, or visit her website: courtneymcmahon.simplihom.com https://

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) 30

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. Top Agent Magazine

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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HELEN TOYODA

When Helen Toyoda says she works all the time, she means it, running two thriving businesses that operate nearly around the clock. Helen started managing rental properties 34 years ago. Now she’s owner and president of Toyoda Group Real Estate, a full-service boutique firm specializing in residential home listings, sales, and management in Seattle and its surrounding communities. Even though she’s pretty much on call 24/7, Helen feels blessed and grateful every day. “They say that if you love what you do you never work a day in your life, and that’s so true for me. I just love houses. They’ve always been a huge passion for me, from investing myself to managing, renting, listing, and selling them.”

of four, she manages more than 60 properties year-round, delivering highly personalized, hands-on service to every client. “I’m still the direct contact and the first person that people reach out to. I love working with people to help them find what they’re looking for and solve their problems. Some of our clients have been with us 20 to 25 years or more. I really like developing those long-term relationships and

Even after decades in the business, Helen enjoys the fact that every day is different, and every day is still a challenge. Working with a small team 32

being able to stay in touch with people through the years.” Between the real estate firm and her other business, Toyoda Sushi Restaurant, Helen admits she has a hard time taking time off. Even when the restaurant closed for a month recently, instead of taking a vacation, she continued to work. Although they’re separate firms in different industries, Helen says that the two businesses complement each other perfectly. “A lot of my business contacts come from the restaurant; from people I have known for many years. And we host a lot of wonderful dinners and parties there!” Owning a restaurant also places Helen in a perfect position to give back to her community, which is a commitment that she takes very seriously. “We donate to food banks, Nathan Hale High School where I went to school, a mission in Guatemala, and we built a home for foster children locally here.” Looking ahead, Helen hopes to be able to train some of her associates—including her son, Tylee who recently joined the business— to take over some of her workload so that she can delegate some of her responsibilities in the future. At the same time, she’s keenly aware that she needs to strike a careful balance in order to continue to provide the exceptional service that her clients have come to expect. “We don’t want to grow too big, too fast. But another huge goal of mine is to be able to dedicate even more of my time to giving back to others. There’s so much more joy in giving than there is in receiving. I want to be able to continue making a difference for the people I care about and also helping the community around me.” Top Agent Magazine

To contact Helen Toyoda, please call or text 206-383-8182 (cell);https://www.facebook.com/profile.php?id=100075714195791 visit her Facebook or email helentoyoda@gmail.com

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.

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.

CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

BUILD A SOLID FOUNDATION

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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LEANNE HOAGLAND SMITH

Leanne Smith of NW Arizona combines over five decades of sales experience with a triedand-true approach to marketing and a robust interpersonal network to corner an extremely specific niche in the real estate market. “I just love selling dirt. Anybody who’s looking to buy property in the high desert needs to do their due diligence – it’s very challenging to buy these properties site-unseen, so I’m able to give people boots on the ground, work independently, and help people realize their dreams and aspirations. Nobody is going to get wealthy selling vacant land, but what I do helps other people, and I get to feel good doing it.”

buyer’s agent who helped me purchase this house in Golden Valley. I took my course and became an officially licensed REALTOR® in 2017.” Leanne decided to hang up her license with the Dirt Road Real Estate LLC which prides itself on a supportive structure and dedication to interdependence. “I don’t like the word ‘team’ – we have a work family that steps forward whenever another agent needs a hand. My broker has an

Prior to formally entering real estate, Leanne enjoyed a career as a private consultant. “I was going to continue my consulting practice in Las Vegas when we moved,” she recalls. “My husband had health concerns that caused me to sidestep those plans, so I contacted the 36

assistant who handles a lot of information and paperwork, but I am still able to tackle everything on my own. Fifty years of experience in sales means I know everything there is to know about contract management, so I do all of that myself.” Her keen eye for the written side of the business, along with an unwavering dedication to annual holiday contact, has Leanne boasting a book of business that is over ninety percent repeat and referral clients – and actively rising. While she curates a digital LinkedIn presence, she attributes her broad database to face-to-face interactions, being up-front and transparent, and always delivering on her promises. As an independent agent who specializes in vacant lots, it’s no surprise to learn that Leanne’s favorite aspects of her career are the sprawling vistas and opportunities for exploration afforded by her hometown. “I can see open-range cattle from my window, and we have three-sixty mountains everywhere we look. Mother Nature’s artistic hand is so evident here – I like being able to explore Mohave County and take my four-by-four through the washed-out roads to put a sign on every property. Some agents shy away from that kind of work – but not me.” When she’s not driving the high desert or spending time with her husband, Leanne regularly supports the Kingdom Valley Association of REALTORS®. “I chaired their Professional Development committee for six years, was on the Board of Directors, and served as president in the past, but I believe in letting the younger folks take the reins. My husband and I exchanged snow for sunshine, snakes, and scorpions, and it worked out well for us. I’m focused on helping other people realize that dream for themselves.” Top Agent Magazine

For more about Leanne Hoagland-Smith, please call 219.508.2859 or email leannehoaglandsmith@gmail.com

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 38

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

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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ALANA MILLER If such a thing existed, Alana Miller would likely be nominated for an Academy Award for the fastest start to a real estate career by a rookie. And with 19 transactions and more than $12 million in volume in just ten months, there is a good chance she would walk away with the Oscar. Alana is a native New Yorker who grew up in Brooklyn, but has been a Staten Island homeowner for over 18 years. She has always loved real estate and has wanted to be an agent for as long as she can remember. But it took her a while to find her way to it. “I spent several years in Marketing, and after my kids were born I spent a few years as a stay-home mom.” Last year she decided it was time to pursue her lifelong real estate dream, so she took the classes, passed the test, and got her license. Before joining an agency she did her research and selected Prodigy Real Estate in Staten Island. “The thing that made me pick Prodigy is they specialize in Video Marketing,” she recalls. “They are different from a lot of other agencies, and with my Marketing background, I wanted to do something different. Our on-camera Video Marketing is state-of-the-art. We reach 150,000 buyers each month. It’s worked for me. Half of my listings were sold because of the effectiveness of Video Marketing. It’s amazing.” But it’s not all technology that makes Alana a success. She has great people skills and is always available to her clients. “I’m not one to just throw a lockbox on a home,” she declares. “I like to be there for as many showings as I can. My clients can call me 24-7, at 3:00 AM if necessary. I am in constant contact with them. I hold their hands throughout the entire process, and unlike a lot of agents, I always give my clients feedback.” Her clients obviously love the accessibility and the feedback. The many five-star reviews she has received on Zillow are compelling evidence of that. Alana is also a widowed mom to 2 teenage boys, both Top Agent Magazine

in high school. One has shown a love of photography and will maybe one day join her in her love for real estate. The other is a lacrosse junior varsity player with hopes of getting a college scholarship for a Division 1 school while pursuing a veterinary degree. When she has spare time Alana loves playing poker, and she’s really good at it. She’s the number one ranked player in the Staten Island Region on the Pub Poker Tour. She would one day like to travel to Las Vegas to compete in the World Series of Poker. As soon as time allows she would like to get her broker’s license, become an associate broker, and lead a team of agents. “In New York, you must be an agent for two years to get a broker’s license,” she explains. “So that will have to wait for at least a year.” In the meantime, Alana will have to be content as an award-winning Realtor® on the fast track to superstardom with a mantle full of Pub Poker Championship trophies. As she wraps up her first year in real estate, she is feeling pretty good about finally pursuing the career her heart has been set on for so long. “I am loving it,” she confesses. “This is the best thing I ever did.”

For more information about Alana Miller please call 917-589-6333, or email AlanaMillerNY@gmail.com 41

DIANE WILLIAMS If you’ve ever wondered what it takes to succeed in the world of real estate, just listen to Diane Williams’ story, a tale of determination, compassion and unwavering dedication. With her infectious enthusiasm and boundless energy, Diane’s path from a metal processing plant to the bustling real estate market is a testament to her resilience and passion for her calling. “I always wanted to help people,” says Diane, who has been fulfilling that mission ever since she began her real estate career in 1987. Coming from a background as an operations manager in a male-dominated metal processing plant didn’t deter Diane from chasing her dream. She has been a proud member of the RE/MAX team for three decades, where she has made a significant impact. Her journey took an extraordinary turn when she became deeply involved with a non-profit organization called Filling the Gap in 2019. This organization specializes in giving second chances to those less fortunate, providing them with housing and a path to a better life. “The group specializes in second chances,” Diane explains. Her involvement started when a friend noticed a homeless couple on his daily commute. Determined to make a difference, he began by finding them jobs. But finding housing proved to be a major hurdle due to their poor credit ratings and other challenges. That’s when Filling the Gap stepped in. They provide housing and comprehensive training, teaching individuals how to make better financial choices and ultimately guiding them towards homeownership. Diane has been on the board of directors of this remarkable organization for the past four years and has witnessed firsthand the transformation of lives. “We’ve already

had two of the gentlemen go through the program; both of them bought their own condos,” she proudly reveals. These success stories, often from individuals with addiction issues and minor criminal records, are a testament to Diane’s commitment to making a real difference in her community. But her impact doesn’t stop there. She’s a passionate advocate for senior citizens, often working with attorneys who handle estate sales. Together with a company called Pack It Up, she helps elderly clients pack, clean and prepare their homes for sale. “One of my passions is helping the elderly,” she adds. For Diane, it’s not just about business; it’s about lending a helping hand to those in need. In addition to her other volunteer activities, Diane is an active member of her church and its outreach ministries. Diane’s boundless energy extends to her real estate practice as well. Covering a vast area, she serves the southwest suburbs of Chicago, making sure to stay updated with the latest industry trends. She understands the importance of online presence and hires professionals to ensure her listings shine. Her business is based mostly on repeat and referral clients, but Diane isn’t just a businesswoman; she’s a grandmother who cherishes spending time with her four grandchildren. “It’s like living your childhood again,” she says with a laugh, describing their adventures at the pumpkin farm and the parks. As for the future, Diane has no plans to slow down. “I’m just going to cultivate my circle of influence more,” she reveals. Diane recognizes the evolving needs of her clients as they transition through life’s phases and is committed to helping them find their next dream home.

For further information about Diane Williams, please call 708-275-7731, email wmsdiane1@att.nethttps://www.remax.com/real-estate-agents/diane-williams-orland-park-il/100005103 or visit her website here

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.” Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes. There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component. It also may indicates a stubbornness that is the death knell of a healthy work environment. Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

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

THAT WASN’T MY FAULT

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

I’M SORRY TO ASK YOU TO DO THIS

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

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 44

THAT’S NOT THE WAY WE DO IT HERE

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

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition. Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

DON’T BRING ME BAD NEWS

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

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future. Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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DOREY HAWKINS Watching HGTV doesn’t seem like the ideal way to prepare for a career in real estate, but it obviously worked for Dorey Hawkins. “I have always loved real estate,” she says. “For years I dreamed of owning property, and I have watched HGTV for as long as I can remember.” She says watching shows about buying and selling real estate and flipping properties encouraged her to quit her career of 23 years and try her hand at real estate. And after only two years, it is obvious she made the right decision. She works for Keller Williams Middle Georgia, in an area that includes Warner Robins and Macon. To say she has gotten off to a fast start would be quite an understatement. In her first year, she sold 56 properties and generated $7 million in volume. Now in her second year, she has sold 48 properties year-todate, and is on pace to reach $12 million in volume by year’s end. That’s a great start for anyone, whether they watch HGTV or not. But there are a lot of things other than HGTV that are responsible for Dorey’s success. She has a tremendous work ethic and has systems and routines in place that keep her in touch with her clients and on top of her game. “I keep in touch with my clients by reaching out and contacting them by phone,” she says. “I think I have good people skills, and I operate with a high degree of integrity. I am very good at following up, and handling all the little details.” Her clients rave about her exceptional customer service and attention to detail. Her website overflows with five-star reviews. She markets her properties on MLS, Facebook, Instagram, and Zillow. But she believes it’s her ability to connect with people and help them achieve their goals that sets her apart. “I like helping others grow,” she insists. “As I elevate myself, I like helping others elevate themselves.” Dorey has only been in the Top Agent Magazine

business a short time, but because she does such a good job of taking care of her clients, she gets lots of referrals and repeats. She estimates that about 50% of her business is repeat business. She gives back to her community by donating to various charities. Her favorite charity is the Everyone Eats Foundation, a non-profit that combats hunger in Atlanta. She has also donated furniture to a local center for abused women. When she is not showing homes and closing deals, she loves to travel. When she is at home she gets a great deal of satisfaction from spending time with her family and enjoying her grandbabies. Down the road, Dorey sees herself as a broker, perhaps as early as next year. “I would love to start a brokerage, hire a few agents, and help them grow,” she says. “I would also like to own a few rental properties, and grow my business that way.” If she continues to handle her business as she has in the past, it’s a good bet her future plans will come to fruition sooner rather than later.

Contact Dorey at 678-468-7855, email hawkins.dorey@gmail.com or visit thegeorgiamove.com http://

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DYLAN SMITH From the bustling studios of New York’s TV production scene to the serene shores of Monmouth and Ocean County, Dylan Smith’s journey into real estate is one to remember. It began with a youthful passion for the entertainment industry, but he ultimately circled back to his father’s well-established real estate company, rooted in 40 years of experience. Dylan initially carved his own path in television, but the demanding lifestyle soon made him long for something different. Drawing from his digital expertise, he saw a unique chance to incorporate that experience into the family business by infusing it with contemporary marketing methods, especially in communities traditionally dominated by an older demographic. Now, with nearly a decade under his belt, Dylan is a testament to reinvention, fusing old-world charm with the vibrant pulse of modern-day real estate. Serving Central Jersey and its beach cities, Dylan is deeply familiar with every town in this beautiful region. “I grew up in Spring Lake,” he explains. “And that’s where our office is located. Spring Lake is about a mile long, but we serve a wide area, focusing on Monmouth and Ocean counties.” Over the years, he’s nurtured a business that thrives primarily on referrals, an unmistakable marker of trust and satisfaction among clients. In the initial stages, Dylan hustled to make his mark, tapping into the vast potential of social media to connect with prospects. “I would post photos of my clients in front of their ‘sold’ signs, and this led to their friends reaching out to me with their real estate needs,” Dylan explains. This expertise in marketing carries into his work with listings as well. Apart from routinely advertising on platforms like Instagram and Facebook, he sends out personalized versions of magazines. His listings feature virtual tours and are not just confined to his website but sprawl across his very own YouTube channel and 46

various social media. Dylan recently integrated a QR code into his real estate signs, giving potential buyers an easy way to obtain more information. “Once they scan that, it offers a link to every social media channel or website that I have,” he shares. A true expert in his area, Dylan is actively involved in his community and has a fondness for local events and traditions: The Irish and Italian festivals, Christmas tree lighting, and the Spring Lake Five Mile run. He’s also connected to the Shark River anglers, assisting them annually in their stock the lake event. On a charitable note, he lent support to Adventure Ted, a charity event that aids children with cancer, and has been recognized as a sponsor in past events for Minding Your Mind, an initiative focused on mental health awareness. As time goes on, Dylan is eager to pursue further education and build on an already well-established career. Yet, for Dylan, it’s not merely about growth—it’s about preserving the unique family atmosphere that defines his business, an environment enriched by genuine relationships and longstanding connections.

For more information about Dylan Smith, please call 732-682-3268 or email cdylansmith1990@gmail.com Top Agent Agent Magazine Magazine Copyright Top

Take My Word for It:

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

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver. With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do. If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

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

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

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective. If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial. Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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JEN RILEY From a young age, Jen Riley felt a connection to real estate. As a child, she would spend countless hours with her grandmother, who ran her own brokerage. Jen was also influenced by her father and grandfather’s roles in land development and construction. After becoming an agent nearly a decade ago, Jen hit the ground running. Today, she works closely with a broker-builder, forming a duo that brings unique value to their clientele. Their combined expertise especially shines in the new construction segment, a necessary avenue in a market experiencing low inventory. Catering to Rock County and Dane County in Wisconsin, Jen has extensive knowledge of the region. The counties not only present numerous opportunities but are also strategically placed—being close to hubs like Chicago, Madison, and Milwaukee. With the region’s affordability and the charm of a more relaxed environment, Jen finds herself assisting clients from these bustling cities, seeking the tranquility Wisconsin offers without compromising accessibility. Jen’s remarkable success in the real estate realm isn’t solely attributed to her skills in the field but to the depth of her relationships. A staggering 75 to 80% of her business comes from repeat or referrals, reflecting the trust she’s built. “I don’t do a lot of marketing,” she admits. “I rely mostly on word of mouth from past clients, friends, and family.” She also believes in the power of social media, positioning herself as a valuable resource to her audience. “Educating people is very important to me,” she shares. But perhaps what truly sets Jen apart is her post-transaction dedication. “I don’t feel like the transaction is entirely over at the closing table.” Indeed, for her, it’s about

ushering clients into a new chapter, ensuring they’re settling in, celebrating milestones with them, and even marking special moments with gestures, like handing out pies for Thanksgiving. With Jen, clients don’t just get a real estate agent, they gain an ally for life. When it comes to making her listings stand out, Jen harnesses a blend of connections and technology. Being a steward of the real estate industry is close to her heart, which involves actively fostering relationships with her peers and even competitors, keeping them updated on her properties. But where her strategy truly shines is in the presentation. Jen entrusts her properties only to top-notch photography. “Professional photography and staging are extremely important,” she asserts, ensuring each listing is showcased in its best light. Away from work, Jen cherishes family time. A devoted mother to a nine-month-old and a five-yearold, she loves doing outdoor activities and traveling with them. Each moment spent with her children is treasured. As Jen envisions the future of her real estate journey, two main pillars emerge: community involvement and client education. She aspires to deepen her ties with the local Cancer Coalition, support veterans, and promote suicide prevention. She’s also eager to roll out educational videos to empower clients with knowledge, ensuring they’re well-informed about the market and home buying processes. Wherever her path leads, Jen’s career will always center on enriching her clients’ lives by offering consistent support and invaluable insights.

For more about Jen Riley, please call 920-691-2591 or email jen@smeckorealty.com

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KIM ADAMS Kim Adams has a motto that has helped her conquer both the Indiana and Florida real estate markets, leaving a trail of satisfied clients and a reputation that speaks volumes. “My motto,” she says, “is ‘Whether you’re buying or selling a castle or a shack, Kim Adams has your back.’ I treat every client like I’m working with family, like a brother, a sister or a parent. And whether I’m working with someone from a mobile home to a mansion on the water, everybody gets the same level of service and commitment. I treat everybody the same and work just as hard on every deal.” With nearly 14 years of experience under her belt, first in Indiana and now in Florida, Kim has become the go-to expert for those seeking properties in Pinellas and Pasco counties. Her target markets include Tarpon Springs, Palm Harbor, Dunedin, Trinity, and New Port Richey. But what sets Kim apart from the rest of the pack is her impressive 90 percent repeat and referral business, with an average sales volume of $16 million a year. Kim’s Florida real estate journey began in 2013, and she hit the ground running. Her secret? An unshakable dedication to networking and building relationships. “The very first thing I did was join the two local chambers of commerce that are closest to me, Tarpon Springs and Palm Harbor,” she recalls. “I went to every event. Every time the doors were open, I was meeting people, volunteering, signing up for committees, and then I went on from there to build my business through networking.” Kim attributes her success to hard work, her negotiating skills and a genuine commitment to her clients’ best interests. Her greatest career passion is helping people. “I love working with people and helping them find their dream home or sell their home,” she says with genuine enthusiasm. “I’m also good with people who are going 50

through emotional times, too, such as a divorce, or trying to deal with an estate after the loss of a loved one. I’m very involved and compassionate. I’ve worn a lot of different hats, like a counselor or mediator.” Yet her passion extends beyond the confines of the real estate market. She is deeply involved in her community, serving on the boards of the Tarpon Springs and the Palm Harbor chambers of commerce. She is also an active member of the Women’s Club in Tarpon Springs and is dedicated to fundraising for the Florida Sheriff’s Youth Ranch, ensuring that siblings stay together in foster care. When Kim is not working tirelessly for her clients or contributing to her community, she enjoys motorcycle rides with her husband of 36 years, Alan, annual cross-country trips and volunteering at her church. As for the future, Kim’s plans are simple but resolute: “I plan to continue on with RE/MAX,” she says, where she is a member of her firm’s Hall of Fame as a top producer. “My goal is to continue as one of the top agents as long as I’m there until I retire one day, and just keep continuing what I’m doing.”

Contact Kim Adams at 727-300-6560, email kimadams.agent@gmail.com or visit her website here https://www.remax.com/real-estate-agents/kim-adams-palm-harbor-fl/101965339

How to Cut Down on Digital Distractions

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

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

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

Focus on one digital task at a time. While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew. In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in. 52

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

Keep your inbox organized. While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from. Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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KIRSTEN ORAVEC Market analyst, marketing specialist, negotiator, adviser, educator, problem solver: Kirsten Oravec brings all these skills to the closing table and more in her work as a realtor. After 15 successful years as a broadcast PR pro in New York and Dallas, Kirsten landed back on the East Coast several years ago. She decided to rebrand herself when she realized that opportunities in broadcast PR were diminishing rapidly as audiences shifted away from traditional media and towards user-generated content and online platforms. “Real estate was a natural fit for me. My mom was a realtor, growing up we moved quite a bit, having lived in several states, and I’ve bought and sold homes and relocated several times,” she says. Now, a decade later, Kirsten has a thriving business at HomeSmart First Advantage Realty, lately averaging $4 million a year in sales, and is expecting to end the year at $8,075,000. She’s licensed in both New Jersey and Pennsylvania and has developed a lucrative niche selling horse properties and luxury homes. As someone who owns horses, rides horses, and owns horse property, Kirsten understands the needs and desires of horse people. “You can see from my Facebook posts that I have horses, and we ride on the beaches in Cape Henlopen, DE, Chincoteague, Va, Valley Forge and Gettysburg, PA, and more.” As a skilled communicator with a strong knowledge of traditional and social media, Kirsten understands how to attract editorial coverage from the media. She’s been described as a marketing pro on the buy side and an outof-the-box thinker on the sell side. Instead of paying for advertising or relying on paid leads, she markets her listings heavily on her business Facebook page as well as two other FB groups where she’s the admin as well as participates in several Horse-based FB groups and FB Groups specializing in horse properties. She has a heavy presence on social media, online news, and word of mouth.

“I get creative. For example, a property I recently sold for $2,050,000 was in Salem County, which is a very southern part of New Jersey, pretty much agriculturally zoned, farm preserved, and farm assessed properties. Many of which are luxury listings. I contacted two different reporters letting them know it was the most expensive property sold in that area since July of 2022, and that’s how they featured it.” I have another property also recently featured in Philly Magazine. That property was recently reduced to $999,000. Kirsten is committed to maintaining excellent communication with her clients and stays in constant touch with them throughout the transaction process. She’s proud of the reputation she’s earned for her deep market knowledge, integrity, and warmth. “I love helping people buy their dream home or sell their home because they want to buy their dream home. It’s very rewarding to help people pursue their dreams.” A firm believer in giving back to the community, Kirsten is involved with the Salem Chamber of Commerce and several other local organizations. This year, she became a “chute” sponsor at Cowtown Rodeo which is the longest, continuous running rodeo in the US. In addition, she’s involved in the local Woodstown July 4th Parade and Salem City Yuletide Holiday Tour. “I recently attended a local farm auction, about 2 miles from my home. I ran into a vendor I do business with. He asked, ‘What are you doing here?’ I said, ‘What are you doing here?’ We both laughed. It’s important for me to be involved with my neighbors. I like to hone in and help in the area where I live.” Looking ahead to the future, she says, “I’m at that point where if I had one or two people working with me that would be great, but if not, I’m ok. I see the value of having a team, but my goal is to continue to grow in the area where I live. I’m kind of a lone wolf. I want to keep doing what I’m doing and living the dream.”

Kirsten Oravec can be reached at 856-725-3620 or email at KirstenOravecRealtor@outlook.com or visit kirstenoravecmullicahill.com or Facebook or LinkedIn or Twitter https://www.facebook.com/KirstenOravecRealtor/

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MICHAEL SCHURTER - OTTAWA REAL ESTATE BROKER At one point in his life, Michael Schurter thought he wanted to be an attorney. But after completing a B.A. in Law at Carleton University and applying to law schools, he saw first-hand what life as a lawyer would look like and did a professional aboutface. “Nobody looks forward to having an appointment with a lawyer,” he concluded. “Nobody has a great day after a call with a lawyer. I realized that being a lawyer was not a good fit for me.” So, he decided to take what he knew about the law, combine it with his extensive digital media expertise, and pursue a career in real estate. And that’s exactly what he has done since 2010. As a real estate broker at Royal LePage Performance Realty in Ottawa, Ontario, Schurter leads a team of experienced, tech-savvy agents that sell residential real estate in Ottawa, and in various communities throughout Ontario. The properties are marketed through their website and on social media (Facebook, YouTube Instagram, TikTok) utilizing high-quality photography and professionally produced videos that are far superior to the run-of-the-mill content and virtual tours most home buyers are accustomed to. “We produce a massive amount of digital content to keep in contact with our clients,” he noted. “By the time we meet with them, most of our clients have seen videos, virtual tours, and staged photos of the property they are interested in.” What makes Michael Schurter unique is his approach to the profession. He views himself as more than just an agent; he is an accomplished real estate consultant. In addition to families purchasing single-family homes, he has many clients that are real estate investors looking for properties to develop for rental income, or to purchase, flip, and sell. He can assist in these ventures because he has established relationships with mortgage experts, contractors, lawyers, and interior designers with vast amounts of experience. Most importantly he lives the real estate investing life himself and is able to share his experiences with his clients. “I have someone for everything,”

he insists. “As a real estate investor myself, I take pride in knowing that the professionals I refer my clients to have been tested through working with me in my own ventures.” Michael also has a special relationship with one of Ottawa’s top-rated builders that allows him to showcase his listing talents and meet buyers who are looking to move into his community in Findlay Creek. It’s a great relationship that’s mutually beneficial to all involved parties. After working with eQ Homes on multiple transactions, Schurter became a trusted partner in a sea of other Ottawa Area Realtors. Schurter is currently listing almost seven million dollars of pre-construction and move-in ready homes for eQ Homes in their Pathways South development. “My clients reach out to me for years after their transactions are completed,” he says confidently. “I enjoy being their go-to contact for everything real estate.” Because of the constant contact with his clients and his network of accessible, competent professionals, he estimates that at least 60% of his business is generated by repeat and referral customers. In his spare time, he enjoys traveling, home renovations, and spending time with his family. He is also a distance runner and has recently competed in the 2023 Ottawa Army Run half-marathon. He gives back to his local community through his support of the Royal LePage Shelter Foundation and participating in the Ottawa Big Brothers Big Sisters Annual eQ Homes BIG TEE OFF golf tournament. Investing in real estate involves risk and Schurter enjoys guiding his clients through that process to the reward at the end. “I love being a part of that large happy moment in someone’s life,” he admits. “I am always learning and improving my strategies to ensure my clients achieve the best possible outcomes. We’ve been lucky. We have an amazing network of partners and amazing clients. We’ll just keep doing what we’re doing. Ultimately, we want to become the known name that people in Ottawa can call when they need real estate information or advice.”

For more information about Michael Schurter, please call 613-238-2801, email Michael.Schurter@royallepage.ca or visit SchurterandAssociates.ca https://www.realtor.com/realestateagents/6189a7bc670b47faf5fd2d7d

http://linkedin.com/in/joshuablack

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

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

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach. One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect. 55

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance. That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling. It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

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

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

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

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

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ROB GILL It’s no surprise that Rob Gill is involved in real estate in the Greater Toronto area. He was born and raised in Mississauga and his family has been in the real estate business since the late ‘80s. By observing his family’s practices, Rob has learned the importance of building his real estate business the right way. He has clients all across Southwestern Ontario, most of which are in Peel & Halton region. Rob started selling real estate in 2004 and is approaching 20 years in the business. He estimates that his team, Rob Gill Realty Group, has sold millions worth of real estate over the past 2 decades, serving thousands of clients. Rob serves as team leader. His staff includes an operations manager/client care specialist (which happens to be his wife Lee-Ann), an office administrator, an inside sales agent, two outside sales agents, a videographer, a video editor, a social media specialist and an accredited stager all working together to enhance the home selling & buying experience. “We are successful because of our ability to solve problems,” he states. He estimates that 50-60% of his clients are repeats and referrals. “Our clients are extremely loyal,” he says. “We have many that are buying or selling their fourth or fifth home with us.” Another key to the team’s success is effective marketing systems. “One unique system is our ‘Pocket Listing’ program that we offer our sellers before their home is even featured on MLS”, he says. “We market their home to our database of more than 33,000 people even before we go live on MLS!” But perhaps the most effective marketing systems are their exclusive buyer & seller guarantees. For sellers they state, Your Home Sold Guaranteed or We’ll Buy It!* “That sets us apart. It’s like an insurance policy for our sellers”, he claims. Buyers are offered a Buyer Top Agent Magazine

Satisfaction Guarantee* wherein Rob agrees to buy back their home if they aren’t completely satisfied! Rob adds with pride, “We have never actually had to buy a single home!” When he’s not working, Rob loves spending time with family. He and his wife have two boys and they enjoy traveling together. “We love any place that has warm weather, mountains or water,” he insists. At home, he unwinds by watching documentaries & listening to music. He is involved in his community in a number of ways. Rob regularly volunteers for a nonprofit organization serving on the Board Of Directors. Rob also donates to worthy causes such as Sickkids Hospital. He has also volunteered his time with The Salvation Army & the Mississauga Community & Family Services Shelter. “I’m really big on giving back to our community,” he adds. In the future, Rob would like to continue to discover innovative ways to improve his business. “I am always asking myself how we can add value through better services. We want to do whatever we can to make sure that in the end, the client always wins.”

Contact Rob Gill at 416-949-5794, email rob@robgillrealestate.com, or visit robgillrealtygroup.ca www.

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RUTHANN BROWN Clients seek out Ruthann Brown for her ability to make buying and selling real estate easy, enjoyable, and stress-free. As a broker and certified international property specialist with Engel & Völkers in Muskoka, she specializes in selling luxury waterfront property in Ontario, Canada. An area rich in natural beauty, people from all over the world flock to the region to enjoy its 1600 freshwater lakes, mature forests, and charming lakeside communities. “We’re kind of the Hamptons of the north,” she says. A former dental hygienist, Ruthann made the switch to real estate eight years ago when she decided to pursue a new career that would challenge and excite her. She continues to increase her business every year. She credits her success in part to her ability to listen to her clients’ needs and her commitment to always acting in their best interests. “As a boutique brokerage, we’re all about the customer experience and providing them the best possible experience.” She adds, “It’s not about being the biggest. It’s about being the best, and making sure at the end of the day that my clients are happy and satisfied.” To ensure that satisfaction, Ruthann relies on systems and processes such as her Signature Selling Process that delivers proven results. “It makes it easy to go from Step 1 to Step 2 and beyond, but it’s not a one-size-fits-all plan. It’s tailored to the individual’s needs and timing, but we’re able to work within the parameters of the system to ensure that everything goes smoothly.” One of the aspects that Ruthann finds most satisfying about her job is being able to help her clients avoid the mistakes and pitfalls that can occur during any phase of finalizing a transaction. “Buying and selling real estate can be stressful. I love being able to guide people safely though that process. I’m here to take the stress out of the experience and make it as enjoyable as possible, by 58

providing the right tools at the right time so they can make the right decisions.” In her free time when she’s not busy assisting clients, Ruthann loves being in the kitchen trying new recipes, at the golf course trying to improve her score, or on the dock relaxing with family and friends. Another thing that Ruthann finds rewarding is giving back to her community, something she takes very seriously. She acts as a board member for several committees including the Committee of Adjustments and Property Standards Committee for the Township of Muskoka Lakes, the Muskoka Branch of the Architecture Conservancy of Ontario, and the Muskoka Lakes Chamber of Commerce. On top of that, she has her causes that she not only sponsors but actively participates in, including the Canadian Mental Health Association spring “Spin-the-Lakes” cycling event and their fall golf tournament, the 10-day Muskoka Chautauqua Festival, and is also a title sponsor for Oktoberfest Muskoka, a three-day music, culinary and beer festival that takes place at local breweries and restaurants. “I don’t just donate and walk away. I want to make sure I’m a part of the events, so I volunteer my time to make sure that those functions go well.”

Ruthann Brown can be contacted at 705-641-0085 or via email at ruthann.brown@engelvoelkers.com https://www.linkedin.com/in/ruthann-brown-969222202/ or LinkedIn or visit ruthannbrown.com https://

Creative Meditation

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

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

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

• When driving to a showing or to meet a client

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First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning

• Before your open house begins • After the open house • Driving home in the evening 59

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts. These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument. Here are some examples of meditations you can try.

1 For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business. 2 Repeating a mantra can be very calm-

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

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

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

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis. When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity. Top Agent Magazine

STEPHANIE TANNER In the world of real estate, where the fast-paced urban market often grabs the headlines, there are REALTORS® like Stephanie Tanner who are making their mark in the more serene and rustic corners of the country. With a heart for helping people find their dream homes in the idyllic northern Maine region, Stephanie’s journey from health care management to real estate has been nothing short of inspiring. “I had a previous career in health care for 28 years in the service industry as upper-level management,” she shares, “and I transitioned over to real estate In New Mexico.” Her journey into real estate wasn’t a conventional one, but it was fueled by a genuine desire to connect with people and help them find their perfect slice of paradise in rustic Maine, where she eventually became licensed and re-ignited her real estate career. So, what sets Stephanie apart from the bustling real estate crowd? Her commitment to the northern Maine region is truly remarkable. “This is a rustic area with just a few brokerages,” she says. “We’ve got potato and broccoli farms, with a lot of outdoor activities like hiking, lakes, ATV and snowmobiling in the winter.” Her clients are primarily people relocating from out of state, seeking a slower-paced, more open lifestyle. In this close-knit community, Stephanie found her place and key partners like NextHome Discover, owned by Dan Castle, and Dobbs Realty, owned by Fred Dobbs, her firm’s competitors who welcomed her with open arms. “I consider them partners. Those folks have been instrumental in helping me adapt to a new area,” she says, highlighting the importance of collaboration and camaraderie in the real estate industry. Stephanie works mostly with out-of-state buyers, guiding them through the intricate process of finding a home in a location they may not have even visited yet. “My strength is buyers,” she emphasizes. “For me, the customer service aspect is most important,” she adds, with many of her clients buying properties sight unseen. For Top Agent Magazine

example, she says one investment group from Maryland has already purchased six properties from her in two months, and they are still shopping. She relates, “Their comment to me was, ‘This was easier than buying a car.’ That is a testament to the level of service that I provide.” Stephanie’s involvement in her community is not limited to real estate. She’s deeply committed to animal welfare and is actively involved with the SPCA. “I’m big on animals,” she admits, describing her pets—a German Shepherd mix, a Border Collie, a “rescue rabbit” and a cat. Her love for animals is evident, and it’s a passion that keeps her grounded when she’s not working. Stephanie’s aspirations for the future are as inspiring as her journey so far. She plans to get her broker’s license and establish her Keller Williams office, focusing on serving clients in her unique way. “I always feel there are more things I should know to be the best REALTOR® I can possibly be,” she notes, emphasizing her dedication to constant self-improvement. As she continues to grow in her career, one thing is clear: Stephanie Tanner is a name to remember in the world of Maine real estate.

For more about Stephanie Tanner, please call 409-200-1567 or email Stephanie.tanner7@gmail.com 61 Copyright Top Agent Magazine

5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the 62

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and Top Agent Magazine

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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Q&A JONATHAN CHAPMAN

JULLIANN WOODS

► How did you get started

in the real estate business? I was wrapping up some of my time in the performing arts industry and had reached out to a broker asking, “what is the agent market like and is there a chance for me to make it?”; his response was, “for anyone who thinks of the client first and work hard, there is plenty of room” - so I jumped in and it has worked out! ► How many years have you been working

in real estate?

I have been working in the real estate industry as an agent for 4 years. ► Do you have a team of people or do

you work solo?

I currently work solo but believe that a team is something I would like to do in the future. ► What geographic area(s) do you serve?

Primarily St. Augustine, FL, but also Palm Coast, FL and Flagler Beach, FL ► What do you like best about the area?

It is an amazing mix of opportunity, something for everyone, and the options are abundant and diverse everywhere you look. ► How do you market the homes that you list?

I started as an assistant to my retired partner just taking messages and getting coffee and making copies. ► How many years have you been working

in real estate?

I started part time during the summer of 2000. I was 15.5 years old. ► Do you have a team of people or do

you work solo?

I did have a partner and he has retired, so solo for now. ► What geographic area(s) do you serve?

All of California but specializing in a very unique area of the Northern/Western part of San Fernando Valley on cusp of LA & Ventura County called Chatsworth Lake Manor/Box Canyon/Santa Susana Knolls (Simi Valley)/Twin Lakes ► What do you like best about the area?

Very unique with incredible views, peaceful & serene setting, lots of history, non-conforming & a bit rural area but close to the city ► How do you market the homes that you list?

When I am entrusted with a new listing, I primarily do email and digital marketing as well as open houses; but in some occasions local print marketing can be useful.

Direct mailings to area & out of area owners, our community Facebook page, at community market & mercantile store, social media & the BEST WORD OF MOUTH

► How do you market yourself as an agent?

I generally do not market myself - almost all of my work this year is completely on a referral basis. ► How do you stay in touch with past clients?

I text at holidays and at times I know it would be meaningful, or when they come to my mind I always like to take that chance to touch base with them. 64

in the real estate business?

I do my best to be in the community hosting events, mailing & being in front of my neighbors & clients ► How do you stay in touch with past clients?

Mostly old school mail, phone calls, pop by’s & events in community

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Q&A KRISTAL ELAM

TANISHA OWENS

► How did you get started

in the real estate business? My background in construction and owning a cleaning company gave me valuable insights into the industry. These diverse roles allowed me to gain a comprehensive understanding of property maintenance, renovation, and the importance of presentation, all of which are crucial aspects in the real estate industry . ► How many years have you been in real estate?

I worked in renovations and maintenance for 6 years and sales going on 3 years. ► Do you have a team of people or do you

work solo?

I operate Independently. ► What geographic area(s) do you serve?

in the real estate business? I was tired of my job where I felt overworked and underpaid and decided I needed a change. ► How many years have you been working

in real estate?

I have been in the business for 4 years. ► Do you have a team of people or do you

work solo?

Currently, I am a solo agent but believe that will be changing in the near future. ► What geographic area(s) do you serve?

I serve the Upstate region of South Carolina.

Metro Atlanta and surrounding areas.

► What do you like best about the area?

I love that it is a lively and diverse area without being too overcrowded.

The vibrant and diverse communities and there is something for everyone here. The rich culture scene, excellent dining options, and access to various outdoor activities make it a fantastic place to live and work.

► How do you market the homes that you list?

I always use a combination of traditional and digital marketing strategies to effectively showcase and promote the homes I list. This includes but not limited to; marketing costs at a discounted rate compared to my competitors, professional photography, virtual tours, social media advertising, email marketing and leveraging Better Homes and Gardens’ extensive network and resources. In some cases, drone footage, international marketing, and magazine placement of a home is helpful. ► How do you market yourself as an agent?

A strong online presence, consistently delivering exceptional service to my clients, referrals to expand my client base and build trust with the real estate market.

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I market them by always hosting Open Houses, sending out Just Listed postcards, putting out signs in the neighborhood, running ads online, boosting my social media posts, and more! ► How do you market yourself as an agent?

I market myself via social media, video marketing, car magnets, neighborhood yard signs, billboards, and by always handing my cards out to those that I meet. ► How do you stay in touch with past clients?

All of my past clients are uploaded in my CRM tool and I am notified of their home anniversaries, birthdays, etc., and I reach out to them & send gifts.

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers. There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends. 66

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge. With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz. A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing. Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property Top Agent Magazine

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

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information. Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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