NATIONWIDE & INTERNATIONAL 11-13-23 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

HOW TO NOT LOSE A CLIENT IN 10 DAYS MY CRYSTAL BALL: You CAN Predict You’ll Be Successful Selling Real Estate

FEATURED AGENTS

BETHANY WEISER DENA FOX DENISE HOLLERITTER DENNIS LAUVER RONY RIZK SHARON BARTLETT TAFFY MAURER

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES COVER STORY

VAN CROPSAL

mailto:mag@topagentmagazine.com

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HOW TO NOT LOSE A CLIENT IN 10 DAYS While we won’t be serenading a Carly Simon song or tugging on the heartstrings of a Hollywood heartthrob, we will be sharing ten essential tips for agents, the key pitfalls to avoid and the most common mistakes agents make that can cost them 4

a client. Whether you are a new agent or seasoned veteran in today’s market, get ready for ten insights from Top Agent Magazine. Sit down, grab your popcorn, and tune in to “How To Not Lose a Client in 10 Days!”

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Agents who make it in real estate care about their clients’ welfare while guiding them through the homebuying journey. Rule number 1:

Prioritize Client Well-being Over Transactions. Something we hear time and time again from agents featured in Top Agent Magazine is that their business and relationship with a client is not just about the transaction but more about devotion to serving their clients. Suppose a client suspects you are only eager for a quick commission versus their welfare; they may move on to a new agent who puts their welfare ahead of a transaction. Agents who make it in real estate care about their clients’ welfare while guiding them through the homebuying journey. If an agent is more transaction-focused than client-centric, this is a sure way to lose a client. Rule number 2:

Be Transparent in Property Disclosures. Never gloss over issues with a property. Be transparent with your client as you disclose everything you know about a property to protect the interest of a client and their family. When an agent openly communicates with their clients, whether a structural issue or faulty plumbing in the home, it prepares them Top Agent Magazine

to understand the magnitude of what home repairs need addressing before purchasing. If an agent conceals property issues for their client to discover later, they may lose future business. Rule number 3:

Practice Prompt and Consistent Communication. Failing to respond to your client may cause severe frustration. Your clients will have questions—point blank. The client relies on their agent as their voice of reason to distribute facts, relay progress, handle disruptions in the home buying process, and close the deal as seamlessly as possible. In a way, as an agent, you pledge to take on the stress. When you leave your clients without answers, they may not feel like a priority to you. Promptly return those phone calls and emails! Rule number 4:

Thorough Property Knowledge is Non-Negotiable. Agents must do their homework on a property to avoid losing potential customers and leads. Picture this - It’s an open house flooded with

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potential clients, but you struggle to answer questions regarding the property accurately. Your potential client will be running for the hills! Conduct thorough research on the home and property, plunging into every detail from the construction date of the home to the specifics of the flooring. When your clients ask about the home, land, and local community, they expect you to inform them properly. Keep your leads impressed while you share your knowledgeable expertise about your listings so they feel secure in their home purchase. Rule number 5:

Implement Effective Marketing Strategies. Marketing properties sufficiently is critical for generating new leads and sales. Top agents effectively market their listings through email marketing, social media, print advertising, drone photography, and professional staging. For example, TV Personality from Selling Sunset and one of Southern California’s most well-known luxury real estate brokers featured on Top Agent Magazine’s cover, Jason Oppenheim from the Oppenheim Group, shares, “We focus on the presentaJASON OPPENHEIM tion of a property beforehand, and we even have a concierge service that can help get the home ready for sale. We really like to have a property looking as new as possible before we photograph and get them to market, so that often means staging, painting, landscaping, and sometimes a light remodel.” Implement Jason’s advice by employing 6

effective marketing strategies to have plenty of leads and prevent losing potential clients. Rule number 6:

Master the Art of Negotiation. Lacking confidence in negotiation can give the impression that an agent needs a grip on the sale. Successful agents who know how to negotiate home prices find reward by keeping clients long-term while serving their clients’ best interests. A client will expect their agent to handle the negotiation aspects of the home buying process to give them the most favorable outcome. Poor negotiation skills can look like rushing, passivity, and lack of decision-making ability. On the other hand, a confident negotiator will have patience, assertion, and the ability to make decisions by articulating a client’s boundaries when discussing the closing price. You could miss out on future business or a five-star review if you don’t bring your A-game for your client. Rule number 7:

Take Your Client Feedback Seriously. Ignoring client feedback will result in client frustration and pose a significant risk of losing repeat and referral business. Constructive criticism from clients can be a guiding light to where an agent needs improvement in how they do business and, in the long term, may help refine an agent’s skills. Which agent doesn’t want to be the best version of themselves? Take advantage of your client’s advice to leverage it as an opportunity for career growth.

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VAN CROPSAL Top Agent Magazine

Fluent in French and English, Top Agent Van Cropsal assists buyers and sellers in the Greater Montreal Area. Determined to reach great heights, Van Cropsal has quickly become a successful agent. He entered this field in 2020, after losing his employment in the corporate world at the start of the Covid pandemic. “I always wanted to jump into real estate, so I finally decided to do it, and it’s been amazing ever since,” Van explains. This wouldn’t be the first time that Van had to reconstruct his life. Having lost his father as a toddler, his mother was unable to provide for him and his siblings. After a few years of living in an orphanage, he would later be adopted with his family’s blessing, and moved from his native Vietnam to Canada. Not having the usual privileges that come with a normal upbringing, he had to overcome the many obstacles in both his personal and professional life. After learning the languages and culture of his new home, Van had developed the skills and experience that would prove to be indispensable in bringing about success later on in his career. Fluent in French and English, Van assists a wide range of clients. Undaunted by the 8 Copyright Top Agent Magazine

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challenges he faces when trying to align his client’s financial prospects with their requests, he remains attentive even with those of lesser means. His experiences in life ensure that he is always keen to help others reach their potential, noting that everyone deserves a chance at a home. He recently started a team and is eager to see it expand in the coming months. Serving the Greater Montreal Area, he’s developed a reputation for delivering excellent customer service, being receptive to his client’s needs, and dispelling the stress that comes with what for many will be the largest transaction of their lives. Whether he’s assisting a buyer or

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a seller, Van puts himself in their shoes by following the Golden Rule of treating others as one wants to be treated. “I put all my heart into it,” he explains. “By tending to all the small details.” He touches base with his clients throughout the transaction by providing feedback and keeping everyone on the same page. Steadfast in his efforts, he fights for his client’s best interests during negotiations, getting them the greatest deal possible. His focus on building strong relationships with his clients has led to a steady stream of referrals and repeat business. Once the transaction is completed,

“I keep in contact with clients through social media, and check in after their moving day. I have a big heart, and I always want to help others.” his connection to his clients carries over, as he continues to support them regarding any real estate-related issues. “I keep in contact with them through social media, and check in after their moving day,” Van explains. “I have a big heart, and I always want to help others.” 10Copyright Top Agent Magazine

When it comes to marketing his listings, Van isn’t afraid to go door-knocking in the area his properties are located. “When I have a listing in a neighborhood, I go door-to-door and let people know a home is for sale nearby.” This helps spread the word far and wide, as many Top Agent Magazine

neighbors know someone who wants to live in the region. He also hosts open houses and ensures each property is looking its best on all the top real estate websites. During Van’s free time, he loves giving back to his community through charities and events. Every Christmas he provides food and gifts to local families in need, and throughout the year he gives back to the SPCA. In his personal life he loves spending time with his family, notably with his

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wife and their two sons. Leading an active lifestyle he also makes time for sports, playing golf, tennis, badminton and skiing. Driven by his desire to provide unparalleled service to his clientele, his expansion strategy is aimed at fulfilling the needs of other clients in new markets. Ultimately his goals are to financially support his family in Vietnam and build a legacy for his children. “I love what I’m doing, I can’t picture myself anywhere else.”

For more information about Van Cropsal, please email vanc@remax-quebec.com or call 438-402-9471

12Copyright Top Agent Magazine

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A Step-by-Step Guide to

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

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

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

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

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

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

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease. Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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BETHANY WEISER Top Agent Magazine

BETHANY WEISER

Bethany Weiser of Anchorage, Alaska, combines her insider’s knowledge of the city with a sincere commitment to the local community and a broadly cast digital network to fuel her intergenerational real estate business. “I love being able to introduce people to Alaska. Everybody knows about the hiking and the great outdoors, but most people don’t expect the warm and welcoming melting pot of a community, or the opera at the performing arts center, or the small town feel. I was born and raised here, and I’m lucky enough to work in an industry where my circle of friends continues to grow. My clients become my friends, and my friends become my family!”

I’ve always grown up inside the business, and in 1995 my mom needed a part time assistant, so I jumped in head first!” After learning the back end of the profession, Bethany became an officially licensed REALTOR® in 1996, and she launched her career serving Anchorage and the surrounding territories, including the resort town of Girdwood, Eagle River, and the nearby JBER military base.

After graduating from Alaska Pacific University, Bethany chose to follow in her mother’s footsteps. “My mom had been selling real estate since 1974,” she recalls, “and my dad was also in the industry – they both had CRS designations. I guess 16

Today in 2023, Bethany is the proud leader of the Mehner Weiser Real Estate Group with RE/MAX Dynamic Properties. “I started out working for my mom, and then we were partners,” she exudes. “Now she works for me!” The nimble team also includes Lindsay, a full time assistant who has worked with Bethany for over nine years; Janelle, who has over forty years of experience in real estate; and their newest agent, Bethany’s daughter Isabel. “I see a lot of my future in her. I look forward to working with her and watching her blossom and create her own career out of this opportunity. This is the perfect size team for what we do – our price point is higher than the average in Alaska, so we like to maintain a level of intimacy and service that you can’t find everywhere.” In addition to supporting her team, Bethany dedicates a significant portion of her time bolstering educational opportunities: both for her colleagues and for local friends and neighbors. She is a member of Rotary and has been deeply connected to the fundraising efforts of Pacific Northern Academy (where her children attended primary and middle school) chairing several annual gala events, as well as fundraising for her alma mater and the Alaska Jewish Campus. She also supports the Anchorage Museum, the Alaska Center for Performing Arts. With her position cemented in Anchorage, Bethany is excited to broaden her impact and become a global leader in the industry. “I’m still volunteering with the Residential Real Estate Council, and was the Alaska president in 2021 and 2022. I’m lucky to have the opportunity to continue the great work my parents did!” In 2024, Bethany will serve as the Regional Vice President for the Residential Real Estate Council Region 8 (Arizona, Colorado, New Mexico, Nevada, Utah & Wyoming) while mentoring her daughter and introducing new friends to The Last Frontier! Top Agent Magazine

For more about Bethany Weiser, please call 907-223-1632 or email beth@mehner.com Copyright Top Agent Magazine 17

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DENA FOX Dena Fox of Chicago, Illinois, combines her professional expertise in data, business development and investment banking with a mountain of inherited industry know-how to lead a thriving real estate business. She serves a broad geographic territory and multigenerational clientele. “It’s all about making an impact in people’s lives. Some of them start off as friends, but if they don’t, they become friends along the way. When I get invited to a client’s baby shower or introduced to a client’s cousin who is trying to move into their first condo, that’s when I know I’m doing something right.” Prior to formally entering real estate, Dena first enjoyed an investment banking career working with the likes of Wachovia/Wells Fargo and BMO Harris Bank. “I was working in business development for Discover,” she recalls, “but I felt like it wasn’t the right fit – I was missing that client interaction piece. My mom had insisted that I get my real estate license while I was in college, so we started talking about a potential partnership!” Dena stepped out of her development role, went on her honeymoon, and returned to partner with twenty-year industry veteran and her mom, Marlene Rubenstein. Ten years later in 2023, Dena and Marlene lead the Rubenstein Fox Team at Baird & Warner, which houses a pair of licensed personal assistants, a full-time transaction coordinator, and a listing specialist to support their agents. The team averages between $70 and $100 million in annual volume, fueled by a systematic approach to marketing and a book of business that is over ninety percent repeat and referral clients. “My clients say I’m incredibly responsive and brutally honest,” Dena exudes. “When I tell them I’m in it for the long haul, I truly mean it. I’ve learned that by proving that, it will make them

always come back to me. We become advisors for our clients in every stage of their lives because we work in two complementary markets – While I technically run our city business through the Lincoln Park office, and my mom hangs her license in Highland Park on the North Shore, we are experts for our clients no matter where they plan on moving.” The team bolsters these lifelong relationships by hand delivering seasonal treats, including Mother’s Day flowers, apples with caramel or honey, and a sponsored over-the-top annual Halloween bash! Beyond celebrating their clients, Dena and the Rubenstein Fox Team go to great lengths to champion their extended community. Dena sits on the Zoning Board for the Village of Glencoe, and she is an active and longstanding board member with the United States Holocaust Memorial Museum. “Both of my grandparents were Holocaust survivors,” she shares. “We are committed to honoring their memories and supporting our Jewish community throughout the year however we can.” Looking forward to 2024, Dena and the team are excited to continue growing their enterprise and further serving their clients’ needs through their expansion into the bustling Florida markets! “Chicago will always be our primary market, but my mom has a condo in Florida and she has always seen so much opportunity to grow our business by having a presence there. We have a couple of incredible agents who are already licensed there, and they’re eager to jump in head first – I really am fortunate to be surrounded by some of the best in the business. That includes, and frankly started with, my mom! She’s always been my greatest mentor and role model and I’m so lucky I get to work with and learn from her everyday.”

For more information about Dena Fox, please call 847-899-4666 or email dena.fox@bairdwarner.com

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in. While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business. Teaching lessons to others reinforces your own professional values. Showing the ropes to young agents is a great way to brush-up on your foundational skills. Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits. Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life. You’ll benefit from seeing things from a new perspective. Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes. Mentoring young agents makes you a better leader. As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 22

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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DENISE HOLLERITTER About six years ago Denise Holleritter was in sales for a company that was struggling and was quietly looking for a new opportunity. “I had a colleague who was selling real estate and seemed to be doing well,” she recalls. “So I thought I would check it out.” She did a little research, liked what she saw, and eventually made the commitment to give it a shot. “If I decide to do something I go all in,” she says. “I told myself, if I’m going to do this, I am going to do it 100%.” And that is exactly what she did. She enrolled in real estate classes immediately and got her license in two weeks. Within a month she made her first sale, and her real estate career took off from there. She works for Century 21 Christel Realty in Rockaway, New Jersey, and this year she expects to sell 30 to 35 properties and do somewhere around $14 million in volume. She serves all of Northern New Jersey with a concentration in Morris, Passaic, Sussex, Bergen and Essex counties. It’s a naturally beautiful area replete with state parkland, rivers, lakes, and rolling hills. There is an eclectic mix of homes in the area and no shortage of luxury listings.

storybooks, and staging. She keeps in contact with her clients the old-fashioned way, by reaching out by phone. “I call and text a lot,” she admits. Denise has always been active in her community. “I support several high school sports teams and assist them with fundraising,” she says. “I also support seniors in the area and make donations to several charities.” She maintains an active lifestyle and keeps fit by running and riding her bike. When it’s time to relax, she slows down and seizes the opportunity to spend quality time with friends and family. These days her business is trending upward, and she is intent on continuing along that path. She doesn’t have an income target she tries to hit. Her singular objective is to keep getting better. “Each year my number of transactions and volume have increased,” she says. “I just want to keep doing what I am doing. I love working with people and I love helping them. And I want to continue to improve.” If she continues to take care of her “family” of clients as she has in the past, that should be the least of her concerns.

Denise’s formula for success is incredibly simple. “I treat my clients like family,” she insists. “The real estate business is not about selling, it’s about helping people. I am honest with them. I care about what they need and want. I want the best for them, and I do the best I can for them every time.” She has taken that approach since day one of her career and it clearly works for her. Denise estimates that about 50% of the business she generates this year will come from referrals and repeats. Her clients regularly laud her with five-star reviews. She markets her listings in a variety of ways. Like most agents, she utilizes MLS and other real estate sites. “I do everything from posting on social media to sending postcards,” she says. Her agency does a lot of marketing too, including professional photography, videos, digital Top Agent Magazine

For more about Denise Holleritter, please call 973-945-3865, or email cdholleritter@optonline.net 23 Copyright Top Agent Magazine

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. 24

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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. 26

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DENNIS LAUVER Dennis Lauver of Clinton, Iowa, combines his twenty-five years of professional experience working as a Chamber of Commerce Executive with a penchant for organic marketing and a passion for hometown community involvement to fuel his blossoming real estate enterprise. “I just love working with individuals. It doesn’t matter how many commercial buildings I’ve sold, or how much economic development I’ve helped to grow – watching a first-time home buyer pull into the driveway to do the final walkthrough is the best part of my job. I like being able to help meet those bigger needs for people.”

transactions as an individual agent. While he diligently tracks his impact in cumulative square footage throughout his career, he is most proud of his unwavering dedication to social media marketing. “I’m warning you – it’s bad. I use my Facebook every day to share the worst dad-puns you’ve ever seen. I think I get more business making people groan than anything else.” Dennis combines this personal touch with the international influence and marketing clout of Coldwell Banker, which regularly advertises on local television shows and holds contests during the second inning of their minor league baseball games!

After taking his BA in Political Science to Wayne State College to obtain his MBA, Dennis launched his chamber of commerce career in Iowa, Kansas, and Nebraska. “It was nice to say that I was on a first-name basis with multiple members of the President’s Cabinet,” he recalls. “Big deal; so what? I was ready for a break from all of the political stuff, but I still wanted to help people.” Dennis set his sights on Clinton, Iowa, where he had previously worked to secure over $50,000,000 of funds for various community and economic development projects.

Beyond supporting his burgeoning brokerage and entertaining his friends, Dennis is excited to continue representing rural communities on a local and national scale. He is a current board vice chair of the River Bluff Community Foundation, and he was recently invited to become a member of the National Association of Realtors Federal Taxation Committee in 2024. “I’m a tax policy nerd. I want to bring a different perspective to that table, and help my residential and commercial clients – and Realtors at the same time.” When he’s not busy impacting policy and mentoring his team, Dennis enjoys spending time with his family and reading anything and everything under the sun.

In 2015, Dennis became one of two Broker-Owners at Coldwell Banker Howes and Jefferies REALTORS®, and he works with a team of twenty licensed agents to serve Iowa, Illinois, and Kansas. “I can stand outside my office and look right across the Mississippi into Illinois,” he exudes. “We make sure that, no matter how big our geographic range, we focus on serving individual people. This morning it’s a walkthrough, this afternoon I’ll be on the phone with a national shoe retailer looking to expand into rural communities – it’s different every day.” In addition to working with their team of agents, this breadth of industry expertise helps Dennis maintain an annual volume that ranges between forty and fifty-five Top Agent Magazine

For more information about Dennis Lauver, please call 563-503-9663 or email dennis.lauver@howesandjefferies.com 27 Copyright Top Agent Magazine

RONY RIZK Rony Rizk of Ottawa, Ontario, combines his deeply seated love of architecture with a dedication to systemic operations and a penchant for helping others thrive to grow his real estate business. “The potential in this industry is limitless. If you think about it as just getting commission checks, that will only get you so far – I switched my vision a long time ago to making a difference in other people’s lives. If you can build a lifelong relationship, then you become a part of their success story, and you get to grow together.” Prior to entering the world of real estate, Rony was working directly for his hometown. “I was working for the government in Ottawa,” he recalls, “but I’ve always loved beautiful homes, so I decided to get licensed eighteen years ago. I thought as soon as I got my license people would be banging on my door asking for my help – it took me a while to figure out the marketing and training, but once I got over that learning curve I fell in love.” Rony focused on establishing a database of clients to regularly contact with email and direct mail, while occasionally calling and texting them to stay in touch. “You have to do a mix of everything – the personal touch is just as important, if not more important, than the market updates and drip campaigns.” Today in 2023, Rony heads The Rony Real Estate Team at The Ottawa Property Shop Realty, Inc. as buyer’s agent and team leader. Individually, he averages over $20 million in annual volume, simultaneously mentoring and training his team. “We’re thriving right now,” Rony exudes, “and a lot of agents are leaving the business because they’re not ready to adjust. The past couple of years in Ottawa have been a seller’s market, but we’ve been preparing for this shift for a while. That’s not to say I have all the answers – every professional has a trainer, and my education never stops.” 28

This dedication to flexibility, paired with systemic marketing and diligent communication, keeps Rony well above his competition. According to IMS Incorporated in Toronto, Rony is able to sell homes thirty percent faster and 5.04% higher than the average agent in Ontario. “It’s all about the systems – advertising and marketing systems to increase demand, guaranteed sales programs, and a purchase guarantee. I have sixteen key systems that activate, and a database of two thousand past clients that get contacted when I have a listing. As they get perfected, I can start spending more time working on the business, rather than in the business!” When he’s not growing his expanding enterprise, Rony dedicates his time and energy to helping people any way he can. “My kids are the most precious thing in my life, and I can’t stand to see them in pain – I know every parent feels that way – so my wife and I are on a mission to donate five thousand dollars to the CHEO Children’s Hospital this year. If I’m not working I’m with my kids skiing or biking, and when we can, my wife will step away from her job as a therapist and I’ll block my calendar to go on a date!”

For more about Rony Rizk, please call 613-513-7495 or email rony@ronyrizk.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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Visualization helps you work efficiently and keep your cool.

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

Distill concepts into their simplest terms for ultimate understanding. As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game. If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do. The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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SHARON BARTLETT For most of her life, Sharon Bartlett has been helping people. It’s in her DNA. It’s what she does. It helped her become successful when she started in the mortgage industry in the 1980s, and it drives her as a real estate professional today. Though she never intended to be a real estate agent, her desire to help people steered her in that direction. “I started in the mortgage industry working for Freddie Mac, which is all about supporting home ownership,” she recalls. “When I left Freddie Mac I started a consulting business and it just grew from there. I fell into real estate, to be honest. I have been licensed since 2017.” She works with a small team of agents at Seeto Realty in Plano, TX, and services the entire North Texas market. “There are several agents in our office that work closely together,” she says. “I work primarily with sellers, and several of the other agents help me with buyers. We are an un-traditional team…just helping each other out.” Sharon markets the homes she lists for sale based on the property. “All of my listings are featured on various social media platforms, some are featured in popular real estate magazines or by flyers sent to local agents. Sometimes I send postcards to homeowners in the neighborhood close to my listing. I try to mix it up and do different things.” She keeps in touch with her past clients by sending a quarterly magazine, greeting cards, and text messages. “Some of my clients become friends,” she says, “and we meet for lunch or dinner and often talk on the phone.” A great deal of Sharon’s business comes from the extensive network of agents she has built and cultivated. “I have trained many agents across the country over the

years, and they send me a lot of business,” she says. “About 90 to 95% of my business comes from referrals and repeats, and that’s great for me.” She enjoys working with first-time homeowners. “I love working with people who thought they could never own a home,” she confesses. “Interest rates and home prices are high right now, and it’s tough for most homebuyers. I enjoy making a difference, helping them become homeowners.” Volunteering in her local community is a priority. She has been a member of the Asian Real Estate Association of America since 2009 and serves as the Secretary of the DFW Chapter. Sharon is also on the Board of Directors of Rebuilding Together, an organization that helps aging homeowners, veterans, teachers, first responders, and others complete necessary home repairs they can’t afford. Sharon has always loved to cook and bake. “I have been in a kitchen since I was big enough to stand on a step stool,” she declares. “My grandmother got me started early.” She is a grandmother now herself and cherishes the time she spends with her six grandkids. “I attend their school and after-school activities as often as possible,” she says, “because I know they won’t be at home forever.” She recently completed the Texas Real Estate Leadership Program (Go Class #31) and looks forward to taking a more active role within MetroTex, her local real estate board. Sharon plans to continue growing her corporate client base and continue making a difference for new homeowners. That’s no surprise for a serial giver. “I have always believed in being a giver and not a taker,” she insists. “I believe that if I do something good for someone it will come back to me. It always does.”

For more information about Sharon Bartlett call 214-914-9272, email sharon@sharonbartlett.com, or visit sharonbartletthomes.com www.

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers. Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you. 32

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic. You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns. 34

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TAFFY MAURER Taffy Maurer’s real estate motto is simple yet profound: “We want everyone around us to be successful,” she states. “In fact, we’ll help them be successful.” This applies to not just her buyers and sellers, but other agents, as well. “We have an abundance mindset. We want to be cooperative, not competitive. I firmly believe there’s plenty of business for all of us.” Taffy’s real estate adventure began 13 years ago. Her daughter, Darcie Stratton, already a seasoned real estate professional, suggested Taffy join the industry. Retiring from her 26-year career in education, Taffy embraced the change, and as she puts it, “the rest is history. Teachers make great REALTORS®,” she adds with a chuckle, noting that her background in education taught her the importance of finishing what you start. “It’s not done until it’s done,” she says. “We (teachers) actually finish things, and that’s our edge in this industry.” Taffy and her daughter, currently with eXp Realty, have opened their own branch office in downtown Newcastle. The bond between mother and daughter has only strengthened over the years. “We work together, and it’s fantastic,” Taffy says. Their partnership isn’t just a professional one; it’s a reflection of their love for real estate and helping people achieve their homeownership dreams. Taffy’s success can be attributed to her exceptional ability to foster long-lasting relationships. With a deep database of loyal clients, Taffy and her daughter have built a repeat and referral business averaging 75 percent. Taffy’s past students, who affectionately call her “Mrs. Maurer” throughout transactions, often become loyal clients and refer their friends and family. The nurturing environment of the education profession seems

to have followed her into the world of real estate, creating a special, respectful bond with her clients. The twosome specializes in country properties, combining their love for horses and the great outdoors. They have an ingenious approach to marketing their listings: they incorporate humor, understanding that capturing people’s attention and hearts is the key to success. To that end, they go the extra mile, often creating videos on horseback to give potential buyers a unique perspective of properties. Their personalized touch has endeared them to clients. “We also try to interject a lot of humor,” adds Taffy, “because if you’re having fun, it captures people’s attention.” One of the goals of this mother-daughter duo is simple: to maintain their place in the Masters Club, which recognizes the top eight to10 percent of agents in Placer County, extending all the way up to Lake Tahoe. Taffy and her daughter are also actively involved in their community, running the Loomis Basin Education Foundation’s Holiday Home Tour—a vital fundraising event. Additionally, they have purchased a 20-acre property and are transforming it into an outdoor education center. They aim to provide local school children with hands-on experiences that connect them with nature and the area’s history. In 2024, Taffy is set to become the President of the California Women’s Council of Realtors. Her mission is to help build leaders in the industry and the communities they serve. Taffy’s greatest joy comes from shepherding a sale from start to finish. “Being in a profession where you can actually take something from the very start to the very end is the highest level of creativity that you can have in any position,” she says. “It’s pretty amazing.”

For further information about Taffy Maurer call 916-208-2537, email taffymaurer@gmail.com, or visit homesbydarcieandtaffy.com www.

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