FEATURED AGENTS
BRIAN QUIJADA
CHRISTIAN RASMUSSEN & STEPHEN MILLER
DANIELLE LAPE & AMANDA OWENS
JEFFREY BRAUN
KOURTNEY WALKER
LEAH PIANTIDOSI
MATT BURGAN
FEATURED LENDERS
NICK BURCHETT
RACHEL SAYLOR
BROWN
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
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.
• 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.
• 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.
• Ensuring Your Brokerage Stands Out:
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:
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.
• 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.
• 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.
DAVID CAVALIER
Top Agent David Cavalier leads a team of twenty sales agents as the Broker/Owner of the Cavalier Real Estate Group based in Austin, Texas.
David Cavalier of Austin, Texas, has perfected a systematic approach to assisting builders and developers who aim to create successful neighborhoods from the ground up. “I just have a passion for real estate and I love helping people. I have a very specific expertise in residential land development. I basically turn farms and ranches into residential subdivisions, and market and sell new construction
communities. I’ve been doing this for over thirty-five years, and bringing success and knowledge to my clients is what keeps people coming back.”
Originally, David got started in real estate in 1986 when he was tasked with digitizing an entire office. “I was in the electronics industry,” he recalls, “and I got hired to computerize the office functions
of a builder developer in Pennsylvania. I took everything from his file cabinets – from contracts to floorplans – and by doing all of the data entry first hand, I slowly learned how to build a house.” While working on the assignment, David acquired his real estate license and went on to spend the next five years working alongside that very same business in land
“I
acquisition, subdivision approvals, project management and sales.
Today, David leads a team of twenty sales agents as the Broker/Owner of the Cavalier Real Estate Group based in Austin, Texas. They average between $50 and $100 million in annual volume (with 2021 being their record setting year at $150 million),
have a passion for real estate and I love helping people. I have a very specific expertise in residential land development. I basically turn farms and ranches into residential subdivisions, and market and sell new construction communities.
The Cavalier Real Estate Group Facebook page is a testament to this philosophical cornerstone, and David’s tried-and-true approach to marketing and development has him doubling down on the formula that has brought him continued success: “create communities, develop properties, and help people chase their dreams.”
and they sport a well diversified set of skills. “Everyone kind of does their own thing as far as specialty,” he exudes. “We all do residential resale, and I specialize in land acquisition, project financing, and subdivision approvals specifically; but we have an agent for anything. Leasing, commercial rentals, office and retail sales,
private rentals – we can help anybody who needs to buy or sell real estate in-house.” Independently, David maintains a book of business that is over ninety percent repeat and referral clients, and he regularly hosts luncheons for listing opportunities to stay in touch with the builders and developers who rely on his services.
As he continues to support his regular clients, David is proud to pass on his knowledge and expertise to the agents he mentors (including his twenty-three year old son, Blaise). “I just feel blessed to have this knowledge and experience that I can use to help others be successful in their endeavors. Everything about the real estate industry that I know how to do I’m happy to share.” The Cavalier Real Estate Group Facebook page is a testament to this philosophical cornerstone, and David’s tried-and-true approach to marketing and development has him doubling
down on the formula that has brought him continued success: “create communities, develop properties, and help people chase their dreams.”
When he’s not growing his business or assisting his agents, David enjoys spending time with his children, golfing with his friends, and supporting Habitat for Humanity. “Providing housing for people is what we do, so that’s a natural charity for us to champion! We love helping anybody and everybody get into the home of their dreams.”
AGENT STRATEGIES TO GROW YOUR SOCIAL MEDIA PRESENCE
In real estate, where connections and maintaining relationships with clients are crucial, having a strong social media presence is essential for any REALTOR®. A wellcrafted agent profile on social platforms can not only showcase your expertise but
also help you connect with a wider audience, build trust, and ultimately grow your business. Here are some comprehensive agent-profile tips to elevate your social media presence and establish a strong online persona:
1CREATE AN ENGAGING AND INFORMATIVE BIO
Your bio should introduce you as a real estate expert and spotlight your specialties, service areas, and what makes you unique. Include relevant keywords so you will rank high in a Google search.
2 HAVE A PROFESSIONAL APPEARANCE IN PROFILE PICTURES
It’s important to have a clear, high-definition photo of yourself. You should look professional, but at the same time approachable. Wear clothes that align with your brand, and keep the background simple.
3 SHOW OFF YOUR ACHIEVEMENTS
Share your professional success, accomplishments, accreditations, and awards. This will enhance your credibility and make you appealing to potential clients. Those who visit your social media site will know you’re an expert.
4 MAINTAIN A PERSONAL CONNECTION THROUGH POSTS
Buying and selling real estate is a highly personal experience. It’s vital that you showcase your personality and relatability. Clients want to work with someone who they feel comfortable with. Incorporate your hobbies, personal anecdotes, and interests in your posts.
5 HIGHLIGHT YOUR COMMUNITY WORK
Whether you’re sponsoring an event, volunteering, or supporting local businesses, it’s beneficial to show your followers that you care for your community. It will help portray a positive brand image, and demonstrate a dedication to the areas you serve as a REALTOR®.
6 CREATE CONTENT THAT CAPTIVATES
Produce varied and interesting content, balancing listings with insights into the market, news, and tips for buyers or sellers. This will keep your followers engaged and help solidify your status as a top expert in the field.
7 ENGAGE FOLLOWERS
When people comment or message you, it’s important to respond. It’s also great to get conversations going on your social media pages by posing questions with your posts, running polls, or asking for opinions.
8 KEEP TO A SCHEDULE
Post regularly on social media, at times when your audience is most active. This will ensure your posts are being seen by the largest audience possible. And when your followers know when to expect your posts, they will remember to check it out.
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POST BEHIND THE SCENES INSIGHTS
Offer a look into your everyday life in the real estate world, including preparing for open houses, client meetings, or your office setup. Maintaining an authentic presence will help you connect to your followers.
10 DON’T FORGET ABOUT STORIES AND REELS
Take advantage of Instagram and Facebook’s Stories and Reels. This is where you can post more spontaneous and creative content. Some of the highest engagement on social media happens on these platforms.
11STRATEGIC HASHTAG USE
Use hashtags that are relevant to what you’re posting. You can even create your own hashtag that reflects your brand. When you use a mix of the two, you’ll reach a larger audience.
12 COLLABORATE WITH PEERS
Don’t be afraid to partner up with local businesses, industry influencers, and other professionals. You can cross-promote content and create content together. This will introduce you and your brand to new audiences.
13 CREATE EDUCATIONAL CONTENT
Establish yourself as an expert by sharing knowledge about the real estate market,
process, or regulatory changes. Educating your audience not only demonstrates your expertise but also provides them with valuable information.
14 POST CLIENT FEEDBACK
Feature positive feedback from satisfied clients. Testimonials build trust and provide social proof of your skills and commitment to client satisfaction. Consider creating visually appealing graphics or dedicated posts to showcase these testimonials.
15 QUALITY VISUALS ARE KEY
Invest in high-quality visuals for your posts. Clear and appealing images are crucial in the real estate industry, whether you’re showcasing a property, sharing a personal story, or promoting your services. Professional visuals make a significant impact on social media platforms.
Remember, building a strong social media presence is an ongoing process that requires a blend of creativity, consistency, and genuine engagement. Regularly assess your analytics to understand what resonates with your audience, and adjust your strategy accordingly. By incorporating these agent-profile tips, you can effectively grow your social media presence, establish a meaningful connection with your current and potential clients, and differentiate yourself in the competitive real estate landscape.
BRIAN QUIJADA
Seven years ago, Brian Quijada began his real estate career and moved to Boston to work in one of the most competitive real estate markets in the country. He was inspired by his father’s real estate investments and a friend’s success in the field. After passing the licensing exam, he joined a small boutique firm in Oak Square in Brighton, MA. There he had a great mentor in his first broker. He instilled in him the importance of tending to the details of the sale whether they were big or small, and treating clients as people, not transactions. He was adamant about being relational and not transactional. “He was all about the psychology behind it,” Brian explains. “He believed in building relationships with every client, so that was ingrained in my brain very early on.” These lessons shaped Brian’s approach, leading him to grow a career based on trust and authentic connections. In one of the country’s most desirable markets, Brian has now become known for his client-centered focus, and honest no-nonsense approach helping people find
the right home with a balance of insight and genuine care.
With 90% of his business coming from repeat and referral clients, he’s mastered the art of client retention by staying actively engaged in their lives. Brian’s transparency and relatability on social media allow clients to see him as someone they can relate to. “I’m big on social media,” Brian explains. “I post a lot about the current market and my personal life. Blending those two things has helped me connect with clients.”
Brian’s talent for delivering superior service and building lasting relationships has led him to great heights. One of the things Brian is most proud of is starting and running The Leasing Department at his current brokerage EVO Real Estate Group. As the head of the leasing department at EVO Real Estate Group, he manages a team of nine agents. They currently exclusively lease out around 300 units. “We’re representing clients in the best ways possible, finding them great
tenants, and maximizing their investments,” he explains. Since taking on the position two years ago, he’s led the team towards significant growth. “The team has made almost a million dollars in gross commissions for the brokerage, so it’s been a lot of fun running this and helping other agents grow. I take a great deal of pride in now being a mentor to some agents at the company.”
When it comes to sales marketing, Brian’s strategy combines traditional and digital approaches to ensure every property reaches a broad audience. “We’re active on social media but we also do a lot of print advertising,” he shares. From postcards and brochures to flyers he hands out personally, Brian uses these materials to directly connect with people. For each listing, he takes the time to meet neighbors, letting them know a home nearby is coming up for sale. By making himself approachable and knowledgeable, Brian builds strong community ties and establishes himself as the neighborhood expert, a reputation that brings him clients. Brian Quijada has amassed over $100M in sales since he began in the business, in the residential, new development and commercial sector of Boston real estate.
As Brian looks to the future, he’s excited to continue making a difference in his clients’ lives, especially for first-generation families and immigrants. “Helping first-generation and immigrant families is really special to me,” he says. “My parents came here from El Salvador with nothing but the clothes on their backs. They guided me through school and life and really showed me anything is possible if you work hard enough.” His experience growing up has made him truly appreciate the journey of homeownership. “I am driven to help people reach the American Dream.”
For more information about Brian Quijada, you can follow him on Instagram at @bostonbq or his cell please call/text 978-590-9921, or email brian@evoboston.com
Easy Blog Topics for Your Real Estate Blog
Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.
Real estate bloggers should be less concerned with whether the same post already exists (it does)
than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.
Pillar content refers to those evergreen posts that never get old because they are always timely. Think about those questions that you’ve had to
answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?
Evergreen Content
This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.
Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.
You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.
Case Studies
Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.
Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.
Stay Local
Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby? What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.
There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.
Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.
The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.
If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.
DANIELLE LAPE & AMANDA OWENS — TEAM ELITE
Meet Danielle Lape and Amanda Owens, the powerhouse pair known as Team Elite at KRE Brokerage Group redefining real estate in Southern Maine. With more than 25 years in the industry, Danielle has seen it all—from her beginnings in commercial real estate to two decades at KRE Brokerage Group, where she thrives today. Originally from Palos Verdes, Calif., Danielle’s career path began with dreams of a law career when someone at her gym suggested she try her hand at real estate. She did, and the rest is history. Amanda Owens, Danielle’s team member, is a natural talent and valued partner, earning her esteemed Broker license after only six years in the business. When Amanda was first drawn to real estate after fifteen years in sales, she approached Danielle for mentorship, a request Danielle gladly accepted. “I’d be honored to,” Danielle recalls saying. Together, the pair has built a thriving business with an impressive $50 million in sales over the past two and a half years and no signs of slowing down.
The synergy between Danielle and Amanda is the foundation of their success. Danielle describes them as “yin and yang”—with Danielle as the behindthe-scenes paperwork expert, a skill she honed from her years as a paralegal, and Amanda as the “get out there and get deals done” closer. “If I’ve got a deal that’s pending, I always send Amanda to get the deal done,” Danielle explains. This complementary 8
dynamic, combined with a deep commitment to client relationships, has made them a trusted name for both new and returning clients in the Maine real estate market.
Danielle and Amanda’s market stretches across the Southern Maine region and beyond, where they work closely with dedicated builders as well as third-party developers and individual clients. Their strong referral and repeat business speak volumes about the loyalty they inspire. “We pride ourselves on maintaining a one-on-one personal approach to the business, sometimes overlooked with technology making it easier to do everything online,” Danielle says. Amanda agrees, noting “We want to make it a seamless transaction – from start to finish – by remaining personally involved along the way.”
The best part of the job for both Danielle and Amanda is helping people realize their real estate dreams. “Living in one of the most beautiful states in the country is just one of the benefits,” says Danielle. “But that emotional connection with clients, which was not there when I was in commercial real estate, is most satisfying.” Amanda adds, “When you’re giving the keys to somebody for their beautiful new home, that’s the best feeling in the world.”
Their marketing approach is a blend of high-touch and high-tech. From drone-shot videos and professional photography to Facebook and email blasts, Danielle and Amanda are experts at keeping their listings visible. As the market shifts, they’re leaning back into creative mailers and flyers to reach buyers directly. Both have deep ties to the community, with Danielle serving on the board of the Maine Commercial Association of Realtors and hoping to organize charitable events in 2025 for causes like the American Cancer Society and veterans’ groups. Recently, the duo passed their broker exams—a milestone that represents the pinnacle of licensure in the field. “I’m not sure what will happen next,” Amanda says, “but we are excited for what the future holds for this market and our clientele”.
As they look to the future, Danielle and Amanda are poised to take their partnership to new heights, with a robust pipeline of inventory and an ever-growing client base. Together, they’re not just closing deals—they’re building lasting relationships and leaving a meaningful impact on the Maine real estate landscape by helping to create “the way life should be” through building equity in real estate.
How to Cut Down on Digital Distractions and Up Your Productivity
As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message—
it can feel impossible to untangle yourself from the worldwide web.
As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then
get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.
Focus on one digital task at a time.
While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.
Give yourself a curfew.
In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.
Mute social media notifications
and create dedicated check-in times instead.
Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.
Keep your inbox organized.
While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.
Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.
LEAH PIANTIDOSI
Leah Piantidosi of North Andover, Massachusetts, combines her love of education with a penchant for interpersonal relationships and an unparalleled work ethic to fuel her thriving real estate business in New England. “People say you have to have a niche to make it in the real estate industry, but we’ve never really had one – our clients are always asking us to try something new and challenge the old ways of doing things, so we just try to make that happen. We go wherever we’re needed, and we do what it takes to help people realize their futures!”
For Leah, real estate is as much a family inheritance as it is a vocation. “My brother Jeff has had his license for a long time,” she recalls. “I have always been an entrepreneur, and my brother told me I would make a good REALTOR®. After my mother lost her battle with cancer, I was
transitioning away from a business I owned and I decided it was time to jump in head first.” In 2019 Leah signed on with Coldwell Banker and began serving her hometown of North Andover, where her family has lived for over seventy years.
Today in 2024, Leah averages $20 million in annual volume as the head of The Piantidosi Group, which houses two additional licensed
agents, her brother and her childhood friend. Andrew grew up with us – our parents were in each other’s weddings. You could call us a team, but it’s a lot more like a family.” Collectively, the team manages a book of business that is over eighty percent repeat and referral clients, and as their business has blossomed, they have expanded to become licensed in Massachusetts, New Hampshire, and Maine.
In addition to spreading her geographic range, Leah has recently found herself tackling the world of commercial real estate. “One client asked me to handle some of his commercial investments, so now I’ve become dually Certified Commercial and Residential.” Leah also holds certifications in short sales, foreclosures, and Global Luxury!” By going the extra mile for her clients, and leveraging the robust digital footprint of Coldwell Banker, The Piantidosi Group has established itself as an agile cohort that brings an unrivaled breadth of experience. “One day I’m helping a twenty-two-year-old buy his first condo, and the next day I’m on a construction site touring large waterfront development opportunities. Every day is different, but we get to do it as part of a big family – that includes the people we serve!”
As she travels along the coast, Leah spends time with her six nieces and nephews, enjoys the endless splendor of Northeastern America, and champions her extended community. She volunteers with The Chelsea Collaborative and has recently been a part of the North Andover Historical Society Fundraising Committee. “I love all of the old buildings and barnyards they are trying to preserve – I get to combine my love for real estate with my passion for home!”
Piantidosi,
Laughs!
CHRISTIAN RASMUSSEN & STEPHEN MILLER
We caught up with Christian Rasmussen and Stephen Miller at their newest luxury listing in Brentwood, Tennessee this week to ask about their obvious dedication to faith, community service, and real estate –in that order.
“Somebody asked us recently how we incorporate ministry into our business, and the short answer is, we don’t - we flip that. We incorporate our business into our ministry. We prioritize serving people, solving problems, and generally just ‘doing life’ with whoever is around us,” Christian says, “and then, when it comes time for people to buy or sell houses, they tend to call us!”
Like twinned DNA strands, the dynamic duo leverages their divergent and complementary skills to form the backbone of The Exodus Group, which serves all of middle Tennessee – from Nashville and Franklin to Murfreesboro and beyond.
“I was working as a homicide detective in Colorado,” Christian recalls, “and when I came to Nashville, I joined a team that was doing real estate at a high level – I took in everything they taught me. In my first year, I sold twenty-eight houses, in my second year I sold forty, and in the third year I started The Exodus Group with Benchmark Realty.”
“We complement each other well,” Stephen states, “Christian is more methodical and scientific, whereas I take more of a creative, bird’s-eye-view of the business – So we are really strong in different ways and that makes us a great team!”
Stephen’s background as a successful social media creator forms the bedrock of the robust digital presence
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of The Exodus Group, and with the help of an administrator, marketing director, and additional agent, the team can serve clients all over Middle Tennessee. “Virtual storytelling and digital marketing are a big part of my life! I was a pastor for almost 2 decades, but when we started doing YouTube full time in 2018, I missed helping people face to face. Real estate has helped me reconnect to the honor of serving others!”
By pairing diligent, systemic business practices with pristine photography and social media expertise, The Exodus Group has cemented itself as a premier luxury real estate team in Nashville. With a book of business that is over ninety percent repeat and referral clientele, the team is poised to continue its organic trajectory, and they’re excited to welcome additional agents into the fold. “We’re fortunate to operate from a place of joy and abundance,” Christian reflects. “When that’s the starting point, you find endless opportunities to help others take those leaps of faith. Joshua 1:6 was a guiding star for The Exodus Group – ‘Be strong and courageous, for you shall give this people possession of the land which I swore to their fathers to give them.’”
By grounding their enterprise in the literal and metaphorical possession of land, The Exodus Group is on track to clear one hundred sales in 2024. “We think there is a brokerage on the horizon for us – but for now we’re just focused on building a healthy, holistic group of people that have great chemistry and can draft off of one another and work with integrity. We don’t need to be a mega team, but we do want to continue being a great team!”
How To Overcome Your Workplace Fears
Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.
1ASSESS THE FEELINGS BEHIND THE FEAR
Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in
your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.
2TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER
Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,
it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.
3THINK OF THE WORST CASE SCENARIO
Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.
4 COMPARTMENTALIZE
If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying,
Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.
you’re taking in your fears and figuring out ways to overcome them.
5START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH
Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.
Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.
Since diving into real estate just four years ago, Jeffrey Braun has astounded the industry by growing his business exponentially every single year. Growing up in Muskoka, Ontario’s Cottage Country, Jeffrey’s journey from construction to luxury real estate has been a remarkable upward trajectory. “I’ve been very, very fortunate,” Jeffrey says of his several years in the industry.
JEFFREY
BRAUN
Growing up in Muskoka, a renowned region of lakeside retreats and opulent cottages, Jeffrey was no stranger to property and construction. His family runs a property maintenance and construction company, which helped shape his early career. But his shift into real estate has allowed him to carve out his own niche in the luxury market, selling “cottages” that command price tags of up to several million with properties in Muskoka and surrounding area reaching over $20+ Million. His move into real estate felt like a natural extension of his background, allowing him to offer his clients a unique perspective and level of service that goes beyond typical agent duties.
Jeffrey’s business may be rooted in Muskoka, but his clientele spans the globe. “Some of my clients are from all over the world,” he notes, emphasizing that the properties he sells often serve as long-term investments, or even generational retreats. “People buy the properties we sell for a lifetime, so it’s rare to see a lot of turnover.”
His marketing strategy is a blend of old-school and cutting-edge approaches, combining advertising such as print, radio, social media and AI technologies to reach diverse audiences. He also uses the power of social media to attract a younger crowd. “We sometimes get contacted by the children of the individuals looking to buy or sell these luxury estates” he says. Jeffrey’s
partnership with his business collaborator Cliff Rego and Corcoran Horizon Realty, a part of The Corcoran Group first founded by Barbara Corcoran from the hit TV Series “Shark Tank”, has been another key to his success. The group works together to help their clients globally and locally from Toronto to Muskoka and beyond.
One of the things Jeffrey enjoys most about his career is the opportunity to immerse himself in Muskoka’s breathtaking natural beauty. “Some days, I’m in a boat or on a snowmobile or ATV, exploring nature, and showcasing the Muskoka lifestyle” he says. “Sometimes, I’ll take the dog or my family and we’ll explore. It’s just such a beautiful and amazing area to live in and we feel so blessed.” His love for Muskoka’s rugged landscapes and outdoor lifestyle fuels his passion for the area and keeps him grounded. It’s also why he chooses to stay active in his community, volunteering with local organizations and charities. Jeffrey is involved with the SPCA, Big Brothers Big Sisters, and other initiatives that support the local communities and beyond.
Despite his rapid rise, Jeffrey is committed to staying grounded while focusing on growing his business strategically. “This year, I’m committed to redefining myself, and growing this new brand within the Muskoka region” he notes. “I’m going to focus this year on growth and my commitment to clients and success”. For Jeffrey, success is not just about making deals—it’s about passion, persistence and staying true to the values he grew up with. “I’ve learned that whatever you do, do it with passion, and always love those around you and treat people kindly” he says. This ethos, combined with his relentless work ethic and love of family, has propelled him to the top of Muskoka’s luxury real estate scene.
For Kourtney Walker, being a REALTOR® is about more than just buying and selling homes—it’s about representing the true value of her profession to her clients and community. “I’ve always been good at explaining what my role is within the transaction,” Kourtney says. “But now, with changes in the industry, it’s more important than ever before to explain the value I bring to the deal.”
KOURTNEY WALKER
Kourtney began her real estate career 12 years ago after a successful career in special education. As a teacher for the visually impaired, she decided to earn her real estate license to help contribute some extra family income after having her third child. “I tried to do both teaching and real estate for about a year and a half,” she adds. “But after having achieved success in real estate, I decided to make it my main career—and I’ve never looked back.”
Serving the greater northwest Houston area, including Cypress, Katy and the regions from the Beltway to Waller and Hempstead, Kourtney’s business is built on repeat clients and referrals. She credits this to her strong communication skills and dedication to her clients’ needs. To keep her business strong, Kourtney is always evolving her marketing strategy. Currently, she is focused on expanding her social media and online marketing. “I still do a lot of phone calling and sending out flyers,” she says, “but to reach so many people and get listings seen by the greatest number of buyers, social media and online marketing are the best methods.”
Her work ethic has resulted in consistently strong sales. She averages between 30 and 45 transactions a year thanks to her strong knowledge of the local market. The best part of her job is helping people, she says, and the personal connections she forms with her clients keep her motivated.
“I’ve always wanted to help people,” she shares, “which is why I became a real estate professional. It blends perfectly with my special education background. I enjoy teaching people, keeping them educated and helping them get to that end goal. Whether it’s helping them buy their dream home or move on to something else, it’s all about helping them with whatever is going on in their lives.”
When she’s not working, Kourtney loves traveling and spending time with her family. As the mother of three active teens, she tries to build lasting memories with her children. “I always tell my kids that having ‘things’ is great, but experiences are even better.”
A self-proclaimed shop-a-holic, she jokingly complains about all the nearby outlet malls. She has also begun to “slowly dip into yoga classes.” Looking ahead, Kourtney has big plans for her business. “I want to focus on helping, guiding and advising agents,” she said. “And I want to be more involved in the community.”
In an ever-evolving industry, Kourtney Walker is much more than a salesperson. She’s proving her value as a REALTOR® and helping people with every sale.
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 success. Whether you’re a seasoned agent or just starting out, separating fact from fiction is essential for navigating the
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
You need to have a large budget to succeed in real estate.
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.
MYTH #2
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
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
Real estate is a solo endeavor.
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.
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.
MATT BURGAN
When Matt Burgan returned from his service in the Marine Corps, he faced a dilemma. Having saved up money while overseas, he began dabbling in real estate but was frustrated by the quality of service he received. As he puts it, “I felt like agents were always coming up short. Then my wife kindly recommended that I stop complaining and get my real estate license and do it myself.” That moment of frustration turned into an entirely new career. Today, he’s the founder of INFINITAS Realty, a mission-focused brokerage as well as the CEO and founder of Property Wand, an automated transaction coordination software. For Matt, becoming a REALTOR® was at first a “side gig.” But as his friends, family and co-workers turned to him for help, he realized something surprising: he loved it. “I found a genuine sense of purpose in helping people that I was not experiencing as a government employee,” Matt explains. “When I would come home from helping clients, I was a better version of the husband and father that my family deserved.” A pivotal moment came when he needed to bring his two young sons with him to a listing appointment. “I brought my two attorneys with me,” he joked to his clients, who appreciated his dedication to family. That experience sparked what he calls an epiphany: he realized he could build a business that was family-centered, one where he could even envision his sons as future partners.
as the broker/owner. For him, success isn’t about chasing numbers—it’s about intentionality. He’s committed to building a brokerage that minimizes overhead so that agents can focus on clients rather than quotas. One of his firm’s core values is simple: “Never put your pockets before your people.” Reflecting on the industry’s shift away from its service-oriented roots, he emphasizes, “At the end of the day, our clients are human beings, and all of our actions have to align with that.”
Matt’s community involvement extends beyond real estate. As a veteran, he’s dedicated to supporting causes close to his heart. He has partnered with a veteran’s group called Warfighter Advance, aimed at reducing the tragically high rate of veteran suicides. He’s also a youth sports coach for his three sons, coaching soccer, lacrosse, basketball and more. He works closely with local community leaders and is currently entertaining requests to run for County Commissioner in his Southern Maryland community.
Over the past eight years, Matt has transformed his passion into an empire. Initially a solo agent, he grew a very successful Real Estate team and ultimately founded INFINITAS Realty, where he serves
Ask Matt what he loves most about real estate, and it’s not the deals or the accolades—it’s the connections he builds. He recalls one heartwarming experience: “I really like being able to walk around town. I recently ran into a client I helped two years ago and got a random heartfelt hug in Target on a Tuesday. That means a lot.” As he looks to the future, Matt remains focused on his goals, keeping an eye on what he calls “God’s definition of success.” For him, that definition is rooted in service, humility and a relentless commitment to building a better industry and a better community.
NICK BURCHETT
Nick Burchett’s heart has always been with America’s veterans, and that passion runs deep in his career as a mortgage loan officer. “Most of my friends are veterans, so I love working with them,” he says. After spending nearly a year exclusively handling VA loans, Nick has come to value the opportunity to serve those who served the country. It’s this passion for helping veterans—and all his clients—that has catapulted Nick from a newcomer in the mortgage industry to one of Arizona’s top-performing loan officers.
In early 2020, Nick made his entry into the mortgage industry. Recruited by his brother-in-law, who helped Nick and his wife buy their first two homes, he completed his licensing within 30 days, just ahead of his February wedding. “I didn’t want to be studying during my honeymoon,” he recalls with a laugh. After joining JFQ Lending, the fastest-growing mortgage broker in the U.S., Nick was soon swept into the Prosperity Home Mortgage brand when it acquired JFQ in 2022. Today, Nick has earned the industry’s highest ranking of President’s Club member. He supports eight Berkshire Hathaway HomeServices offices across five states, specializing in personalized, high-quality service.
Nick has closed more than $25 million in personal production this year. Licensed in 23 states from Alaska to New York, Nick handles all types of loans—conventional, FHA, USDA, investor loans, and more—but his heart is with VA loans. “Veterans are near and dear to me,” he adds.
With a referral rate of more than 85 percent, Nick’s clients and partners clearly value his communication skills and thorough approach. He keeps clients updated through a unique video communication system, with dozens of
pre-recorded videos that address each stage of the mortgage process. “Even if I’m in Arizona, clients in Tennessee or Florida feel like I’m right there,” he explains. “It’s not just a headshot on an email. Clients feel they’re being walked through every step, with videos tailored for everything from initial pre-approval to final loan clearance and even personalized messages for birthdays or home anniversaries.”
When he’s not working, Nick is often volunteering with his wife through their church or local food banks. With a toddler and another baby on the way, a lot of his time is focused on family. The close-knit Burchett family enjoys family dinners every Sunday when cousins gather, and in the summer, boating and pool time keep the family tradition going.
Looking ahead, Nick’s goals include expanding his production and offering support to new real estate agents. “I want to help agents understand the mortgage process,” he says. “Even if I’m not involved in their transaction, I want them to feel comfortable reaching out to me with questions.” Building a reputation as both a leader and a resource has paid off: he’s ranked in the top five percent of Arizona originators, a fact he attributes to consistently excellent service. “Many of my clients never meet me in person, but they still feel connected and supported,” he says.
For Nick Burchett, it’s all about relationships, trust and that feeling of walking clients through one of life’s biggest moments. “I remember when we bought our first home,” he reflects. “Helping people experience that same joy is the best part of what I do.”
Nick’s NMLSR# is 1947147, AZ license 1007126, CA license CA-DBO1947147, WA license MLO-1947147.
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.
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
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
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.
RACHEL SAYLOR BROWN
Rachel Saylor Brown of Clearwater, Florida, combines her breadth of industry expertise with a penchant for interpersonal relationships and a dedication to individualized service to fuel her thriving mortgage business. “Our work is not just about closing transactions – we get to build lifelong relationships and help people grow equity for their families. I want the world to know that financing doesn’t have to be intimidating, complex, or confusing – they’re just numbers! We can make them work for you.”
After graduating from college, Rachel pursued a career in the food and beverage service industry and eventually transitioned into a position as an administrative assistant for a real estate team in South Carolina. “I quickly fell in love with the industry,” she recalls. “There’s always something new and challenging, and you meet people from all over the world. When I moved to Florida, a friend of mine who was a lender encouraged me to be a Loan Originator’s Assistant, but I knew all along that I wanted to strike out on my own.” After studying under eight of the strongest originators in the state, Rachel decided to chase the horizon and launched her own enterprise in 2015.
of business that is one hundred percent repeat and referral clientele, and they are actively partnered with over forty producing REALTORS® in their area.
By handling Conventional, Jumbo, and VA residential loans, Rachel clears over $40 million in annual individual production.
When she’s not busy supporting her referral partners or educating her team members, Rachel goes to great lengths to champion her extended community. “In 2019 I got involved with EmpowHERment. They offer free counseling and business development for entrepreneurs, and they award grants to support their graduates. They’re an incredible group.”
In November, the nonprofit orchestrates a fundraiser for a free hygiene pantry, which includes shampoo, diapers, soap, and self-care products for anybody who needs them. “They believe that nobody should have to weigh personal hygiene against keeping their families fed or the bills paid – that’s something I like to get behind every year.”
Today in 2024, after nearly ten years in the industry, Rachel is a Producing Area Sales Manager with Supreme Lending. “We’re not just about crunching numbers and pushing transactions,” she exudes. “I like to see us grow and adapt, but not to the point where we lose that human connection. We’re fortunate because we get to run things as we see fit.” This disposition has helped Rachel’s team establish a book
By connecting concentric professional circles with local businesses and philanthropic endeavors, Rachel has placed her team in the center of the Clearwater mortgage industry, and she regularly shares her knowledge and prosperity during monthly lunch and learns. In 2021, she organized the first annual WIRE (Women In Real Estate) Celebration, bringing female real estate agents together with local vendors. In 2024, the event hosted over one hundred and fifty REALTORS®! “Partnering with agents and bringing value to the businesses around me gives me tremendous joy – information and communication are key!”