Nationwide & International 10-7-24 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

Are These

The Three Most Important Qualities For

REAL ESTATE MYTHS

REAL ESTATE SUCCESS

Holding You Back?

HOW TO BUILD A TEAM

That Will Win Big No Matter Its Size

FEATURED AGENTS

DUSTY CALDERON ERYN WUKAWITZ MICHELLE YUAN NICOLE HAJDU RYAN HUFFMAN SANDIE LAMANTIA THERA BUTTARO

5 BUSINESS LESSONS

I Learned From My Dog

COVER STORY

ANA TERESA RODRIGUEZ

NATIONWIDE & INTERNATIONAL EDITION

DUSTY CALDERON ERYN WUKAWITZ

Eryn and her family moved to MichiganDusty’s success in commercial Eryn Raised on a sprawling Osceola County real is deeply involved in he in her husband’s military serving on a local Safety B 152012 21orders.estate is built largely on repeat 25 business ranch with a family history rootedon deep in the Florida soil, Dusty he has held roles as both v With Calderon no connections and very little guid-and referrals, a testament to the trustshe learned the value of land ance long before he and currently active from he the military, finding a placehas earned over the years. Recently,chair, ever sold his first acre. “My family setcorto call home was challenging. As theclosed five separate deals for a trust policy board. Additionally, s tled in Osceola County back in the early poration within three months, helping spouse of an active duty service memwith 1800s,” Dusty explains. “They had about them meet urgent financial needs. When KW Military as the M ber, therewent are a lot of moving parts toit comes to marketing, Dusty’s strategy Representative, helping othe 60,000 acres at one time, which is a family. The process can bea blend of personal relationships andand down to about 30,000 by relocating the time I was the make the most of VA loan in middle school.” Watching his family without local knowledge,robust resources of Saunders Real Estate, overwhelming an associate member of the lose vast stretches of property while othespecially for families with school-agewhere he works. “They have a marketing Veterans Association, Chapt ers profited ignited a spark in him. With children. This sparked Eryn’s passionmachine, with about 20 people working she attends meetings and c encouragement from YUAN his wife, who urged DUSTY CALDERON five days a week on marketing and findANA TERESA MICHELLE WUKAWITZ for agricultural real estate, that led her to focus oning the ERYN the Chapter. Beyond her com him to take advantage of his angle.” RODRIGUEZ MICHELLE YUAN helping military families who are THERA BUTTARO Eryn finds joy in planning tri knowledge, Dusty took the plunge those into real estate. He Ryan Huffman of Cobourg, Ontario,quickly realized he had a new the rink gymsame orabout the golf course – Dusty actively conexperiencing the son who recently graduated knacktoforthe thearea, business, clos-or the Passionate his community, Buttaro’s journey into NAR’s real usingoutdoors high-quality From ahisyoung age, Sandie attributes her success topresentation, the ing a million-dollar dealLaMantia right out ofThera the Today, tributes its growth preservation. He was a personaldifficulties shegate. did. Earning spending time with leads a life of service by blending hasAfter always been mytoestate escape. Weand started 26 29 30 35 as a determined pivot from an of tographsshe andgives compelling imager is known for hisfield. expertise inbegan agricultural land, founding member the Eryn Harmony Pop rescued. Warnerservice Youth was drawn to the real estate After ized, concierge-level Military Relocation Professional designation, she “He’s very spoiled,” she say lifelong passion for real estate withDusty the UpTurn program to provide grants uncertain future. After realizing she showcase each home. She also k helping legacy owners navigate the complexities of Football League, ensuring local kids had theoffers opportuearly After attempt to break into license the industomarket. every client. She atransition comprehenquickly expanded her expertise to working with buyers navigating the from being a full an unrivaled dedication toansupportfor YMCA memberships to individuneeded more stability for herself and her the local community engaged thro read a lot, I keep up on the I’ve made friends earning her in property sales with the same grit and determination his nity to play football. As a lifelong member of the Silver try was sidelined by family obligations, sive approach to listinghishomes, including theirchildren, VA As a Riding result ofwell, her passion the nextpostcards, chapter ofand her “just life wit she took a bold step into flyers, lis ing his local and global communities. alsbenefits. who otherwise wouldn’t be to ancestorsNicole used to settle theutilizing land. Spurs Club, a rodeo tradition started by keeping famwith many top agents as soable we areembracing always 2007, Hajdu facedthree spent years in various corporate staging services, and making a energy the world of realfamilies, estate. by announcements, sure ne to help fellow military her first year in real often redirecting in ilyEncouraged inin Osceola County, Dusty continues topre-inspections, support local her nurturing “I, and everyone else on Sandie the Ryan afford it, so that they can have some each other updated.” real estate head-on during the a trusted connection who had helped bors know theshe’s activity inwith theirher areas roles, just honing skills sheapart never realized network professionals Eryn earned the Rookie of the Yearhe award atof trusted dog, the occasional concert What sets Dusty as aestate, commercial real estate agent heritage. For fun, raises bucking cattleand and quarter Huffman Real Estate Team, of those experiences. Plus the research her buy her first quickly select properties, Thera even inves short sales and of foreclosures is hisher understanding agricultural and ability to condo, and he’s alsoworked aVA member of thefor Professional Bull her brokerage. With 85% ofhorses, hershe being buy-with would a stronger agent laterland over 15 years. Sandie strive to give back. You only get make to says it’s one of clients the best ways toin comearnedthese her license in Riders June of 1977 in ads in local magazines navigate the complexities of transitioning properAssociation. The current real estate market Nicole’s area is full-page com-Eryn era. alljob theintwists and ers, she has made a name for herself in the Lakeshore Looking ahead, become on. When herDuring corporate St. Louis prides herself on being available toaims her San Jose. Shemental built Homes & Land or to Marin Livin keep what you have by giving it awayties into commercial and residential spaces. bat health business issues.” Growing up a thriving petitive, with high demand and low inventory. “We’re of the market, Nicole and Grand Rapids areas, where she offers invaluable name among VAaphone. buyers, solidifying her came toturns an unexpected end, a friend’s clients, saying, “I answer the If I over the years, and 17 years ago, she reach wider audience. witnessed firsthand how the For Dusty, the most rewarding aspect of his work is – when we give clients a chance atin Osceola County, Dustyinsights into neighborhoods, resources, districts, this niche. Beyond expanding partnered with her son, Kris Lepore. putting up listings, andschool people areanswer, expecting high dollar continued thrive, provadvice reignited herto passion. Sandie don’t I make sure they know I’ll her real es landscape shifted as property values soared and develhelping legacy landowners navigate the challenging their dreamNICOLE home orHAJDU give people in This initiative has garnered tremenToday, they theprocess coastal area, Thera islosing deeply involved in her mana RYAN SANDIE LAMANTIA THERA BUTTARO and community life. serve she has a vision to This create acommunity, community de obtaineding her real estate license and never get back to without them right away.” dedopment pressures increased. unique background selling County their property sight amounts, and we’reofSonoma getting even higher purchase prices she wasHUFFMAN meant to This be in Northumberland a second chance atgave him an edge, allowing him to quickly dous support from the Northumberland with an astounding 65% of theirheritage. business coming from over 75Michigan, vacation rentals on the tailored coast andfor par master the of their He takes pride in ensuring that sellWest specifically looked back. Now, with over 20 years ication to communication and service than what we thought,” she explains. Despite chalthis industry. Today, she’s a clients and referrals, a Ryan testament the relationpating in local events. She serves on the Son a better life, we get to live fuller andentitlement process and What community, and hastois recently celtheIllinois intricacies of rezoning ers, often dealing with land passed through setsrepeat Eryn apart as a real estate agent her deep iliesdown rotating in and out area. With in the business, she agent servesinboth andthey’ve Missouri, has her ahave five-star reputation, supported byof thethe the ships cultivated throughout their careers. County Tourism Board and chairs Commu lenges, Nicole andearned herget team developed strategies the northland. He honed his skills under the mentorship of Ernie generations, thelong best possible outcome. Hishousing future richer lives for ourselves.” focusingprominent ebrated the Ryan Huffman Foundation connection with her clients, many of whom return or persistent shortage, she hopes to d on the growing community of Edwardsville strong, lasting relationships she builds with her clients. Engagement and Vacation Rental Commit Caldwell, a respected county commissioner and enviplans include focusing on high-quality residential and toThird help clients succeed. “A lot of people do not have west side of Chicagorefer andothers, the making Annual Golf Tournament, which up about 45% of her business. Her and comfortable space where the these famil What sets Thera apart as a real estate agent is her Additionally, Thera has chaired Bodega and the broader St. Louis and Metro East area. Working ronmental “We went to 21 public hearings,” waterfront properties, as well asthat land sales that honorto contingencies. These are the things are having surrounding suburbs,advocate. including Edison Five years ago, after Chicagoland wrestling with raised over $52,000 in support commitment tohas maintaining solid with Festival committee for ove specialty in VA Benefits, anthearea where many agents find housing during their short stays. Dusty explains. didefficient the first development agreehistory and conservation ofof the Fisherman’s land. “None of this raffle solo but supported by a “We small, team, Sandie Sandie isrelationships deeply involved in her community, particuher clients long after the sale. “Good communication years, consistently over $10,000 annu happen in this market now to make sure buyers getraising Park, Norwood Park, Jefferson Park, and Oriole Park. struggle, allows her to (bringing offerwould unique expertise. Eryn’s mental illness and struggling addiction, UpTurn their collective total ment between two cities. the It was quite theprogram experience. be possible without my wife and family can behind builtwith a thriving career.Ryan larly through her work with Sunshine Kids, a nonprofit she’s not working, Thera enjoys her pas ®and providing support after the sale is essential,” she with provided me $110,000). with a crash course on me,” Dusty “Real estate is When not a steady plane. clients appreciate her honesty and the shares. genuine friendEryn lovesFor connecting with from a house andby bededicated competitive.” She’s been named a Chicago Association of Realtors found himself at a crossroads. “I’veWorking always hadhimbig over Spurred his partner Ashley, Ryan toinform children with cancer. the pastparticularly two people explains. Thera makesIt’s it auphill priority todownhill. her cli-have for performance vehicles, her Merc everything.” He learned the importance of balancing and You to learn to make it ships thatents often develop during the buying orsheselling life, especially first-time homebuyers. H Producer andany Dream Town Producer every dreams,”Top he recalls. “Like young boy I Top probably has spread his to include the and United Way, aboutimpact market changes continually, stands AMG. She’s even traveled to Germany twice to e With a deep understanding of the region, Sandie stands years, been one ofyou thelevel largest contributors to development with environmental stewardship, ensurwork goingshe’s up, down, and when out. Every process. “It’s not really justasthe transactions,” she says, extends beyond transactions, as she aims to wanted year to besince an athlete than anything, butarea Northumberland Bulldogs Special Needs Hockey ready to assist them their evolve. rience driving on her engineering racetracks and tou Nicole continually produces astounding results for 2016 more and was named a Five Star out as an recently agent. “The has grown so much lately,” this cause within herandcompany, Berkshire Hathaway ing that the land isas treated with the respect it deserves. day andlives every deal is Thera different.” emphasizing that the relationships she builds are what resource for her clients, ensuring they fee Kris also offer a unique, personal touch by sharing the manufacturing facilities. I got older I fell in love with business – the whole Team, KidSport Northumberland, Northumberland buyer raved, “We had the pleasure of Professional AwardsheWinner and“It’s member the Forbes explains. very of sought after. You clients. can be One in recent HomeServices Select Properties. theirtodeep to the coastal theyagents serve. truly matter her.connection Though she is one of areas the top and supported in their new community. “ process 500 of buying and selling homes wasLouis afor passion Humane Society, Youth in407-908-9525 Sport Funding Initiative, For more about DustyThe Calderon, please call or email dustyc@svn.com downtown St. in minutes, take advantage of working with our agent, Nicole, and the experience was list. Nicole credits her team her20 success. Both call Bodega Bay home, and they have intimate servingtime clients is one of Thera’s favorite th ac in the region for annual production volume, Eryn is But spending with people and helping of mine.Hajdu I realized I was never going toconsists get thereand golf and many more.for “Mental health isclients not anin ties, all the entertainment job Junior prospects, but still get Sandie also participates local initiatives in her comknowledge and passion the region, helping so she dedicates truly exceptional. Nicole’s expertise and meticulous & Bongiorno Group ofif Italented and driven more by helping others than by the numbers. thing they need.” much of her time to work. W kept living a dangerousindividuals, lifestyle.” Honoring thethe life shared ofmajor isolated – and individuals struggle, butworks it’s societal find100 their perfect in the made same scenic locales. a focus onMagazine understanding needs, providing a a small-town With Fortune 200home munity and toCopyright give home-buying back outside of her Estate Top Agent attention to detail theaentire pro-Realtheir hardworking each feel.” with goal ofissue This blendknowlof ongoing support and genuine love for present rate information, and guiding them to make infor his deceased best friend, Ryan began steadily ascendconcern. We want to attack the problem from as many companies anchoring the area, she has a deep work when opportunities themselves. One topic cess seamless. She demonstrated approach, making clients happy. “My success is a direct result ofthe coast For more information about Eryn makes Thera and Kris trusted advisors in a theproactive decisions, TheraWukawitz, and Kris are making great str ing the mountain of recovery and asestate possible.” of the corporate relocationdirections which has been that always draws Sandie’s attention is contributing market. communication, and went above Looking ahead, Thera plans to maintain the high effective and beyond my team and whatedge we allself-improvement, bring to the table,”market, Nicolereal please 910-920-5411 email eryn.wukawitz@kw.com also recognizes the growing trend of call to students who needorhelp with school supplies, winand he eventually achievedbooming. his dreamSandie of becoming a dards she’s set, with the intention of eventually pas to identify the perfect property for us. Nicole consisexplains. “I wouldn’t be here without them.” family, a shift that hastheir listings, terthe coats, footwear andreins lunch programs. Those built a strong r marketing Thera understands the the to Kris, who has already licensed real estate agent. baby boomers moving closer toWith his When position cemented in realproper estate industry tently prioritized our best interests, and her insightful importance making ahead, aefforts solid first impression. “Weto on tation in the community. “Although influenced the local real estateand landscape. She’s of wellhave aishuge impact those young lives and her our industry a well-charted course Ryan excited always put every property into listing services, undergone some changes, theCopyright real essence guidance led down us tomultiple become happy homeowners in a resand raised inversed Chicago, Nicole’s deepofconnection Topof Agw the advantages the area’s strong school passion for making a difference is evident in everything Today inBorn 2024, Ryan stands at theinhelm of the Ryan grow hiswhich team by doubling on the practices that then goesthat out truly to Zillow andus. other platforms,” buyersrecommend and sellers need remains the same. We pro idence suits I wholeheartedly to this region helps her guide buyers and sellers. Many particularly in Edwardsville, andsays. highlights does. Huffman Real Estate Teamsystems, with eXp Realty, which helped him launch hisbelieves careershe 2019. all about exceptional service and help them reach their goa she Thera inin the power “It’s of professional

RYAN HUFFMAN SANDIE LAMANTIA

NICOLE HAJDU

ANA TERESA RODRIGUEZ

CONTENTS

4) Agent Strategies To Grow Your Social Media Presence 13) Are These Real Estate Myths Holding You Back? 18) How To Build A Team That Will Win Big No Matter Its Size

23) Why Employee Appreciation Matters & Can Boost Your Bottom Line

27) The Three Most Important Qualities For Real Estate Success

31) 5 Business Lessons I Learned From My Dog of Nicole’s clientsthe areaffordability relocating that fromstill neighborhoods makes the regionNicole’s attractiveservices and the Hajdu & Bongiorno Group

serves all of Northumberland County and sections of service. Every day is different and we face all sorts to anyone seeking dedicated and knowledgeable real like Toronto Logan Square or business Humboldt Park tothe compared to other parts ofthe thenorthwest country. Sandie’s experLooking ahead, Sandie plans to continue growing her Foraon more about Thera Buttaro, the Greater Area. His combines of new challenges, but we focus the information person who tise Realty, helps clients navigate expanding business thoughtfully, ensuring she maintains the perestate side. marketing “Most areofmoving to aher new home in that area,” please call 707-875-2500 thera@sonomacoastliving.com robust digital eXp which provides isthis right in front ofmarket usprofessional.” and make sure they get or theemail best confidence. sonal gotten touch and that has become her hallmark. By she explains. The with community, larger service. That’s what’s a cloud-based international platform, withaffordability, a steadfast and possible our referral expanding herevolves, reach into staying conAsand theit’s real Nicole sees aand trend homes with more yard theseand neighborhoods community presence fueled by space a lovemake of sports business going, theestate key tomarket everything we do – Missouri Copyright Top Agent Mag Providing hands-on support and guidance throughnected with her clients, she aims to keep providing the outdoorattractive. adventure.“You “Physical activity – whether professionally!” more serious and dedicated agents. “I think a lot get more for your moneyit’s therepersonally with the andtowards Phone 310-734-1440 | Fax 310-734-1440 out each transaction and afterwards, Sandie quickly exceptional service her clients have come to expect. For of people are going to be exiting real estate, and I think community and the large lots.” With 17 years of expebuilds solid connections with her clients. With over Sandie, it’s all about being there for her clients, both there’s going tonew be and more serious agents stepping up their rience and a full-time commitment since 2012, Nicole For more information about Ryan Huffman, mag@topagentmagazine.com | www.topagentmagazine.com 90% of her business coming from referrals, Sandie existing relationships, every step of the way.

game,” she predicts. Her focus on offering comprehenhas builtplease a strongcall foundation of repeat or andemail referralryan@ryan-huffman.com cli289-829-0043

No portionents. of this issuepercent may be anyreferral, manner whatsoever without consent of call theteam publisher. Top sive services andprior building a strong ensures that “Ninety of reproduced myFor business isinformation by and morein about Sandie LaMantia, please 618-978-2384, she stays ahead of the curve. “Collaboration, making about 40-50% of thatbyis Feature repeatemail clients,” she explains. Agent Magazine is published Publications GA, Inc. Although precautions are taken to ensure the accuracy SLaMantia@bhhsselectstl.com or visit SandieLaMantia.com it easy for clients, and creating a or one-stop shop, that’s Hermaterials, dedicationTop to Agent continuous learning and be improveof published Magazine cannot held responsible forCopyright opinions facts supplied by its Topexpressed Agent Magazine ment has kept her at the forefront of the industry. “I what it takes today to be successful in this business.” authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. PublishedCopyright in the U.S. Top Agent Magazine www.

For more information about Nicole Hajdu, please call 773-727-2199, Top Agent Magazine email nhajdu@dreamtown.com. Visit her website at HBResidentialGroup.com http://

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

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AGENT STRATEGIES TO

GROW YOUR SOCIAL MEDIA PRESENCE In real estate, where connections and maintaining relationships with clients are crucial, having a strong social media presence is essential for any REALTOR®. A wellcrafted agent profile on social platforms can not only showcase your expertise but 4

also help you connect with a wider audience, build trust, and ultimately grow your business. Here are some comprehensive agent-profile tips to elevate your social media presence and establish a strong online persona:

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CREATE AN ENGAGING AND INFORMATIVE BIO

Your bio should introduce you as a real estate expert and spotlight your specialties, service areas, and what makes you unique. Include relevant keywords so you will rank high in a Google search.

HAVE A PROFESSIONAL APPEARANCE IN PROFILE PICTURES

It’s important to have a clear, high-definition photo of yourself. You should look professional, but at the same time approachable. Wear clothes that align with your brand, and keep the background simple.

SHOW OFF YOUR ACHIEVEMENTS

Share your professional success, accomplishments, accreditations, and awards. This will enhance your credibility and make you appealing to potential clients. Those who visit your social media site will know you’re an expert.

MAINTAIN A PERSONAL CONNECTION THROUGH POSTS

Buying and selling real estate is a highly personal experience. It’s vital that you showcase your personality and relatability. Clients want to work with someone who they feel comfortable with. Incorporate your hobbies, personal anecdotes, and interests in your posts.

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HIGHLIGHT YOUR COMMUNITY WORK

CREATE CONTENT THAT CAPTIVATES

ENGAGE FOLLOWERS

KEEP TO A SCHEDULE

Whether you’re sponsoring an event, volunteering, or supporting local businesses, it’s beneficial to show your followers that you care for your community. It will help portray a positive brand image, and demonstrate a dedication to the areas you serve as a REALTOR®.

Produce varied and interesting content, balancing listings with insights into the market, news, and tips for buyers or sellers. This will keep your followers engaged and help solidify your status as a top expert in the field.

When people comment or message you, it’s important to respond. It’s also great to get conversations going on your social media pages by posing questions with your posts, running polls, or asking for opinions.

Post regularly on social media, at times when your audience is most active. This will ensure your posts are being seen by the largest audience possible. And when your followers know when to expect your posts, they will remember to check it out.

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POST BEHIND THE SCENES INSIGHTS

Offer a look into your everyday life in the real estate world, including preparing for open houses, client meetings, or your office setup. Maintaining an authentic presence will help you connect to your followers.

DON’T FORGET ABOUT STORIES AND REELS

Take advantage of Instagram and Facebook’s Stories and Reels. This is where you can post more spontaneous and creative content. Some of the highest engagement on social media happens on these platforms.

STRATEGIC HASHTAG USE

Use hashtags that are relevant to what you’re posting. You can even create your own hashtag that reflects your brand. When you use a mix of the two, you’ll reach a larger audience.

COLLABORATE WITH PEERS

CREATE EDUCATIONAL CONTENT

Don’t be afraid to partner up with local businesses, industry influencers, and other professionals. You can cross-promote content and create content together. This will introduce you and your brand to new audiences.

Establish yourself as an expert by sharing knowledge about the real estate market, 6

process, or regulatory changes. Educating your audience not only demonstrates your expertise but also provides them with valuable information.

POST CLIENT FEEDBACK

QUALITY VISUALS ARE KEY

Feature positive feedback from satisfied clients. Testimonials build trust and provide social proof of your skills and commitment to client satisfaction. Consider creating visually appealing graphics or dedicated posts to showcase these testimonials.

Invest in high-quality visuals for your posts. Clear and appealing images are crucial in the real estate industry, whether you’re showcasing a property, sharing a personal story, or promoting your services. Professional visuals make a significant impact on social media platforms. Remember, building a strong social media presence is an ongoing process that requires a blend of creativity, consistency, and genuine engagement. Regularly assess your analytics to understand what resonates with your audience, and adjust your strategy accordingly. By incorporating these agent-profile tips, you can effectively grow your social media presence, establish a meaningful connection with your current and potential clients, and differentiate yourself in the competitive real estate landscape.

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ANA TERESA RODRIGUEZ

Top Agent Ana Teresa Rodriguez is the Founder of ATR Luxury Homes Group, powered by Coldwell Banker Realty, where she leads an expert team to assist clients throughout Bay Point and the surrounding areas of Miami and Coral Gables. Throughout her life, Ana Teresa Rodriguez has always possessed an entrepreneurial spirit. For over 20 years, she built an accomplished career in advertising and marketing, cultivating the elite business acumen she would need to thrive as a REALTOR®. Seeking a new opportunity that better spoke 8Copyright Top Agent Magazine

to her passion for helping others, she would transition into real estate in 2009. In the years since, she has been recognized among the Top 100 REALTORS® in Coldwell Banker Florida, earning membership into the President’s Elite Circle while becoming a top producer and office leader for the region. Top Agent Magazine

Today, Ana Teresa is the Founder of ATR Luxury Homes Group, powered by Coldwell Banker Realty, where she leads an expert team to assist clients throughout Bay Point and the surrounding areas of Miami and Coral Gables. A Luxury Expert with experience in everything from waterfront properties to new construction, she has cultivated a boutique workflow to meet the needs of any buyer, seller, or investor. When listing a property, Ana Teresa leverages her foundations in marketing to ensure a seamless transaction. Alongside her in-house marketing team, she helps her clients elevate their home prior to

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listing, investing in their property and providing a suite of professional photography and videography services. From there, she broadcasts their listing to a highly targeted blend of digital and social media campaigns, also utilizing trusted outlets like print campaigns in local newspapers to give each client an added advantage. Elsewhere, Ana Teresa is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she prefers to keep in touch long after the deals are done, all to make sure her clients are satisfied and provide them with ongoing insights into the local market.

With ATR Luxury Homes now ranked as Coldwell Banker’s #1 small team in Miami, Ana remains dedicated to the core values that brought her to the business in the first place. “For me, real estate is a lifestyle,” she says. “I love all aspects of our industry.” Together with her team, Ana Teresa has truly raised the bar in Florida’s luxury space, having recently recorded a $38.5 million sale on a waterfront mansion in Bay Point, which sets a record for the area. Copyright Top Agent Magazine 10

With ATR Luxury Homes now ranked as Coldwell Banker’s #1 small team in Miami, she remains dedicated to the core values that brought her to the business in the first place. “For me, real estate is a Top Agent Magazine

lifestyle,” she says. “I love all aspects of our industry, from marketing properties to fostering relationships with my clients. Most of all, there is nothing more rewarding than seeing a client realize their goals in our market.” Outside of real estate, Ana Teresa is dedicated to her community, supporting The

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Latina Project through the Miami Herbert Business School, a program that helps graduates better prepare themselves for starting their own business or stepping into the workforce. On top of contributing to organizations like América Viva Alliance, she also supports numerous causes in the area, donating hundreds of bikes and resources to Miami children throughout the year.

While her volume maintains its steady growth, Ana Teresa intends on scaling her vision of service further throughout the region. In the meantime, she looks forward to all the new opportunities that await. “Our market is as stable and healthy

as ever,” she says. “As we continue to build relationships with investors around the world, our team remains focused on providing outstanding service to every client. At the end of the day, that’s what matters most.”

For more about Ana Teresa Rodriguez, pleae call (786) 442-5309, email ana@atrluxuryhomes.com or visit atrluxuryhomes.com. Instagram: @atrluxuryhomes ; Facebook: Ana Teresa Rodriguez ; Linkedin: @anateresarodriguez; Webpages: baypointmiami.com & atrluxuryhomes.com www.

www.

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ARE THESE

REAL ESTATE MYTHS HOLDING YOU BACK? Top Agent Magazine Debunks Common Misconceptions In the fast-paced world of real estate, it’s easy to fall prey to common myths and misconceptions that can hinder your sucTop Agent Magazine

cess. Whether you’re a seasoned agent or just starting out, separating fact from fiction is essential for navigating the

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complexities of the market. That’s why Top Agent Magazine is here to debunk some of the most prevalent real estate myths and empower you to achieve your full potential.

MYTH #1

their needs and goals, and providing personalized service every step of the way. By focusing on client satisfaction and fostering trust, agents can establish themselves as reliable partners and attract repeat business and referrals.

MYTH #3

You need to have a large budget to succeed in real estate.

Real estate is a solo endeavor.

Reality: While having ample resources can certainly be advantageous, success in real estate is not solely determined by the size of your budget. With creativity, determination, and strategic planning, agents can achieve remarkable results regardless of their financial constraints. Top Agent Magazine showcases countless examples of agents who have built thriving businesses through hard work, ingenuity, and a commitment to excellence.

Reality: In reality, success in real estate often requires collaboration and teamwork. Top Agent Magazine celebrates the power of networking, mentorship, and partnerships in the industry. By surrounding yourself with knowledgeable colleagues and industry experts, you can gain valuable insights, access new opportunities, and overcome challenges more effectively. Together, agents can achieve greater success and make a positive impact in their communities.

MYTH #2

It’s time to dispel these common real estate myths and embrace a more informed and empowered approach to your business. With Top Agent Magazine as your trusted resource, you can access valuable insights, learn from industry leaders, and stay ahead of the curve in today’s competitive market. Don’t let misconceptions hold you back—unlock your full potential and achieve the success you deserve in real estate.

It’s all about closing the deal as quickly as possible. Reality: While closing deals efficiently is important, rushing the process can lead to costly mistakes and missed opportunities. Top Agent Magazine emphasizes the importance of building long-term relationships with clients, understanding 14

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MICHELLE YUAN

Self-motivated and determined, Michelle Yuan’s professional journey began in corporate project management after finishing her graduate degree. She moved to the Triangle area 20 years ago, working as a project manager for a decade before discovering her passion for real estate through her own investments. Friends and colleagues, impressed by her organizational skills, contract negotiation experience, and attention to detail, encouraged her to explore real estate professionally. Fluent in multiple languages, including Chinese Mandarin, Cantonese and Hakka, Michelle quickly built a client base, starting with friends and expanding rapidly. Now, with nine years as a licensed agent, she operates as a solo REALTOR® with a support team, serving clients across the greater Triangle area. Michelle thrives on building personal connec-

tions while guiding her clients through the real estate process. What sets Michelle apart as a real estate agent is the personal and highly tailored service she provides. “I don’t really advertise that much, the majority of my clients come from returning clients,” she explains. Her background as a project manager equips her with strong organizational and negotiation skills, which she seamlessly applies to real estate transactions. Being multilingual, Michelle also connects with international buyers, understanding how overwhelming it can be to relocate. “It’s a daunting experience for a lot of international clients,” she says. Having lived in the Triangle area for years, Michelle offers her clients valuable local insights, especially families navigating school options. “With two school-aged Copyright Top Agent Magazine

kids, I bring a lot of expert knowledge to the client about the schools in the Triangle area.” Many of her clients even become her friends, a testament to the trust she builds through clear communication and personalized care. Michelle has a unique approach to marketing her listings that extends beyond traditional methods. “I’m a Zillow premier agent, so my listings attract a lot of viewers,” she says. In addition to this, she has partnered with a Chinese-language social media platform that caters to international buyers. “The platform allows viewers to switch between English and Chinese, making it easier for Chinese-speaking buyers to access the same information available on MLS or Zillow,” she explains. Of course, she still uses tried-and-true methods like open houses and flyers but believes this additional platform sets her apart in reaching a broader audience. Deeply involved in her community, Michelle dedicates her free time to supporting young entrepreneurs and youth leadership. She and her family host the Western Wake Children’s Business Fair, an annual event where kids can sell products they create, helping them develop their entrepreneurial skills. “I like to support the young generation to help them come up with their own business ideas and implement them,” she says. Michelle is also a mentor for the Alliance of Youth Leaders in the United States, where she helps coordinate numerous volunteer events for local youth. Looking ahead, Michelle plans to shift more of her focus toward mentoring newer agents and expanding into different areas of real estate. While she’s built a solid foundation in residential real estate, she’s eager to help the next generation of agents break into the industry. “What I love most about my job is that I can build relationships with every seller and buyer, as well as their families, and help them navigate this often overwhelming experience. I feel very proud to be part of their journey.”

For more about Michelle Yuan, please call 919-408-1529 or email michelleyuan@universalrealtyofnc.com Copyright Top Agent Magazine

How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales. 18

So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal. Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude. Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance. Top Agent Magazine

Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it. It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible. Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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DUSTY CALDERON Raised on a sprawling Osceola County ranch with a family history rooted deep in the Florida soil, Dusty Calderon learned the value of land long before he ever sold his first acre. “My family settled in Osceola County back in the early 1800s,” Dusty explains. “They had about 60,000 acres at one time, which went down to about 30,000 by the time I was in middle school.” Watching his family lose vast stretches of property while others profited ignited a spark in him. With encouragement from his wife, who urged him to take advantage of his agricultural knowledge, Dusty took the plunge into real estate. He quickly realized he had a knack for the business, closing a million-dollar deal right out of the gate. Today, Dusty is known for his expertise in agricultural land, helping legacy owners navigate the complexities of property sales with the same grit and determination his ancestors used to settle the land. What sets Dusty apart as a commercial real estate agent is his understanding of agricultural land and ability to navigate the complexities of transitioning these properties into commercial and residential spaces. Growing up in Osceola County, Dusty witnessed firsthand how the landscape shifted as property values soared and development pressures increased. This unique background gave him an edge, allowing him to quickly master the entitlement process and the intricacies of rezoning land. He honed his skills under the mentorship of Ernie Caldwell, a respected county commissioner and environmental advocate. “We went to 21 public hearings,” Dusty explains. “We did the first development agreement between two cities. It was quite the experience. Working with him provided me with a crash course on everything.” He learned the importance of balancing development with environmental stewardship, ensuring that the land is treated with the respect it deserves.

Dusty’s success in commercial real estate is built largely on repeat business and referrals, a testament to the trust he has earned over the years. Recently, he closed five separate deals for a trust corporation within three months, helping them meet urgent financial needs. When it comes to marketing, Dusty’s strategy is a blend of personal relationships and the robust resources of Saunders Real Estate, where he works. “They have a marketing machine, with about 20 people working five days a week on marketing and finding the angle.” Passionate about his community, Dusty actively contributes to its growth and preservation. He was a founding member of the Harmony Pop Warner Youth Football League, ensuring local kids had the opportunity to play football. As a lifelong member of the Silver Spurs Riding Club, a rodeo tradition started by his family in Osceola County, Dusty continues to support local heritage. For fun, he raises bucking cattle and quarter horses, and he’s also a member of the Professional Bull Riders Association. For Dusty, the most rewarding aspect of his work is helping legacy landowners navigate the challenging process of selling their property without losing sight of their heritage. He takes pride in ensuring that sellers, often dealing with land passed down through generations, get the best possible outcome. His future plans include focusing on high-quality residential and waterfront properties, as well as land sales that honor the history and conservation of the land. “None of this would be possible without my wife and family behind me,” Dusty shares. “Real estate is not a steady plane. It’s uphill and downhill. You have to learn to make it work going up, down, and when you level out. Every day and every deal is different.”

For more about Dusty Calderon, please call 407-908-9525 or email dustyc@svn.com Top Agent Magazine

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good. In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it? Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months. Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output. By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment. How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 24

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines. If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis. Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity. While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention. Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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ERYN WUKAWITZ Eryn and her family moved to Michigan in 2012 on her husband’s military orders. With no connections and very little guidance from the military, finding a place to call home was challenging. As the spouse of an active duty service member, there are a lot of moving parts to relocating a family. The process can be overwhelming without local knowledge, especially for families with school-age children. This sparked Eryn’s passion for real estate, that led her to focus on helping those military families who are new to the area, experiencing the same difficulties she did. After Earning NAR’s Military Relocation Professional designation, Eryn quickly expanded her expertise to working with buyers utilizing their VA benefits. As a result of her passion to help fellow military families, in her first year in real estate, Eryn earned the Rookie of the Year award at her brokerage. With 85% of her clients being VA buyers, she has made a name for herself in the Lakeshore and Grand Rapids areas, where she offers invaluable insights into neighborhoods, resources, school districts, and community life. What sets Eryn apart as a real estate agent is her deep connection with her clients, many of whom return or refer others, making up about 45% of her business. Her specialty in VA Benefits, an area where many agents struggle, allows her to offer unique expertise. Eryn’s clients appreciate her honesty and the genuine friendships that often develop during the buying or selling process. “It’s not really just the transactions,” she says, emphasizing that the relationships she builds are what truly matter to her. Though she is one of the top agents in the region for annual production volume, Eryn is driven more by helping others than by the numbers.

Eryn is deeply involved in her community, serving on a local Safety Board, where she has held roles as both vice chair and chair, and currently active on the MLS policy board. Additionally, she volunteers with KW Military as the Market Center Representative, helping others understand and make the most of VA loans. Eryn is also an associate member of the Korean War Veterans Association, Chapter 306 where she attends meetings and contributes to the Chapter. Beyond her community work, Eryn finds joy in planning trips to visit her son who recently graduated college, and spending time outdoors with her dog that she rescued. “He’s very spoiled,” she says. She’s also navigating the transition from being a full-time mom to embracing the next chapter of her life with grown kids, often redirecting her nurturing energy into work, her dog, and the occasional concert with her son. Looking ahead, Eryn aims to become a household name among VA buyers, solidifying her reputation in this niche. Beyond expanding her real estate business, she has a vision to create a community development in West Michigan, specifically tailored for military families rotating in and out of the area. With the region’s persistent housing shortage, she hopes to develop a safe and comfortable space where these families can easily find housing during their short stays. Eryn loves connecting with people from all walks of life, especially first-time homebuyers. Her dedication extends beyond transactions, as she aims to be a lifelong resource for her clients, ensuring they feel comfortable and supported in their new community. “I truly enjoy spending time with people and helping them with anything they need.”

For more information about Eryn Wukawitz, please call 910-920-5411 or email eryn.wukawitz@kw.com

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NICOLE HAJDU After earning her license in 2007, Nicole Hajdu faced real estate head-on during the short sales and foreclosures era. During all the twists and turns of the market, Nicole continued to thrive, proving she was meant to be in this industry. Today, she’s a prominent agent in the northwest side of Chicago and the surrounding Chicagoland suburbs, including Edison Park, Norwood Park, Jefferson Park, and Oriole Park. She’s been named a Chicago Association of Realtors® Top Producer and Dream Town Top Producer every year since 2016 and was recently named a Five Star Professional Award Winner and member of the Forbes 500 list. Nicole credits her team for her success. The Hajdu & Bongiorno Group consists of talented and hardworking individuals, each with the shared goal of making clients happy. “My success is a direct result of my team and what we all bring to the table,” Nicole explains. “I wouldn’t be here without them.” Born and raised in Chicago, Nicole’s deep connection to this region helps her guide buyers and sellers. Many of Nicole’s clients are relocating from neighborhoods like Logan Square or Humboldt Park to the northwest side. “Most are moving to a new home in that area,” she explains. The community, affordability, and larger homes with more yard space make these neighborhoods attractive. “You get more for your money there with the community and the large lots.” With 17 years of experience and a full-time commitment since 2012, Nicole has built a strong foundation of repeat and referral clients. “Ninety percent of my business is by referral, and about 40-50% of that is repeat clients,” she explains. Her dedication to continuous learning and improvement has kept her at the forefront of the industry. “I

read a lot, I keep up on the market. I’ve made friends with many top agents as well, so we are always keeping each other updated.” The current real estate market in Nicole’s area is competitive, with high demand and low inventory. “We’re putting up listings, and people are expecting high dollar amounts, and we’re getting even higher purchase prices than what we thought,” she explains. Despite challenges, Nicole and her team have developed strategies to help clients succeed. “A lot of people do not have contingencies. These are the things that are having to happen in this market now to make sure buyers can get a house and be competitive.” Nicole continually produces astounding results for her clients. One recent buyer raved, “We had the pleasure of working with our agent, Nicole, and the experience was truly exceptional. Nicole’s expertise and meticulous attention to detail made the entire home-buying process seamless. She demonstrated a proactive approach, effective communication, and went above and beyond to identify the perfect property for us. Nicole consistently prioritized our best interests, and her insightful guidance led us to become happy homeowners in a residence that truly suits us. I wholeheartedly recommend Nicole’s services and the Hajdu & Bongiorno Group to anyone seeking a dedicated and knowledgeable real estate professional.” As the real estate market evolves, Nicole sees a trend towards more serious and dedicated agents. “I think a lot of people are going to be exiting real estate, and I think there’s going to be more serious agents stepping up their game,” she predicts. Her focus on offering comprehensive services and building a strong team ensures that she stays ahead of the curve. “Collaboration, making it easy for clients, and creating a one-stop shop, that’s what it takes today to be successful in this business.”

For more information about Nicole Hajdu, please call 773-727-2199, email nhajdu@dreamtown.com. Visit her website at HBResidentialGroup.com http://

THE THREE MOST IMPORTANT QUALITIES FOR REAL ESTATE SUCCESS Thinking about going into real estate or new to the business? This article is for you. Real estate sales offers almost unlimited income, flexible hours, and the ability to ‘be your own boss’. If it’s so awesome a field, why don’t more people succeed? (Statistics say about half of agents entering the business in any given year are out of the business in a year…) Top Agent Magazine

The Success Numbers Having interviewed thousands of would-be agents, I haven’t met one who didn’t want to make six figures their first year in the business. Here’s the truth: The first-year agent, on average, sells 2-3 homes. Depending on the area, that’s nowhere near six figures. So, what’s wrong?

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The Business Doesn’t Guarantee Success I know. You were told you could be successful if you joined a particular company. You thought that was true. Then, you found out success wasn’t nearly as much due to the company as it was due to your own work ethic! How rude! Yes, it’s true that a good company provides the tools. A caring, coaching manager provides the skills. Good agents around you help you stay motivated. But, agents still fail with great support. Why? They didn’t go to work!

The Three Qualities that Make the Difference I’ve told you the downside. Now, here’s the upside. Agents who have an abundance of these three qualities succeed at a high level:

Personal initiative—taking charge of their own schedules, organization, and initiating a successful business startup plan from day one. These people don’t need someone baby-sitting them. They follow the lead of a trusted mentor or coach and are self-directed.

Tenacity—not giving up. People think they are tenacious and selfdirected until they actually have to be tenacious and self-directed. Most people give up way too soon! These people just keep going until they win. They have a huge tolerance to keep losing as they have their eye on the ball— success. While they are striving, they are constantly getting better at what they do.

Mental toughness—the ability to take ‘no’ after ‘no’ and keep going to a ‘yes’. These people don’t stop at 3 ‘no’s. They learn from rejection and get more determined to win.

See if you have these qualities. And, better yet, how strong are each of these qualities in your ‘prior life’? Give yourself a grade of 1-5 (5 being really high).

Examples of People Who Prove They Have these Qualities in Abundance Read the biographies of exceptional Olympic performers. Every one has overcome great adversity. They all exhibit extreme tenacity, personal initiative, and mental toughness. Pretend you’re an Olympic sales performer. Find those qualities in yourself. Find someone who believes in you. Keep going. Don’t give up if you have the will to succeed!

Managers, an interview tip: Use this list and develop ‘past-based behavioral predictor’ questions to see if that prospective agent exhibits enough of each quality. You can see questions and how to create them in The Complete Recruiter. Carla Cross, CRB, MA, President of Carla Cross Seminars, Inc. is an international speaker specializing in real estate management with emphasis on creating peak productivity. Her eight internationally published books, including Up and Running in 30 Days, and 20 agent and management programs have helped thousands of real estate professionals to greater productivity and profitability. Her newest book, Launching Right in Real Estate: What They Won’t Teach You in Pre-License School, has won the Axiom business book award for best business book of the year. Reach Carla at 425-392-6914 or https://carla-cross.com.

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RYAN HUFFMAN Ryan Huffman of Cobourg, Ontario, leads a life of service by blending his lifelong passion for real estate with an unrivaled dedication to supporting his local and global communities. “I, and everyone else on the Ryan Huffman Real Estate Team, just strive to give back. You only get to keep what you have by giving it away – when we give clients a chance at their dream home or give people in Northumberland a second chance at a better life, we get to live fuller and richer lives for ourselves.” Five years ago, after wrestling with mental illness and struggling with addiction, Ryan found himself at a crossroads. “I’ve always had big dreams,” he recalls. “Like any young boy I probably wanted to be an athlete more than anything, but as I got older I fell in love with business – the whole process of buying and selling homes was a passion of mine. I realized I was never going to get there if I kept living a dangerous lifestyle.” Honoring the life of his deceased best friend, Ryan began steadily ascending the mountain of recovery and self-improvement, and he eventually achieved his dream of becoming a licensed real estate agent. Today in 2024, Ryan stands at the helm of the Ryan Huffman Real Estate Team with eXp Realty, which serves all of Northumberland County and sections of the Greater Toronto Area. His business combines the robust digital marketing of eXp Realty, which provides a cloud-based international platform, with a steadfast community presence fueled by a love of sports and outdoor adventure. “Physical activity – whether it’s

the rink or the gym or the golf course – has always been my escape. We started the UpTurn program to provide grants for YMCA memberships to individuals who otherwise wouldn’t be able to afford it, so that they can have some of those experiences. Plus the research says it’s one of the best ways to combat mental health issues.” This initiative has garnered tremendous support from the Northumberland community, and Ryan has recently celebrated the Ryan Huffman Foundation Third Annual Golf Tournament, which raised over $52,000 in support of the UpTurn program (bringing their collective total over $110,000). Spurred by his partner Ashley, Ryan has spread his impact to include the United Way, Northumberland Bulldogs Special Needs Hockey Team, KidSport Northumberland, Northumberland Humane Society, Youth in Sport Funding Initiative, Junior golf and many more. “Mental health is not an isolated issue – individuals struggle, but it’s a societal concern. We want to attack the problem from as many directions as possible.” With his position cemented in the real estate industry and a well-charted course ahead, Ryan is excited to grow his team by doubling down on the practices that helped him launch his career in 2019. “It’s all about service. Every day is different and we face all sorts of new challenges, but we focus on the person who is right in front of us and make sure they get the best possible service. That’s what’s gotten our referral business going, and it’s the key to everything we do – personally and professionally!”

For more information about Ryan Huffman, please call 289-829-0043 or email ryan@ryan-huffman.com

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SANDIE LAMANTIA From a young age, Sandie LaMantia was drawn to the real estate field. After an early attempt to break into the industry was sidelined by family obligations, Sandie spent years in various corporate roles, honing skills she never realized would make her a stronger agent later on. When her corporate job in St. Louis came to an unexpected end, a friend’s advice reignited her passion. Sandie obtained her real estate license and never looked back. Now, with over 20 years in the business, she serves both Illinois and Missouri, focusing on the growing community of Edwardsville and the broader St. Louis and Metro East area. Working solo but supported by a small, efficient team, Sandie has built a thriving career. With a deep understanding of the region, Sandie stands out as an agent. “The area has grown so much lately,” she explains. “It’s very sought after. You can be in downtown St. Louis in 20 minutes, take advantage of all the entertainment and job prospects, but still get a small-town feel.” With major Fortune 100 and 200 companies anchoring the area, she has a deep knowledge of the corporate relocation market, which has been booming. Sandie also recognizes the growing trend of baby boomers moving closer to family, a shift that has influenced the local real estate landscape. She’s wellversed in the advantages of the area’s strong school systems, particularly in Edwardsville, and highlights the affordability that still makes the region attractive compared to other parts of the country. Sandie’s expertise helps her clients navigate this expanding market with confidence. Providing hands-on support and guidance throughout each transaction and afterwards, Sandie quickly builds solid connections with her clients. With over 90% of her business coming from referrals, Sandie

attributes her success to the personalized, concierge-level service she gives to every client. She offers a comprehensive approach to listing homes, including staging services, pre-inspections, and a network of trusted professionals she’s worked with for over 15 years. Sandie prides herself on being available to her clients, saying, “I answer the phone. If I don’t answer, I make sure they know I’ll get back to them right away.” This dedication to communication and service has earned her a five-star reputation, supported by the strong, lasting relationships she builds with her clients. Sandie is deeply involved in her community, particularly through her work with Sunshine Kids, a nonprofit dedicated to children with cancer. For the past two years, she’s been one of the largest contributors to this cause within her company, Berkshire Hathaway HomeServices Select Properties. Sandie also participates in local initiatives in her community and works to give back outside of her Real Estate work when opportunities present themselves. One topic that always draws Sandie’s attention is contributing to students who need help with school supplies, winter coats, proper footwear and lunch programs. Those efforts have a huge impact on those young lives and her passion for making a difference is evident in everything she does. Looking ahead, Sandie plans to continue growing her business thoughtfully, ensuring she maintains the personal touch and that has become her hallmark. By expanding her reach into Missouri and staying connected with her clients, she aims to keep providing the exceptional service her clients have come to expect. For Sandie, it’s all about being there for her clients, both new and existing relationships, every step of the way.

For more information about Sandie LaMantia, please call 618-978-2384, email SLaMantia@bhhsselectstl.com or visit SandieLaMantia.com www.

5 BUSINESS LESSONS I LEARNED FROM MY DOG Applying these key lessons to your business can lead to an increase in productivity, creativity, and resilience. Our furry friends bring immense joy to our lives. Their ability to project love and happiness into the world helps us feel calm. They seem to live entirely in the moment, which is something we Top Agent Magazine

can learn from as humans. We can take it a step further and analyze how their behavior could be emulated in our own lives, particularly when it comes to business.

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While there are certain dog characteristics we don’t want to replicate as humans (you can probably name quite a few), there are several that could lead to an increase in productivity. In this article, we’ve gathered five of the best lessons to be learned from dogs. Each one has its strengths, and applying these lessons to your work will undoubtedly lead to an improved way of doing business. As we look into the specific lessons dogs teach us, keep in mind how their instinctual behaviors can make us not only better colleagues but also more adaptive and resilient professionals.

other dog is saying, the message rarely gets misconstrued. We can take this lesson into our business lives by remembering the importance of clear and frequent communication. We have a lot more to say than dogs, so it’s even more vital that we are upfront with what we’re thinking and feeling. We can’t expect a person to respond if we don’t engage. And just like dogs do, we should be prioritizing open communication through both verbal and nonverbal cues to maintain coherence and clarity.

Here are the five valuable lessons dogs have taught us about business:

CLEAR AND FREQUENT COMMUNICATION

Dogs are always communicating. Though their communication may not be as clear to us if we aren’t familiar with their behavior, their messages come in bright as day to the dogs around them. If you’ve ever taken a dog to a dog park, you will see what we’re saying. A bow towards the ground with a tail wag means, “I’m ready to play!” while a tucked tail, cowering stance and whimpering means, “I’m scared!” The dogs who send these messages are hoping for a response in the dog they’re communicating with, whether it’s to engage in play or leave them alone. The dogs who observe these behaviors instinctively know what they mean. Though they might not always respect what the 32

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outside, even if the weather is bad. A deep breath or two in the outdoors will help you reset. Once you return to work, you’ll feel refreshed and ready to be productive.

FIND THE REWARDS IN LEARNING

Most dogs want to learn because it makes us happy. Some need to be bribed with treats or play time. No matter the dog’s age, though, they are generally receptive to learning new things. Training a dog to do tricks or have manners provides them with enrichment and rewards. Dogs tend to learn quickly, and they never seem to forget the things they’re taught.

EMBRACE REGULAR OUTDOOR TIME

If you’ve ever tried to work alongside your dog, you know they can be quite demanding when it comes to breaks. Dogs want to spend as much time as possible being outside, and they’ll let you know if it’s been too long since they’ve felt fresh air. Animals crave being outdoors. Let’s not forget that humans are animals, too. It’s quite unnatural for us to sit behind a computer for 8+ hours a day, so we have to remember to take breaks throughout the day. Set a timer on your phone to remind yourself to get up and stretch. When you have a longer break, take a moment to step Top Agent Magazine

As humans, we can apply this to our own lives by always seeking out learning opportunities. While we might not be rewarded with treats, we will be rewarded with knowledge, and we can use that to improve our business, make more money, and work more efficiently.

PRIORITIZE MAKING A GOOD FIRST IMPRESSION

Most dogs love humans and other animals. When they first come across someone they’ve never met before, you’ll see them exhibit quite a variety of positive behaviors in an effort to bond with their new friend. They might wag their tail and bring them one of their toys, offer a paw to hold, roll over, or give them a thorough, kind sniff. All of these actions seem to say, “I’m a good dog, you can trust me.”

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People should attempt to say the same thing when they first meet someone, especially when it comes to business. Gaining trust is a key aspect of becoming successful as an entrepreneur, so showing others your open, happy, and accepting side will make a lasting impression. A smile, handshake, and light, positive conversation goes a long way.

REMAIN ALERT AND ADAPTIVE

The wisdom imparted by our canine friends supplies us with endless inspiration for our professional lives. The lessons they teach us, such as clear communication, the importance of breaks, continuous learning, making positive first impressions, and remaining adaptive, are essential for success in today’s business environment. By utilizing these principles, we not only enhance our productivity and creativity but also foster an atmosphere of resilience and mutual respect in the workplace.

Though dogs do love socializing and meeting new creatures, they also have a protective nature, meant to keep them and their pack safe. You can see this behavior play out when the doorbell rings or a stranger walks by your house. They will bark loudly, alerting you that something is happening. If you inspect the danger and tell them nothing is wrong, they eventually adapt their behavior, going back to what they were doing prior. When everything seems peaceful, they are always keeping their nose, ears, and eyes on high alert, waiting for anything out of the ordinary to happen. We can implement this lesson by continually looking out for inconsistencies, and staying in touch with our instincts. If something in your work seems wrong, look into why that is, and adapt accordingly. In business, it’s important to stay in tune to what is happening, so we can keep up with changes and refine our strategies. Change is inevitable, and being open to that will help us reach new levels of growth. 34

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THERA BUTTARO Thera Buttaro’s journey into real estate began as a determined pivot from an uncertain future. After realizing she needed more stability for herself and her three children, she took a bold step into the world of real estate. Encouraged by a trusted connection who had helped her buy her first condo, she quickly earned her license in June of 1977 in San Jose. She built a thriving business over the years, and 17 years ago, she partnered with her son, Kris Lepore. Today, they serve the coastal Sonoma County area, with an astounding 65% of their business coming from repeat clients and referrals, a testament to the relationships they’ve cultivated throughout their long careers. What sets Thera apart as a real estate agent is her commitment to maintaining solid relationships with her clients long after the sale. “Good communication and providing support after the sale is essential,” she explains. Thera makes it a priority to inform her clients about market changes continually, and she stands ready to assist them as their lives evolve. Thera and Kris also offer a unique, personal touch by sharing their deep connection to the coastal areas they serve. Both call Bodega Bay home, and they have intimate knowledge and passion for the region, helping clients find their perfect home in the same scenic locales. This blend of ongoing support and genuine love for the coast makes Thera and Kris trusted advisors in the real estate market. When marketing their listings, Thera understands the importance of making a solid first impression. “We always put every property into multiple listing services, which then goes out to Zillow and other platforms,” she says. Thera believes in the power of professional

presentation, using high-quality photographs and compelling imagery to showcase each home. She also keeps the local community engaged through flyers, postcards, and “just listed” announcements, making sure neighbors know the activity in their area. For select properties, Thera even invests in full-page ads in local magazines like Homes & Land or Marin Living to reach a wider audience. Thera is deeply involved in her community, managing over 75 vacation rentals on the coast and participating in local events. She serves on the Sonoma County Tourism Board and chairs the Community Engagement and Vacation Rental Committees. Additionally, Thera has chaired the Bodega Bay Fisherman’s Festival raffle committee for over 25 years, consistently raising over $10,000 annually. When she’s not working, Thera enjoys her passion for performance vehicles, particularly her Mercedes AMG. She’s even traveled to Germany twice to experience driving on engineering racetracks and touring the manufacturing facilities. But serving clients is one of Thera’s favorite activities, so she dedicates much of her time to work. With a focus on understanding their needs, providing accurate information, and guiding them to make informed decisions, Thera and Kris are making great strides. Looking ahead, Thera plans to maintain the high standards she’s set, with the intention of eventually passing the reins to Kris, who has already built a strong reputation in the community. “Although our industry has undergone some changes, the real essence of what buyers and sellers need remains the same. We provide exceptional service and help them reach their goals.”

For more information about Thera Buttaro, please call 707-875-2500 or email thera@sonomacoastliving.com Top Agent Magazine

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