Nationwide & International 11-4-24 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

ARE THESE

REAL ESTATE MYTHS HOLDING YOU BACK? 5 BUSINESS LESSONS

I Learned From My Dog

ESTABLISHING YOURSELF AS A

LOCAL AREA EXPERT

10 Ways to Become a CELEBRITY REALTOR on Social Media ®

FEATURED AGENTS

ANICK FONTAINE ERIN TIMS GARY STALLINGS SALENA GARZA FEATURED LENDER

JESSICA GEIJER

COVER STORY

STACY DRAGOS

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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Establishing Yourself as a

LOCAL AREA EXPERT For real estate agents and local business professionals, carving out a reputation as a go-to local expert is invaluable. 4

Below are tailored strategies for real estate professionals eager to become their community’s trusted authority.

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Deep Dive into Local Insights

Boost Your Digital Footprint

Gain an intimate understanding of your community’s pulse—its history, cultural nuances, and what makes it tick. Keep abreast of housing trends, economic shifts, and unique local attributes that influence the market.

Craft a compelling online presence with a professional website and active social media channels. Share insights on local happenings, market updates, and valuable content that positions you as the local expert.

Hone Your Specialty Pinpoint a market niche that aligns with your community’s specific needs. Whether it’s a focus on historic homes, luxury properties, or first-time homebuyers, specializing sets you apart.

Forge Local Connections Immerse yourself in the community by attending events, joining local organizations, and engaging in activities that matter to your neighbors. Cultivating relationships with fellow businesses and professionals enhances your network and referral potential.

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Collaborate with Neighborhood Businesses Partner with area businesses and groups for mutual promotion. These partnerships can broaden your visibility and reinforce your community ties.

Commit to Community Service Demonstrate your dedication to your area through volunteering and supporting local causes. Authentic engagement with your community can significantly bolster your personal brand.

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Educate Your Audience

Maintain Cohesive Branding

Offer your expertise through informative content that addresses the local market’s nuances. Publishing guides, articles, or videos can make you the go-to source for real estate advice in your area.

Ensure your branding is consistent across all platforms. A recognizable brand identity makes you easily identifiable and strengthens your market presence.

Stay on the Pulse of Your Community

Leverage Client Success Stories Utilize testimonials from local clients to underscore your impact. Encouraging satisfied clients to share their experiences online can further solidify your reputation.

Engage with Local Media Position yourself as a local real estate authority by contributing to local publications and websites. Offering insights on real estate trends or market forecasts can increase your visibility and credibility. 6

Keep informed about local developments, news, and events. Sharing your perspective on how these could affect the local real estate scene showcases your expertise and keeps you relevant. By diligently applying these strategies, you can establish yourself as the definitive real estate authority in your local market, enhancing both your credibility and your opportunity for growth within the community.

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STACY DRAGOS Top Agent Magazine

STAC Y DRAGOS In 2019, Stacy achieved a significant milestone by closing her first assisted-living home transaction. Recognizing the potential in this specialized field, she expanded her expertise to include senior care and behavioral health properties. With a successful background in education, Stacy Dragos initially had no plans to pursue a career in real estate. But after retiring from education in 2016, the wife of her current broker (who is now the CEO of Century 21 Toma Partners), 8

encouraged her to obtain her license. Little did she know that that decision would lead her to a path of unprecedented success. “I thought, why not do it, it will be beneficial for me since I was planning to sell my home,” she recalls. Top Agent Magazine

“I got my license in 2016, and from that point on it was so much fun, and there were no limits to my income. That really motivated me.” In 2019, Stacy achieved a significant milestone by closing her first assisted-living home transaction, which has now become her highly profitable niche market. Recognizing the potential in this specialized field, she expanded her expertise to include senior care and behavioral health properties. Stacy’s business model involves working with investors across the country. This unique

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approach sets her apart in the real estate industry, with no limits on her expanding territory. “We have our first listing out of state, in Oklahoma,” she says of her team’s expansion outside of the metropolitan Phoenix and Tucson areas. “We work everywhere. We have become experts in our field, and because of that, it doesn’t limit us to regions.” What sets Stacy apart from other REALTORS® is her strong referral and repeat business. The majority of her clients come from word-of-mouth recommendations. When asked about the

secret behind her clients’ loyalty, Stacy explains, “We specialize in a particular niche, which means we generally serve both buyer and seller in the transaction because it takes such specialized knowledge and expertise.” Her ability to guide investors and ensure they make profitable

decisions is what keeps clients coming back. She adds, “Our primary goal is always to make our clients money.” Stacy’s success in real estate is evident in her impressive sales volume. She has consistently ranked number one for

Stacy finds real estate exciting and fast-paced, constantly presenting new challenges and clients. “My comfort level in my area makes me enjoy it so much more because I understand it,” she says. Tucson 10 LDO Main Floor

Finished Area 4719.34 sq ft

CLOSET

LAUNDRY 11'6" x 12'10" 127 sq ft

PANTRY

F/P

PRIMARY 14'9" x 18'4" 271 sq ft

CLOSET

HALL

F/P

DEN 13'11" x 19' 265 sq ft

FOYER

KITCHEN 16'1" x 20'6" 251 sq ft

BEDROOM 12'5" x 13'10" 167 sq ft

BAR LIVING 30'10" x 24'3" 636 sq ft

UTIL

BATH 5'8" x 9'11" 56 sq ft

BATH 10'8" x 9'3" 79 sq ft

CLO C

HALL

C HALL

STORAGE 10'1" x 16'4" 113 sq ft UTILITY

CLO

BEDROOM 13'11" x 14'3" 180 sq ft

CLO

DINING 14'9" x 14'6" 204 sq ft

BATH 4'11" x 5'11" 28 sq ft

BEDROOM 14'3" x 13'10" 181 sq ft

BEDROOM 11'10" x 13'10" 164 sq ft

BATH 4'10" x 11'3"

CLO BEDROOM 11'11" x 13'11" 166 sq ft

PATIO BEDROOM 12'7" x 18'1" 190 sq ft BATH 18'10" x 22' 200 sq ft

UTILITY

PATIO

BATH 5'11" x 9'9"

BEDROOM 14'2" x 13'11" 180 sq ft

CLOSET

Unfinished Area 1496.29 sq ft

PORCH GARAGE 40' x 41'8" 1258 sq ft

20 ft

PREPARED: 2022/07/30

White regions are excluded from total floor area in iGUIDE floor plans. All room dimensions and floor areas must be considered approximate and are subject to independent verification.

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Stacy’s business model involves working with investors across the country. This unique approach sets her apart in the real estate industry, with no limits on her expanding territory. “We work everywhere. We have become experts in our field, and because of that, it doesn’t limit us to regions.” Century 21 Toma Partners since joining the brokerage in 2016. What Stacy loves most about her work is the opportunity to help people and make them money. She finds real estate exciting and fast-paced, constantly presenting new challenges and clients. “My comfort level in my area makes me enjoy it so much more because I understand it,” she says. Top Agent Magazine

While Stacy’s focus has primarily been on growing her business, she recognizes the importance of community involvement. Currently, she participates in charitable activities through her brokerage, including donations to causes related to seniors and those in need of assisted living. Looking to the future, her vision for her business is centered on continuous 11

growth and improved service. With the addition of specialized agents to her team, she aims to provide even better assistance to clients. “I was becoming so busy that I was overwhelmed,” she explains. “It takes a lot to be able to provide that level of service constantly. We’ve added multiple agents with assisted-living experience, and that has allowed me to take

a step back and refocus on growth. And now we’ve grown to be able to take on new business out of state.” Throughout her real estate journey, Stacy has been grateful for the unwavering support of her brokerage. “I have the support that I need to be successful,” she acknowledges. “That’s so important.”

To contact Stacy Dragos please call (623) 632-0934, email stacy@stacydragos.com, or visit investinretirementcommunities.com www.

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ARE THESE

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

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

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

MYTH #1

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

MYTH #3

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

Real estate is a solo endeavor.

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

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

MYTH #2

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

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

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ERIN TIMS Top Agent Magazine

ERIN TIMS

Top Agent Erin Tims of Queensbuy, New York is a solo agent with Coldwell Banker servicing buyers, sellers, and investors in the Lake George area. Erin Tims of Queensbuy, New York, combines a lifetime of knowledge in construction loan monitoring with her stellar online presence and exuberant disposition to fuel a thriving real estate enterprise. “I just like being there for people – whether or not it’s about real estate, I bring alertness and willingness to everything I do. I’m always ready to respond with a helping hand, and I’ve always just been a people person – I’m the one in the line at the grocery store asking you where you got your shoes!” Before formally becoming a licensed agent, Erin grew up with family members working in an adjacent industry. “My family has always 16

been involved in building and construction,” she recalls. “We do site inspections for corporations, and I worked for that company for a long time. My kids were fully grown and I had the time to get licensed and chase my dream. I didn’t even get started until I had time to focus on my career and not raising my 3 boys. Erin completed her license and signed on with Coldwell Banker, and began servicing Lake George as a solo agent. Today in October 2024, Erin has already cleared $9 million in annual volume, with a book of business bolstered by a steady stream of personal referrals and digital marketing. “I just love the marketing and social media side of real estate,” Copyright Top Agent Magazine

she exudes. “I’m not just taking photos with my cell phone; I use professional drone footage and two separate production companies. I want to add that personal touch to everything I do – I tell my clients, ‘I’m not here to list your house. I want to sell your house.’” This willingness to take virtual risks and inventively market her listings has quickly cemented Erin’s position in the real estate industry and provides a reliable foundation for continued growth. Erin pairs this robust digital footprint with a penchant for interpersonal relationships, and she is quick to celebrate the people she serves and the mentors who have made her life possible. “I get to meet people from all walks of life doing this work. Lake George is a tourist town, so I get to list a $100,000 home in the morning and a $4 million lake house in the afternoon. I serve anybody and everybody. Not to mention my colleagues – my broker is amazing, and she’s helped me grow by being competitive with myself. She’s truly inspirational.” In addition to clients and colleagues, Erin thrives on relationships with family members and neighbors. She and her husband, who retired from the FDNY after their time in New York City, volunteer with the local fire department. “I’m part of the Bay Ridge Volunteer Fire Company – we go out and do fundraisers to make sure our firefighters are taken care of, especially in between calls. I also am involved with the Adirondack Regional Chamber of Commerce, helping to connect businesses with each other!” When she’s not busy extending her ever-growing sphere of influence, Erin and her family enjoy everything that the thirtytwo-mile lake paradise has to offer: boating, skiing, hiking, and “everything in the great outdoors that I couldn’t do in Long Island!” Top Agent Magazine

For more information about Erin Tims, please call 631-404-7593 or email Erin.Tims@coldwellbankerprime.com

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

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

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

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

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

CLEAR AND FREQUENT COMMUNICATION

Dogs are always communicating. Though their communication may not be as clear to us if we aren’t familiar with their behavior, their messages come in bright as day to the dogs around them. If you’ve ever taken a dog to a dog park, you will see what we’re saying. A bow towards the ground with a tail wag means, “I’m ready to play!” while a tucked tail, cowering stance and whimpering means, “I’m scared!” The dogs who send these messages are hoping for a response in the dog they’re communicating with, whether it’s to engage in play or leave them alone. The dogs who observe these behaviors instinctively know what they mean. Though they might not always respect what the 20

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

FIND THE REWARDS IN LEARNING

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

EMBRACE REGULAR OUTDOOR TIME

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

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

PRIORITIZE MAKING A GOOD FIRST IMPRESSION

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

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

REMAIN ALERT AND ADAPTIVE

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

Though dogs do love socializing and meeting new creatures, they also have a protective nature, meant to keep them and their pack safe. You can see this behavior play out when the doorbell rings or a stranger walks by your house. They will bark loudly, alerting you that something is happening. If you inspect the danger and tell them nothing is wrong, they eventually adapt their behavior, going back to what they were doing prior. When everything seems peaceful, they are always keeping their nose, ears, and eyes on high alert, waiting for anything out of the ordinary to happen. We can implement this lesson by continually looking out for inconsistencies, and staying in touch with our instincts. If something in your work seems wrong, look into why that is, and adapt accordingly. In business, it’s important to stay in tune to what is happening, so we can keep up with changes and refine our strategies. Change is inevitable, and being open to that will help us reach new levels of growth. 22

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ANICK FONTAINE In the Centre-du-Québec, Anick Fontaine is charting her own path in real estate, following in the footsteps of her father. “I learned from the best,” she says: “My father.” Anick grew up surrounded by the real estate business, so she developed a love for homes and the construction business. “Initially I followed my father in the business because he needed the help. Then it became a good fit for me.” She and her father worked closely as a team for the first three years, beginning in 2017. Since her father has reached 74, he has gradually stepped back. Now they are both solo agents, allowing Anick find her own stride. Smaller towns and rural areas may not have the glitz of Montreal, but Anick’s sales have hit an impressive annual volume of around $10 million. “In my area, we have mostly affordable housing rather than luxury homes like other markets, so I average about 50 sales yearly. And I do it all on my own,” she says, without a team behind her. In addition to a residential sales license, Anick also holds a commercial license. Yet Anick measures her success by something much more meaningful than sales numbers— client satisfaction. “I have a tireless work ethic,” she says. “My husband calls me a workaholic.” As proof, Anick is also an author, having just completed her second book which focuses on helping people care for themselves and achieve “sustainable body transformations”—another example of

Anick’s passion for helping others improve their lives. The freedom of being her own boss is one of the things Anick loves most about her career. “I also love teaching,” she shares, adding that she enjoys mentoring others in the business. “I love to collaborate with other agents who need help.” That’s one of the reasons Anick joined her agency’s Assistant Team. When agents need an answer quickly, she might be the one on call to help them. Anick has successfully used Facebook to maintain strong connections with her clients, engaging with their children’s photos, birthdays and other life events. “Facebook is great for maintaining those relationships,” she notes. “It really keeps the friendships alive.” As for the future of her business, Anick has big plans. “I want to keep growing,” she says. Digital marketing is high on her agenda, and she’s keen to expand her presence online through YouTube and other platforms. “In bigger markets like Montreal, a strong digital presence is already there, but in my area, it’s not quite as common. I want to bring that to my clients.” With her father’s mentorship behind her and her unstoppable drive, there’s no doubt Anick will continue to reach new heights in Quebec’s real estate scene. “I’ve learned from the best,” she says. “I have my father’s 30 years in the business guiding me.”

For further information about Anick Fontaine, please call (819) 552-1339, https://propriodirect.com/mlsa.aspx?a=MT112153 email anickfontaine8@gmail.com or visit anickfontaine.ca http://

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GARY STALLINGS Gary Stallings of Houston, Texas has established a legacy in the real estate industry by combining his entrepreneurial spirit with a dedication to consistency and a deep understanding of global and local landscapes. “I’m excited to continue tackling new challenges with my son and the rest of the Gary Stallings Team. After switching to eXp and running our business with their cloud, we started discovering new ways to grow and capture more of the Houston market.” Prior to entering the world of real estate, Gary owned and sold his own business in 1987, and he used the proceeds to pay his way through real estate school. “RE/MAX did not hire new licensees back then,” he recalls. “But after I proved to the broker that I could pay my office bill a full year in advance, she could tell I was a go-getter. Two years later I was the number one RE/MAX agent in Houston – I knew I had found my calling.” Gary brought his easygoing demeanor and penchant for candor to a wide swathe of geographic territory including Spring, Magnolia, The Woodlands, and Tomball. At the peak of his career, he was the #1 RE/MAX agent in all of Texas and #4 in the entire country. This impeccable track record as an individual agent springboarded Gary’s career as a team leader and office owner, and he is a prior broker-owner for four separate RE/MAX offices (housing as many as 144 agents). “As much as possible, I try to run things like clockwork,” he exudes. “My clients and neighbors

in this subdivision get direct mail marketing from me every two weeks. I try to keep people updated on the current industry and just keep people informed – plus we have all the major industry search engines working for us.” This combination of virtual and analog marketing serves as the bedrock for the current Gary Stallings Team, which includes a full-time transaction coordinator and three additional agents. With his position cemented in the greater Houston industry, Gary has decided to concentrate his efforts on his local subdivision. He maintains a book of business that is over seventy-five percent repeat and referral clients, and he maintains an average annual volume of nearly $10 million. “I try to sponsor anything and everything that happens in the subdivision,” he shares. “Whether it’s a Fourth of July parade or a Fall Fling for the kids – it’s nice to see all the businesses we have here get together to celebrate.” While he readily shares his knowledge and prosperity with everyone around him, Gary is most excited to pass on his expertise and acumen to his son, who is also a licensed agent. “He has a sports marketing degree from Baylor, and he’s currently working with the Houston Texans. He’s going to have a hard time stepping back from that job – he and his fiancee have an unlimited pass to NRG Stadium, which they both enjoy tremendously. He has the knowledge and skill set to thrive in just about any line of work, but when he’s good and ready to take over he’s going to do an incredible job.”

For more information about Gary Stallings, please call 281-660-4881 or email gs8506@yahoo.com

10 WAYS TO BECOME ® A CELEBRITY REALTOR ON SOCIAL MEDIA

Establishing yourself as a well-known REALTOR® on social media requires developing a solid personal brand, producing captivating content, and engaging with your audience. Here are some steps to help you achieve that: Top Agent Magazine

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1. Produce Regular Content

6. Communicate With Your Audience

Create a content plan that matches your brand and appeals to your target audience. Share a mix of professional real estate content, behind-the-scenes glimpses of your life, and engaging personal content. To keep it interesting, use a variety of content types, including photos, videos, and written posts.

Respond promptly to comments and messages. Ask questions and encourage interaction in your posts. Host live Q&A sessions or virtual tours to engage with your audience in real-time.

2. Use Creativity in Marketing

Share educational content about the real estate market, home buying/selling tips, and industry trends. Position yourself as a knowledgeable expert in your field by providing valuable information.

Your Listings

Use high-quality images and videos to showcase your properties. Incorporate storytelling techniques to make your property listings more engaging. Highlight unique features and selling points of each property.

3. Set Your Brand Determine what makes you stand out from other REALTORS®. Discover your selling points and unique traits. Create a brand that reflects your personality, expertise, and values, and give it a name that is memorable and aligns with who you are.

4. Enhance Your Profiles Make sure you’re using high-quality, high definition profile photos. Write a bio that highlights your real estate experience, areas of expertise, and any unique qualities that make you stand out. Include contact information and links to your website or other relevant platforms.

5. Connect With Your Peers Collaborate with other influencers or professionals in the real estate industry. Attend local events and network with other professionals in your community. Cross-promote with other REALTORS® or businesses in related industries. 26

7. Provide Information and Value

8. Use and Create Hashtags Research and use relevant real estate hashtags to increase the discoverability of your posts. Create a branded hashtag to encourage your audience to share their experiences with your services.

9. Stick to a Regular Posting Schedule Establish a consistent posting schedule to keep your audience engaged. Use analytics tools to determine the best times to post for maximum visibility.

10. Be Yourself Showcase your personality and be authentic in your posts. Share your successes, challenges, and personal experiences to connect on a deeper level with your audience. Remember, building a celebrity presence on social media takes time and dedication. Stay true to your brand, be patient, and adapt your strategy based on what resonates with your audience.

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JESSICA GEIJER Jessica Geijer of Chicago, Illinois, combines decades of lending experience with a robust professional network and a dedication to personalized service to fuel her thriving enterprise as a mortgage lender with Citywide Home Mortgage. “The world is getting more and more automated every day – I feel like AI is everywhere. That means the future of my business is grounded in face-to-face interactions. I spend my time and energy making sure I leave a lasting impression on people, writing handwritten cards, and making sure people feel like they’re heard and taken care of.” Before stepping into the mortgage world, Jessica worked in various specialties around the country. “I worked for a subprime auto loan company out in Ohio for a while,” she recalls. “Then I did some lending on dairy cows – that was fascinating – and eventually I found an opening in 2002 at RBC Bank in their mortgage division for some basic processing.” Jessica eventually found herself funding, underwriting, processing, and closing all her own loans, with as many as 180 in her pipeline at a given time. After a few years processing with Wells Fargo in Minnesota, Jessica returned to Chicago and worked as an LO assistant for high-producing officers, and in 2016 she began originating on her own. Today in 2024, Jessica boasts an average annual volume between $15 and $25 million, bolstered by a book of business that is over eighty percent referral clientele. The bulk of her efforts are concentrated on origination, and her work is evenly spread between

FHA, VA, Conventional, and Jumbo loans. “I spend a lot of time working with self-employed clients, and I’m very familiar with working through those particular challenges,” she exudes. “Showing up for individuals each day is the best way to earn their trust and referral.” In addition to serving friends and relatives of clients, Jessica goes to great lengths to connect with national and local communities. She is licensed to originate in fourteen states, is a member of the Union League Club of Chicago (a philanthropic social club), and is an active Co-Chair and Board Member of the Professional Women’s Club of Chicago. “It’s a great resource for me, and it’s something I can extend to others. We try to grow the group based on feedback and questions we get from our clients. We have an estate planner, a family law attorney, a personal injury attorney – there’s a wide variety. We just got in touch with a woman who does wallpaper and painting – it’s a great way to grow alongside other women in my city.” Jessica is quick to celebrate clients and colleagues alike, and she recognizes that the success of her business depends on interdependent strengths. “My production manager Michelle Bice is a fountain of knowledge – she used to manage underwriters, and it’s really helpful for me to lean on her. And Courtney, our processor, is phenomenal. They let me stay involved with clients, keep them updated with market trends, and help them navigate any underwriting issues. Between the three of us we keep everything smooth and simple!”

For more information about Jessica Geijer, please call 847-533-1586 or email jessica.geijer@citywidehm.com

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MASTERING TALENT ACQUISITION IN REAL ESTATE The ability to draw in and keep exceptional agents forms the backbone of any thriving brokerage. The art of follow-up stands at the forefront of transforming potential interests 28

into concrete assets for our teams. Below, we delve into the strategic nuances of follow-up, showcasing its role as a critical differentiator in securing the industry’s best.

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• Fostering Memorable Connections: The initial meeting lays the groundwork, but it’s the diligent follow-up that cements a solid relationship. A personalized email or call after the first interaction not only reiterates the benefits of joining your team but also highlights your brokerage’s dedication to building meaningful connections.

• Showcasing Commitment to Agent Success: Continuous engagement post-meeting signals to prospective agents that your firm is invested in their career trajectory. This level of dedication showcases a supportive environment where agents’ growth and success are paramount.

In a landscape where elite agents are pursued by numerous firms, staying actively engaged through follow-up can keep your brokerage at the forefront of their minds. Highlighting your unique offerings and culture through consistent communication underscores why your firm is the ideal choice.

• Highlighting Paths for Professional Development:

• Clarifying Doubts and Building Confidence: Utilize follow-up interactions as a platform to address any hesitations or queries. Engaging in open dialogue ensures that expectations and values are aligned, paving the way for a mutually beneficial partnership. Top Agent Magazine

• Ensuring Your Brokerage Stands Out:

Follow-up conversations are golden opportunities to outline the developmental prospects within your firm. Elaborating on mentorship programs, educational workshops, and career progression plans can tip the scales in your favor.

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• Elaborating on Brokerage Values and Culture: Post-meeting, candidates often seek deeper insights into your brokerage’s ethos and community. Follow-up communications are perfect for sharing success stories and the supportive network that defines your brokerage, aiding them in making an informed decision.

• Respecting Communication Styles: Recognizing and adapting to a candidate’s preferred method of communication tailors a more personalized and effective followup. This adaptability not only respects their preferences but also fosters a stronger rapport. 30

• Smooth Transition to Onboarding: A strategic follow-up process seamlessly bridges candidates to the onboarding phase, setting a positive tone for their integration into your team. This smooth transition is crucial in cultivating a productive and harmonious work environment from the get-go. In conclusion, the power of follow-up in recruiting real estate agents cannot be overstated. It is not merely a formality but a strategic and essential component of the recruitment journey. Brokers and agencies that prioritize effective and consistent follow-up demonstrate a commitment to their agents’ success and position themselves as attractive destinations for top-tier real estate talent. In a field where relationships are paramount, unlocking success often begins with the simple act of following up.

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Top Agent Magazine

SALENA GARZA Salena Garza likens the real estate industry to the game of golf. “It’s super competitive, and every day is a different game,” she says. In real estate, as in golf, Salena thrives on the challenge. Because each day is unique, her drive to adapt to new challenges has been a key part of her journey from administrative assistant to REALTOR®. Salena’s path to real estate began in an unexpected way. “I reconnected with someone from my past,” she recalls, a real estate veteran who became her mentor and encouraged her to enter the business. “Three months later, I was licensed and had my first client—the very first day my license was in effect.” Since then, Salena has built her career at a boutique brokerage in Franklin, Tenn., serving one of the wealthiest areas in the state. Her work extends beyond Franklin to include Spring Hill, the fastest-growing city in the state, as well as Thompson Station, Winchester and more. With a repeat and referral business rate hovering at an impressive 90 percent, Salena’s approach to client care sets her apart. “It’s all about the hustle,” she says, “but it’s also about heart. My husband has been in the fire service for 21 years. We both have servant hearts.” Part of that service involves providing a concierge-style experience for her clients, exceeding expectations to make the process smooth and enjoyable. “Whether it’s taking care of the dog during a showing, or entertaining the children, for me it’s a lot more than just a business transaction,” adds Salena. “I keep it very relationship-based.” Salena stays connected with her clients long after the transaction is over, providing consistent updates on their home’s equity. “I love being able to show my clients how much equity they’re growing,” she says. Marketing is also a cornerstone of her strategy. “From the moment we get your property on the market until we’re sitting at the closing table, I will spend and hustle Top Agent Magazine

to promote your listing until it’s sold,” she says. Through open houses, social media posts and postcards to targeted circles, Salena ensures maximum exposure for her listings. Beyond her real estate work, Salena is active in her community. As a board representative for the Spring Hill Chamber of Commerce, she leads a group of local business owners who volunteer through the chamber. She’s also passionate about non-profit work, focusing on causes ranging from women’s shelters to human trafficking and pregnancy centers. When not working, Salena and her husband love to travel. They also enjoy their lake property, spending time on the water with friends. As for the future, Salena remains laser-focused on growth. “I came out of the corporate world, so I’m really big on business plans and money goals,” she explains. “It’s about staying true to what your ‘why’ is—whether that’s providing a comfortable living for my family or continuing to grow my business year after year. Most of all, I love making people money. That’s probably my favorite thing about the job, because it’s life-changing for my clients.”

Contact Salena Garza at 615-364-5943, email Salena.garza@lhinternational.co, or visit her website at lhinternational.co www.

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