NATIONWIDE & INTERNATIONAL 11-20-23 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

Why Delegating is the Key to

LONG-LASTING SUCCESS 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

Take My Word For It:

The Power of Testimonials & Making Word-of-Mouth Count

Is Finding a

NICHE MARKET Right for You?

COVER STORY

Sarah Leonard

CONTENTS 6) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE 15) 3 MIND–BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE 20) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 26) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 32) HOW TO GET THE BIGGEST RECHARGE OUT OF YOUR LUNCH HOUR

63) MAKE SOCIAL MEDIA MARKETING YOUR CALLING CARD 67) TAKE MY WORD FOR IT: THE POWER OF TESTIMONIALS & MAKING WORD-OF-MOUTH COUNT 71) 5 LESSONS FROM SILICON VALLEY TO MODERNIZE AND MONETIZE YOUR BUSINESS 75) TURNING YOUR PROFESSION INTO A PASSION

38) RECONSIDER REFERRALONLY WHEN PLANNING FOR THE FUTURE

79) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?

43) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

83) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU

47) WHY DELEGATING IS THE KEY TO LONGLASTING SUCCESS

87) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

51) MODERN EMAIL ETIQUETTE FOR TODAY'S AGENTS 55) 5 REASONS WHY YOU NEED A MENTOR 4

59) IS FINDING A NICHE MARKET RIGHT FOR YOU?

91) 7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION

95) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL 99) THINKING TO LISTING? NINE WAYS TO GET READY 103) 6 WAYS TO GET YOUR CLIENT TO TRUST YOU 107) UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES 111) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU? 115) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO 119) THE MAKING OF A TOP AGENT 123) 4 EASY WAYS TO REDECORATE YOUR OFFICE THAT WILL BOOST MORALE & IMPRESS CLIENTS 127) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID 131) 5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS 134) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH Top Agent Magazine

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 6

mind, how might an agent deliver that spirit of service in a broader sphere? The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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

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

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

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

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

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

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

consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness. There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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Sarah Leonard Top Agent Magazine

In 2013, Sarah Leonard independently closed 208 deals—the MLS awarded her for most closed transactions and she ranked as the #1 Re/Max agent in Illinois.

at a very young age, Sarah joined some teams before working independently.

Sarah Leonard stepped into her dream career at age 15, without realizing it. Sarah, now headed towards finishing her second decade in the industry, she first built a successful, independent business and now has formed her cherished team within Re/Max Suburban of Chicagoland. “When I was 15, I answered phones and scheduled appointments for local Re/Max agents; it was one of my first jobs!” Right away, she says, Sarah saw that real estate was nothing like the widely held misconceptions. “People assume that agents have all kinds of freedom and make their own calendar,” she says. Having learned and gained so much from the experienced agents 10Copyright Top Agent Magazine

By 2013, Sarah independently closed 208 deals; the MLS awarded her for most closed transactions and she ranked as the #1 Re/ Max agent in Illinois. “That was a great accomplishment, but when I reflected on it, I realized I hadn’t taken time to do anything for myself aside from work.” Missing family, vacationing, and sleep, she began forming the Sarah Leonard Team. Beginning with hiring her sister to run office administration, she later added two, licensed buyers’ specialists. “When our agents get busy, we carefully select someone new who is a good fit for the team. That way, each of us has life balance.” Currently comprised of eight agents, three of Sarah’s agents focus on listings and five on buyers. She also employs three transaction Top Agent Magazine

coordinators, two listing coordinators and a night/weekend staff member. “We like making every transaction no-stress for the client; having this kind of team allows Top Agent Magazine

us to do that,” adds Sarah. “Every transaction has moving pieces. We’re proactive with our clients so that nothing is missed; everything goes off without a hitch.” Covering Northwest and Western Suburban Chicagoland, SarCopyright Top Agent Magazine11

ah’s team also offers their combined, deep understanding of the market and its amenities, as well as the benefits and schools in each local community. “We get to know our clients, educating them on the communities and what might be a good fit for them.” 12Copyright Top Agent Magazine

The fact that clients keep coming back for new purchases or sales speaks to the excellent service they receive from the Sarah Leonard Team. “During the transaction, we’re in touch daily, sometimes even hourly!” Everyone always knows where things stand, with no surprises on timeline and what to expect in days and weeks to come. For sellers, this means taking the time upfront to help prepare the home before strategic pricing and photograTop Agent Magazine

phy, plus online and print marketing. “We use every kind of technology we can to get broader exposure for listings,” says Sarah. “We’re always trying new kinds of ads or targeted social media promotions.” This all happens in addition to targeted print mailings and outreach to the brokerage community, broker tours and community open houses. “We truly have the best job on Earth!” adds Sarah. “We see our clients on a regular basis Top Agent Magazine

and hold monthly or bimonthly events throughout the year to catch up with people and learn what’s going on with them.” Additionally, team members volunteer at least twice a month at a local food pantry in the Chicagoland suburbs. They also support local pet welfare Copyright Top Agent Magazine13

facilities and coordinate food and clothing drives, working closely with the fire stations and schools to increase participation. “It feels so good to do this in our community.” Sarah also enjoys time with her big Mastiff puppy and with her cherished nieces and nephews. “It’s great to have time with family now and to travel!” she says. With a team made up of people who are big believers in life balance and in the shared belief that there is plenty

of business to go around, Sarah also nurtures positive relationships with other brokers. She plans to continue experimenting, growing and moving forward. “Our clients truly are our friends,” says Sarah. “It’s exciting to see that my team likes what they do, to watch the work ethic and vision we have come to life while creating positive experiences for people.”

To learn more about Sarah Leonard, visit sarahleonardsells.com or facebook.com/SarahLeonardTeam www.

www.

email sarahleonard@remax.net or call 224.239.3966.

14Copyright Top Agent Magazine

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss. No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term. By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress. While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch. No matter how you envision your profes16

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract. To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way. While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success. Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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DALLAS JONES Top Agent Magazine

DALLAS JONES

Dallas Jones of Gulf Shores, Alabama, combines a militant drive for efficiency and precision with a dedication to candor and transparency to fuel his thriving real estate business. “Attention to detail and communication. It’s a simple formula; getting it right every time isn’t easy for everybody. My job as the Qualifying Broker is to solve problems for my agents and clients, and that’s what I do best. We never lose a deal because of a contract issue.” Prior to formally entering the real estate industry, Dallas held prominent aviation command positions within the Army. “I was in the military for almost thirty years, serving as a Battalion Commander and Group Commander with several deployments, and when I retired at 46 as a Colonel, I needed to stay busy.” After purchasing his own home in Gulf Shores, Dallas saw an opportunity to improve the industry while connecting to the greater community. “My realtor spent 30 minutes total time with me on my home purchase. I knew that I could be a better realtor everyone needed by truly guiding them through a home purchase and 18

communicating every day.” He became an officially licensed REALTOR® in 2016 and started servicing the entire Gulf Coast, including Gulf Shores, Orange Beach, Fort Morgan, and Pensacola. Dallas’ systematic approach brought him immediate success, and he was quickly promoted within his brokerage. “The company merged, and we became part of Century 21 J Carter and Company based out of the Gulf Shores. They needed a broker, and someone told them about my military service history, so they asked if I’d be willing. I enjoyed

the people I worked with, and I have a lot of experience with leadership and managing people, so it was a good fit.” Today, in 2023, Dallas is the Qualifying Broker leading fifty agents who average $150-200 million in annual volume, and he plans to expand his enterprise across state lines, consistently maintaining his brokerage at the #1 spot for Century 21 in Alabama. “I want at least one hundred agents to really compete for the Gulf Coast. It’s hard to sell that million-dollar condo as a new agent. That’s why I make sure I’m always on call for my agents, and every Wednesday morning, I do hands-on training in my office: contracts, addendums, flood, and insurance. I will train them in everything that they need to be a successful agent. I’m in the office every single day for them.” Despite his burgeoning team of agents, Dallas maintains an average of $10 to $15 million in annual volume as an individual, and he and his wife, Shellie support the robust military community nearby. “I’m retired Army, and she’s retired Navy, and she’s also a REALTOR®, so we really appeal to that crowd. We stay in touch with all the military venues here – American Legion, VFW, everyone.” When they’re not supporting our veterans, the two can be found exploring the world together, cruising on their pontoon boat, or enjoying a round of golf. With the team aiming to expand, Dallas has set his sights on opening an office in Florida, and he leverages a robust digital footprint to broadcast the lifestyle afforded to him by his hometown. “We use Facebook and LinkedIn and other social media platforms, and we’re working on growing our YouTube presence, but the number one touchpoint for me is my weekly newsletters. I don’t focus on real estate so much; my clients and customers want to hear about development and local events such as the Shrimp Festival or Oyster Fest. I love volunteering for those events and being a part of the community, getting out there, and meeting new people that can grow our business.” Top Agent Magazine

For more information about Dallas Jones, please call 251-504-6604 or email dallasjonesrealty@gmail.com Copyright Top Agent Magazine 19

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 20

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

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

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

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second. We all do it! Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

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

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful. Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova21

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

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news? Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 22

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business. Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about. Top Agent Magazine

LISA JOHNSON Top Agent Magazine

LISA JOHNSON

Lisa Johnson’s journey into the world of real estate began unexpectedly. She was exploring passive income opportunities to complement her and her husband’s roles in farming and his as an ironworker. A chance suggestion from the agent showing her potential rental properties sparked a new passion for Lisa, leading her to pursue a career as a REALTOR®. She immersed herself in the field, finding a surprising love for the work that she hadn’t anticipated when she first set out to flip houses or manage rentals. Operating solo since 2019, Lisa has become a fixture in her community, navigating the property landscapes of Southeast Iowa and West Central Illinois with a personal touch that only a local could offer.

a relatively short time in the industry, Lisa boasts a significant 30% rate of repeat clients, a testament to the trust and satisfaction she instills in homeowners. Her marketing strategy is incredibly effective, utilizing the connective power of social media platforms like Facebook and Instagram, complemented by local radio and newspaper advertising. With a down-to-earth approach, Lisa has tapped into the power of personal referrals, which account for another 30% of her business, showcasing her

She stands out in her field, not just by the volume of her transactions, which hover impressively around fifty a year, but by the genuine connections she fosters within her community. Lisa is seen as the go-to expert for real estate needs, with many clients returning to her continuously. Despite 24

natural ability to turn casual conversations into successful sales. After working together, clients love to leave glowing reviews about their experience with Lisa. One recently said, “After 20 years as a real estate investor, who has worked with more than a dozen agents in 5 states, I can affirm that Lisa is one of the most professional and best. Her knowledge, local reputation, and network helped my deal get through some logjams. And she’s pleasant too, though tough enough to have had my back throughout the entire process. Normally I am stingy with stars. In Lisa’s case, she earned all 5 and beyond.” Lisa’s involvement with her community in Keokuk echoes the close-knit, hands-on spirit of the small-town setting she calls home. Volunteering for school fundraisers and local clean-up efforts, she’s always ready to lend a hand where it’s needed. When she’s not busy with real estate and farming, Lisa immerses herself in crafting, a pastime that not only fuels her creativity but also adds a personal touch to the client gifts she thoughtfully assembles. From converting old spools into unique clocks, coffee tables, bistro tables, and high-top tables, her hobby not only brings joy to her clients but also showcases her multifaceted talents. As Lisa gazes into the future, her aspirations include expanding her professional reach with a Missouri license and a broker’s license to capitalize on her tri-state area location. Yet, her success, she notes, is rooted not in the expansion of her territory, but in the genuine care and understanding she extends to every client. Lisa believes that the essence of a top agent lies in being personable, prioritizing clients’ needs over personal gain, and naturally embodying compassion in every interaction. Her clients frequently remark on this quality, affirming that her sincere approach to real estate is what truly sets her apart. Top Agent Magazine

For more about Lisa Johnson, call 319-795-4001 or email lisajohnson.realtor1@gmail.com

5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons. First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal. To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar. Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience. Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded. We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 28

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DANIEL YOUNAN

When clients want a realtor who will exceed their expectations, they call Daniel Younan with RE/MAX Escarpment Realty. A longtime resident of Hamilton, Ontario, Daniel has a degree in Architecture and is a member of the Ontario Association of Certified Engineering Technicians & Technologists. He started his career working for consulting firms and construction companies, where he designed and coordinated construction activity. “I’ve always had a passion for new construction and residential homes—from how they’re built and developed to their design and functionality,” he says. Since he started selling real estate in 2014 with just two other agents, Daniel has grown his business at Team Grande to a team of 14 full-time realtors. They handle everything from residential and commercial real estate to new construction, serving the areas of Hamilton, Dundas, Stoney Creek, Burlington, and Ancaster.

turnkey service from end to end. Unlike other agencies where clients may work with several people such as buyer’s agents and listing agents, “we’re one on one,” he says. “We’re pretty much hands-on the whole way from start to finish. We’re fully available 24/7, and we’re always there when our clients need something. We’ll go to the ends of the earth for them. People appreciate that and see the value that we offer.”

According to Daniel, the Team Grande office is different from other agencies because each agent offers their clients highly personalized, 30

Another differentiator that sets Team Grande apart is that each of their agents are not just realtors—they’re also business-minded professionals who also own residential and/or investment properties. That real-life education comes in handy when it comes to educating clients about what to expect during a transaction. “A lot of other realtors sell homes and investment properties but they don’t all have the hands-on experience of owning property themselves,” Daniel explains. “Everyone on our team is a top producer with skin in the game, so they understand how the process works and can easily explain how everything works to a client.” Clients also benefit from the fact that Team Grande focuses most of its energy and resources on marketing its property listings rather than on promoting agents. “We don’t do much marketing of who we are (individually),” Dan remarks. “We don’t have billboards, and we don’t put ourselves in the paper.” That means that all of Team Grande’s marketing activities like social media, videos, and door knocking are focused on making sure that its listings reach the widest possible audience. That approach has proven so popular with clients that their repeat and referral business is now near 100%. As avid promoters of economic and social development, Daniel and his team volunteer regularly for organizations that benefit the local community, including sponsoring toy drives for a children’s hospital. Now that Daniel has also obtained his broker’s license, he’s looking forward to helping his team members achieve even more success in the future. Whenever a client gives them a glowing review after a transaction has completed—whether it’s through a phone call or a Google review—he says: “it’s so rewarding to see how happy our clients are. That in itself is worth more than any commission on any deal that I’ve ever done.” Top Agent Magazine

Contact Daniel Younan at (905) 978- 3269, email Daniel@teamgrande.com or visit his website: teamgrande.com Facebook, LinkedIn or TikTok www.

https://www.facebook.com/teamgrande/about

https://www.linkedin.com/in/danielyounan1/?originalSubdomain=ca

https://www.tiktok.com/@danielyounan0

How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 32

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon. But how do you maximize that hourlong reprieve amidst a busy schedule? Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed. Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order. Top Agent Magazine

PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list. 34

Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow. Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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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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MATT DAVIES

From the financial world to the front lines of real estate, Matthew Davies’ journey into this industry demonstrates the power of ambition. Once a financial advisor, his intrigue in investment properties blossomed while working alongside his uncle, igniting a professional pivot that many dream of but few dare to make. Alongside his wife, Amy Davies, Matthew began investing in properties, laying the groundwork for what would become a thriving career in real estate. With eight years under his belt, Matthew’s expertise now extends across the vibrant landscapes of Minnesota and Wisconsin, particularly the dynamic Twin Cities area. Together with his wife, they steer the Impact Home Team, which has become synonymous with reliability and local market knowledge. Their partnership not only enriches their business but also offers clients a unique blend of comprehensive service and personal touch in Minneapolis, St. Paul, and the surrounding communities.

Matthew’s real estate practice truly shines by prioritizing client relationships. Around 50% of his business derives from repeat and referral clientele. “We go above and beyond for our clients,” Matthew notes. They invest heavily in client appreciation initiatives as a cornerstone of their service. For Matthew and his team, it’s not just about closing deals, it’s about creating an unparalleled home buying and selling experience, from top-tier photography and marketing to thought-

ful closing gifts. “We spend more than most,” he admits. This dedication to service excellence ensures that when clients share their stories, they highlight the exceptional care they received. In the competitive real estate market, Matthew’s approach to marketing listings is both strategic and modern. “We advertise our properties in the traditional ways, like putting them on the MLS,” he says. But the strategy doesn’t stop there. With an acute understanding of today’s digital landscape, Matthew harnesses the power of social media to give his listings an edge. “We put them on TikTok, Instagram, and Facebook,” he explains. Open houses and neighborhood buzz ensure “everyone knows that the house is coming up for sale,” blending the digital with the tangible to ensure his listings stand out. Matthew’s local and international community work plays a pivotal role in his life. As a proud member of Blaine/Ham Lake Rotary, he actively supports a range of charities, including the Stepping Stone homeless shelter, where he not only sponsors events but also provides rental opportunities to those in need. Last year, Matthew and his team ventured to Guatemala to aid in empowering local women who face limited opportunities. Looking ahead, expansion and education are key themes for the future. “We ideally would like to be able to expand into other states,” Matt explains. With plans to grow their team and foster international partnerships, Matthew and his wife are also focused on amplifying their social media footprint to nurture their substantial following. But at the core of his aspirations lies a passion for financial literacy in real estate. “I love educating my clients on how to build wealth through real estate,” he says. His ambition is to transform knowledge into wealth, not just for himself, but for every client he represents.

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For more about the Impact Home Team, please call 612-306-5547 or email matt.davies@kw.com

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 38

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business. If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost. Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique. Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews. Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina. The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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

marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.” Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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AL MORIDI In a career spanning more than 35 years, Al Moridi has sold more than 1,600 homes in California’s Silicon Valley. His service area includes Santa Clara, San Jose, Palo Alto, Cupertino, Mountain View, Saratoga, Sunnyvale, Milpitas, Campbell, Los Gatos, Morgan Hill & Gilroy. It’s an upscale area where seven-figure listings are the norm, and multi-million dollar listings are very common. He got his start in real estate in 1988. In my previous job I didn’t like sitting behind a desk, that’s why I got into real estate.” After nearly four decades in the business, it is obvious he made a good decision. He has won every imaginable sales achievement award and has built a rock-solid reputation in Silicon Valley. “No one has sold more homes in the city of Santa Clara,” he says matter-of-factly. It’s an accomplishment of which he is very proud. Al works for Intero Real Estate Services, a Berkshire Hathaway affiliate in Cupertino. He feels a responsibility to mentor new agents and help them learn and grow. He markets his listings on all the social media platforms and sends postcards to announce recent sales, new listings, and open houses. He keeps in contact with his clients by sending automated messages & postcards monthly and makes an effort to make a personal call to each one about once a quarter. What Al enjoys most is addressing and meeting the needs of his clients. “I love putting smiles on

people’s faces and solving their problems,” he says. “I take good care of my clients. I am always willing to go the extra mile or bend over backward to make sure they are happy. If they have a question or an issue they are concerned about, I help them to find a solution. If they are not comfortable, I am not comfortable.” Al estimates that about 40% of his business comes from referrals, and he has an interesting take on referral business. “I monitor how much of my business comes from referrals,” he says. “If it gets above 60%, that bothers me because it tells me that I am not prospecting, and I never want to get to the point where I am not prospecting.” He is committed to community involvement and admits to being a bit of a pushover when it comes to making charitable donations. “I am always giving to charities,” he confesses. “Whatever it takes to help the community, I never say no. I have made generous donations to the American Cancer Society. I support our local schools and all of the city of Santa Clara’s events. Charity is a big part of my life.” Al’s business is in a good place right now, and he plans to stay the course for as long as possible. “I will be in this business for as long as my health allows,” he says. “I love what I do. This is not work, this is my passion. It makes me feel alive. That’s why I will do this for as long as I am alive.”

For more about Al Moridi, call 408-202-8377, email almorid@intero.com, or visit almoridi.com https://

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ALIN GLOGOVICEAN With a career that spans nearly a quarter of a century, it’s clear Alin Glogovicean was meant to be in the real estate industry. It all began on the cusp of achieving his bachelor’s degree in telecommunication management, when an unexpected detour led him into the world of commercial real estate. Alin’s journey started with selling apartment buildings, honing his skills for a few formative years before he took a pivotal leap into the residential sector. His initiation into the professional real estate realm was marked by joining Century 21 in Long Beach, a move that ignited a lifelong passion. Alin has remained a steadfast solo operator throughout his impressive career, during which he has remarkably closed around 500 transactions with Redfin alone. Alin distinguishes himself in the real estate arena with a deeply personal touch that resonates with his clients. His approach is rooted in creating an extraordinary rapport with those he serves, fostering relationships that transcend the transaction. “The biggest thing for me is just building an incredible relationship with my clients,” Alin shares. This human-centric approach has led to a remarkable 25 to 30% of his business being driven by referrals. Alin is acutely aware of the emotional journey involved in real estate transactions, positioning himself as a trusted confidant to navigate the highs and lows. By managing emotions and setting clear expectations, he has crafted a unique niche for himself where his clients feel supported and understood, key factors that have underpinned his success over the years.

His marketing strategy is a blend of modern technology and consistent branding, allowing him to showcase listings effectively. While Redfin shoulders a significant portion of the marketing efforts, Alin complements this with a robust online presence. “I have a big online presence, where I share my experiences with the world,” he says. Over the past year, he’s amplified his digital footprint, understanding the value of being visible in a space where so many potential buyers start their search. For his listings, Alin relies on Redfin’s resources for direct advertising, targeting those on the hunt for a new home. “We try to capture as much attention as we can with really good photography,” he states. By leveraging in-house talent to ensure each listing is presented with the highest quality, Alin ensures that every property he represents stands out in the competitive real estate market. With a passion for real estate that is deeply personal and profoundly rooted in his own immigrant journey, Alin can’t picture himself in any other field. “It’s so fulfilling, because it brings me back to the reason that I came here,” he reflects. He understands the significance of helping others achieve a piece of the American dream that was once out of reach for him. Looking ahead, Alin is excited about establishing a stronger local presence with the launch of the Glogovicean Team, alongside his partner Susanna Storm. This new venture is set to deepen their ties within the community, aiming to enhance generational wealth and contribute to the fabric of the neighborhoods they serve.

For more about Alin Glogovicean, please call 818-395-7772 or email alin.glogovicean@redfin.com

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 44

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done. There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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ANNETTE GRAY-JACKSON Annette Gray-Jackson of Sharbot Lake, Ontario, has a passion for education and an insider’s understanding of rural and waterfront living. She uses her commitment to helping people to fuel her thriving real estate business with Lake District Realty Corp. Brokerage. “Lake District Realty operates differently than most Brokerages, we work as a team in all aspects of business. We each bring unique talents to the table and use those to support our clients and Brokerage.” Before entering Real Estate, Annette graduated from Trent University with a degree in Psychology. Once her children were in school, she completed her education to become a Registered Massage Therapist. “After practicing for almost ten years as an RMT, my hands were telling me it was time to make a change,” she recalls. “I had grown up surrounded by real estate with both my dad and brother having many successful years in the business, so it was a seamless transition.” Annette joined the LDR team three years ago, after completing twenty transactions in her first year, she knew she had found her calling. Annette works with her brother, Broker of Record Joel Gray, Broker/Sales Representative Chris PimientaJohnson, Buyer’s Representative Susan Kiss-Laufmann, and two additional office staff: Connie Deveau and Angela Clow. LDR has been serving Eastern Ontario, specifically the Frontenacs located North of Kingston, ON for over 30 years. They focus on waterfront property and serving their local community in residential and vacant land transactions. “Rural and Waterfront Real Estate requires a unique knowledge

base,” Annette explains. “Understanding the lakes, the depths, fishing, and lake communities, knowledge of surveys, wells, and septic systems – it is important to our buyers and sellers that we have the knowledge and understanding of their property and the lakes that they call home” This spirit of collaboration helps LDR provide comprehensive service for their clients, and at the time of writing in November, they have a combined volume of $20 million in Real Estate transactions. By providing a high level of professional service and quality throughout the years many of their clients are repeat and referral business, the team has also been successful at attracting clientele through multiple social media platforms. Annette’s philosophy for Real Estate Transactions is to provide both Sellers and Buyers with the most educated, informed, and seamless experience possible. Selling a cherished family cottage can be an emotional experience, Annette recognizes and understands the emotions involved and helps guide individuals through the process by listening and responding to their unique needs. Work-life balance can be a challenge in Real Estate as with many agents she has been seen writing deals on Softball Fields in Ontario while cheering on her daughters in Competitive level softball (most recently with the Queen’s University Women’s Fast-Pitch team), and while enjoying life at the lake. She also enjoys supporting her community through volunteerism and currently sits on the Board of Directors for the North & Central Frontenac Non-Profit Housing Corporation and has spent numerous years in various volunteer committees and associations.

For more about Annette Gray-Jackson, please call 613-279-2108, visit lakedistrictrealty.com or email Annette@lakedistrictrealty.com www.

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ASHLEY BERMEL It’s unusual for an elected city official to also be an active real estate agent. However, North Liberty, Iowa councilwoman Ashley Bermel has found a way to manage both careers and excel at both. And being a real estate agent can provide valuable market intelligence to a city councilwoman.

Ashley loves her local community and her contributions don’t end with her membership on the city council. She has served on the boards of various local charities and is a regular volunteer. “I enjoy bringing coffee to teachers and delivering lasagna to mothers with newborns,” she says.

Ashley has been a licensed real estate agent on and off for more than 17 years. After receiving a degree in Art and Architecture History from Miami University-Ohio she landed a job with a national home builder. “I have always loved homes and construction,” she says, “so it was an easy segue for me to get into real estate.” She got her license in Ohio in 2006 and lived in Illinois for a while before settling in North Liberty in 2015.

When it’s time for rest and relaxation Ashley loves to travel to exotic international locations. “My husband and I just returned from a trip to Morocco to celebrate my 40th birthday,” she says excitedly. “It was a life-changing experience learning about a different culture.” She has a lot of family in Chicago and returns there periodically to experience the local culture and enjoy live music, restaurants, and festivals.

For the past year, she has worked for Urban Acres Real Estate in Coralville, Iowa, and services an area known as “the Corridor.” It’s situated between Iowa City and Cedar Rapids and is home to approximately 250,000 residents. Ashley sells 30-35 homes each year and generates $10-$13 million in volume.

In the future, she would like to further her personal mission of helping people connect. “Since COVID-19 it has become more important for people to connect,” she states. “My mom moved to this area from Chicago so she could be closer to her grandkids. I want to be a consultant and provide the opportunity for more people to engage and connect with others. I want to expand my reach and continue to create connections and provide valuable resources for my clients.”

Ashley enjoys the matchmaking aspects of real estate sales. She is committed to finding the perfect place that will allow her clients to connect with their communities. “I love trying to figure out the story of a home,” she insists. “I want to make sure the space will work for my clients. I try to learn what makes my clients tick, and then I try to create emotional ties to the community that will allow them to live the most fruitful life.” She hosts local events each year to celebrate her clients and routinely sends emails and makes phone calls to keep in touch. Her listings are marketed on social media and through ads on Google My Business. “I don’t pay for leads,” she confesses. “Ninety-nine percent of my business comes from referrals or repeat clients.”

For more about Ashley, call 319-855-0248, email ashley@ashleybermel.com or visit her website: www.urbanacres.com

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills? While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process. Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 48

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished. Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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BRENT PRESSWOOD In a family where real estate runs through the veins, Brent Presswood’s foray into the housing market was almost written in the stars. Growing up, he watched as his parents—first his father, then joined by his mother—created a formidable duo in the real estate world. The seeds of his future were sown when he and his brother dipped their toes into property investment, purchasing a triplex and later stepping into property management. It wasn’t until he faced a crossroads in his career, while steering a company that showed little promise for growth, that his father’s suggestion to join the family business crystallized his path. With 17 years now under his belt, Brent has seamlessly shifted from managing properties to mastering the art of property sales, carrying on the family legacy with a fresh perspective and a robust portfolio. Brent truly stands out in the real estate game, not just for his proficiency but for the genuine connections he forms along the way. “I live in the town that I service,” he says. With deep roots in the Halton Hills area, he has relationships with the locale that extends back four or five generations. It’s this personal touch, along with a staggering 70-75% repeat and referral business, that speaks volumes of his trustworthiness and effectiveness. Clients are not just clients to Brent, they become friends, often expressing a sense of sadness after the deal is done. “I developed some pretty strong relationships over the years,” Brent admits. When it comes to marketing, he remembers a time when paper dominated. “It was always the newspaper for sure,” he recalls, with their local paper, the Independent Free Press, being a staple in their advertising strategy. However, with the cessation of the

paper this year, Brent has smoothly transitioned to the digital age. “We have pivoted and gone more towards social media,” he explains, taking advantage of ad campaigns on platforms like Facebook and Google to showcase his listings. He believes in a blend of high-tech and high-touch methods. “Having a strong presence in the community is important,” he says, not only for the listings but for personal branding reasons as well. Brent’s vision for the future is centered on growth and family. “My next big thing is maybe to have my sons join in the real estate business,” he says, anticipating the fresh perspectives they can bring to reach different demographics. He’s looking to transition into a more managerial role, to foster a robust team that he can guide and mentor. Additionally, he’s got his sights set on a substantial development project within the Georgetown GO train area, where he has assembled properties close to an acre in size. Brent plans to collaborate with the town to conceptualize the best use for this development and is eager to move forward with a site plan. At the heart of Brent’s work lies a deep-seated passion for service and problem-solving. He thrives on the satisfaction of guiding clients through the complexities of real estate, finding joy in creating the best possible outcomes from challenging situations. “I like to help people,” he says simply, encapsulating the essence of his professional fulfillment. Whether it’s buying, selling, or navigating the unforeseen hurdles of the housing market, Brent’s drive is fueled by the smiles he puts on people’s faces, making their aspirations attainable.

For more about Brent Presswood, please call 416-999-3175 or email presswoodteam@gmail.com Top Agent Magazine

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BRITTANIA NOSWORTHY Success stories in real estate often start with an unexpected twist, and Brittania Nosworthy’s journey is no exception, beginning with something as simple as a photograph. With a career spanning eight years, Brittania’s path began with a text message from a friend that set her on an unforgettable adventure. “I got started in real estate about eight years ago when a girlfriend of mine sent a group text to me and a friend with a picture of a commission check,” Brittania recalls. “She encouraged us to get our real estate licenses, at which time all three of us got licensed.” What started as a spur-of-the-moment decision led to an enduring career in real estate. While her friends eventually moved on from the industry, Brittania persevered, and now she proudly serves all of middle Tennessee, demonstrating her dedication to the region’s diverse communities and neighborhoods. When asked about her client base, Brittania’s answer speaks volumes about her approach: “If you need my services and we can get it done, I’m here for it.” Her focus is not on the price tag of the property but on forging genuine connections with her clients. What sets her apart? It’s simple: She makes her clients feel like family. “I never pressure them,” she stresses. “I’m very honest, I’m approachable and I genuinely like people. We’re in this together.” Her approach is grounded in the belief that trust and honesty are the cornerstones of her business, so it’s no surprise that her repeat and referral business stands at an impressive 85 percent.

Maintaining relationships with past clients is crucial for any successful REALTOR®. Brittania excels in this department, employing a wellrounded strategy. “I use a good CRM and drip campaign,” she notes. She also utilizes postcards, newsletters, and social media to stay engaged with her clients monthly. Her commitment to genuine, long-lasting relationships is evident at every touchpoint. Brittania’s approach to marketing is as diverse as the properties she lists. For Brittania, marketing isn’t a onesize-fits-all endeavor. She caters her marketing strategies based on home features, neighborhood features, and specific selling points. Every client and situation is different. Brittania serves with her local REALTOR® association and also serves on the board of Angel Care, a local home health organization that caters to adults with special needs. With an ambitious vision for the future, Brittania aspires to create her own brokerage, complete with in-house lending, contractors and title services, etc. Her aim is to provide a one-stop shop for clients, offering convenience and reliability under one roof. Her goal is first and foremost to continue doing what she loves. “I love working with people,” she enthuses. “I love it when I get to give them the keys to this huge investment which will change their lives financially for the better. I love being a part of that; it’s amazing.”

For further information about Brittania Nosworthy, call 615-601-6795, email allthingsrealestate615@gmail.com, or visit allthingsrealestatetn.com www.

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing? For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters. You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone. For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 52

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media. When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term. Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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BRITTANY NIGH TEAM Launched into the industry back in 1996, Brittany Nigh’s journey began when a bumpy home purchase inspired her to make a difference. Realizing she could do it better, she attained her real estate license, swiftly followed by her broker’s. Today, she leads the formidable Brittany Nigh Team, a duo that includes the dynamic Cara Hilzley, licensed since 2019. Together, they serve the picturesque region north of Milwaukee, primarily focusing on Washington County and its neighboring territories. With Brittany’s deep roots in the community, the team thrives on an impressive 80% of repeat and referral business, making them a force to be reckoned with in the Wisconsin real estate scene. The Brittany Nigh Team considers themselves a close-knit family. Rooted in a company culture that emphasizes familial ties, they regularly share ideas and collaborate to uplift other agents within their office. Central to their approach is building genuine relationships. “We’re very focused on personal connections,” Brittany mentions. They host events like renting a movie theater for clients, an initiative to stay connected to their vast community. In terms of marketing, the Brittany Nigh Team embraces a unique blend of collective and individual branding. “It’s not always team-based, we also have our own identities within the business,” Brittany points out. Venturing beyond traditional property photos and drone footage, the team has delved into branded videos, often featuring members discussing property features. They’ve also pioneered “neighborhood open houses,” a concept where neighbors are

personally invited for a sneak peek into new listings. This hands-on and personal touch, coupled with their impressive sales volumes, showcases their knack for innovation and client engagement. It’s clear the team is exceeding expectations as they have dozens of glowing reviews. One recently said, “My husband and I have flipped houses and bought numerous properties throughout WI sometimes dealing with foreclosures and all kinds of interesting details. Our most recent transaction continued to present new learnings and unforeseen, uncontrollable circumstances like not one but two offers beings rescinded. Brittany handled things with grace and a positive informed confident outlook. I think that is the winning combination, from her ability to be fact-based and driven to help a customer. I only have the highest praise to give her and we are tough graders with high expectations.” Beyond the professional realm, the Brittany Nigh Team is deeply entrenched in their community. Brittany channels her passion into religious education for special needs young adults and has even founded a competitive mountain bike team. Meanwhile, Cara holds the esteemed title of President for the local Kiwanis chapter. As the year draws to a close, the Brittany Nigh Team is already deep into their annual business planning. Together, they envision not only boosting their sales volume but also expanding the team roster. Their next steps include potentially hiring an assistant, streamlining transactions, and amplifying their digital presence, specifically on social media.

For more about the Brittany Nigh Team, call 262-573-9083 or email BrittanyNighTeam@firstweber.com

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CALUM YULE Calum Yule’s transition from building houses to selling them has helped him carve a distinctive niche in Peterborough’s property scene. His career, which spans over two decades, began with hands-on experience in construction, giving him an intimate knowledge of homes from the ground up. Calum’s pivot to real estate came after a poignant moment of realization, spurred by a serious back injury that steered him away from physical labor and led him to property sales. Now, with 21 years under his belt, Calum operates primarily as a solo agent but has recently taken fellow agent Victoria under his wing, sharing an office and mentoring her in the intricaciesof the trade. Nestled about an hour and a half northeastof Toronto, Calum’s market is the rapidly expandingPeterborough, a gem in cottage country, brimming with sceniclakes and a growing population. His story is one of adaptation, skill, and a deep-rooted passion for places called home. His real estate practice is distinguished by a striking 75% repeat and referral business—a testament to his exceptional service. His construction background gives him a keen eye for detail, allowing him to identify and address potential issues in homes before they become problems for clients. Calum says, “If I see something wrong with the house, I point it out,” a practice that goes beyond the expected to ensure clients are aware of what they’re getting into. This hands-on approach to property assessment makes him not just an agent, but a trusted advisor to those looking to buy or sell. His expertise in understanding the bones of a house translates into real value for his clients, making him an indispensable part of their real estate experience.

Calum’s marketing strategy is undeniably effective, striking a balance between traditional methods and modern necessities. “I’m a bit of a country boy,” he admits, hinting at a preference for the personal touch over the digital buzz. Yet, he doesn’t shy away from the power of social media and online marketing, harnessing these tools to enhance his listings’ visibility. His technique is straightforward: blend the down-to-earth charm with the unavoidable reach of digital platforms. Coupled with his extensive knowledge, this leads to consistently selling upwards of 25 properties yearly. Community involvement plays an important role in Calum’s life and business. Along with his wife, they’ve opened their home and hearts to over 38 foster children, dedicating their time and resources to providing a nurturing environment. He’s the father of four kids and two grandchildren, and during his days off, he spends as much time as possible with them. “My family is a huge part of who I am and where I am in life,” he explains. Beyond his home, Calum extends his generosity through his professional network, partnering his office with a children’s foundation. “Last year we sponsored a family for Christmas and just blew the family away with everything,” he recalls. Thriving on the variety that his career in real estate offers, Calum loves the daily adventures and discoveries. “I’m still finding roads and lakes and areas that I’ve never been before,” he says. As he navigates the currents of an ever-changing market, his future plans include nurturing his professional relationship with his new mentee, aiming to expand their reach in the real estate world. This continuous journey of growth and discovery is what keeps Calum engaged and enthusiastic about the path ahead.

For more information about Calum Yule, please call 705-931-1834 or email calumyule@sympatico.ca BALL Real Estate Inc.,Brokerage: 705-775-2255

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

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

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

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

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

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

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

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

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 56

4. Networking

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

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CARRIE HOPPE In the fast-paced world of real estate, where transactions are often measured in numbers, it’s not every day that you come across an agent whose success is rooted in genuine relationships and active community involvement. Meet Carrie Hoppe, a top-producing real estate agent who has not only excelled in her field but has also made a significant impact in her community through her dedicated approach. With a background in Education and an extensive career in Business Development, Carrie celebrates five years in the Real Estate Industry with Shorewest Realtors. Her unique skill set sets her apart as she serves Buyers and Sellers in SE Wisconsin targeting Mukwonago Area School District where she has deep roots as she taught and all three of children attended. She’s a master negotiator, successful marketer and effective communicator. However, it’s through personal relationships that she’s built her business. With annual revenues of $9 million and 90% repeat and referral rate, it’s definitely working! Unlike other agents who purchase leads, Carrie prefers to form authentic relationships and let her track record and reputation speak for themselves. “I’m Carrie Hoppe first and I sell real estate. I’m present in the community and give a lot of myself. That’s how I build my business,” she says. By being deeply connected to the community, Carrie has gained a unique insight into the neighborhoods she represents. She can provide her clients with a comprehensive understanding of the area, from the best pizza and fish fry to the most responsive local contractor to tackle your next project. This in-depth knowledge goes a long way in helping her clients make well-informed decisions about where to settle down. One of her distinguishing factors is that she has taken it upon herself to give back by hosting and participating in local events and supporting local businesses.

In the real estate industry, trust is everything. Carrie has painstakingly built a reputation as an agent who puts her clients’ best interests first. She’s known for her transparency and dedication to achieving the best outcomes for those she serves. Her clients don’t just view her as a real estate agent; they see her as a trusted advisor, a friend and a community advocate. Her client testimonials are a testament to her commitment to excellence, with many highlighting not just the successful transactions but the personal connection and guidance they received throughout the process. Carrie’s passion for real estate and community involvement is contagious. Her enthusiasm for helping people find their ideal investments and for contributing to the growth and well-being of her community is evident in everything she does. As a top-producing real estate agent who values relationships and actively participates in her community, Carrie is an inspiration to both aspiring agents and community leaders. Her story reminds us that success in any field is not just about numbers and transactions but about the profound impact you can have on the lives of the people you serve. Although two of her three children have now graduated from school, Carrie continues to stay involved in a wide variety of local and community events as well as several friends’ groups, some of whom have been meeting for decades. For Carrie, it’s all about connections to the people she cares about. “I’m very family-centered,” she says. As if all this activity weren’t enough, Carrie’s got big plans for taking things to a higher level. “You’ll have to connect to follow my journey to see what happens next!” she says.

For more about Carrie Hoppe, please call 262-441-1839, visit carriehoppe.shorewest.com, Facebook, TikTok or Instagram www.facebook.com/carrie.hoppe.1

https://www.tiktok.com/@carriehoppe_realtor?lang=en

https://www.instagram.com/carriehoppe_realtor/

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CHERYL FINE-WHITTERON Fifty years ago Cheryl was a Utah teenager with no aspirations of ever being involved in real estate. “I wanted to be a court reporter,” she recalls. “I got accepted to a court reporting school in Los Angeles and moved to California.” There she met her future husband. “He owned a construction business and was building spec homes in Beverly Hills,” she explained. “After we got married I helped him run that business for several years. That’s how I got started.” After living in LA for twenty years, Cheryl got homesick and moved back to Utah. “I missed the mountains, the winters, and the change of seasons,” she says. “So I moved back here in 1995 and got my real estate license.” Cheryl joined a small agency and started building a career in real estate. For the past eight years she has worked for Distinctive Properties Utah in Heber City. She does $20-$30 million in volume annually and is consistently one of the top-producing agents in Utah. Her service area includes Heber City, Park City, Morgan, and Midway, in an area locals call the Wasatch Back. It’s a beautiful area tucked neatly into the Rocky Mountains that is known for its wide open spaces and exquisite properties. One of the keys to Cheryl’s continuing success is her commitment to being responsive. “I always answer my phone immediately,” she says. “and if I get a text I get back to them within five minutes unless I am with a client.” Her responsiveness obviously resonates with her clients, as she gets 90-95% of her business from referrals. Her listings are marketed online and can readily be discovered on Facebook. She does lots of open houses to

get the word out and is not shy about dipping into her reservoir of contacts when warranted. “I do a lot of networking and know a lot of agents,” she declares. “If I think a house is a good fit for another agent’s client I will call that agent.” The thing Cheryl enjoys most is matchmaking. “I like finding the right fit for my clients,” she confesses. “When someone describes what they want in a home I listen very carefully. I study MLS every morning, so I pretty much know which home will be perfect. When they insist on seeing everything available, I always show them, but most times they end up selecting the property I originally thought they would.” She believes in giving back to her community and has been active in Big Brothers Big Sisters of Utah. “For seven years I mentored two little girls who had lost their mother,” she says. “We were very close until they became teenagers. It was very rewarding and I still keep in touch with them.” Cheryl owns a beach house in Mexico, and when it’s time for a little rest and relaxation she heads south of the border with her family to recharge. Once there, she enjoys walking, reading, painting, and soaking up the sun. As she approaches 70 she is considering retirement, but admits that her previous efforts may have been half-hearted. “I would like to retire in the next couple of years and pass the business to my daughter,” she says. “But I have been saying that for five years. To be honest, I like what I am doing so much, that day may never come.”

For more information about Cheryl Fine-Whitteron call 435-225-2998, email cherylparkcity@gmail.com, or visit parkcityluxuryrealestate4sale.com www.

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach. If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche. Top Agent Magazine

Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend. You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market. If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 59

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams? Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus. Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures. When things pick up, you may take your innovative approaches and start applying them to luxury homes. Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 60

are numerous demographics that truly need expert real estate advice. Be the one to fill it. You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche? Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official. Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you. There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients. Top Agent Magazine

CHRISSI RIPPERGER With a natural talent for sales and a love of people, Chrissi Ripperger has made great strides as a real estate agent in the Des Moines area. She started her professional career working at a popular retail store, then moved on to a flooring and window company. “I was helping builders with their homes, and that piqued my interest in real estate,” she explains. “Afterwards I worked in banking, but I eventually decided it was time to become an agent.” It was an online career assessment that illuminated her next chapter, demonstrating her potential in this field. Convinced by the clarity of her results, she took an interview with a broker and never looked back. Chrissi’s multifaceted background has seamlessly woven itself into a thriving career where every past role has enriched her capability to craft the perfect match between a house and its new owner. After a brief stint flying solo, Chrissi quickly recognized the power of collaboration and joined forces with a partner. This year marked a new chapter as she branched out to establish her own team, 15 Hands Real Estate, bringing together a second agent and a client experience director to elevate the service they offer. Strategically positioned in the heart of the Des Moines, Iowa metroplex, her team specializes in the western suburbs, navigating the localities with a deft understanding that only a local can offer. “The majority of my business is from referrals and repeat clients,” she says. Chrissi also works closely with a prominent local builder who sells 20 to 25 homes each year. When it comes to marketing her real estate listings, Chrissi employs a blend of modern strategy and classic

techniques. “We do a lot of social media marketing,” she explains. She makes the most of the tools available through her brokerage, including kvCORE for additional exposure. Signage hasn’t lost its place in her arsenal, now enhanced with QR codes to seamlessly connect interested buyers to her properties. She also invests in professional photography and videography for all listings, recognizing the growing demand for video tours that offer a thorough preview of a home. “We’ve got multiple avenues for people to be able to tour those homes,” she says. Community spirit and family fun are at the heart of Chrissi’s life beyond real estate. Her partnership with a local builder has led her to an inspiring role in supporting Make-A-Wish. “Every 2 or 3 years we have one home that we sell in which all proceeds go towards the foundation,” Chrissi explains. Chrissi also participates in an annual gala that raises funds for this cause. Beyond her altruistic endeavors, Chrissi cherishes time with her family, from following her daughter’s barrel racing competitions to cheering for her son at his sports events. As Chrissi looks ahead, her focus is as clear as the goals she sets. The foundation of her newly expanded team is just the beginning. With a website launch on the horizon, she eyes growth and a deeper role in education within her brokerage, especially in the realm of new construction. In the long term, she envisions bringing a RE/MAX Precision office to her own community. For Chrissi, whether it’s guiding a first-time buyer or mentoring a new agent, the essence of excellence in real estate comes down to cultivating lasting relationships and sharing knowledge generously.

For more about Chrissi Ripperger, please call 515-343-4354 or email chrissi@15handsrealestate.com

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CHRISTIAN MATTHEWS Fourteen years ago, with the resolve to reshape his professional journey, Christian Matthews immersed himself in real estate studies. “I was in sales in the commercial printing industry, but I felt drawn to real estate,” he explains. While working, he finished his courses and earned his license. Soon he decided to pursue it full-time, which eventually led to the formation of a small team. The Toronto Real Estate Co. thrives on a combination of lead generation support and robust mentorship provided by Christian and his two partners. Rooted in the vibrant East End of Toronto, Christian’s deep community ties reflect in his marketing initiatives and his participation in local events, establishing him as a familiar face in Leslieville and South Riverdale. With a balanced portfolio of homes and condos, he’s become a go-to for real estate in downtown Toronto, always ensuring his clients are guided with intimate knowledge of the locale or connected with trusted referrals. With an impressive 80-85% of his business coming from referrals, it’s clear Christian’s clients trust in his services. He attributes this success to his bespoke approach to selling properties, where he says, “we make it as seamless as possible for our clients.” He utilizes a range of platforms from print to digital, ensuring that properties get comprehensive exposure. Christian prides himself on offering a full concierge service, taking care of details from staging to repairs, aiming to alleviate the stress of selling for his clients. “It can be such a huge, stressful time for them,” he explains. “So we want to make it as easy as possible.” On the negotiation front, his data-driven approach ensures that his clients get the best possible price for their

property. Internationally, Christian’s reach is vast, targeting potential buyers in over 70 countries across six continents. For buyers, Christian’s team is equally thorough, offering insights into real-time market conditions and future developments that could affect property value. He emphasizes the importance of this service, noting that “most buyers don’t know about” potential issues like obstructed views from new developments. This level of detail in their service clearly sets Christian’s team apart in a crowded real estate market. Christian’s connection to his community is evident through his spirited charity work and vibrant local events. He organizes an annual ice cream fundraiser for Sick Kids Hospital in Toronto, which has impressively raised around $70,000 over several years. Beyond fundraising, he sponsors fun activities like a dunk tank at a local school festival and a free pumpkin giveaway before Halloween to foster community spirit. Looking ahead, Christian envisions a deliberate and thoughtful expansion of his real estate team, aiming to enrich the group with individuals who share a strong work ethic and appreciate the team’s values. With a recent rebranding under his belt, he’s eager to amplify the company’s social media presence to enhance brand recognition and distinguish his services in the bustling Toronto market. Over the next five years, Christian aims for a measured increase in business volume by 25%, all while exploring unique and innovative avenues to maintain a competitive edge in the digital landscape.

For more information about Christian Matthews, please call 647-225-4747 or email christian@tocorealty.com

Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results. Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated. Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 64

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content? How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience. Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post. Things are always changing on the social media frontier, but some rules never shift. Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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CORY RATH From the moment Cory Rath stepped into the real estate game, it was clear he was going to carve his own path. Growing up in the heart of property management, he first dabbled in the family business, only to branch out and establish a venture that catered to rental properties. This experience was a prelude to his true calling: selling homes. Since obtaining his license in the tumultuous market of June 2011, Cory has thrived, unfazed by the shadows of the great recession. His early years were marked by sheer perseverance, hosting countless open houses and cultivating relationships that would become the cornerstone of his success. Today, with over a decade of experience, Cory’s natural flair for connecting people with their dream homes has made him a beloved figure in the real estate community. Serving the greater Cedar Rapids and Iowa City areas, Cory maintains both a personal and hands-on approach to real estate. Working closely with a dedicated assistant and a select group of referral partners, Cory ensures that his clients receive attentive service, no matter how bustling the market becomes. He prides himself on not just making the home-buying process enjoyable but also on providing expert guidance that’s rooted in a deep understanding of the legal aspects of real estate. “You have to have some brains behind it,” Cory says, emphasizing the importance of being knowledgeable enough to negotiate fiercely for his clients’ interests. His ability to win offers in a competitive market sets him apart, but it’s his genuine care for clients that cements lasting relationships. Cory’s marketing strategy for his listings is modern and interactive. He gives his properties a dynamic

presence through live tours on Instagram and Facebook, even extending his reach to Snapchat. This innovative approach not only engages potential buyers but also creates a ripple effect among local agents, who often share his listings within their networks. Cory’s clients appreciate the attention to detail as he showcases the unique features of their homes. Beyond social media, Cory has partnered with Keller Williams for their extensive reach, ensuring his listings appear on over 350 search engines and 76,000 websites. With a heart for service, Cory is involved with the community, particularly with children facing challenging circumstances. He speaks fondly of his experience as a foster parent, a journey that led to the adoption of two of the seven children he and his partner cared for. Cory’s connection to child welfare continues through his support of Families Helping Families, an organization dedicated to foster care in Cedar Rapids. In addition to his personal contributions, he’s an active member of the Optimist Club, providing scholarships to students at an alternative high school. As Cory looks to the future, his vision for his business is clear. He aims to deepen his connection with the community through enhanced video content and remain hands-on with clients. “Making the videos entertaining enough that people might want to watch them even if they’re not from the area,” is his goal. Cory’s advice for up-and-coming agents is straightforward: Embrace hard work, be unafraid to start anew, and immerse yourself in market knowledge. “You just have to be dedicated, disciplined, and prepared to work and learn.”

For more information about Cory Rath, please call 319-329-2679 or email cory@coryrathrealtor.com

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EMILY MICHALSKI Emily Michalski of Westfield, Wisconsin, leads the nimble Realty Solutions real estate team by combining her unparalleled work ethic with a deep appreciation for the entrepreneurial spirit, a broad geographic service area, and a heartfelt passion for the great outdoors. “This is a really unique career – the freedom can be overwhelming at first, but it’s exciting to know that every day is going to be something new. I love getting the chance to meet new people and explore neighborhoods around my home state, and I also get plenty of opportunities to spend time with my young kids and family.” Prior to formally becoming a fully licensed REALTOR®, Emily pursued several office positions in her hometown of Madison, WI. “I wanted to find a way to get out of the city and didn’t want to have to commute” she recalls. “Shortly after moving, I took a job that matched up with my skill set, and it just so happened to be in a real estate office. I had never considered it before, but once I started out there, it just felt like the perfect fit.” After working in the brokerage for two years as an office manager, Emily fell in love with the industry and obtained her real estate license. In August of 2020, Emily joined the real estate team led by Gary Schumann. In January 2023, after also obtaining her Broker’s license, Emily accepted a position as the Broker/Owner of the very same brokerage. Alongside three additional REALTORS®, Emily and the boutique Realty Solutions team serve all of Central and South Central Wisconsin with a

commitment to candor and a dedication to client-centered experiences. “I really love what I do,” Emily exudes. “I enjoy working with people, and I think they can sense that when I’m with them. I care about the best outcome for my clients – just treating people well and checking in on them from time to time will keep you connected.” This empathetic approach helped Emily clear $3.5 million in annual volume as an individual agent in 2023, supported by a book of business that is over fifty percent repeat and referral clients. While she embraces the bustling lifestyle required as a producing agent and simultaneous Broker/Owner, Emily admits that the success of her enterprise depends on leveraging several technological platforms simultaneously. “We’ve done everything from $5,000 all the way up to $500,000+” she shares. “Our residential listings make their way from the MLS on to Zillow, Redfin, Realtor.com, all of those sites; and for our land deals we utilize Land. com in addition to the others.”By combining their digital footprint with a robust interpersonal network, the team is able to garner competitive offers for each and every listing. In between mastering the latest virtual tools and organically growing her business, Emily enjoys spending her free time with her family adventuring in and around central Wisconsin. “I’m enjoying life, running around and kind of doing my own thing. I just like to be active – if I’m not working, I’m outdoors swimming, fishing, snowmobiling, and just enjoying nature.”

For more information about Emily Michalski, please call 608-402-3821 or email emily@realtysolutions.net 66

Take My Word for It:

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

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

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

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show68

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

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

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HEATHER HADDEN In the bustling world of Toronto real estate, Heather Hadden quickly became a top agent, providing unparalleled service to every client. A former primary school teacher with a fondness for people and a natural inclination toward being social, Heather was inspired by her younger sister’s foray into real estate. Her decision to pivot careers was fueled by an appetite for sales and the absence of real estate connections within her inner circle, pushing her to carve out her own path in the industry. She seamlessly transitioned from educating young minds to navigating property deals, earning her license while still teaching grades two and three, and hasn’t looked back since. Now, with 17 years under her belt, Heather leads a dynamic team of 12 agents at her brainchild, Hadden Homes. Her team’s growth is a testament to Heather’s leadership and vision. What sets Heather’s team apart is their comprehensive listing package, which goes above and beyond the typical real estate service. From making necessary repairs to packing and moving clients’ belongings into storage, her team handles it all, including staging homes through her own staging company. Despite the extensive array of services, from intense marketing to social media blitzes, Heather prides herself on not charging more than the average agent—a revolutionary approach that keeps her and her team at the forefront of the competitive real estate landscape. Heather’s approach to marketing is dynamic. “I do a lot of social media,” she explains. Email blasts are not just routine, they’re crafted to catch eyes, propelled by a substantial database that keeps potential buyers

in the loop. But it’s not just static ads that Heather and her team rely on. “We run Facebook ads,” she says, tapping into the social media giant’s vast network to reel in new clients. Yet, what truly helps them shine is their emphasis on video content—a medium that brings properties to life and engages clients in a way that still images cannot. She’s not just posting these videos, she’s ensuring they follow you around the internet. This innovative approach hasn’t gone unnoticed, it’s even snagged her team a digital marketing award. Outside the office, Heather channels her energies into advocacy, with a particular focus on empowering women. Drawing from personal experience, she has launched a podcast to support those navigating the challenges of divorce, fostering a space for shared stories and support. Additionally, Heather is cultivating a community among her peers, aiming to connect agents in a collective that transcends the usual boundaries of neighborhood affiliations. Looking toward the horizon, Heather sees the current market challenges not as setbacks, but as catalysts for innovation and growth within her business. She’s diving into the deep end, harnessing this period of slower sales to implement new strategies with an eye on the future. “It’s forcing me to do things I never would have done before,” she reflects, confident that the efforts made now will pay dividends when the market rebounds. Above all, her dedication to service shines through, with an open invitation to anyone seeking guidance or a sympathetic ear in these turbulent times. “I’m here to help,” she says.

For more about Heather Hadden, please call 416-504-6133 or email heather@haddenhomes.com

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HOLLY THOMPSON The old saying, “Home is where the heart is” couldn’t be truer for Holly Thompson. When she entered the world of real estate, she wasn’t just dipping her toes into the market; she was diving headfirst into her lifelong passion. Her nomadic upbringing as the daughter of an Air Force officer instilled in her a deep appreciation for the significance of a home. “By the time I was 21, I had moved 18 times,” she shares. “My favorite thing was always being involved in picking out our homes.” She initially ventured into the corporate sales world, thinking she needed to do the “whole corporate thing,” but eventually she couldn’t resist the pull of her true calling. “I realized that real estate is where my heart is,” she explains. “This is what I want to do.” With 16 years of experience under her belt, Holly isn’t in the real estate game alone. She leads a dynamic team comprising Maria, their operations manager, and two dedicated team agents, Carrie Olstad and Moriah Rosen. They form a formidable trio, working together to deliver the best results for their clients and closing up to 60 deals annually. Holly’s team serves the picturesque Santa Clarita Valley, including Valencia, Stevenson Ranch, Saugus, Newhall, Canyon Country, and Castaic. These vibrant suburban communities boast master-planned neighborhoods and host the headquarters of major companies, making them sought-after destinations for families and professionals alike. A remarkable 95 percent of Holly’s business comes from repeat and referral clients. Her secret to maintaining such a high percentage? “We focus on the buyers and sellers who are in front of us, rather than working on calling cold leads,” she says. Her approach is simple but effective: offer exceptional service that clients can’t help but rave about. “We make sure our clients

are so happy with our service that they’re going to tell all their friends and family,” she adds. On the seller side, Holly and her team provide hands-on services, starting with a set design consultation led by a professional stager. They guide sellers through the process of decluttering and making necessary improvements, ensuring their homes shine in the market. In addition to professional photography and videography, they employ a 113-step marketing plan tailored for each seller. For buyers, they offer area tours to introduce newcomers to the various neighborhoods and amenities. A comprehensive contract consultation helps buyers understand the intricate real estate paperwork. Holly’s team also provides a buyer’s guide, ensuring buyers have all the information they need at their fingertips. Their extensive network helps buyers gain an edge when submitting offers. Holly is deeply involved in her community, both as a REALTOR® and as an advocate for foster youth. She serves on the board of FYI (Fostering Youth Independence) and notes that her team contributes to the cause by making a donation for every house they sell. Additionally, they shine a spotlight on local businesses through community spotlights, helping newcomers discover the area’s gems. When it comes to marketing herself, Holly minces no words. “That’s not my focus,” she states. “It’s all about the client’s home and the way it’s perceived. It’s not about me. So many REALTORS® use their listings to propel themselves. But my goal is to do such a knockout job for my clients that they’re so happy with the service and the results that they tell all their friends, family and colleagues about us.”

For further information about Holly Thompson, call 661-714-2772, email Holly@SCVHolly.com or visit yoursantaclarita.com www.

5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 72

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch. Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective. If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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JANEL LOUGHIN In a field where many vie for the spotlight, Janel Loughin has quietly risen as a real estate maven, reshaping the notion of what one can achieve with grit and a personal touch. Launching her career in 2014 with a real estate license in hand, she transitioned from a stay-at-home mom to a dynamic force in the property market, all while searching for a modest side income. Janel’s journey began solo, part-time, but her dedication and knack for connecting with clients turned her venture into a thriving team of 12 agents. Loughin Real Estate Group’s reach spans the vibrant neighborhoods of Chester, Montgomery, and Delaware counties, stretching into the heart of Philadelphia and even crossing state lines into New Jersey. What truly sets Janel’s team apart in the competitive market is the remarkable 72% of business that flows from repeat clients and referrals, a testament to their outstanding service and the trust they’ve cultivated within the community. Janel’s real estate team has carved out a distinct niche in the market by not just selling homes, but by crafting memorable experiences that resonate well beyond the close of a transaction. “We just do such a great job. And we’re so fun,” Janel says. They take pride in the entire customer journey, ensuring that every detail is handled with care and a personal touch. It’s not just about the deal, it’s about the relationship. Post-sale, clients are woven into the fabric of the community through exclusive events and an ongoing support system. Janel’s philosophy is about being more than an agent, it’s about being a connector and a mainstay for anything clients need in their community. This holistic approach to real estate services is what makes Janel and her team stand out in a crowded field.

The Loughin Real Estate Group markets their listings with a structured plan that ensures consistency and quality. They don’t rely on gimmicks, instead, they push their listings with a robust strategy including the MLS, social media, and open houses, which has proven successful over time. This straightforward approach has yielded impressive results, with Janel noting, “our best year I think we did $75 million in production.” Philanthropy plays a vital role in the Loughlin Real Estate Group. “We always try to give back to the community,” Janel says, detailing how client events double as fundraisers. They’ve been particularly involved with Operation Backpack, inviting event-goers to contribute food that helps feed children in need over the weekends. This initiative is a poignant example of how Janel’s team uses their platform to make a substantial difference in the lives of those around them. Looking ahead, Janel’s eyes sparkle with the anticipation of an extraordinary goal: “This upcoming year, we are very excited to announce our commitment to give a house to someone in need,” she reveals. This ambitious plan is set in motion with the purchase of land and the intention to allocate a fraction of proceeds from each sale to fund this generous initiative. “For every 150 homes, we can donate one house to a deserving family,” Janel explains, aiming to transform the lives of not just one, but two families next year. It’s this blend of heartfelt generosity and strategic planning that promises to elevate her team’s impact on the community to new heights.

For more information about Janel Loughin, please call 610-705-2200 or email janel@louhginrealestate.com Top Agent Magazine

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JENNIFER BURGESS Step into the sunny world of real estate agent Jennifer Burgess of Myrtle Beach, South Carolina, who has a deep passion for real estate and an unwavering commitment to excellence in serving her clients. Jennifer has been in the business for years but recalls her passion for real estate as something she has always had. Before getting licensed, Jennifer was a stay-at-home mom and wanted to wait until her children were self-sufficient so she could chase her real estate dreams. Today, Jennifer finds joy in every moment of her career as an agent, fueled by her enthusiasm for the place she proudly calls home—Myrtle Beach. Jennifer shares, I love sharing my experience of moving from another state and expressing what Myrtle Beach has to offer.” Jennifer serves within the Grand Strand area of Myrtle Beach, catering to a clientele that consists of approximately 60% repeat and referral business. Her transparent and honest nature, coupled with her adept communication skills, fosters enduring relationships and ensures clients return to work with her. Staying up-to-date on the latest market trends and ever-changing contracts and laws, Jennifer stays knowledgeable so she can educate her clients at all times. With her professionalism, personability, and trustworthy reputation, she has established prestige among her clients and local industry network and remains a credible representative for the Myrtle Beach market. Utilizing a blend of calls, texts and emailing, open communication and her efforts to stay personable with clients, Jennifer can seamlessly stay connected with clients. She believes communication is critical to keeping clients informed about all aspects of the home buying process,

and consistency is essential for building trustworthy and interpersonal relationships with her clients. Jennifer shares, “A home is your biggest investment, so having an agent you trust is the most important thing.” It is clear that Jennifer has set the bar high for standards and goes above and beyond to meet the expectations of her clientele and industry acquaintances. Well-versed in marketing methods, Jennifer uses email blasts, professional photography, videography, droning, and social media to market her listings effectively. Aside from her knack for building genuine relationships with clients, she signifies that technical expertise is a key to her success. As a result of her efforts, Jennifer sold an astonishing level of volume in 2022. Despite the enormous success she has found, Jennifer loves meeting new people and introducing them to Myrtle Beach, an area she is ecstatic to call home for its easily accessible beaches, lifestyle, and bustling growth. Additionally, she praises the local school systems and community. Beyond her thriving real estate career, Jennifer is an active member of the Women’s Council of Realtors in the Grand Strand, where she and her affiliated members partake in initiatives like fundraising and putting on local events for the Myrtle Beach community. When she isn’t working, she embraces all the coastal community has to offer, from visiting the beach, boating, sports, and pursuing her passion for fitness. As for the future, it is clear skies for Jennifer Burgess, with a goal to grow and remain as the local trustworthy agent of Myrtle Beach. Jennifer looks forward to sharing her knowledge and providing detailed direction and wisdom to help clients purchase and sell with confidence.

Contact Jennifer at Jennifer@jterealestate.com, call/ text 843-503-2247 or visit her websites: Google: g.co/kgs/Vjk2RZ Facebook: facebook.com/profile.php?id=100043891427938&mibextid=LQQJ4d Instagram: instagram.com/jennburgessrealtor?igshid=OGQ5ZDc2ODk2ZA== https://

www.

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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JIM SULLIVAN In a twist of fate 25 years ago, Jim Sullivan’s career made a shift from selling Harvestore silos to selling homes in northwest Illinois. “After the company went out of business, I knew I had to pursue something in sales, as I had been in that industry for my entire professional life,” Jim explains. “And I was just intrigued by real estate, and happened to live in a great area for it.” His career quickly took off, and he hasn’t looked back since. Operating from a region that boasts the scenic charm of rolling hills and proximity to bustling resort towns, he’s become a local fixture in a place where Chicagoans escape to find their dream homes. Jim prides himself on the personal touch he brings to his business, working closely with his office manager and two nieces who help keep the wheels turning. Jim stands out in the real estate world not just for his sales acumen but for the timeless values he brings to the table. He believes the secret to his lasting client relationships is simple yet powerful: “We treat people as we want to be treated.” It’s this ethos of putting the customer first, striving to understand their desires, and aiming to fulfill their dreams that endears clients to him. While technology races ahead, Jim maintains connections with his past clients in a traditional manner. He sees the value in handwritten notes, keeping detailed records in notebooks that date back to his early days in sales. His approach to marketing homes is rooted in both modern methods and the power of community connections. “We post on social media and our website,”

he explains. Some agents in his office tap into popular online marketplaces like Zillow, harnessing their vast reach. Yet, despite the digital presence, Jim emphasizes the strength of local ties: “for most of us, our success is based on a lot of word of mouth, and the fact that we’ve been here forever.” Born and raised in the area, Jim utilizes his deep local roots to build trust and rapport with clients. Those roots have also led him to stay involved with the community throughout the year. “We donate locally to everybody,” he says. Outside of work, Jim doesn’t chase the typical pastimes like golf or pickleball, instead finding solace in the rhythm of farm life. Alongside his son, he tends to a small cow herd, an activity that allows him to connect with the land and his family. But much of his time is focused on work. “I’m kind of consumed by my job, I just love what I do,” he adds. As the future unfolds, Jim looks forward to a change of pace, having entrusted his business to capable younger hands. He’s eager to carve out more time for family, especially to revel in the sports pursuits of his kids and grandkids, yet he’s not ready to hang up his realtor’s hat just yet. “I still work, I guess work is my hobby,” he chuckles, still dedicating a substantial 35-40 hours a week to his clients, who he insists can reach out to him “anytime, any day.” Reflecting on his career, he considers it more than just a job, it’s been a deeply fulfilling journey that’s enriched his life personally and financially, connecting him with “wonderful, wonderful people.”

For more information about Jim Sullivan, please call 815-266-8302 or email jim@sullivanrealty.com

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JOHN RUIZ John Ruiz’s tale begins in the mid-90s, not as an agent but as a collective investor with the most influential of partners— his own family. “My dad, brothers, and I teamed up to buy our first investment property together,” John explains. By 2016, John had taken a leap into solo investments, purchasing property solely in his name. The youngest of his siblings, John was ‘voluntold,’ as he chuckles in reflection, to be the designated real estate agent for the family, a role he embraced with gusto by the end of 2021. Nearly two years have whisked by since he obtained his license, and in that time, John has become a go-to expert in real estate, blending the essence of trust with the acumen of a seasoned investor. He even received Rookie of the Year for 2022. John stands out in the real estate landscape, opting to navigate the waters of property trading as a solo agent, a testament to his confidence and skillset. “I’ve been approached by quite a few teams, just because they’ve seen the success I’ve had,” he says. His prior tenure at Apple, where he honed his skills in marketing and social media, arms him with a unique flair for presenting properties in the best light possible. His deep roots in the Sacramento region furnish him with an intimate knowledge of the community, a trait that resonates with clients. “I’m born and raised in Sacramento,” he states with pride, emphasizing his comprehensive understanding of the local market from school districts to neighborhood nuances. This personal connection to the area, coupled with his professional acumen, enables John to offer unparalleled service to those looking to call Sacramento home. His reputation as a real estate agent is built on a foundation of genuine personal connections, which is

strikingly evident from his staggering 90% referral business rate. “I just become friends with my clients,” John explains. Each client, in his eyes, represents a distinct narrative rather than a mere transaction, a perspective that has carved out his niche in the industry. His approach, deeply rooted in personal care and a comprehensive understanding of the area’s fabric, ensures each client has an excellent experience, whether they’re buying or selling. Community is an integral part of John’s life. Prior to working at Apple, he was a teacher, so he’s passionate about education. He’s a regular volunteer at his son’s school, participating in everything from field trips to trunk-or-treat events, driven by a desire to support teachers and enrich students’ lives. Beyond the school gates, he’s a guiding presence for new residents, often extending a helping hand regardless of potential earnings, embodying the role of a supportive neighbor over that of a transaction-focused agent. For fun, John immerses himself in music, a lifelong devotion since his teens, whether playing in Mariachi bands or attending concerts. Looking ahead, John envisions a trajectory that propels him beyond residential real estate and into the strategic sphere of commercial investments. His recent shift to an S corporation is just the beginning of an educational journey into the business side of realty. Alongside his professional aspirations, John takes pride in his contributions to his brokerage, aiding both fledgling and seasoned agents alike, a reflection of his dedication not just to his own growth but to the collective advancement of his peers in the ever-shifting real estate landscape.

For more information about John Ruiz, please call 916-601-6227 or email john@johnruizrealty.com

Is Branding the Way to Take Your Business to the Next Level? Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet. Top Agent Magazine

When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 79

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals. Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap. This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 80

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites. If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take. But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised. If done right, soon you’ll become an in-demand agent whose name is synonymous with success! Top Agent Magazine

JUSTIN BREGMAN When it comes to the competitive real estate scene in Toronto, one name stands out prominently—Justin Bregman. With his 12-person team selling an astounding $225 million in real estate every year, Justin has made a significant mark in the industry, consistently ranking in the top 0.5% of agents in the greater Toronto area. Justin’s odyssey in the world of real estate began in 2013, although his love for the field goes way back to his teenage years. He recalls, “I’ve always had a passion for people, for negotiating, for finance, for numbers and marketing. I had a passion when I was 18 to get into the business, but my parents advised me to get an undergraduate degree first and educate myself a lot more before diving into real estate.” Armed with an honors bachelor’s degree from Brock University, Justin entered the real estate arena and hasn’t looked back since. “What really got me into real estate is a passion for working with people and building a business that is self-motivating,” he shares. Over the years, Justin’s dedication has borne fruit. He has transitioned from selling more than 100 leases per year to managing a team of 12 agents, a full-time assistant, mortgage broker, lawyer, home inspector, and more. When it comes to repeat and referral business, Justin’s success rate is nearly unparalleled. “It’s about 99 percent,” he states. “Fortunately, that’s how I built my business, on repeat referrals.” His real estate career began with leases, building a rapport with hundreds of clients who later returned as first-time homebuyers. Now, a decade later, these same clients are investing in properties with Justin. “In some cases we’ve done a lease, a purchase, a sale, another purchase and an investment property,” he explains. “That’s five transactions with hundreds of clients who have provided built-in repeat and referral business over the years.” So what sets Justin and his team apart? Their marketing prowess, for one. “We are often featured in many media Top Agent Magazine

platforms here in Toronto” based on his high sales numbers, says Justin. What’s more, Justin’s Instagram following, which boasts nearly 12,000 followers, provides an additional avenue for exposure. His ranking as a top-tier agent in the region allows him to network with other top REALTORS®, creating opportunities to connect buyers and sellers seamlessly. Justin is also dedicated to providing a hands-on experience for his clients, citing the importance of full-time commitment in a world where many agents work part-time jobs. “I’ve been a full-time REALTOR® the entire time,” he adds. “I think it’s very important.” Furthermore, Justin’s extensive personal real estate portfolio, which includes six properties, adds to his credibility, enabling him to empathize with his clients’ experiences and decisions. As Justin sets his sights on the future, he envisions growing his business further. With a team of rising-star agents, he hopes to expand his reach and take on more market share in Toronto. Justin also aims to provide coaching and training to young, ambitious professionals, helping them achieve the same level of success he has experienced. At the core of his success is his unwavering passion for helping people. “I love helping people,” he enthuses, “and I love that every single client brings a different situation. It’s never the same.”

Contact Justin at 416-318-9687, email trust.just@outlook.com, or visit JUSTINBREGMAN.COM www.

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KATH HAMMERSENG A natural entrepreneur, Kath Hammerseng found her true calling in the world of real estate. After owning small businesses in the education/business sectors, she began looking towards investing as a potential revenue stream. “So, I thought I’d get my license and see how it went,” Kath explains. “I fell madly in love with residential real estate, and 28 years later, I’m still here.” Kath spent years working as a solo agent, but has since become a team. The true metamorphosis came when her son, Dan Nelson, entered the business, leading to the innovative rebranding to “Sohus,” a name that captures the essence of their sophisticated, data-driven methodology and nods to their Norwegian heritage. Today, Kath stands at the helm of a seven-strong team, including a transaction coordinator and support agents, each embodying the ‘Sohus’ spirit of meticulous, informed service in the ever-shifting real estate market. Sohus Real Estate Group, under Kath’s guidance and Dan’s leadership, distinguishes itself through a unique blend of comprehensive client education and an expansive network stemming from satisfied clients and referrals. With over 95% of their business generated through past clients or referrals, they eschew the common practice of geographic farming in favor of serving a broader Twin Cities area. Kath attributes this success to two main strategies: staying front of mind and nurturing personal relationships. “We stay in touch by holding events or parties,” she explains. “We make ourselves available to help no matter whether there’s a paycheck attached or not.” They have honed a meticulous marketing strategy for their listings that ensures consistency and quality, with a keen eye on the pulse of the market. “We have a pretty comprehensive rollout program,” Kath says. An in-house

photographer is a strategic advantage for Sohus, allowing for quick access to quality images that are readily available for pre-marketing buzz and agent networking. When a listing goes live, they maximize exposure with a strategic use of the ‘Coming Soon’ status, driving potential buyers to a concentrated showing schedule which can spur multiple offers. Their use of social media is robust, employing both video and still photography for each property. Beyond digital, they ensure reach to traditionalists with direct mail, sending postcards to surrounding neighborhoods. Kath’s heart for her community is as expansive as her real estate expertise. She dedicated two decades as a volunteer firefighter and has been an active participant on various boards, from the YMCA to church organizations. “I just think it’s really important to be giving back in your community,” she states. Beyond her philanthropic endeavors, Kath’s zest for life shines through her love of travel and hosting gatherings. Her backyard transforms into a vibrant venue with live music, reflecting her passion for supporting artists and creating joyful memories. “I love music so much,” she shares. Whether helping her community or curating playlists for a poolside concert, Kath finds joy in every aspect, blurring the lines between work, hobby, and fun. At the heart of Kath’s enduring enthusiasm for real estate is the happiness she finds in assisting others. “There’s no greater thing I can do with my skill set than to help someone get ahead in the world,” she shares, viewing homeownership as a cornerstone of financial stability. As she looks towards the future, she envisions a gradual transition of leadership to her son while she adopts the role of the “wise old sage,” continuing to offer her vast experience to the team and clients alike.

For more information about Kath Hammerseng, please call 612-718-1586 or email kathhammerseng@edinarealty.com

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives. But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling. With that in mind, see how you fare when it comes to post-workday habits... Top Agent Magazine

Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul. Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge. This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option. Just make sure that you establish some foundational boundaries so that you maintain an 84

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine. Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress. In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance. People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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LARS ANDERSON Breaking into the real estate industry as a new agent can often be an insurmountable challenge, but not for Minnesota agent Lars Anderson, who is paving his way to become a trusted professional in the Twin Cities real estate market. As a graduate of Bethel University, Lars initially started his career as a sales associate, working a 9-5 job. However, he soon realized that this traditional career path was not for him, and he was eager for more risk and reward. Recognizing an opportunity in real estate after connecting with a friend from university who was working in the industry, Lars decided to take the plunge and quit his job, becoming a licensed real estate agent.

Lars utilizes platforms like Instagram, Facebook, and LinkedIn to showcase his organic approach to marketing listings and his passion for his career. Due to his personable and authentic marketing style, Lars averages an impressive one hundred sales per year. Beyond his professional success, Lars is deeply involved in his community. He actively participates in his church community, mentors for Adult Teen Challenge, and contributes financially to local and national ministries. In his free time, Lars is an assistant varsity baseball coach at the local high school. He also enjoys staying active through fitness, pick-up basketball, hunting, and spending quality time with his wife and children. They are excited to welcome their third child soon!

Over the past six years, Lars has built a thriving career in real estate. He, along with his two business partners, leads a real estate team under the ReMax Results umbrella. They guide a team of fifteen agents serving the Twin Cities region of Minnesota and surrounding suburbs, including Minneapolis and St. Paul. Lars quickly made a mark in the industry by being named Rookie of the Year early in his career. His success is attributed to his unique approach, including following up with clients, cold calling, leveraging social media, and strategically running open houses.

Looking ahead, Lars has ambitious goals for his career, aiming to grow his team organically and bring on new agents who share their team’s values. He looks forward to continuing his residential real estate business while enhancing his efficiency skills to better serve his clients. Additionally, he has ventured into the commercial space selling apartment buildings and acquiring them as investments. Lars is a firm believer in passive income and real estate investments as opportunities to achieve financial freedom. He will continue to pursue all of his passions and provide a high level of service to his clients and community. Lars’s story is a beacon of motivation for all to follow their dreams and devote service to others. Lars is more than Minnesota Nice; he is a Top Agent of Minnesota.

As a result of his efforts, Lars has cultivated a loyal client base with a 50% repeat and referral business. He believes in providing exceptional service and building long-term relationships with clients. Staying connected with them through various means, such as client appreciation events and social media,

To learn more about Lars, email lars@teamsteadyrealestate.com, call (651) 497-1666, or visit larsandersonrealestate.com www.

LAUREN POPSON In the teeming real estate scene of Charleston, South Carolina, Lauren Popson is a young and upcoming newhome advisor who pursued the path of real estate shortly after graduating college. Torn between joining a general brokerage or entering into new construction development, Lauren chose the latter due to a family connection with the field. “I chose it because my dad has been in the world of new construction for over 30 years,” she explains. Lauren now services the Northern region and downtown area of Charleston, introducing new homeowners to the newly developing communities of Mungo Homes. Fresh out of college and already experiencing great success, Lauren’s career portrays humble beginnings and inspiration, where most of her referrals arrive from previous homeowners. Impressed by Lauren’s guidance and warm nature, these clients often share their experiences with their family and friends, allowing Lauren’s business to grow from word-of-mouth referrals and enhance her presence in the Charleston market. In an ever-evolving digital world, Lauren stays in touch with her past clients through email and engaging heavily on social media. Leveraging platforms like Instagram to market her listings, Lauren takes advantage of the latest trends by making creative reels to showcase her listings. She also stays proactive by designing fliers and presenting at Realtor offices to spread the word regarding her representing communities. As a result of her marketing efforts and seamless ability to build relationships, Lauren has thirty pending listings. Driven by a desire to service her clients, Lauren most loves being able to cultivate relationships with homeowners and connect them with new members of the community. “It is fascinating seeing new families moving in and watching a new street fill up. I love 86 86

introducing them to other neighborhood members,” Lauren shares. With her heart firmly rooted in her work, it is clear that Lauren’s business is based on a client-centric philosophy and honoring the true meaning of “community.” At the same time, she fosters an inclusive approach by helping new homeowners get acquainted with their neighbors and homes. Lauren stays involved in the Charleston community by connecting with other local agents and participating in City Council events, while her father is a devoted board member. When she isn’t working, Lauren loves shopping, watching reality TV, going to dinners with friends, and spending time with her boyfriend and her parents. As for her plans for the future, Lauren will continue catering to prospective homeowners in newly developing communities. Additionally, she is keen to expand and follow new opportunities as they arise. Lauren is undoubtedly a rising star, paving her way in the field of new construction and development. With her open mind and ambitious spirit, we can expect great success from Lauren in the real estate landscape of Charleston.

Contact Lauren at (843) 860-8075 email Lpopson@mungo.com, or visit her website mungo.com www.

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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 88

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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LISA MILROY Lisa Milroy’s entrance into the real estate world happened at a young age. “At 21, I was renting a house and had two friends renting rooms from me. I asked them if they’d move with me if I bought a house, and they said yes!” Lisa explains. This early venture sparked a passion that lay dormant until a serendipitous encounter during her second maternity leave. A family picnic introduced her to Scott Benson, a fellow real estate enthusiast and, as fate would have it, a friend of her cousin. Their shared interest in the housing market ignited Lisa’s professional pivot. After acing her broker’s exams in a mere three months while juggling a newborn, a toddler, and a corporate job, she made the bold leap, transitioning to real estate full-time. Today, she recalls the decision to leave her stable job for the unpredictable world of real estate as one of the best she’s ever made. Her reputation as a real estate agent is built on a foundation of deep community ties and a sharp local focus. “My social, personal, and professional networks are all tied into one,” Lisa explains, illustrating the seamless blend of her life and work within a 20-kilometer radius. As the top producing agent of the Scott Benson Team and a pivotal member of her community, Lisa’s approach is hyper-localized, lending her an intimate understanding of the markets in Burlington and Oakville. This strategy has proven exceptionally effective, with an impressive 76% of her business this year stemming from repeat clients and referrals, a testament to the trust and satisfaction she garners. Lisa has spent nearly 11 years perfecting

her service, which she compares to being “a champion of my community,” a role that requires her to stay abreast of every neighborhood development. It’s this commitment to her locale, coupled with her dedication to her clients, that truly sets her apart in the Halton real estate scene. Lisa’s approach to marketing her listings is as much about fostering community as it is about showcasing homes. “Every week I do a draw for a gift card for a local, independent business within the area,” she says. This community-first mindset extends to her role as the co-chair of the parent council at her children’s school. On the digital front, Lisa embraces a personal touch in her social media endeavors, sharing that “people want to truly know who they’re working with.” She also pursues professional coaching with Ryan Serhant’s organization, seeking to meld her personal and professional identities into one relatable online presence. Looking ahead, Lisa’s vision for her career in real estate is grounded in the joy of intertwining her work with her daily life, fostering meaningful connections, and maintaining a personal touch. “I love working where I live,” she says. In the future, she aims to continue to nurture her repeat and referral business, wanting to continue developing lasting bonds with those she serves. For Lisa, real estate is not just a transaction but a significant, life-changing event for her clients, and she cherishes the role she plays in that process, ensuring they have an amazing experience every single time.

For more information about Lisa Milroy, please call 289-795-7700 or email lisa@scottbensonteam.ca

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LIZ CLARK Meet Liz Clark, a vibrant and client-centric real estate agent serving the greater Philadelphia area, who is passionate about guiding her clients through the home buying and selling journey. It all started in 2007 when Liz worked at a local start-up bank in Mount Airy Philadelphia. Not only was Liz enthusiastic to network with local business owners and entrepreneurs, but she was inspired to help people build savings and find ways to grow what assets they had. After meeting an agent from one of the oldest independent family brokerages in Philadelphia, Liz considered transitioning to a career in real estate. “There was something intriguing about doing something new every day,” Liz shares. Liz has worked as a solo agent and an agent with a full time licenced assistant over her 15 years in the industry. Now as a team leader, Liz and her 5 agents strive to base their business on trust, education, and stay devoted to their financial wellbeing. While many agents are known for being transaction-based, Liz’s love of real estate comes from a drive to support her community, and knowing she provides high quality representation for her clientele. It is this exact value that keeps clients returning to work with her. Aside from marketing listings through professional photos and video tours, Liz takes pen to paper to formulate original descriptions for her listings and often collaborates with her sellers to be sure the voice of the home comes through. Additionally, she advertises with “coming soon” teasers and runs an open house within the first two days of a property being listed. Liz utilizes mainstream platforms such as Instagram

and Google, as well as the most relevant industry websites. She also sounds the “old-fashioned jungle drums” by letting past clients know if a new listing is coming on their block or in the neighborhood. Liz makes a solid and admirable effort to maintain exceptional relationships with other agents and brokerages in her community. As Liz shares, “The folks in this career that are in it for the long haul are not my competitors, but my cooperating brokers.” From her inclusive effort, her ties to the local community and fellow brokers remain very strong. Liz’s heart-based approach extends to the Philadelphia community, where she financially supports local charities such as Project Home, an organization that works to solve homelessness, and Philabundance, a charity that works to end hunger. When it comes to business planning, Liz embraced something years ago called the “goal- less life.” Real estate can be a fickle business and the future ups and downs cannot be foreseen, so instead of tying herself to some idea as to what success should look like based on uncontrollable factors, she focuses on her clients at hand and reading the current market trends in real time. She attributes her success in real estate to her vibrant imagination and ability to adapt at any moment in time, making her a fantastic candidate for advising people in the ever changing real estate market. Liz represents both buyer and seller clients, aiming for a balanced portfolio of clients. Doing so allows her to give personalized and in-depth data in real time to best advise her clients. If Liz accomplishes one goal, it is to earn the repeat business of each and every client.

For more information about Liz Clark, email liz.clark@compass.com, call 610-324-9860 or visit her website: lizclarkrealestate.com www.

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy. Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same. Top Agent Magazine

1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example. As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there. If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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LORRAINE HURSMAN There are family who are friends and there are friends who are family. Lorraine Hursman is lucky enough to have found both. When she first started her career, Lorraine taught elementary education for four years and then spent several years as a stay-athome mom. In 2015 she decided to pursue her love for real estate and get her license, and she’s never looked back. “I decided to make the shift from teaching to real estate. I had a friend in the neighborhood who had her own brokerage who helped me a lot,” she recalls. Now she serves buyers and sellers in the DFW suburbs north of Dallas with a repeat and referral rate of more than 95%. “I treat my clients as if they’re my own family. I try to give everyone I work with the absolute best experience. Everything I do is in their best interest,” she says. Clients seek her out for her attention to detail, knowledge of the DFW area and market trends, and exceptional customer service. Lorraine has been included in the best of North DFW’s top 500 agents; been named a top agent in D Magazine; and has been ranked among the top 1% of Coldwell Banker DFW agents. Last year, she completed over 60 transactions and sold over $20M as an individual agent. But she’s most proud of her five-star ratings and her ability to build relationships with her clients. Lorraine has developed a niche market working with clients who are going through a separation or divorce. Having gone through that life event herself, she has deep empathy for all the financial and emotional issues clients often feel. She’s offered discounts on listing services to clients who are struggling financially and has even paid for home repairs up front so clients can get their homes sold and then reimburse her at closing. “I walk that journey with them because it’s not always easy,” she says. “Every client gets the full-service package. Top Agent Magazine

I make myself as available as I can to help them and always put their needs first. I think people trust that’s what I’m going to do.” One of the things that Lorraine finds the most satisfying about her career is all of the close friendships that she has developed with her clients through the years. “That’s been so rewarding and unexpected, all the great relationships I’ve formed with people that I never would have met otherwise. I’m going to do my best for my clients because they’re my people. It’s not really about the selling. It’s about the people.” Unlike some veteran agents who may eventually lose their enthusiasm or get burned out from the business over time, Lorraine remains as enthused and excited today about her work as she was the day she started. “I love this business as much as I did on the day of my first closing. I will continue to serve my clients in the best way that I know how. I want them to know how much I love this job and understand that I am going to do everything possible that I can to take care of them,” she says.

Contact Lorraine at (469) 733-2198 (mobile) or email Lorraine.hursman@cbrealty.com, visit her LinkedIn or YouTube https://www.linkedin.com/in/lorraine-hursman-2bb689129

https://www.youtube.com/channel/UCkLHRDkYiO1Ju-oYmo28UOQ?view_as=subscriber

LUKE STEELE Not many real estate agents can say they got started in the business right out of high school. But that’s exactly what Luke Steele did. “My brother Ron had been in real estate for ten years and opened the door for me to join the business when I graduated from high school,” Luke recalls. “I was only 18.” One of the first lessons young Luke learned was the importance of being surrounded by good people. “I wanted to be a top producer and provide the best service and I knew I couldn’t do it alone,” he says. “I needed to learn how to lead a team. Over time I realized hiring a business coach could be beneficial in doing so.” Now twenty-five years from the start of his career, Luke is still surrounded by good people, and as a result, his agency, Steele Brothers Real Estate at Edina Realty, is thriving! His team has grown to eight now and includes an office coordinator, a listing coordinator, a closing coordinator, three buyer’s agents, a staging specialist, and a marketing coordinator. Together they form a cohesive and talented team of professionals that generates $60-$70 million in volume each year. About 75% of that volume comes from referrals and current clients. Steele Brothers is headquartered in Hudson, Wisconsin (population 15,000), along the east bank of the St. Croix River, which separates Wisconsin and Minnesota. The location is quite convenient, as it allows Luke and his team to easily do business in both states. “We represent clients from rural properties to high-end luxury options and every style in between,” Luke says. Luke loves the area and feels great about the many relationships he has built over the years. As a team

leader, he derives a great deal of satisfaction from helping his agents and clients succeed in their real estate goals. “I take the responsibility of helping our clients very seriously,” he declares. “I enjoy helping them achieve their goals through our unmatched experience in this market.” The experience and longevity of the team Luke has assembled is a big reason why Steele Brothers is so successful. Their extensive client database gives them a real advantage when marketing their listings. “Our database allows us to identify opportunities for both buyers and sellers with precision and efficiency,” he explains. Luke has been active in his local community and supports the Chamber of Commerce, Rotary, and many youth sports in his area. An avid outdoorsman, he enjoys hiking, biking, fishing, and hunting and indulges in these activities as often as possible. He and his wife Holly have two teenage sons ages 13 and 14 who are heavily involved in sports and he supports all of their activities. “We chase them around to lots of hockey games,” he says with a laugh. Because he got such an early start, Luke has 25 years in the business yet he is only in his early forties. That allows him to look to the future confidently, with no intention of slowing down. “We want to continue to build and grow,” he insists. “We want to continually hone our craft, grow our database, expand our team, and increase our market share. The object is to continue dominating the market we are in by providing unmatched representation to our buyers and sellers.”

Contact Luke Steele at 715-602-0310, email lukesteele@edinarealty.com, or visit steelebrothers.com www.

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Creative Meditation

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

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

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

• When driving to a showing or to meet a client

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

• Before your open house begins • After the open house • Driving home in the evening 95

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

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

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

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

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

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

MARY JO VRADIS & MERAY MANSOUR Meta Realty Group isn’t just a team of real estate agents. They’re visionaries in the housing market, whose seasoned intuition and strategic approach have helped carve out their stellar reputation. Mary Jo Vradis is a founding member, with two decades of experience shining through in every transaction. Alongside her is Meray Mansour, the team leader and coach, who after an impactful detour in family therapy, returned to real estate, now armed with prestigious awards and a holistic approach to client relations. Their full-time buyer’s agent, Stefan, brings an international zest and a deep familial connection to the realty world, ensuring clients’ needs are met with a smile and a wealth of knowledge. Behind the scenes, a full-time assistant, an in-house social media squad, and the staging prowess of April, whose design expertise turns houses into homes. Together, they embody a synergy that’s focused on nurturing community and building futures, on a foundation of trust and unparalleled service. The Meta Realty Group distinguishes itself in the bustling Greater Toronto Area by offering a rare blend of flexibility and comprehensive service that resonates with clients across the board. Their extensive network, cultivated through years of dedicated service, facilitates a seamless experience, whether for buyers, sellers, or investors. Mary Jo adds, “We work all over the city,” showcasing their vast reach and deep understanding of the area’s diverse market. Their innovative approach includes a vast array of services, from staging to social media, all managed in-house for consistency and quality. “We’re very client service-oriented,” she says. From the initial handshake to the final signature, every detail

is meticulously overseen. The team’s ethos is clear: provide top-tier, full-service real estate solutions without the extra cost, a philosophy that has not only earned client loyalty but also a steady stream of referrals. The marketing strategy of the Meta Realty Group is all-encompassing. “We have a very large network,” Mary Jo explains. They tap into it to ensure their listings get the attention they deserve. In an exciting twist, they also run a weekly podcast, ‘The Rare Agent,’ which features a range of guests and adds a personal touch to their marketing mix. Mary Jo and her partner Meray’s community ties amplify their reach. “We’re heavily community-focused,” Mary Jo shares, detailing her involvement in charities and her personal connection to them. This community presence extends to their professional sphere, attracting a “very, very diverse following.” With Meray’s deep roots in wellness and coaching, they engage a broad audience, ensuring that their listings are showcased across a rich tapestry of networks. As the real estate landscape evolves, so does the Meta Realty Group, poised to enhance the way they serve their clients. “We’re trying to pivot as the market changes,” says Mary Jo Vradis, outlining plans to refine their backend operations and revamp their online presence with more tools for client engagement. Amid these changes, they remain focused on the personal touch. “We treat people like people. They’re not a transaction,” Mary Jo asserts. This philosophy, paired with their zest for innovation, signals a future where the Meta Realty Group not only adapts but thrives, reshaping their services to meet the demands of a shifting market.

For more about Meta Realty Group, please email Mary Jo Vradis at mj@maryjohomes.com, or Meray Mansour at Meray@meraymansour.com, visit metarealty.ca www.

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MATT MAGUIRE Having been introduced to the industry through his parents, Matt Maguire always knew he wanted to be a real estate agent. His mother is a seasoned professional with nearly two decades of experience, and his father has been in the business for about a decade. “Growing up, I would help my mom with little things like moving furniture,” he explains. “I went to school for Business & Marketing, but knew I wanted to become an agent.” After graduation, Matt seamlessly transitioned to real estate, completing his licensing courses. Now, as part of a cohesive family team serving the GTA, Matt contributes his unique perspective to their collective success. The Linda Maguire Team operates like a well-oiled machine, with roles that range from sales to client care, bolstered by the strategic advantage of having their own in-house staging resources. Matt’s real estate practice is distinguished by a remarkable 74% repeat and referral business rate, a testament to the trust and satisfaction his clients place in his team’s service. Including his professional sphere—neighbors, colleagues, and acquaintances—this number soars to an impressive 88%. “We are very much focused on people that we know and people that already know, like, and trust us,” he says. The team allocates the lion’s share of their marketing budget—around 80 to 90%— to past clients and referrals, investing in a year-round calendar of events and thoughtful gestures to maintain these important relationships. From hosting 120 clients at an annual gathering to sending personalized mailouts like poppies or St. Patrick’s Day scratch cards, Matt’s efforts are all about staying front and center in the minds of his clients. “We want to get in front of our database and our clients as much as possible, just so that we’re top of mind,” Matt explains.

His approach to marketing in real estate seamlessly blends traditional methods with innovative digital strategies. “We focus a lot on educating people throughout the process,” he shares, revealing a philosophy that an informed client is a good client. This educational approach is brought to life through a series of YouTube videos that he personally pilots, offering everything from home maintenance tips to market updates. These weekly videos not only serve as a knowledge base for buyers and sellers but also position Matt and his team as thought leaders and educators in the industry. Nestled in the heart of downtown Burlington’s vibrant, walkable community, Matt and his team are active members of the Burlington Downtown Business Association. Through this local network, they connect bi-monthly with fellow entrepreneurs to promote and support local businesses. They champion community businesses by incorporating them into their events, like a large client appreciation gathering in October, where local sponsors were showcased to clients and on various media channels. At the core of Matt’s professional ethos is a deep-seated value for relationships that transcend transactions. He finds joy in the genuine care and support he provides to clients, a sentiment that has cultivated lasting friendships far beyond the closing of a sale. “It comes from being genuinely caring and interested in their situation,” he says. Coupled with his passion for problem-solving, Matt loves the daily challenges and opportunities that come with navigating the ever-changing real estate market, making each day a unique and rewarding adventure.

For more about Matt Maguire, please call 905-979-4956 or email mattmaguire@royallepage.ca 98

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Thinking of Listing? Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home. With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved. Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time. 1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable. Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time. 2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing. 3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

such as bathrooms, the office, family room and indoor recreation spaces. Also consider a little varnish on the front door or banister. 4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings. 6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things. 9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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MATTHEW DANIEL TAMBURELLO From a young age, Matthew Daniel Tamburello was determined to pursue his dreams. In an underprivileged Toronto neighbourhood and raised by a single mother with very limited resources, he learned the importance of perseverance. After a path in architecture, Matthew landed in real estate in 2009, where he found his true calling. “Through hard work, hard prayer and a non-negotiable commitment to systems, I’ve helped just under 1,000 families and $10,000,000 in GCI” he explains. Attributing his success to the tools and disciplines he’s embraced, Matthew stands as a testament to the transformative power of hard work and adaptability in the relentless world of real estate. “I come from humble beginnings, so I don’t want to take all the credit. Faith, Family and my amazing clients is why I am where I am” he explains. “There are tools, systems, and certain disciplines I’ve adopted that have helped propel me.” One of those systems is his team, which breaks the mold with their innovative real estate model. “Many teams have the buyer agent model, where you bring in agents, give them leads, etc,” Matthew explains. “Instead, Trinity Real Estate Consultants implements an Inside Sales Model, where we have dedicated associates that focus on lead conversion.” In lieu of the buyer’s agent, their team has Showing Assistants. “They do everything a buyer’s agent does, but we handle all contract negotiations.” This strategic pivot to a dedicated team for inside sales, complemented by showing assistants who are experts in their specific districts, ensures that clients receive highly informed and personalized service. “We cover a pretty big ground, comprised of the GTA and outskirts,” he states. Notably, Matthew boasts a remarkable 75% repeat and referral rate, a testament to the lasting bond he builds with clients. This high rate of client loyalty speaks volumes of the effectiveness and satisfaction that Matthew’s

unique approach to real estate brings to the table. Matthew’s recipe is simple:“Buyers want Homes and Sellers want Buyers. Nowhere in that equation is the realtor because if you don’t have the Homes for the Buyers and the Buyers for the Sellers you’re technically unemployed”. Matthew’s marketing strategy is a hightech, high-impact operation that leans into the power of digital reach. “We are heavily indexed with Google and Facebook,” he says, revealing that a whopping 90% of their marketing budget is funneled into online platforms. As premier partners with both tech giants, Matthew’s team gains access to powerful algorithms that keep them ahead of the curve. This online focus is balanced with a 10% investment in print and open houses, ensuring a tangible presence. The synergy between their digital campaigns and an “elite CRM” system yields predictability and control that Matthew finds invigorating. “We generate about 3500 leads a year,” he states. With his community roots, Matthew has a deep commitment to giving back through his partnership with The Covenant House. “For every home we sell, the proceeds of the net commission go directly to them,” he shares. It’s this spirit of service that Matthew identifies as a core part of his legacy, ensuring that his success in real estate also seeds the future. “You have to serve to lead,” he reflects. Matthew’s philosophy on his real estate career is simple yet profound. Echoing the wisdom of his old hockey coach, he believes that “if you love what you do, you never have to work a day in your life,” a sentiment that perfectly encapsulates his approach to his profession. I don’t view my career as work, just a vehicle to something bigger - LEGACY. Dreams don’t die when we die! For Matthew, real estate is not about the monetary gain but about solving problems and helping people, which naturally leads to success.

For more about Matthew Daniel Tamburello, please email matthewdanieltamburello@gmail.com

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MAX MANATT Max Manatt’s journey into real estate is a story of destiny and determination. He grew up in a household where real estate discussions were as common as dinner conversations. Max’s stepmother was deeply entrenched in the world of real estate and lending, with a remarkable 30-year career. As Max recalls, “I grew up with it around the dinner table, and always thought of it as something of a fallback option.” However, it wasn’t until Max was 25, married and a father that his life took a fateful turn. Though he was considering becoming a college professor, his wife, the guiding star of his journey, encouraged him to explore a career in real estate, fast-tracking his timeline to success. “My wife encouraged me to think bigger!” he remembers, “so I ended up getting my license nine years ago, and here we are.” The decision paid off. Today Max sells an average of $20 million a year, spanning California’s Alameda and Contra Costa counties with an impressive portfolio of listings. This broad reach is a testament to Max’s versatility and dedication, making sure he meets the diverse needs of his clients. From the tranquil delta to the vibrant heart of Oakland, Max’s territory also brings him a 72 percent repeat and referral business—a testament to his commitment to excellence. “I really believe it’s our process and our communication that sets us apart,” he explains. Collaborating closely with his wife, they have crafted a meticulous 102-step checklist that ensures every detail of a property’s transaction is attended to, from contract to closing. “We have standardized communication so that our clients are getting updated every single week on showings activity, feedback offers, and more,” he shares. Max’s approach to marketing is refreshingly personal. “I’m on the phone a lot,” he adds with a chuckle. “We also reach out to expired listings. We help people whose homes didn’t get marketed right the first time. We stay 102

in touch with everything from gifts to client events to just calling and saying hi, and making sure we’re in front of our clients, adding value and having fun with them.” But for Max, it’s not just about the transactions; it’s about the stories and motivations behind them. “I just like working with people,” he says. “I like hearing their motivations.” He especially connects with families, which also drives his community involvement. “We are home-schooling our children,” he notes, “so every week we are doing community home-school events with other families in the area.” As for the future, Max is doubling down on the relationships that have been the bedrock of his success. “We are doing a big client appreciation event this fall,” he shares, adding that he anticipates putting more money and resources behind giving back to his clients. In a world where transactions can sometimes overshadow relationships, Max Manatt is an example of genuine connection and unwavering dedication to his clients. With him, it’s not just business—it’s personal.

For more about Max, call 925-980-3375, email max@maxmanatt.com, or visit his website: maxmanatt.com http://

6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust. But how do you prove to someone you’ve likely never met that you can be trusted?

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Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive. Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating. Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it. You should always act in their best interest. 104

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent. But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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MELISSA BECK Peek through the lens of North Pittsburgh real estate agent Melissa Beck, a teacher by education and real estate pursuant by passion who joined the industry about six years ago alongside her husband. The real estate world always piqued Melissa’s interest, though she waited until her children were in school full-time to finally take the plunge. Today, Melissa is proud to co-lead the Becks and Berringer team. Together, they serve Northern Pittsburgh and the surrounding areas, with their specialty focus in Wexford. Growing up in Wexford herself, Melissa is devoted to servicing her local community with all their real estate needs, with longstanding knowledge of her hometown and a strong spirit to help others buy and sell real estate in that area. As a result of her efforts, she has obtained most of her business from repeat clients as well as referrals from clients, friends, and family. It is her niche of providing luxury services at every level and price point in the homebuying journey that keeps clients returning to work with her. Melissa stays in touch with her clients through various ways, such as writing annual handwritten and personalized notes, sending mailers and postcards, and utilizing print marketing. She also maintains a heavy social media presence on major trending platforms.

To market her listings, Melissa uses MLS, the Compass platform, paid advertisements through social media and Google, email campaigns, and direct mail. Where football culture is a priority among the local Pittsburgh community, Melissa cleverly arranges open houses to avoid conflicting with the zeal surrounding the Steelers games, allowing potential buyers to explore properties without missing a moment of the game-day excitement. As a result of her efforts, Melissa, and her team, average fifteen to twenty million in volume per year. Aside from Melissa’s success, she loves the relationships she builds with clients. With two boys, who are active in local school sports, Melissa and her husband spend a lot of their free time watching their boys play the sports they love. When Melissa isn’t working, she loves spending time with her family and attending her children’s sporting events. Together, they root for the Steelers at the stadium and visit other local sporting events. They truly love their community. Melissa is eager to continue to grow her business, where her luxury services and devotion to clients will remain her and her team’s core values. With Melissa as a real estate leader, the future of Pittsburgh’s real estate landscape gleams brighter than ever, guided by her passion, expertise, and determined commitment to excellence.

Contact Melissa at 724-316-2178, email melissa.beck@compass.com, or visit becksandberringer.com https://

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MICAELA CARRIEL Determined and driven, with a healthy dose of competitiveness, perfectly illustrates Micaela Carriel, a dedicated real estate agent from Park City, Utah. Micaela’s journey in the real estate realm began nine years ago, following her father’s pancreatic cancer diagnosis. Her father, a former West Point graduate specializing in engineering commercial buildings in Kansas, could no longer work, leaving Micaela to take over his business, plunging her into the intricate world of commercial real estate. Managing three construction companies and navigating complex real estate scenarios, Micaela’s mission was clear: figure it all out. While pursuing a teaching career at Park City’s local high school, Micaela devoted two years to studying contracts and exploring real estate matters beyond teaching history. During this time, she fell in love with real estate and decided to obtain her license, shouldering the responsibility of her father’s business. Having played professional soccer and being a past member of the United States Bobsled team, Micaela was no stranger to hard work and competition. Today, it should come as no surprise that Micaela is a top solo agent under Summit Sotheby’s International Realty. Emerging as a prominent figure in the Park City community, she quickly made her mark as an agent, evolving into a one-woman force. Remarkably, 100% of her business stems from repeat and referral clients, a testament to her unwavering commitment to impeccable service and meticulous attention to detail in every aspect of real estate. Micaela invests substantial time with her clients and fosters clear transparency, ensuring seamless transactions. “I can understand my client’s vision and bring it out of them,” she shares. Often described as an “old soul,” Micaela adopts a traditional approach to client communication, maintaining

regular contact through phone calls and demonstrating genuine concern for her clients’ well-being and home lives. Her exceptional efforts include remembering significant occasions in her clients’ lives, whether a birthday or a soccer game, showcasing her noteworthy dedication to nurturing relationships. Micaela gains access to cutting-edge marketing strategies through her brokerage’s sophisticated processes and systems. Summit Sotheby’s International Realty is the top-trafficked YouTube channel, and Micaela leverages print marketing through “just listed” and “just sold” postcards to promote her listings. The close-knit Park City community is well-acquainted with Micaela’s reputation in real estate, significantly contributing to her success. As a result, she consistently achieves an impressive sales volume of $15 million. Outside her professional endeavors, Micaela and her husband actively contribute to the community by awarding scholarships in her late father’s name. She previously served as the head soccer coach at Park High School and currently dedicates her time as a full-time caregiver to her mother. Exciting prospects await Micaela as she plans to obtain her broker’s license and diversify her marketing initiatives. Recently, she embarked on a collaborative project with Caroline Rigsby, an agent based in Tennessee, called The Download, offering an easily accessible and free curriculum to provide live resources to fellow agents. As Micaela Carriel continues to traverse the dynamic landscape of real estate with steadfast dedication, her journey, sparked by unforeseen circumstances, has transformed into a testament to resilience and success. With her devotion to client relationships, traditional values, and vision for the future, we can expect great things from Micaela.

To learn more about Micaela, email micaela@carrielhomes.com, call 435.297.9339 or visit sothebysrealty.com/eng/associate/180-a-df2204151151109161/micaela-carriel www.

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

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

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent. Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations. When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options. Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario. During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest? When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 108

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

Seller’s Perspective: How powerful is cash? Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital. While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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MONIQUE HIGGINSON In the heart of Salt Lake City’s vintage home district, agent Monique Higginson has carved out a remarkable niche for herself. Fresh out of college with a newborn cradled in one arm and a real estate license in the other, Monique’s journey began twenty-one years ago, driven by a desire to blend motherhood with a flexible professional career. Today, she stands at the helm of her own brokerage, Market Source Real Estate, backed by a dedicated team that mirrors her deep knowledge of the area’s charming, historic properties. Monique has become a cornerstone of the community, with a staggering 95% of her business consisting of repeat clients and referrals. Monique’s exceptional grasp of the real estate industry sets her apart. She’s a seasoned connoisseur of vintage homes, boasting ownership of 27 such properties herself during her career. Her expertise is generously shared through educational initiatives she’s pioneered for fellow agents, covering the nuances of home construction and mechanical systems. “I’ve also owned a mortgage company and a construction company,” Monique explains. “So I have a wide range of experience.” Beyond her business acumen, she’s founded the Utah Women’s Investing Club, reflecting her dedication to empowering others in her community. It’s this blend of profound industry knowledge, entrepreneurial spirit, and community involvement that resonates with her clients. Her marketing strategy is truly customized to each property. “If it’s a luxury listing, we have a dedicated website,” she says. Her keen eye for potential buyers extends beyond local borders, reaching out through targeted ads to places like New York, California, and Texas, where many of her clients originate. Social media isn’t just a platform for her, it’s a strategic tool carefully employed to catch the eye of prospective buyers. Monique takes it a step further

by ensuring each property shines with professional staging, creating an immersive experience for every visitor. After working together, clients love to leave glowing reviews about their time with Monique and the team. One recently said, “The short answer: Monique and the Market Source team are fantastic and I would highly recommend them for both buying and selling a home in the greater Salt Lake metro area. We’ve worked with Monique and her team for over two years now across two home transactions (buying and selling the same property) as well as managing our rental property (ongoing). Monique and Jenni are organized,diligent, but also direct and kind, and it’s incredibly easy to navigate the highly competitive Salt Lake market with someone who knows this region and valuations so well.” Community plays an important role in Monique’s life. She has been involved with the Sugar House Chamber of Commerce and Sugar House Community Council. “I try to understand and know what’s going on in my community and to have as much information as possible to share with my clients,” she says. Away from the demands of real estate, Monique revels in the simple pleasures, like golfing, gardening, and hosting gatherings. Looking ahead, Monique envisions a robust trajectory for her brokerage, aiming for a steady 20% growth each year despite the recent economic headwinds. “I’ve been trying to attain 20% growth per year,” she shares, outlining a strategy focused on team expansion and sustained progress. With a decade-long plan, she anticipates a future where her business will thrive independently, powered by the strong team she’s meticulously built. It’s a future that holds promise, not just for her personal ambitions but for the continued service and growth of the community she’s so deeply invested in.

For more information about Monique Higginson, please call 801-205-8235 or email monique@marketsourceagent.com Top Agent Magazine

PARRY WARD From the high-stakes world of luxury real estate auctions to the thriving marketplace of everyday home sales, Parry Ward has carved out a unique and successful path in the real estate industry. His journey began with DeCaro Auctions, where he was instrumental in orchestrating grand marketing campaigns for multimillion-dollar properties, attracting both national and international attention. These efforts often culminated in exhilarating auction days, transforming sluggish sales into dynamic, high-traffic events. Parry’s transition into real estate was sparked by his realization of the immense potential in the sector. His keen eye for opportunity led him to obtain a real estate license in 2017, initially intending to juggle auctions with property sales. However, the allure of being a full-time agent proved irresistible, and Parry excelled immediately, finding his true calling. Now, with nearly a decade of experience, he leads the Luxury Agency, a team he co-founded with close friend and fellow agent, Aaron Pearson, continuing to make a significant impact in the real estate world. Parry stands out as a real estate agent with a unique blend of innovation, connection, and a deep understanding of the Utah real estate market. Covering a vast geographic area from southern Utah to Salt Lake City, his team ensures they have a presence in key regions, maximizing their reach. At the core of their work is an emphasis on developing lasting connections. With his partner Aaron, Parry developed the ‘VIP 50’ program, a system focused entirely on leveraging their sphere of influence. He explains, “you create a little army of 50 individuals in your circle, that you’re constantly in contact with multiple times every month.” This program

includes personalized communications, informative neighborhood reports, and engaging social events, all designed to deepen relationships and ensure their network thinks of them first for real estate needs. This approach has proven highly effective, with Parry proudly stating that 100% of their business now comes from repeat and referrals. Their approach to marketing real estate listings is comprehensive and multifaceted, utilizing both traditional and innovative strategies. Beyond the basics, his team leverages the power of digital media, with Parry stating, “We do tons of social media marketing here with our team. I’m very, very visible on social media.” Their marketing extends to prominent real estate websites as well. “Every listing that we put out there goes out to 500+ different syndications. Zillow, realtor.com, you name it,” he says. What truly sets their marketing apart are their open houses, which are far from ordinary. Parry emphasizes, “we really ramp up our open houses, making it a major event and thoroughly advertising it.” This attracts more potential buyers and creates buzz around their listings. Parry’s future plans for his real estate business are centered around growth and mentorship. He is keenly focused on expanding his team. “The more people I can put on my team and train from the very beginning, the better.” This includes a comprehensive training program that guides new and veteran agents through every step of their unique process. He aims to instill his ethos and methods into his team, ensuring they are well-equipped to focus on their sphere of influence and refresh their approach to real estate.

For more information about Parry Ward, please call 801-390-0545 or email parry@luxuryrealtyagency.com 110

How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script. Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with. To answer your client’s why you must go back to your own why. WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest. WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions. In real estate, there’s so much to enjoy. There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones. There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community. WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team. Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 112

you are and if that’s the type of person they want to work with. WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events. WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns. Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers. Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal]. Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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RACHEL TISKEVICS In the charming town of Pella, Iowa, nestled in the heart of the midwest, there’s a real estate agent making waves. Meet Rachel Tiskevics, a REALTOR® and eXp Realty branch manager in Pella who is all about building meaningful connections and giving her clients an experience they’ll cherish for a lifetime. Rachel’s entry into the world of real estate began in an unexpected way. While living in Nashville, Tenn., she found herself homeschooling her three sons and seizing an opportunity that would change her life. “I homeschooled my boys in the morning, and then we’d run up the hill to the open house,” she recalls. She worked the local open house as the welcoming presence in model homes, creating a homey atmosphere for visitors. Those early experiences kindled her passion for real estate.

Beyond real estate, Rachel’s commitment to her community shines through. She serves on the Downtown Development Team of Pace Alliance, working to enhance the town’s appeal. She’s also involved in the local Rotary Club and her local church. Her deep connection to Pella extends to her local investments, with two Airbnbs and a rental property that she takes pride in maintaining.

Fast forward to 2016 when she finally got licensed in Pella, Rachel’s hometown. “I did what nobody else wanted to do, the crazy jobs that aren’t the ideal,” she says. “But it was really great training for me.” Her determination and unique approach to the market helped her stand out. She stresses that her success story is built on a strong foundation of relationships. She strives to take excellent care of her clients, from the listing appointment to the closing table. Rachel’s buyer and seller consultations go beyond the transaction; she learns her clients’ favorite things and surprises them with personalized touches. “It’s truly about the relationship and keeping it strong,” she explains.

Rachel’s life extends far beyond real estate. She enjoys playing pickleball and enthuses, “It’s so much fun!” She loves taking long walks with friends, playing games with friends and family, and even writes songs and plays the piano. “When I have margin in my day, I’ll just sit at the piano and I’ll just write some songs,” she shares. Her love for gardening and interior design also keeps her occupied when she’s not working. Rachel’s future plans include growing her team while retaining a personal touch. She envisions purchasing a building for her growing franchise, providing more space for her agents to operate and serving a broader radius around Pella.

Rachel knows the importance of a well-rounded marketing strategy. She utilizes postcards, social media, Zillow tours and open houses to make her listings shine. Every listing is unique, and she tailors her approach to each property to ensure a quick sale. Her impressive

For those looking to follow in her footsteps, Rachel has some sage advice, “Wake up every day and just be the best you can be, taking good care of people. Be honorable, be trustworthy, work well with everybody because, at the end of the day, we’re in this together.”

work ethic is evident in her transaction numbers. In 2023, she has closed 44 deals, with her best year topping 72 transactions. She is certified in New Construction, Relocation & Luxury. “I feel like I’m helping people and providing value in a time of uncertainty,” she reflects. “I love being a steady adviser who my clients can trust. I love that part of my job.”

For further information about Rachel Tiskevics, please call 641-230-0537, email rachel@rtreexperience.com or visit rtreexperience.com www.

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ROGER SHERWOOD Roger Sherwood’s journey into real estate began with a job as a pipe fitter, which led to an education in construction engineering and a stint as an architectural estimator. As he delved into the nitty-gritty of cost analysis and bid on projects, Roger’s yearning for the thrills of outside sales grew. It wasn’t long before he pivoted, taking on a role as a sales account manager, yet it was the allure of real estate that continued to tug at his heartstrings. It took a nudge from a fellow agent and the reflective pause brought on by the COVID-19 pandemic for Roger to make the leap, propelling him through real estate courses in a mere seven months. By January 2021, armed with his new credentials and an entrepreneurial spirit, Roger waved goodbye to his team and ventured into the unknown, establishing his own real estate company. Now, with years of independent success under his belt, he looks back on the transition with no regrets, driven by a passion for the industry that seems to have been his destiny all along. A one-man powerhouse for the last couple of years, Roger recently expanded to include three fresh agents and an assistant, all under his meticulous mentorship. His approach to the business is modern, relying on a robust online presence and a partnership with a marketing agency to funnel in leads. His geographical expertise spans an impressive hour-long radius around Stoney Creek, Ontario. Roger has already carved out a significant niche, primarily working with first-time buyers, a demographic often overlooked. With a genuine touch and a knack for connecting with his peers, he’s already seeing a healthy stream of referrals, a testament to the trust and satisfaction he builds with his clients. “One in five have repeated or given the referral,” Roger states. In the competitive real estate market, Roger has crafted a unique strategy to market his listings, echoing a blend of old-school grit and new-age savvy. “I do a lot of door-knocking,” he explains. “I go door to door, asking 114

people if they want to pick their neighbors.” Robust social media engagement also plays a strong role in his growth. “I’m the type of guy that’s going to be swiping through stories, reaching out to people, commenting on posts,” he says. Behind the scenes, a CRM system keeps his networking efforts organized, ensuring that every interaction is an opportunity to cultivate a future client relationship. Roger’s community involvement is grounded in his neighborhood and family life. “We walk our dogs, and we have a kid, so we’re involved in local family activities,” he says. Each year, he and his wife anchor themselves in the community by hosting a local event, fostering a sense of togetherness and tradition. Their ties extend to their church, where they contribute to various events, reflecting a desire to serve and connect within their spiritual community. Roger also coaches high school volleyball at his alma mater. His vision for the future includes cultivating a thriving team that can share the workload and enhance the reach of his real estate business. Recognizing the challenges of being a “one-man band,” he’s embracing the art of delegation to prevent burnout and increase efficiency. With three agents already in the wings, he plans to scale thoughtfully, aiming for a supportive ratio that maintains the backbone of the business while providing value to both clients and team members.

For more about Roger Sherwood, please call 905-920-6593 or email roger@sherwoodra.com Top Agent Agent Magazine Magazine Copyright Top

6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities. Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

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

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

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

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

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations. 116

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

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

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

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SERGE PAPINEAU Serge Papineau of Ottawa, Ontario, combines his training as an educator with a passion for entrepreneurship and a penchant for creative, organic digital marketing to fuel his blossoming real estate enterprise. “I love being my own boss. You kind of eat what you kill out here, so to speak; the effort I put in directly correlates with the quality of my product, and that mentality makes me look forward to every new day. And I still get to teach people – whether that’s new agents or first time home buyers, I enjoy helping people understand the industry.” Prior to formally stepping into real estate, Serge graduated from University of Ottawa with a Bachelor’s Degree in Secondary Education and Teaching. “I landed a job as a public servant here in Ottawa,” he recalls. “It was noble work, but I had always wanted to explore a career where there is no ceiling to what you can accomplish. After I got licensed eight years ago, I was trying to work part time as a REALTOR®, but I got too busy too quickly. My director told me that I would need a doctor’s note for my next sick day, and when he asked for it, I handed in my letter of resignation. Best decision I’ve ever made.” Since jumping in full-time, Serge has thrived by focusing on increasing the price point of each sale, rather than emphasizing sheer volume. He maintains an average of thirty annual transactions as a solo agent (with the help of one employee) serving the consistently growing markets around Ottawa. “We’re not nearly as expensive as Toronto or Vancouver, but the government industry here means there is a steady and stable influx of clientele. We can offer a lifestyle that accommodates both bustling professionals and quieter families.” Three years ago, Serge grounded his enterprise in a book of business that was one hundred percent repeat and referral clients, but his recent efforts in client Top Agent Magazine

education and social media marketing have generated an influx of opportunity. By shunting the industry standards and employing a professional videographer, Serge is able to garner competitive offers for each and every listing while simultaneously attracting clients who value his depth of industry expertise. His marketing features include faux-celebrity quips, regular market updates with investor tips, and highly polished videos of him dressed in full costume as The Joker, waltzing down the stairs in full regalia to capture a prized listing. His commitment to novelty and dedication to sincerity have cemented Serge in the Ottawa real estate industry, and he is excited to continue his journey by assisting both his clients and his colleagues. He supports his neighbors by donating a portion of each commission to local charities. “I try to keep everything balanced. Some of the tried-and-true things, like helping your clients pursue their interests and passions, that stuff always feels good and it works; but I’m always looking for new ways to do business that sit right with me. I try to generate leads without door knocking or cold calling – instead I focus on teaching others and just being myself.”

For more about Serge Papineau, please call 613-868-6652 or email serge@sergepapineau.com 117 Copyright Top Agent Magazine

SHARIQ QURESHI When it comes to buying and selling luxury homes in Toronto, clients who want exceptional services, deep market knowledge, and expert negotiating skills, turn to Shariq Qureshi with Sotheby’s International Realty Canada. An award-winning real estate broker with more than a decade of intense experience in the Canadian real estate industry, Shariq is a firm believer that unwavering trust and unparalleled client service are crucial to providing a truly premier real estate experience. “My main criteria are to build a strong Trust, a solid long-term association with my clients, and offer them a product and service that matches their budget and criteria, help them make an educated and informed decision while buying or selling Real Estate,” he says. Before getting into real estate, Shariq honed his professional skills working with world-class corporations and their top-tier training teams. His dream, however, was always to go into real estate. He later spent 12 years at RE/MAX INTEGRA OF CANADA, where he was named to the “HALL OF FAME “as a RE/MAX realtor. Shariq has earned the prestigious “Certified Luxury Home Marketing Specialist ( CLHMS )” Designation for Superior performance and achieved “Guild Recognition” for selling properties over Million Dollars. Shariq has also received a number of advanced Real Estate Designations and certifications, including Accredited Buyer’s Representative (ABR®), Seller Representative Specialist (SRS), Real Estate Negotiation Expert (RENE), and Certified Negotiation Expert (CNE©). In March this year, he accomplished a long-term dream of moving into the luxury market when he joined Sotheby’s International Realty Canada. Now he serves elite and international clients from around the world who are buying and selling property in the ultra-luxury price range of $2-$4 million in the Canadian Real Estate Market. “There are a lot of Buyers in areas like Jamaica, Nigeria, Dubai, and Saudi Arabia who are interested in purShariq Qureshi chasing/Investing in Real Estate in the surrounding area of THE INSTITUTE FOR LUXURY HOME MARKETING

February 3, 2017

October 31, 2024

Greater Toronto of Canada and they’re looking for a reliable and trustworthy agent. I’m working hard to be the advisor that they can absolutely depend on with trust and confidence to serve them,” he says. Shariq takes pride in educating his clients thoroughly on every aspect of the transaction process and always working in their best interests. “I love working with my clients, helping them achieve their objectives. I provide enough information to help them make an informed and educated decision while buying or selling real estate. When they get the keys in their hand, I feel a tremendous sense of achievement. Sometimes they have tears in their eyes because they are so grateful that I was able to provide a smooth and seamless process,” he says. In addition to working with the latest technological and marketing tools to promote listings, Shariq also goes over and above by going door to door to personally talk to neighbors to see if they have any family or friends who are interested in moving nearby. “Whenever I list any property, I definitely go into the neighborhood and generate inquiries for my clients. Sometimes it turns into business, and sometimes it doesn’t. But my clients receive the feedback from their neighbors that their REALTOR® is working very hard to provide them with quality services.” Shariq is passionate about giving back to the community by supporting and Donating at the Sick Kids Foundation in Toronto, as well as donating blood at the Canadian Blood Donation Center. “I feel good about it. I like to get involved, help and support the community. Whenever my son and I can donate, we donate blood, we feel very proud and blessed to be able to help someone who might need blood, it might save a Human Life,” he says. Shariq enjoys the Hobbies of Boating, Horseback riding and has a Dream of Holding a Private Pilot Licence and Flying a recreational airplane someday.

Shariq Qureshi can be reached at (+1 647) 926-6444 (mobile) or by email at Shariq.qureshi@sothebysrealty.ca or via his App or Website or Facebook https://app.sir.com/sirshariqqureshi

https://www.milliondollarhouses.ca

https://www.facebook.com/RealtorShariqQureshi/

Kathleen Bibbins, General Manager

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The Making of

A TOP AGENT In the hustle and bustle of Real Estate lies artistry and skill honed by top-producing industry leaders. What is it that makes specific agents stand out for their success? As we glimpse into the unparalleled success of Top Agents, we find them comparable to an intricately woven tapestry of devotion, strategy, and skill, enabling these agents to Top Agent Magazine

rise to the top, showcasing what is essential to their climb to the summit. Amidst this tapestry are unique threads, fabrics, and patterns that we will explore to share the making of a Top Agent. First and foremost, one of the most fundamental factors determining an agent’s success

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is the level of service they offer their clients. For example, Mauricio Umansky is a prime example; he earned his place on the cover of the Top Agent Magazine for his notable career success as a Southern California Top Agent and owner of The Agency. Mauricio and his team at The Agency are deeply devoted to providing an extraordinaire level of service, a crucial focus for his business. Whether exercising the role as an agent for an elite client or assisting clients through their company’s concierge program, the brokerage and its team members will find a way to provide their clients with whatever they need. The level of service an agent extends to their clients is paramount to their business ethos and directly correlated to the success they find. Another feature of a top-producing agent is their devotion to nurturing sincere relationships with their clients. Agents who regularly stay in touch with clients acquire a strong repeat and referral business. Upon years of keeping up with past clients through pop-byes, client events, a simple phone call, or grabbing coffee, an agent’s business can become sustainable from this effort alone. Little gestures like remembering a client’s anniversary or birthday can make a positive impression on clients as the agent fosters a genuine relationship with them. While real estate marketing strategies remain essential, nothing compares to satisfied clients driving 120

word-of-mouth business. We’ve heard from agents featured in Top Agent Magazine who share that their clients often become life-long friends. Top Agents put their heart into their business and the relationships they build. At the same time, their business always stays strong. The making of a top agent doesn’t stop there. Agents who excel in success are often those firmly involved in the community through charitable work, associations, and events. Active participation in one’s community and an interest in philanthropic causes build trust and integrity and display character and compassion. When a business is devoted to positively impacting the lives of others, it creates a favorable outcome for all involved, those in need and others who share the standard value of paying it forward. When kind actions create a ripple effect by helping those in need, all feel the benefit, further strengthening an agent’s brand image and business. As we de-thread the tapestry of success required for Top Agents, we see their business is an interwoven fabric consisting of exceptional client service, relationship building, and giving back. Interestingly enough, the real estate industry epitomizes a “people business.” Devoted service to others makes the real estate world as it is. The making of a Top Agent has little to do with financial reward and everything to do with an unwavering commitment to serving others. Let these top leaders and their insights inspire us. Are you the next Top Agent?

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STEPHEN SUN Stephen Sun’s family has been building townhouses in the Toronto area for decades, so getting into real estate was a no-brainer for him. “They started the business in the 1990s,” he says. “I started out helping with sales and doing administrative work. I am an IT guy, but as the business grew, they needed more help with sales so in 2001 I got my real estate license.” Stephen is putting that license to good use these days. He sells 30-50 existing homes annually, and most are luxury properties that sell at a higher price point. His family still does construction, so there are always new projects in the works. “Some of the projects take years to complete,” he says, “so it may be a couple of years before the units are sold.” He works for RE/MAX Realtron Realty, and his listings are all in Greater Toronto. Some are downtown, and others are in upscale suburbs such as Markham and Richmond Hill. “Most of our sales are within 30 to 40 minutes of downtown Toronto,” he acknowledged. Though there are many things he likes about the business, preparing homes for sale is what gets him excited. “Our construction team does lots of renovations on properties before they are sold,” he says. “Depending on the property, this process could take as long as six months and cost anywhere from $10,000 to $200,000. It’s time-consuming and sometimes costly, but it’s an investment that increases the value of the home and helps our clients make more money.” Stephen relies heavily on video marketing to promote his listings. “Video marketing allows us to target

clients overseas and reach a much larger audience,” he explains. “We can post the videos on social media platforms, including Facebook, Instagram, and YouTube. That’s a big part of what we do, but we run print ads in local newspapers, too.” He estimates that about 35% of his business is generated as a result of his marketing efforts, however, the bulk of it (65%) comes from referrals. He believes in providing excellent customer service to his clients and is creative in expressing his gratitude for their loyalty. “Occasionally, we sponsor customer appreciation events for our repeat clients,” he says. “We conduct drawings and they can win prizes.” Giving back to his local community is a priority. “There are hockey clubs in Toronto for boys and girls,” he says, “and we support both.” We sponsor events for children with disabilities and make donations to local food banks. We try to do as much as we can.” In his spare time, Stephen enjoys playing badminton and golf. His greatest joy, however, is spending time with his daughters, who are 10 and 14. “We take them on trips and spend as much time with them as possible now because we know when they get older, they’ll want to spend less time with us,” he says with a chuckle. Stephen works solo now but is preparing for the day he will lead a team. “I have a part-time assistant now, and I am building a foundation that will allow me to build a team,” he says. “I think that’s the best way to increase our market share.”

For more information about Stephen Sun, call 416-617-9997, email homes@stephensun.ca or visit StephenSun.ca www.

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SUMMER VERNON Summer Vernon’s foray into real estate is a narrative of transformation, from a youthful door-to-door sales enthusiast to the innovative head of her own thriving team. At the young age of 18, she cut her teeth in the challenging world of sales, pitching roofing and siding estimates to any homeowner who would listen. Her path took an unexpected turn when, amid the global turmoil of COVID-19 and during her second pregnancy, she found herself jobless. It was then that her long-held dream of entering the real estate field resurfaced, thanks to a nudge from her supportive husband. Embracing the challenge with the wisdom and tenacity of a seasoned sales professional, she found her footing in the industry that had long captivated her. Now, three years in, Summer has transitioned from being part of a top-ranking team to orchestrating her own, called the HTV Home Team, marking a significant milestone in her vibrant career. Being a local expert in the Quad Cities region, where two states come together, Summer truly stands out. Licensed across Iowa and Illinois, she has swiftly become the go-to agent for both bustling city transactions and the serene outskirts. When asked how she ensures clients continue to come back, she credits her superior service. “I do a great job at what I do and they just remember me,” she explains. It’s not just her skills that keep her in the minds of her clients, her innovative use of AI emailing and a robust presence on social media platforms like Facebook keeps the connection alive and personal. The proof is in the numbers, with a staggering 40% of her business this year coming from returning clients, eager to navigate the “crazy market” with a trusted guide.

As for marketing her listings, Summer focuses on the Internet and technology. “We start with the MLS,” she explains. From there, her strategy branches out into the digital sphere with a strong presence on social media giants like Facebook and Instagram. But it’s not just about broad strokes, she dives into the details with drone footage and videos, bringing a cinematic flair to her property showcases. Open houses are also a staple in her arsenal, inviting potential buyers to step directly into the possibilities of a new home. To amplify her reach, she invests in targeted Facebook marketing, ensuring her listings capture the attention they deserve. Summer also shines in her community involvement, where her heart for service is evident. “I do a lot with the Gilda’s Club, which is a breast cancer charity,” she explains. She also volunteers with the elderly and participates in dog adoption and community events. When the workday ends, she swaps contracts for a softball bat, enjoying slowpitch softball as a personal pastime. Summer spends time with family and loves singing karaoke in her free evenings. Reflecting on her blossoming career, Summer feels proud and grateful for the growth she’s experienced. Looking ahead, she envisions a shift from personal sales to nurturing her team, with a heartfelt desire to “focus on helping others become extremely successful in this career.” Her commitment to growth and support extends beyond her team as she embarks on launching a podcast (Real Talk) aimed at aiding fellow agents, lenders, and vendors in overcoming their professional hurdles.

For more about Summer Vernon, please call 309-206-6940 or email summer@htvhometeam.com

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it? The fact is humans take all sorts of social, behavioral, and emotional cues from our environments. And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners? Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible. You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time. 124

3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated. If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture. Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations. Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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SUZANNE WHITE Prince Edward County, a haven of natural splendor, draws a global audience to its serene landscapes. In this vibrant real estate market, Suzanne White stands out as the go-to agent for buying or selling with unmatched prowess. A former full-time teacher with a penchant for architecture and a heart for people, Suzanne found her true calling in the housing market where she could merge her twin passions seamlessly. Her transition was carefully timed: she waited until her children gained independence before diving headfirst into real estate studies and eventually joining a mentor’s team. After a fruitful six-year collaboration and a subsequent retirement from teaching, Suzanne boldly ventured solo, shifting brokerages to honor her professional roots without overstepping boundaries. Now a full-time agent, she navigates the scenic waterfronts and burgeoning wineries of her beloved island, a hotspot for families and entrepreneurs alike fleeing the steep prices of Toronto for a slice of paradise, where business thrives and life flows like a gentle wave lapping on the shores. Suzanne’s reputation as a real estate agent is distinguished by her solid network of repeat and referral business, which constitutes a remarkable 70% of her clientele. Pioneering as the first full-time agent in Prince Edward County for Harvey Kalles Real Estate Ltd., Brokerage, she has become a cornerstone of their expansion, warranting the establishment of an office specifically for her domain. She shares, “I get a lot of referrals from them,” attributing this success to her active participation in weekly Zoom meetings where she ensures her presence is felt among over

200 colleagues. Suzanne’s approach to visibility is strategic and personable. She doesn’t just show up, she engages, fostering recognition and trust. This dedication has garnered her an influx of referrals, not just from her brokerage network but also from past clients, cementing her status as a trusted and familiar face in the community. When it comes to marketing her listings, she’s as dynamic as the properties she represents. “I’m on Facebook, Instagram, TikTok, YouTube,” she explains. Each property gets a personal touch with a walkthrough video voiced over by Suzanne herself, complemented by the sophisticated eye of a professional videographer for special promotional content. With an educator’s heart, she also creates educational videos, sharing her knowledge and passion for real estate. At the core of her strategy is a personalized touch. She hosts exclusive agent open houses, a practice not universally adopted in her area. For the public, it’s not just an open house; it’s an event with champagne and charcuterie, and neighborly visitors. “I think the more people through the better,” she says. Her vision for the future is clear-cut and intimately tied to the values she cherishes: quality service, community, and a supportive work environment. She’s not chasing the expansion of a large team. Instead, she focuses on elevating her business to ensure a legacy of excellence and care. Her brokerage is not just growing in numbers, but in community spirit, with a new building in the works that will serve as a hub for community events and entrepreneurial support.

For more information about Suzanne White, please call 613-921-0481 or email suzanne@suzannewhiterealestate.com Top Agent Magazine

T.J. O'BRIEN T.J. O’Brien’s passion for his community of idyllic Myrtle Beach is helping to attract clients like a magnet. “I absolutely love the community that I live in,” says O’Brien, a 22-year veteran of the industry. “This is a wonderful area. When something impacts the community, we get out and help.” T.J.’s journey into real estate might not have been the most traditional, but it has been nothing short of spectacular. “I tried to make professional golf my career, which did not go as planned,” he admits. While the fairways didn’t turn out to be his ultimate destiny, O’Brien found himself intrigued after his mother, who was already a successful real estate agent, inspired him to explore a new path. With five stellar buyer agents working with him, T.J. is able to offer a broader range of services and support to his growing clientele. What sets him apart is his unwavering commitment to his clients. “I believe in a relationship-based sale,” he says. His goal has always been to develop clients for life. By prioritizing their happiness and simplifying the buying process, he ensures they can focus on the excitement of getting a new home. The result? Lifelong friendships with nearly all his clients. “I try my best to remove all of the drama and emotion that goes along with buying a home,” he elaborates. “Selling on a relationship-based style is my style, and it works for me.” With an impressive 80 percent repeat and referral business, it’s clear that this approach is a winning one. Keeping his clients close, even after the transaction is complete, is important, says T.J. He uses social media to stay involved as his clients’ lives unfold, and he still believes in picking up the phone to check in. “I’m still a big believer in picking up the phone and shooting them a text when something makes me think of them systematically throughout the year,” he shares. To ensure his listings make a strong first impression, “everything starts online,” he emphasizes. His clients’ 126

homes are meticulously presented, guaranteeing they can be found on popular search engines and platforms like Zillow, Realtor.com, Trulia and Redfin. This online presence is crucial in today’s real estate market, he points out. With a keen eye for detail and a commitment to his clients, T.J.’s sales numbers speak volumes, falling between $30 to $35 million a year. Community involvement is equally important for T.J. He is constantly on the lookout for opportunities to volunteer and serve. He understands the value of giving back and being a part of a tight-knit community. When asked about his future plans, T.J.’s enthusiasm shines through. “I want to continue growing my team,” he notes. In the past two-and-a-half years, he has found a new passion in developing other agents who share his vision and goals. He aspires to continue growing his team while providing mentorship and support to help other agents replicate his success. T.J. O’Brien’s journey from the golf course to the real estate world is a testament to his adaptability and dedication. With a relationship-based approach, a growing team and a commitment to his community, he is poised to continue to make a significant impact on Myrtle Beach’s real estate scene for years to come.

Contact T.J. O’Brien at 843-222-2591, email tj@themyrtlebeachlife.com, or visit themyrtlebeachlife.com www.

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse? Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement. Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest. Stick to your schedule and adjust accordingly. It’s also important to not just post your listings. Be a resource for people who follow your page. Post community events, or other informative articles that are relevant to home ownership. Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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TRACY UTTLEY As the world was grappling with the COVID pandemic in 2020, Tracy Uttley found herself at a crossroads. She realized it was time for a career change, and real estate offered her a new beginning. “I just decided to go for it,” she explains. Despite multiple cancellations of her licensing exam due to the pandemic, nothing could deter her. Her determination and resilience paid off, and today Tracy has gone on to make a name for herself in Minnesota and Wisconsin, with her primary emphasis on the Twin Cities of Minneapolis and St. Paul. “I’ve been a business owner most of my life,” she shares, “so I have a really strong business acumen and I have an innate ability to connect with people.” What sets Tracy apart in the real estate game is her unshakable commitment to her clients. Every month, Tracy sends out a heartfelt e-newsletter that gives clients a glimpse into her personal life. “I decided to share something really personal about a yoga experience,” she recalls of one of her first newsletters, “and I sent a copy to my business coach. He said, ‘Don’t send that! This needs to be about business.’ But I sent it out anyway, and then very serendipitous events happened. One of my neighbors received it, and she forwarded it to her friend who also practices yoga and was hoping to sell her house. I got the $1.2 million listing because of that newsletter.” When it comes to marketing listings, Tracy’s background in sales and marketing is her ace in the hole. She ensures that her listings stand out with eye-catching photography. Beyond that, she takes care of

staging and preparation with the help of a dedicated team. She also uses email blasts, Facebook ads and local ads to maximize the reach of her listings. She’s not afraid to pick up the phone and personally contact potential buyers. One success story involved calling every agent in the area to ask if they had a buyer for a friend’s house. “Within a couple of days, we had multiple offers and it sold for much more than asking price,” she relates. Tracy’s portfolio of sales spans a wide price range, from $250,000 homes to $1.5 million luxury properties with a total annual sales volume of $10 million. But what remains constant is her dedication to her clients. Regardless of the commission, Tracy strives to make every transaction a win-win for everyone involved. Her true passion emerges when she talks about helping people buy their first homes. She is actively addressing the inequality in Minnesota’s home ownership rates, especially among black families. “I want to support, educate and empower them,” she says, “and give them agency, especially because our houses are our most valuable assets.” As Tracy looks to the future, she is excited about expanding her business into event planning, drawing on her previous experience. She is determined to overcome her fear of rejection, realizing that opportunities often come when we step out of our comfort zones. Her late entry into real estate at age 57 is proof that it’s never too late to chase your dreams. “The world changes every minute and new opportunities show up daily,” she says. “If we miss the last one, there’s another one right around the corner. It’s never too late.”

For further information about Tracy Uttley, call 651-332-1204, email tracy@uttleyrealestate.com, or visit uttleyrealestate.com www.

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VANESSA MONTEITH-HIRD With almost two decades of industry expertise, Vanessa Monteith-Hird of Campbell River, British Columbia, has steadily grown her real estate enterprise by combining a robust digital footprint with a commitment to integrity, a penchant for interpersonal networking, and a dedication to community involvement. “The biggest feeling of success for me is getting introduced to a family member of a client and receiving that immediate feeling of trust. Being welcomed into people’s lives again and again, and helping them along in their journeys – it carries a lot of emotional weight for me, and that recognition is more valuable than anything else.” Vanessa was introduced to the world of real estate when she purchased her first home at twenty-three years old. “I pinched every possible penny to come up with that down payment,” she recalls. “And I enjoyed the experience so much that, from that moment on, I knew becoming a REALTOR® was somewhere in my future.” After graduating with a degree in Business Administration, Vanessa found herself living as a single mother with three children, and her family’s needs fueled the Herculean effort required to embark on her entrepreneurial adventure. In 2005, Vanessa obtained her license and began serving Central Vancouver Island, Campbell River, Black Creek, and Quadra Island. “I made my social media platforms an integral part of the business,” she exudes. “I have the largest Facebook following in my community for REALTORS®, and one of the largest Instagram followings, so my clients know they’re getting exposure above and beyond the MLS. We target clients with boosts and hashtags to make sure we’re

staying in front of the right people.” To help manage her thriving business, Vanessa has recruited the help of her husband, who acts as administrator, 3D virtual camera expert, and all-around support person. “We help a lot of clients stage their homes, which requires a lot of moving parts. He’s the best in the business – and it frees me up to meet new clients and colleagues.” After cementing herself in the industry, Vanessa signed on with RE/MAX Check Realty in 2020, and her business has steadily blossomed ever since. She has been a nominated Campbell River Readers Choice Finalist for “Best REALTOR®” in 2018, 2019, 2021, and 2023. She has also ranked in the Top 100 in Western Canada for sales volume 3 times since 2022. Beyond her commitment to ethical business practices, Vanessa goes to great lengths to champion her extended community. As a parent to five children, she values supporting young people and sponsors two local youths in barrel racing and race car driving. She takes part in the Children’s Miracle Network by helping organize the Fun Run and orchestrating holiday events. Recently she’s joined the Promo Committee, and she plans to deliver care packages for women in transitional housing this upcoming Christmas. Vanessa is excited to grow her business alongside RE/MAX and her supportive family by starting her very own team, set to launch early in 2024. “I’m always looking to upgrade the marketing for my brand and the properties I represent, but I can only serve so many people in any given year. I aim to work alongside more like-minded REALTORS® and share what my husband and I have learned!”

For more information about Vanessa Monteith-Hird, please call 1-250-202-4677 or email vanessarealty1@gmail.com

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why? The hiring and training process is time-intensive and doesn’t come cheap. This means that makTop Agent Magazine

ing a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles. If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

2. Build in some perks While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team. Likewise, the right candidate will return the favor and invest his or her energies into their new role.

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision. That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 132

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another? Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

4. Keep the lines of communication open Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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ZUZANA MISIK Zuzana Misik decided to get into real estate because of a bad experience with a real estate agent. “I bought my first home at age 24,” she recalls. “Two years later I contacted a real estate agent to help me sell my home. He underpriced my home in order to make a quick sale, and misled me about the commission. It was a terrible experience. As I started to flip homes, I realized I enjoyed this process so I decided to become a REALTOR®. I wanted to do the exact opposite of what I had experienced when selling my first home. I made $18,000 in real estate commissions in my first year. I did not give up on the idea of helping people because I had a bad experience. I am sure other sellers experienced that as well. I then decided that I would operate with integrity and treat people right. This experience has led me to where I am today. Zuzana has been an active full-time REALTOR® since 2008. She works for Harvey Kalles Real Estate, Ltd. in Toronto. Established in 1958, it is one of the most prestigious agencies in all of Canada. HKRE has six offices in Southern Ontario, employs nearly 300 agents, and does more than $3 billion in annual volume. Their listings include luxury condominiums that dominate the landscape and skyline in downtown Toronto, and palatial estates in its suburbs. Seven-figure listings are the norm. She services the Greater Toronto Area but specializes mainly in Etobicoke, Mississauga, and Oakville.

“I like the fact that I cover a niche area,” she says. “I market myself as an expert in this area because I know it so well.” She loves building long-lasting relationships with her clients because her business style ensures that those relationships are built on honesty and trust. “I get to know my clients well,” she shares. “I get to know their real estate needs and goals. Ultimately, my objective is to pair them with the perfect property and sell their home for top dollar. At least 85% of Zuzana’s business comes from repeat clients and referrals. She relies on HKRE’s internal marketing department for the balance. Its network of global affiliates provides her with access to international marketing channels that reach a global audience of potential buyers. Zuzana gives back to her local community by supporting local charities. Her favorite is the Daily Bread Food Bank in Etobicoke, which fights food insecurity by distributing more than 200,000 meals each month. Periodically, Zuzana and her team get together, roll up their sleeves, and pick up trash in various Toronto neighbourhoods. “I love what I do and I want to keep serving clients by providing value to them,” she insists. “My goal is to continue to do what is right for my clients and be better today than I was yesterday.

For more information about Zuzana Misik call 416-500-6117, email zuzana@zuzanamisik.com or visit ZuzanaMisik.com www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive. 134

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re Top Agent Magazine

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters. BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking. STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never Top Agent Magazine

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth. BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times. BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common. 135

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