NATIONWIDE & INTERNATIONAL 12-4-23 by Top Agent Magazine

2023 HOLIDAY EDITION

HOW NOT TO LOSE A CLIENT

AGENTS WITH A HEART

6 WAYS TO GET YOUR CLIENT TO TRUST YOU

THE MAKING OF A TOP AGENT

IN TEN DAYS

MY CRYSTAL BALL: You CAN Predict You’ll Be Successful Selling Real Estate

Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day. In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures. Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union! When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing. Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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LISA HYDRICK Top Agent Magazine

LISA HYDRICK

In the lush landscapes of Northeast Texas, Lisa Hydrick, a former HR director turned real estate maven, is reshaping the property landscape. Just three years ago, seeking a change from the bustling aerospace and oil industries of Houston, she and her husband chose the tranquility of rural Texas as their new home. Here, Lisa embarked on a new journey in real estate, bringing her keen eye for detail and robust experience in communication from her previous career. Within a mere two years of obtaining her license, she has carved out a niche for herself, working independently but powerfully within a brokerage. With a bachelor of science in business, she has the skill set to reach great heights, and has done exactly that. Lisa’s expertise spans an impressive range of properties, from cozy residential homes to sprawling farm and ranch estates, not just in Tyler, Longview, and Marshall, but also stretching into the Dallas-Fort Worth area. It’s her exceptional communication skills and responsiveness that have earned her an astounding 85% repeat and referral business rate.

Lisa’s approach to real estate stands out through her unique blend of community involvement and innovative marketing techniques. Unlike many agents, she doesn’t rely on traditional methods. Instead, she deeply immerses herself in local activities, supporting school sports teams and participating in town events. This engagement not only showcases her dedication to the community but also serves as a creative avenue for promoting her services. For instance, Lisa has cleverly collaborated with a

15-time world champion barbecue expert to create a line of sauces bearing her business information, a deliciously unique marketing strategy. On social media, Lisa employs a personal touch that resonates with her audience. Her use of platforms like Facebook, Instagram, and TikTok has significantly boosted her local visibility. Lisa’s content isn’t always directly about real estate. Instead, she connects with her community through regular updates, motivational messages, and interactive stories. This approach has not only made her a familiar face in the region, but it has also effectively translated into real business leads. “I get a lot of interactions and people sending me messages from that saying, ‘hey, we want to list’ or ‘hey, we’re looking for this,’” Lisa says. Lisa’s dedication to her community extends far beyond her real estate career, reflecting her deep sense of compassion and responsibility. Actively involved in supporting the less fortunate, Lisa’s efforts are not for publicity but stem from a heartfelt desire to make a difference. Her personal experiences have fueled her commitment to helping foster children—a cause close to her heart, especially considering her own background as an adoptee. She founded a charity in Houston known as ‘Blessing Bags for Foster Kids,’ aimed at providing essential items for children who often leave their homes with little more than the clothes they are wearing. Although she has moved, Lisa’s passion for this cause hasn’t diminished. She’s actively seeking ways to extend this noble initiative in her new community, ensuring that her impact is felt not just in the homes she sells, but in the lives she touches. Looking ahead, Lisa envisions a future where her already impressive real estate career reaches new heights. With her sights set on acquiring her broker license, she is actively engaging in coursework to make this goal a reality. Her extensive experience has equipped her with the skills and knowledge necessary to not only grow her own business but also to establish her own brokerage. Top Agent Magazine

For more information about Lisa Hydrick, please call 903-315-7227 or email yourtexasagent.lisa@gmail.com Copyright Top Agent Magazine 9

My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either. 10

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business. What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business? When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine

sell them a home. We know that’s not the norm, though. Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression… Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

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Are You Lead Generating on Purpose? Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals? Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions. Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right. 12

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PRESTON WALSTON

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PRESTON WALSTON

Preston Walston of Moab, Utah, combines systematic and ethical business practices with a penchant for networking and a passion for the great outdoors to fuel his thriving real estate business. “People are looking for friends and confidantes – that’s who I surround myself with, and that’s who I want to be for others. I keep the interests of my clients at the forefront, and I make sure I always show up no matter what. I strive to not be the type who only comes around when there’s money to be made.”

projects in between his adventures as a mountain biker, backpacker, and wakeboarder; and his path eventually led him to Brigham Young University Marriott School of Business where he graduated with a highly touted degree specializing in Entrepreneurship. Five years ago, in 2018, Preston decided to formally follow in his father’s footsteps and became

For Preston, real estate is as much a formal vocation as it is an inheritance. “My father was a UPS man for over twenty-eight years, constantly investing in real estate on the side before he became a real estate broker,” he recalls. “He started investing and flipping houses when I was a kid, so I’ve been around it as a side hustle my whole life.” As a native of Moab, Preston spelunked inside the foundations of brand-new construction 14

a fully licensed real estate agent with Moab Premier. Alongside his brother Kendall, the team specializes in serving Southeastern Utah, and they are on pace to close between $10 - $15 million in collective volume for 2023. “We’re fortunate that we’ve diversified our real estate portfolio ahead of time,” Preston exudes. “We maintain a steady stream of income because we invest, flip, and manage vacation rentals, so we’re not completely dependent on commission checks. That also gives us a leg up when it comes time for sales – we don’t need to have our own agenda to push a client into making a deal. We can operate from the ethical high ground, and we only close when we know it’s the right thing for the client.” In addition to cultivating an unwavering moral compass, Preston maintains that his industry success is a product of outstanding mentorship, ongoing education, and unrelenting work ethic. “Sometimes you gotta just go the extra mile to get a deal across the finish line. Whether it’s digging into your own database or leveraging seller financing – the buyers are much slimmer in 2023 but they are still out there.” This creative approach helps Preston both sympathize with buyers and consistently garner competitive offers for his sellers. With his position cemented in the Moab real estate industry, Preston is looking forward to perfecting his practices as a broker, further diversifying his private enterprises, and continuing to invest in himself and his family. “A lot of people say the real estate game is changing, but I think it’s important to keep certain things old school. Handshakes, empathy, and understanding go a long way – I pride myself on mastering the technological, vacation rental side of the business, but it’s important to show people your human side and share that value with the next generation!” Top Agent Magazine

For more about Preston Walston, please call 435-260-3471 or email preston@moabpremier.com Copyright Top Agent Magazine 15

How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 16

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

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

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

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

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list. 18

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

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SHARLETTE SCOTT Top Agent Magazine

SHARLETTE SCOTT

Meet Sharlette Scott, a real estate agent whose voyage represents resilience, compassion, and a genuine devotion to her profession and community. A single parent at a young age, Sharlette took classes and worked full-time, yearning for more quality time with her children. She sought a path that allowed for more engagement with her kids and found her purpose in real estate. Starting in property management and real estate bookkeeping in 1997, Sharlette became more curious about real estate and decided to get her license, drawn in by a promising future and an impact on the lives of others. Her early exposure working with a new home builder fueled her ambition, observing the generosity of real estate commissions.

of her brokerage’s divisions. This division, which was newly opened in Atlanta, Georgia, includes a dedicated team of fifteen agents who extend their reach across the United States and focus on preventing homelessness and foreclosures. With 95% of her repeat and referral business from past clients, Sharlette has a gift for building meaningful connections. She also has a 99% success rate in foreclosure prevention. Sharlette’s compassion leaves a lasting impact on her clients.

Licensed in 2002, Sharlette delved into the industry and gradually began building her brokerage. While she serves the geographic area of San Antonio, Texas with traditional real estate, her true passion lies in foreclosure prevention and anchors one

To stay in touch with past clients, Sharlette communicates consistently through calls and texts, fostering a bond similar to meeting a friend who leaves a lasting impression. Her honest care extends to sending birthday and holiday wishes, even celebrating life milestones like weddings with her clients. Sharlette’s marketing strategy involves MLS syndications to pertinent websites and magazines, direct mail, and investor targeting. As a result, she averages between 37-48 transactions annually, with listings steadily increasing. Community involvement runs deep in Sharlette’s veins, specifically with her participation in children’s charities and assisting disadvantaged families, aligning with her Filipino heritage. She participates in many community events, especially one that donates clothing to people in need. This Christmas, she aims to gather enough local support to help families during the holiday season. When Sharlette isn’t working, she is passionate about creative arts, including live music of all genres and theater. She also practices yoga and has been a practitioner of Martial Arts since she was six years old, achieving a black belt in TaeKwonDo and Comjuka-Kali. What truly drives Sharlette is the human connection and interaction with her clients. The most fulfilling part of her career is providing peace of mind, especially for those facing mortgage challenges, calling it “the most rewarding gift she can offer.” Looking ahead, Sharlette has her sights set on expansion, recently stepping into Georgia and soon expanding into Delaware, Nevada, Maryland, and Louisiana by next summer. Sharlette Scott isn’t just a real estate professional; she’s a beacon of hope, compassion, and community service, making a difference in lives across America one transaction at a time. Top Agent Magazine

To learn more about Sharlette, email sharlette.scott@gmail.com, or call (210) 630-3034 Copyright Top Agent Magazine 21

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 22

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

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

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

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

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

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VISHEY SINGH Top Agent Magazine

VISHEY SINGH

Born and raised in India, Vishey Singh with his wife and 2 small kids arrived in Canada during a deep recession, grappling with the challenge of finding stable employment. His initial days were spent working as a sales associate in a local furniture store, which provided crucial insights into the Canadian way of life and its unique verbal nuances. This experience actually laid the groundwork for his eventual pivot into real estate, a field he entered after thoughtful deliberation with his wife and a rigorous process of licensing and education.

fuels his commitment to ensuring his clients have a seamless experience, whether buying or selling. Specializing in investment real estate, Vishey has carved a niche for himself, focusing on properties like multifamily units and condo buildings. His meticulous analysis of deals has proven immensely profitable for his investors, reflecting his deep understanding of the market. Serving the Vancouver and Lower Mainland

Initially hesitant to dive in full-time due to the sluggish market, he started as a part-time agent. Soon, his previous clientele from his furniture sales associate position became his first real estate clients, knowing he would provide exceptional service yet again. This unexpected but fortuitous transition marked the beginning of a promising career. Now in his seventh year in the industry, Vishey operates as a solo agent with plans to expand. His approach to forming a team is careful and strategic, aiming to incorporate agents who align with his vision and values. His personal experience as a first-time homebuyer, marked by poor service and a lack of guidance from the REALTOR®, 26

areas, Vishey’s story is not just about selling properties, it’s about building trust, understanding client needs, and navigating the complex world of real estate with integrity and expertise. Vishey’s success as a real estate agent is rooted in the exceptional rapport he builds with his clients. “My percentage of repeat clients and referrals is very, very high,” he explains. This remarkable achievement is attributed to the “comfortability factor” he establishes, ensuring clients feel at ease and satisfied with their buying or selling experiences. Staying connected with past clients is another aspect where Vishey excels. He skillfully utilizes a CRM system to send occasional emails, maintaining a gentle but consistent presence in their lives. Vishey’s community involvement is a vital aspect of his life, both professionally and personally. He is actively engaged with the local Indian community, as well as the Fijian and Sri Lankan communities, participating in various activities and events. His efforts include contributing to charities, making donations, and supporting school activities and children’s games. These engagements are not just a means to extend his business reach, they reflect his genuine interest in being a proactive and forward-going member of the communities he is part of. His well-acknowledged and popularly followed real estate viewpoints and market insights get regular media coverage from various agencies including Globe and Mail, along with radio talk shows. His future plans for the business reflect an innovative and adaptive approach, especially in response to changing market trends and client needs. Since COVID-19, he has observed a growing interest in destination properties, particularly in places like Mexico. This interest primarily comes from young professionals who, embracing the work-from-home culture, seek properties where they can enjoy scenic views while working remotely. Vishey’s focus on expanding his business to cater to this emerging market segment highlights his keen eye for evolving real estate trends and his readiness to meet the unique demands of a diverse clientele. Top Agent Magazine

For more about Vishey Singh, please call 778-987-1200 or email vishey@visheyhomes.com Copyright Top Agent Magazine 27

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

grahamharrop.com 28

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AMY PENDLEY In the mid-90s, while attending college, Amy Pendley found herself at a crossroads when her father ventured into real estate. His career shift from the lumber industry to brokerage inspired her to get involved to support her education, eventually assisting a broker involved in development/subdivision work. What began as a means to an end swiftly grew into a passion, leading Amy to pivot from her original aspiration of becoming a large animal vet. Licensed since 1995 with an agricultural degree from Oregon State University, she has not only established herself in the industry but has also risen to become a co-owner of a boutique firm specializing in agriculture called Agri-Business Real Estate Services. This niche focus allows her and her small, dedicated team to navigate the diverse market throughout Oregon and its productive Willamette Valley. Amy stands out in the real estate world with a remarkable blend of expertise and personal touch that keeps an impressive 70% of her business coming from repeat and referrals. Her deep roots in the agricultural communities, coupled with her specialized knowledge as a certified general appraiser, set her apart in dealing with complex property types. “The knowledge, experience, and background we have makes a big difference,” she explains. “There’s so much more to know in our area of the Valley and the numerous crops that we can grow here.” She attributes her success to not only her professional background but also her dedication to building lasting relationships. “Real estate is a relationship business,” Amy says. In the unique niche of agricultural real estate, Amy and her team have crafted a marketing strategy that resonates with their distinct client base. “Our company is

one of few primarily commercial agricultural firms in the state,” she shares. Their well-known website acts as a cornerstone for their marketing, attracting those specifically interested in agricultural properties. This digital hub enables clients to follow and keep track of listings that match their specific needs. Beyond the digital realm, Amy emphasizes the importance of direct communication. “We do a lot of just picking up the phone and chatting through what we have,” she says. This approach is especially effective in their field, where understanding a client’s farming interests and goals is key to matching them with the right opportunities. Amy’s community involvement is deeply rooted in the agricultural sector. She and her team actively sponsor local groups and events, notably contributing to the annual agricultural banquet organized by the chamber. “They host relevant speakers and provide entertainment, and we get to kind of wine and dine our local farmers and ranchers who work so hard year-round,” Amy says. Additionally, her team supports the local Women in Agriculture as donors and attendees of their annual auction. As Amy looks to the future, her vision for her business is clear: to grow while maintaining the essence of a small, specialized firm. “We would like to expand,” she says, acknowledging the vast potential of the agricultural community in the Willamette Valley. With over 170+ crops produced in this fertile region, Amy sees a pressing need for a robust team that can offer comprehensive brokerage and consultation services. Whether assisting with transactions within families, farm tenants, or the open market, her goal is to provide lasting support to the agricultural community.

For more information about Amy Pendley, please call 503-910-4689 or email amy@agribis.com

The Making of

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

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

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is the level of service they offer their clients. For example, Mauricio Umansky is a prime example; he earned his place on the cover of the Top Agent Magazine for his notable career success as a Southern California Top Agent and owner of The Agency. Mauricio and his team at The Agency are deeply devoted to providing an extraordinaire level of service, a crucial focus for his business. Whether exercising the role as an agent for an elite client or assisting clients through their company’s concierge program, the brokerage and its team members will find a way to provide their clients with whatever they need. The level of service an agent extends to their clients is paramount to their business ethos and directly correlated to the success they find. Another feature of a top-producing agent is their devotion to nurturing sincere relationships with their clients. Agents who regularly stay in touch with clients acquire a strong repeat and referral business. Upon years of keeping up with past clients through pop-byes, client events, a simple phone call, or grabbing coffee, an agent’s business can become sustainable from this effort alone. Little gestures like remembering a client’s anniversary or birthday can make a positive impression on clients as the agent fosters a genuine relationship with them. While real estate marketing strategies remain essential, nothing compares to satisfied clients driving 32

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

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BENNY DINSMORE In 2008, one of the toughest real estate markets in recent memory, Benny Dinsmore took a leap of faith and changed his life. “I had been thinking about getting into real estate,” Benny recalls. “My wife encouraged me to become a REALTOR®. With a strong work ethic and pounding the pavement, I was able to scratch out a pretty nice living and just kept building from there.” Benny started as a new home sales representative and quickly rose through the ranks, earning accolades such as Rookie of the Year and Sales Representative of the Year. Benny’s entrepreneurial spirit also led him to create The Dinsmore Group, his own real estate team. With a unique approach, Benny has assembled a team of seasoned agents. “I could not be where I am without my team. Debbie Maschmann, Maribel Valencia and Rhonda Hathaway are strong, hard working, top producing agents that go the extra mile for their clients and are my strength where I am weak. I wanted veteran agents who I didn’t have to micromanage,” he explains. “They go out and do their own business.” This approach allows his team members to thrive, he adds.

finding the right home,” he stresses. “I’m going to try to get my clients into the right home now, so when they get ready to sell three, five or 10 years from now, they’ll want to use me again.” Benny’s marketing game is strong. He leverages his company’s concierge service, boasting listings on more than 900 websites, postcards, flyers and a strong presence on social media. When asked about the future, Benny’s vision extends beyond just real estate. He is keen on expanding his portfolio with rental properties and investing in passive deals like apartment communities. He understands that the industry is always evolving, and he is ready to embrace the challenges it presents. “You’ve got to have thick skin and be tough,” he says.

While his primary market is north Texas, Benny is not one to shy away from a challenge. “I’ll go anywhere all over the Dallas-Fort Worth area and surrounding counties,” he shares. In fact, he’s had clients buy properties throughout the Lone Star State, showing his dedication to helping clients find their dream homes, no matter where they may be.

Benny’s involvement extends beyond the real estate world. He is active in the Masonic Lodge, Ducks Unlimited, his son’s school and his church. Additionally, he primarily works with veterans and their families, giving back to those who have served our country. “Anything I can do for the veterans, the wounded warriors, I’m there,” he says solemnly. “I’ll be first in line every time.” Outside of real estate and community involvement, Benny is an avid golfer, traveler, hunter and angler. He loves being outdoors and cannot sit still for long. Benny also loves his family and spends as much time with them as possible. “My family is my rock, and I am so grateful for their support in my business,” he explains. “My wife Krista, and son Logan are at the top of my list of favorite people that continue to inspire me.”

The secret to Benny’s 95 percent repeat and referral client rate is simple yet profound: “I try to treat people how I would want to be treated,” he says. He stresses that he’s not just a “yes” man; he’s an agent who values the right fit over quick commissions. “I’m all about

When asked about the influence of artificial intelligence on the real estate industry, Benny doesn’t believe it will have much of an impact. “You need that human involvement,” he says. “But whichever direction the industry takes, I’m going to learn it and figure it out to succeed.”

For further information about Benny Dinsmore, call 469-878-5585, email bennydinsmore@gmail.com or visit his website

https://www.coldwellbankerhomes.com/tx/frisco/team/the-dinsmore-group/tid_2156/

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COLE MUZYL Cole Muzyl knows how to close a deal. And considering how his Michigan real estate empire is flourishing these days it appears that he knows how to grow a business too. “When I got out of college I started renting my own properties and I really enjoyed it,” he recalls. “I was working with a lot of great real estate agents then, and they kept telling me I should get my real estate license. Eventually, I did, and I realize now why they kept urging me to do this. It’s been a fun experience and I am having a great time.” Cole is a real-estate sales person with Real Estate One in Gaylord, Michigan. He services the entire North Central Region of Michigan’s lower peninsula, including Gaylord, Traverse City, Cadillac, Boyne City, and Charlevoix. “A few years ago a lot of this area was rural,” he says. “But in the last three years, it’s turned into America’s playground. There are a lot of resort communities around here with golfing and boating in the summer and skiing and snowmobiling in winter. This is a great time to be in this area. Business is booming.” He works closely with his partner, Cathy Han, whom he describes as the “brains” of the operation. “She has been a valuable asset,” he confesses. “She is highly intelligent, great with clients, great with marketing, and is strong in a lot of areas where I am lacking. She has a degree in Fashion Merchandising and Marketing from Indiana University and she really understands targeted advertising on social media. Cathy’s marketing approach is opening up our area to a whole new set of buyers. She is spectacular.

I don’t know what I would do without her.” Cole is still renting his properties but has a lot more of them now. “I own and manage more than 200 rental properties,” he says, “but my new love is commercial and industrial real estate.” Between his rental properties, residential sales, and commercial sales he estimates he will do about $15 million in volume this year. His family has lived in Gaylord for three generations so giving back to his local community comes naturally. “Our office is right on Main Street, so it’s easy to get out into the community,” Cole says. “We go to a lot of fundraisers and support several youth sports programs. We sponsor teams and buy equipment so the kids can participate. We support hockey, football, baseball, soccer, and track and field. We keep our finger on the local pulse so we can provide help where it’s needed.” In the near future, Cole plans on expanding his marketing efforts and improving on the success he is having now. “We want to hit our marketing hard, do bigger marketing campaigns, get on more billboards, and become better known in our community,” he explains. “We’ve had a good year and we’d like to expand our reach. I’m free to work on the projects I choose with the people I enjoy working with. That’s true freedom, and I love it. I get to manage properties, help home buyers, rent commercial properties, and sell vacant land. We are easy to work with and we know how to get deals done. And at the end of the day, everybody’s happy.”

For more information about Cole Muzyl call 989-370-2481, or email cole@eqproperties.com

AGENTS WITH HEART A pivotal question we pose to featured agents in Top Agent Magazine is, ‘Tell us about your community involvement.’ This query holds immense significance, not only as a benchmark for nominees but also as a crucial factor contributing to the success and prestige of top agents. Top Agent Magazine

Top Agent Magazine defines community involvement based on three key factors: Events, Associations, and Charities. Beyond serving clients, top agents demonstrate an outstanding commitment to their communities and the place they call home. Their measures involve volunteering time,

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Community involvement is not just an extracurricular activity for top agents; it’s an essential element that molds their individuality and professional ethos. financial contributions to organizations helping those in need, and active participation in community events. This distinctive trait is a testament to how their generosity extends beyond clients, enhancing the lives of those in their surrounding communities. Take Cindy Ambuehl, a former actress and model who has evolved into one of LA’s most sought-after luxury real estate agents, gracing the cover of Top Agent CINDY AMBUEHL Magazine. Cindy passionately supports PS Arts, a foundation reinstating arts education in schools. Through events and fundraising initiatives, she’s contributed to maintaining art education for an entire year to 30,000 students. Consider Josh Flagg, whose enormous rise in real estate landed him a spot on Bravo’s Million Dollar Listing and a cover feature in Top Agent Magazine. Despite his stardom, JOSH FLAGG Josh travels throughout America, mentoring brokers, agents, and students, sharing insights on achieving success. He finds fulfillment in transforming lives through his career and shares, “The 36

most fulfilling part of my career is knowing that I will change somebody’s life.” These examples are just a peek at how agents engage with their communities. Whether gathering Christmas gifts for underprivileged children, supporting children’s hospitals financially, advocating to end homelessness, or volunteering at local animal shelters, these agents extend their reputation beyond transactions. They’re known not only for their professional success but also for their unwavering support of community causes. Community involvement is not just an extracurricular activity for top agents; it’s an essential element that molds their individuality and professional ethos. In the real estate landscape, where relationships and integrity are central, active participation in the community builds credibility and fosters meaningful connections. Beyond boosting their reputations, community involvement mirrors a profound commitment to the areas they serve. Agents invested in their communities acquire a deep understanding of local needs and through active engagement, these agents become vital parts of the social tapestry, earning the regard and trust of the community. “Agents with Heart” displays how top agents have left a mark on the real estate landscape by imbuing their work with heart and soul, influencing lives outside of transactions.

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DIONNE BARNES Twenty-four years ago, Dionne Barnes was at a crossroads in her life. She wanted a better life for her family but wasn’t 100% certain how to get there. “It wasn’t an easy decision,” she recalls. “I knew I wanted to help people, but I didn’t want to be in health care. I talked with my mentor, and after looking at real estate I realized it would allow me to achieve everything I wanted.” Today, Dionne leads the Barnes Realty Group powered by Realty Executives Integrity, a thriving agency headquartered in Milwaukee. Her agents serve the Greater Milwaukee area, including Milwaukee County, Waukesha County, and Ozaukee County. However, the bulk of her business is done in the Glendale and Brown Deer communities in the city. The agency has been honored by America’s Best Real Estate Professionals as one of the finest agencies in the country. This year she estimates they will sell about 70 properties and do more than $12 million in volume. “My business is very unique,” she explains. “I started out working with a group of investors, and my objective was to get a good return for them. I have been able to do that by paying very close attention to the market. Forecasting and watching trends are my strengths. I have never worried about commission. I have learned that if I provide good service to my investors and my clients, ultimately I will be compensated.” She leverages the power of technology to market her listings online and relies heavily on her network of contacts. “I have a great network of business associates that I have built relationships with over the years,” she says, “and I get a lot of business by word-of-mouth.”

She estimates that more than 95% of her business comes through referrals and repeats. Her dedicated staff helps her keep in touch with her clients. “We publish a monthly newsletter and I have two amazing people, Johnette and Savine, who help me with that,” she says. “A lot of my clients own multiple businesses, and I stay in touch with them by supporting their businesses. At the end of each year, we have a gratitude breakfast to show our clients how much we appreciate them.” She loves Milwaukee and contributes to her local community regularly. Her favorite charity is an annual sock drive. “We have learned that socks, especially men’s socks, are the most requested item at homeless shelters,” Dionne says. “So every year we collect socks from October to December and deliver them to the Milwaukee Rescue Mission.” For more than 20 years she has conducted home-buying seminars for Housing Resources, Inc., a non-profit that supports homebuyers and works to improve Milwaukee neighborhoods. She fights food insecurity by donating to Feeding AmericaEastern Wisconsin, a local food bank. Dionne is excited about the future and has high expectations for her business. “I want to expand my presence on Milwaukee’s North Shore and develop my agents to help them build a lifelong business. I want every single person on my team to have a six-figure income. Instead of giving them fish, which will feed them for a day, I want to teach them to fish, so they can eat for a lifetime. I want to take my business into the stratosphere,” she says resolutely. “That is the plan.”

For more information about Dionne Barnes, call 414-467-8003, email Dionne@TheBarnesRealtyGroup.com, or visit RealtyExecutives.com www.

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ERIC VALLEE Eric Vallee, a highly esteemed real estate professional with an impressive career in the Vancouver market. Born and raised in a small town on the north side of Montreal, Eric comes from a loving family. Despite his father’s expectations for a career in printing, Eric achieved First Honours in a Master’s Degree in Criminology from Montreal University. After gaining experience in various roles, Eric discovered his true passion lay in the real estate industry. Since 2002, he has successfully completed over 2000 transactions accounting for over a billion dollars in real estate volume sales. He has also been featured on television and in newspaper articles for his expertise. What sets Eric apart in the competitive Vancouver real estate market is his unique blend of expertise, integrity, professionalism, and negotiation skills. Clients continually return to him for these qualities. Eric is also actively involved in his community, sponsoring local events and participating in various charities. Currently at eXp Realty, a collective of top Canadian real estate agents, Eric is dedicated

to providing the best home buying and selling experience coast-to-coast. With a focus on building a successful business for his family’s future, Eric acknowledges the unwavering support and dedication of his wife, Helen. Eric firmly believes that without her dedication and support, he wouldn’t have achieved the level of success he has today. Aside from building his business, Eric is also committed to raising their five children with utmost care and support. He understands the importance of instilling strong values and creating a nurturing environment for their growth and development. One thing that sets Eric apart is his exceptional negotiation skills. He’s always been able to navigate complex negotiations, consistently achieving the most favorable outcomes for his clients. His ability to create win-win situations reflects his commitment to excellence and his genuine desire to maximize his clients’ satisfaction. Eric strongly believes in putting his clients’ best interests first, as it ultimately leads to personal fulfillment beyond expectations.

For more information about Eric Vallee, PREC, please call 604-788-5133 or email eric@valleerealestate.ca

Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school Top Agent Magazine

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls. Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise. 40

While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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GINGER TRIMBLE KNOX Nearly two decades ago, Ginger Trimble Knox was contemplating early retirement from Delta Airlines when the allure of real estate caught her eye. Initially perceived as a part-time endeavor, real estate quickly evolved into a major business venture for her. Ginger’s journey in this industry is marked not just by its duration, but by the significant growth she has experienced, forming her own team and establishing an independent, small brokerage three and a half years ago. Serving a diverse range of areas, including Tarrant, Wise, Johnson, Parker, Montague, and Denton Counties, Ginger’s operations are rooted deeply in the Dallas-Fort Worth area. This geographic spread allows her to offer an extensive array of services, catering to a wide client base. Her success as a real estate agent can be attributed to several key factors that make her and her team stand out in a competitive market. With over 65% of her business stemming from repeat or referral clients, Ginger’s approach resonates with her customers. She attributes this success to her team’s effective communication skills and their no-pressure approach. “We’re good communicators. We keep people in the loop. We’re not high pressure whatsoever.” This philosophy extends to advising clients honestly, even if it means suggesting that now might not be the best time to sell or buy. Ginger’s dedication to her clients doesn’t end with a closed deal. She emphasizes the importance of staying in touch, ensuring that her clients never feel forgotten. This ongoing relationship is nurtured through thoughtful gestures like sending personalized Santa letters to clients’ children, providing updates on market changes, and offering small gifts and information on community affairs.

Ginger’s marketing strategy for her real estate listings is a blend of modern and traditional methods, ensuring a wide reach and effective engagement with potential buyers. “We do the electronic newsletter, of course, and announcements,” she explains. Social media also plays a pivotal role in her strategy, utilizing various channels for maximum exposure. Ginger has a dedicated team member managing the social media aspect. In addition to these digital efforts, Ginger’s team employs a technique known as reverse prospecting in the MLS. This approach allows them to identify potential buyers who are showing interest in their properties, facilitating direct outreach to other agents. “We really do try to find buyers, even if they’re not our own buyers,” she notes. As Ginger looks towards the future, she envisions a focused and measured growth for her business. “We’re going to take it quarter by quarter,” she says, acknowledging the ever-changing landscape of the real estate industry. Her goal for 2024 is modest expansion, aiming to add two to five more agents to her team, emphasizing manageable growth. Ginger’s philosophy for success as a top agent is simple yet profound: being responsive and accessible. “You have to answer your phone and be available,” she states. This accessibility, coupled with a promise to always respond and return calls, is a cornerstone of her approach and a key reason why clients continually seek her out. Ginger’s strategy reflects a deep understanding of the importance of personal connection and reliability in the real estate business.

For more information about Ginger Trimble Knox, please call 817-637-9184 or email ginger@gingerandassociates.com

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HANNAH GREEN-FRAZIER Hannah Green-Frazier is shaking up the East Tennessee real estate scene with her refreshing, unconventional and down-to-earth style. Her journey into real estate is a family affair, rooted in her father’s decades-long experience in the business. In 2019, he persuaded her to explore the world of real estate, leading her to earn her license in early 2020—just before the onset of the COVID-19 pandemic. “It felt like the worst mistake ever,” she laughs, “but it turned out to be a really great decision.” Working independently in the picturesque landscape of East Tennessee, Hannah operates as a solo agent with a deep connection to the community she serves. “I love to touch base with my clients and stay engaged with them, whether it’s on Facebook or other ways,” she shares. “As a little league coach in the area, if they have kids I see a lot of them frequently. Overall, I like keeping in the loop with people.” She also makes a point of commemorating the anniversaries of her clients’ home purchases, or as she calls them, their “house-aversaries.” A standout feature of Hannah’s success is her robust referral business. “I work mainly off referrals from clients and past sales,” she explains. But for Hannah, it’s mostly about building lasting relationships with her clients. Hannah’s diverse background, including five years in the construction business, sets her apart from her peers. Her ability to connect with people from all walks of life is evident in her approach to real estate.

When it comes to marketing her listings, Hannah leaves no stone unturned. Professional photography takes center stage. “That’s number one for me,” she says, “because it’s what draws people to the listings.” Social media, including TikTok and Facebook, plays a crucial role, along with regular communication with fellow agents to share upcoming listings and refer clients to each other. What Hannah loves most about her job is being different, breaking free from the stereotypical image of a real estate agent. “I’m very down to earth,” she relates. “I’m a come-asyou-are kind of agent.” Her relatable demeanor and casual approach make clients feel at ease, fostering open communication. Looking ahead, Hannah has big plans. She recently opened her own real estate firm with her father and aims to obtain her broker’s license in the next few months. The ultimate goal? Opening her own firm in her home town, where she can be the managing broker. Her husband is also in the process of getting licensed, paving the way for a dynamic husband-and-wife real estate team to corner the East Tennessee market. In a world where real estate agents are often seen as distant and unapproachable, Hannah Green-Frazier is breaking the mold, proving that success in real estate is not just about transactions but about building genuine connections within the community. “I’m a very give-back kind of person,” she adds. “If there’s a business in town that I like, I’ll refer my clients and friends to the business. I love to engage with my community.”

For further information about Hannah Green-Frazier call 423-248-9540, or email hannahv728@yahoo.com

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

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

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

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

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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JORDON SUTTON In Port Moody, Canada’s bustling real estate landscape, stands a humble yet captivating agent, Jordon Sutton. He is shaping a promising future and leading a team of agents at Angell Hasman and Associates. Following the guidance of his in-laws, who have steered a top-producing real estate brokerage for over thirty-five years, Jordon took the plunge and acquired his license. Swiftly climbing to become a top-producing agent, he remains steadfast in his commitment to providing value and exceptional service to his clients. Eleven years have passed since Jordon embarked on his real estate journey. While he oversees a team of agents, he also serves as a managing partner at a recently established brokerage. Together, they service the geographical regions of Port Moody, showcasing multimillion-dollar waterfront properties. Jordon and his team have earned tremendous respect among their clients, with most of their business stemming from repeat and referral customers. Their approach, centered on delivering unparalleled value and fostering strong partnerships, ensures that almost everyone they work with becomes a returning client. Jordon shares, “We only recommend people we wholeheartedly believe in.” To market their listings effectively, Jordon and his team create impactful cinematic videos for each property, distributing them across their social media platforms. Their brokerage stands as the most followed in Canada. Through their creative marketing initiatives, the exposure of their listings has doubled, sometimes even tripled, in terms of audience views. Consequently, Jordon and his team handle

an impressive number of transactions each year, ranging between one hundred and one hundred fifty. Despite their remarkable achievements in volume, Jordon finds the greatest fulfillment in nurturing the relationships he has cultivated with clients over the years. He also takes delight in collaborating with likeminded individuals and specializing in the most exquisite properties in their area. Beyond their professional endeavors, Jordon and his team actively engage with the Port Moody community. They maintain close ties with local organizations, support local Food Donation Company initiatives, and have partnered with the Canadian Mental Health Association for a decade. The team will contribute financially to the BC Children’s Hospital to help provide presents this Christmas for children in need. When he isn’t busy at work, Jordon cherishes spending time with his family and his young children, aged two and four. The future brims with promise for Jordon as he declares his enthusiasm about his collaboration with premiere brokerage Angell Hasman & Associates and their expansion into Port Moody, Whistler, and Kelowna. “It is a breath of fresh air and inspiring to work with such strong and talented people,” Jordon says. He is leaving a piece of guidance, emphasizing that excelling in high-caliber real estate demands substantial time and capital. He says nothing is more crucial than dependability and competence at every level. Jordon is a beacon of reliability and knowledge, a quality his clients and team can always rely on.

For more information about Jordon Sutton email jordonsutton.com, call 604.816.5769, or visit jordonsutton.com http://

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KAREN CONYERS It was 2007, and Karen Conyers found herself contemplating a career change. Encouraged by her husband to pursue real estate, Karen took the plunge, officially starting her journey as a licensed real estate agent in July 2008. Although her husband, Winston, was licensed as an agent in 2004, he was not actively practicing. Regardless, his encouragement sparked Karen’s curiosity in real estate as an alternative career path that avoided the lengthy academic route. Welcoming the challenge, Karen undertook real estate, becoming a solo agent alongside her husband. Together, they are real estate advisors of Conyers & Associates, achieving Senior Vice President of Sales last year, a Sotheby’s Int’l Realty high achiever designation. Serving White Rock and South Surrey, the husband-wife duo extends their expertise across the Fraser Valley. They prioritize staying close to home in White Rock while catering to clients’ needs throughout the local area, gaining the trust of repeat and referral clients. Many referrals pour in from agents spanning across the coast and Toronto. The team currently has six clients from referrals in the homebuying process. Maintaining ongoing connections, Karen and Winston engage with their clients in various ways. Their Home By Design magazine delivers personalized updates to clients. At the same time, a monthly newsletter, with help from a virtual assistant, keeps their clients up-todate on market trends, real estate facts, and listings. Karen’s marketing strategy combines social media platforms with a personal touch, leveraging LinkedIn,

Twitter, Facebook, and Google My Business alongside advertising through the local real estate guide, reaching local residents and 40,000 homes. Instead of sending mass email campaigns, they prefer a more personalized approach. Despite handling roughly twenty transactions annually, Karen’s heart lies in providing personalized and in-depth service to her clients. Her greatest joy emanates from past clients seeking her expertise and receiving referrals, reinforcing she has done her duty as a seasoned agent. Deeply rooted in community involvement, Karen’s commitment extends to nonprofit board services, such as previously serving on the Kindred Village Community Farm and her current role as a Fraser Valley Realtors Charitable Foundation Director and Chair of the Granting committee. Winston’s active involvement in Rotary and joint participation in the White Rock Singers echoes their dedication to their community. When Karen isn’t working, she is an avid reader, devouring around 150 books annually. As for the future, Karen and Winston will focus on expanding their business. Contemplating trending marketing strategies such as video content and exploring the world of AI, they’re devoted to constant growth and improvement. Their recent rebranding and marketing endeavors in late 2019 laid a solid foundation, allowing them to traverse the post-pandemic terrain fully prepared to serve clients. Karen and her husband’s journey at Conyers & Associates embodies resilience, commitment, and adaptability to evolving with the ever-changing real estate landscape.

To learn more about Karen and Winston, please call 604-240-3377 or visit conyers.ca www.

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

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

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Put Testimonials or Case Studies on Your Website

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

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

Be Responsive and Accessible

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

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it. You should always act in their best interest. 48

Go the Extra Mile

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

Put Yourself in Your Client’s Shoes

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

Be Consistent

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

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

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

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KAREN WALKER Karen Walker knows the importance of education. When she started in the business 19 years ago, she forged ahead in her career, educating herself in the many ways of helping her clients obtain the American dream of home ownership. Today, with her own brokerage and a small team of agents, Karen’s primary emphasis is on equipping her agents to be the best they can be. “I want them to flourish and do well in this industry,” she shares. “I strive to inspire our agents to work as a team, and to impact and equip them to be as independent as possible.” Karen’s entry in real estate began when she recognized a need for something more in her life. Already a homeowner by the age of 24, the seeds of real estate passion were planted early. “I purchased my first home at 24, so I was already exposed to homeownership,” she recalls. “I got my license and absolutely loved real estate, and I’ve been doing it ever since.” Today, as the head of her own brokerage, Karen covers a wide geographic area, including the metropolitan Memphis area, Shelby County, Fayette County, extending into Davidson County and Nashville. Her success is evident, with a high 85 percent of her business in recent years coming from repeat customers and referrals. What sets her apart is her unshakable commitment to taking care of her clients. “I have exceptional customer service,” she says, “with really great attention to detail, not only to client properties but details that involve the clients’ personal needs.” For Walker, staying connected with clients goes beyond the transaction; it’s about building lasting relationships. Using the Wise Agent system for client contact management, Karen employs all its capabilities. “I

make sure my clients get newsletters, and I do handwritten cards because I feel like that’s a way to let people know that you’re still thinking about them,” she says. When it comes to marketing her listings, Walker relies on a combination of automation systems, her website and a strong social media presence. She believes in the power of open houses, too, asserting that they are far from obsolete. “I sell homes at open houses all the time,” she states. Walker has consistently achieved impressive sales volumes, even while expanding her business. She sells up to $15 million a year in real estate and is currently carrying 11 listings. “I’ve got a lot going on!” she adds with a laugh. Beyond her role in real estate, Walker is deeply involved in her community. A member of the National Association of Real Estate Brokers and the Women’s Council, she actively participates in volunteer work and community events. Her commitment to outreach extends to her agents, who she helps conduct first-time homebuyer classes every quarter for members of the community. Outside the world of real estate, Walker spends time with her family, including her husband of 19 years and their two grandchildren. She also enjoys bowling, attending church, and serving as a New Affiliate Real Estate Instructor. In the future, she envisions a small but expanded, close-knit brokerage where everyone works as a team, with a focus on equipping her agents for success. Her goal is to always make her clients feel special. “I treat all of my clients as if they are the only clients I have,” she says. “They know that I’m going to take good care of them.”

For further information about Karen Walker, please call 901-512-8250, email karenwalkerhomes@gmail.com, or visit karenwalker.realtor https://

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KRISTIE MORRISON In six short years, Kristie Morrison has built a successful career selling real estate. That’s remarkable considering that she got into the business by accident. “A friend of mine who was a real estate agent asked me if I could help out at her office,” she recalls. “We enjoyed working together so much that after only a few days we started talking about becoming partners. That motivated me to get my license.” She works for RE/MAX Real Estate Results in Bentonville and sells properties all over Arkansas and across the state line in Missouri. She specializes in land sales and residential property. “I work with investors who have properties in every corner of the state. She also works with buyers who are looking to relocate to Arkansas or Missouri. I have a lot of experience with distressed properties and flipped properties. I take a very strategic approach in negotiations and I am committed to collaborating with not only my clients but also the other agents.” The way she deals with people and her creative approach to the business has helped Kristie become successful. “I am a very outside-the-box thinker,” she says, “and I am transparent with people. My business is rooted in relationships, connections, and charisma but I am always open to new options.” That attitude has served her well. She has sold over 15 million in volume and estimates that at least 80% of her business comes from repeat clients and referrals. Because she services the entire State of Arkansas Kristie believes her knowledge in knowing each market’s differences sets her apart. “None of the

markets are the same,” she insists. “It’s extremely challenging learning about so many markets, but I love it. I enjoy making friends with agents in every town, referring buyers to those agents, and building relationships with them.” She leverages the power and reach of the MLS to market her listings to a broad audience. “In the State of Arkansas I am a member of three different MLS sites,” she explains. “That gets me on more than 150 websites, which allows me to connect with more people.” Kristie also has a strong social media presence. “I use Facebook to connect with groups in the towns, counties, and regions where I have listings, and post on their pages.” In her spare time, she enjoys target bow shooting, a pastime she has delighted in for more than 15 years. “I am on the road a lot so I don’t have time to go hunting,” she says, “so I just go out to my backyard and shoot.” When at home she spends quality time with her 12-year-old son, relaxing on the beach at a nearby lake, bowling, or hanging out at the trampoline park. Kristie is excited about the future of her business because she sees opportunities for growth everywhere. “I’m constantly expanding my business,” she says. “That means there are plenty of new buyers and sellers out there who aren’t yet aware of what I can do for them. I have systems in place to grow, and I am always open to new opportunities. When a door opens you never know where it will take you, and my door is never closed.”

For more information about Kristie Morrison, please call 479-366-4473, email kristiesellsnwa@gmail.com or visit kristie-morrison.remaxarkansas.com www.

Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better. Top Agent Magazine

Not everything has to be about business. While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium. Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 52

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react. Create your own content. It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed. Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home. No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key. Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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LAURA GILL In the busy world of northern New Jersey real estate, where every property tells a unique story, REALTOR® Laura Gill and The Gill Group are making waves as a dynamic force in the industry, with sales topping $140 million a year on average. Laura began her real estate voyage in 2004 when her passion for the field led her to become licensed, primarily to buy and sell her own investment properties. However, life offered some twists and turns, and in 2010, faced with the challenges of being a single mother, Laura decided to dive into real estate full-time, becoming a powerhouse in the industry. Now leading a team of 12 agents she can only describe as “fantastic,” Laura emphasizes the strength of unity and mutual support within her group. “Our team of women really, truly support each other and we’re each other’s cheerleaders,” she says. Their camaraderie sets the tone for their success, she adds, making them a force to be reckoned with on the northern New Jersey real estate scene. Specializing in Bergen County while also covering parts of Passaic and the Jersey Shore, Laura’s team has carved a niche for itself. “We sell everything from starter homes to luxury properties,” she shares. “People know who we are; they see our signs everywhere.” What sets Laura apart is not just the numbers but the relationships she builds. “We have a great reputation with the public, with our past clients, with other agents in the industry,” she notes. People recognize her brand and even quote her tagline, “Go With

Gill!” when she sees them in the local grocery store—a testament to her successful branding efforts and doing the right thing by people. When it comes to staying connected with past clients, Laura utilizes a mix of strategies. “We stay in touch through our database and a collection of events throughout the year,” she explains, including photo shoots at annual tree-lighting ceremonies in the towns they serve, along with regular client giveaways, pie drives, and an upcoming cocktail reception for loyal clients. As a marketing aficionado with a corporate background, Laura’s approach to showcasing her listings is nothing short of comprehensive. From social media and print to email marketing and staging, she leaves no stone unturned. “We hit every channel,” she points out, “including our website, open houses, signs, email marketing, social media—everything.” Laura’s passion extends beyond the transactional aspects of real estate. “We enjoy really helping people get to that next level,” she enthuses. As for the future, Laura is currently evaluating the next steps for her thriving business. With plans to expand her team and explore innovative ways to grow, she remains a compelling force in northern New Jersey’s real estate landscape. “We enjoy helping people,” she says. “Whether it’s just moving up into a new home or it’s helping someone who may unfortunately be going through a divorce and is starting a new chapter, we’re helping them get there. It’s a personal and emotional business because it’s somebody’s home.”

For further information about Laura Gill, call 201-888-2900, email thegillgroup@lauragillgroup.com, or visit gowithgill.com www.

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LEAH CAMERON Leah Cameron has an art degree and has always loved real estate, architecture and interior design. And before she got into it she stoked her interest by going to open houses. “I’d go with my friends to help them decide on properties,” she recalls. “Real estate has always appealed to me and going to open houses helped me confirm that. When I lost interest in my corporate job I quit and decided to give real estate a try.” She was very excited to start her new career but it took her a while to gain her footing. “I went six months without a paycheck,” she says, “but when I finally went to my first closing I was so thankful that everything had worked out.” A Washington, DC transplant, Leah moved to Nashville in 2008. She works for Vibe Realty and sells properties in all areas of the city. “When I started out most of my sales were in Cleveland Park and McFerrin Park where the homes were very affordable. Now I have listings in Linden, Portland, Joelton, and all over Davidson County.” Leah posts videos of her listings on social media, and very often will reach out to fellow agents by phone to share details about a particular property. Occasionally she will do an email blast to local agents. She makes a concerted effort to keep in touch with her clients after a sale by checking in from time to time. “I always want my clients to know that I am available for them,” she insists, “and that I want to be a part of their lives for years after the transaction.” Her clients appreciate the personal attention. They rave about her knowledge, patience, and responsiveness.

Several mention her willingness to answer their questions and address their concerns. Her Zillow profile page is overrun with five-star reviews, which helps sustain her business. She estimates that 65% of her business comes from repeat customers and 35% comes from referrals. Giving back to her community is important to Leah, and she proves it by spending off-days volunteering at her childrens’ school. She donates her time supporting a Girls Scout troop and is an active member of the Greater Nashville Realtors (GNR). She loves renovating properties and sometimes assists her clients with home improvement projects. “I am always thinking about renovations,” she says. She enjoys pouring concrete countertops and has become a tiling expert. “I have laid plenty of tile over the years and have gotten pretty good at it,” she declares. “I’ve learned that once you can do it, you can teach others how to do it. I have given my clients advice on tiling projects to get them started, and have taken my tile saw to a client so they could finish a job.” Leah treasures the relationships she has built with her clients and her support team at Vibe Realty, and understands what she must do to continue her growth. “I have to look at every transaction with new eyes,” she says. “I have to remember that every deal is different and that I should go into every transaction with new eyes, but carry with me the experience I’ve learned to better assist my client. By doing that I can continue to please my clients and grow my business.”

For more information about Leah Cameron call 615-593-9899, email leah@viberealtytn.com, or visit viberealtytn.com www.

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

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 55

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters. BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking. STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 56

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

LORI GANO From the world of architecture and interior design to the field of real estate, Lori Gano’s career journey is a thrilling one. With 24 years of experience as a licensed general contractor and designer, she realized the need for a change, a move that led her to real estate, where her extensive knowledge in housing construction and aesthetics gives her a unique edge. Now, four years into her real estate career, Lori has not only adapted but thrived, building a small yet effective team just eight months ago. Her expertise isn’t confined to one area, as she and her team cover a broad swath of East Tennessee, focusing on Knox County and its neighboring regions. Lori’s exceptional standing as a real estate agent is rooted in her profound understanding of both the structural and emotional aspects of a home. With an impressive 90% of her business stemming from repeat and referral clients, her success speaks volumes about her approach. Lori attributes this loyalty to her “genuine heart for people” and her commitment to serving them well in all seasons of life. This quality, honed during her years in construction, has translated seamlessly into real estate, where she offers more than just property expertise. She provides a holistic view, advising on everything from structural integrity to renovation costs, all while nurturing her clients’ dreams and goals. Beyond the transactions, Lori maintains relationships with her clients through a blend of digital outreach, including emails and a magazine, and personal gestures like visits, calls, and thoughtful gifts. When it comes to marketing her real estate listings, her methods are diverse. Central to her strategy is a

robust presence on social media, where she offers an insightful peek into the real estate world. “We do a lot of social media marketing,” she explains. They showcase everything from renovation processes and design ideas to staging techniques for listings. This transparency not only educates potential buyers but also establishes a connection with the community, allowing them to witness the transformation of homes firsthand. Lori ensures that each listing receives the attention it deserves, regardless of its price point. Staying involved in her community, Lori is a familiar face. She has participated in shoots for commercials for networks like HGTV and DIY. Her most notable contribution is her role as a lead project manager for “Extreme Makeover: Home Edition,” showcasing her skills and dedication to transformative community projects. Additionally, Lori has shared her expertise through teaching construction classes for Habitat for Humanity, empowering new homeowners with the knowledge and confidence to manage their homes. Her commitment to community involvement is evident in her eagerness to assist in various capacities, whenever and wherever there’s a need. Looking towards the future, Lori envisions transforming her real estate group into a collective of well-rounded experts. Her goal is to cultivate a team of agents who are not just proficient in real estate transactions and client advocacy, but also equipped with comprehensive knowledge about homes. This includes understanding finishes, identifying potential structural issues, and helping clients realize their renovation visions. “I want the public to know that with The Lori Gano Group, they’re getting a different level of REALTOR®.”

For more information about Lori Gano, please call 865-640-5980 or email realty@lorigano.com

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MARJORIE STEPHENSON From the historic charm of Charleston to the gated serenity of Seabrook Island, Marjorie Stephenson has woven her expertise through the very fabric of these communities. In 2016, with her daughters embarking on their own life adventures, Marjorie, a Charleston native, decided to channel her talents into the world of real estate. She brought with her a rich tapestry of experience in property management and marketing, vital threads that have colored her approach to selling homes. By 2018, she had earned her license and joined Seabrook Island Real Estate, where she quickly distinguished herself with her innovative approach to showcasing homes. Now an independent agent at Daniel Ravenel Sotheby’s International Realty, Marjorie has a knack for making connections, often meeting buyer’s agents over coffee to personally introduce them to her beautiful listings. Her intimate knowledge of Seabrook Island, complete with its equestrian center and private amenities, makes her the go-to expert in a community she knows and loves deeply. Marjorie’s approach to real estate is personal and deeply rooted in the community she serves. “I have a very high percentage of repeat and referral clients,” she explains. Some of them own multiple homes and engage in repeated buying and selling, relying on her expertise each time. Marjorie’s key to success is staying connected. “I have a very high touch when it comes to my clients,” she says. Living in the private community of Seabrook Island, she is not just an agent but also a neighbor and club member. Her methods of staying in touch vary from seasonally appropriate handwritten notes to reminder media magazines, ensuring a physical and digital presence in her clients’ lives. When it comes to Marjorie’s listings, they don’t just enter the market, they make an entrance. “Regardless of

the price point, they get an incredibly fabulous picture package,” she explains. A combination of Matterport tours, video, and drone footage brings listings to life, offering prospective buyers a comprehensive view that goes beyond static images. This high-quality visual representation is then disseminated by Daniel Ravenel Sotheby’s International Realty’s dedicated in-house marketing team, ensuring local and international exposure with curated placements in elite publications. Marjorie also takes a grassroots approach with personalized postcards for each listing and letters to Seabrook Island residents, inviting them to share the opportunity with potential buyers. With a profound connection to her community, Marjorie is committed to giving back and staying involved. As an active member of The Exchange Club of KiawahSeabrook, she spearheads events to raise funds for a breadth of noble causes. “We raise funds for grants for outstanding students that may never have the ability to go to college,” Marjorie explains. Her efforts extend to addressing hunger, health, and supporting children facing illness or abuse. Looking ahead, Marjorie is poised for thoughtful growth, carefully selecting fellow agents to form a synergistic partnership. “I am expanding a bit,” she reveals, signaling a shift towards collaboration that enriches the service provided to clients. This new direction promises enhanced availability and expertise, ensuring that every showing benefits from a knowledgeable presence. Embracing a team-like ethos without losing the personal touch she’s known for, Marjorie is set to multiply the effectiveness of her practice, remaining a top agent for years to come.

For more information about Marjorie Stephenson, please call 843-834-1773 or email marjorie@danielravenelsir.com

The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar. Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first. Top Agent Magazine

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.” You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result. Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed. It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead. 1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments. 1.5 hours – Spend this time prospecting and appointment setting. 1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines. 8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive. As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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MATT O'NEILL In 18 incredible years, Matt O’Neill has built an impressive real estate organization. Located in Mt. Pleasant, South Carolina near Charleston, Matt O’Neill Real Estate employs more than 60 real estate professionals. The organization has sold more than 5,000 homes and eclipsed over $2 Billion in total volume. The accolades his organization has received have been consistent and are well-deserved. They were recently named the top company to work for in South Carolina, and have been ranked in the top 10 in that category three years in a row. The Wall Street Journal and Inc. Magazine have recognized and featured them for their growth, prominence, and stature. That’s all very impressive, more so considering that the growth of his phenomenal organization is driven by two core values and an unyielding commitment to adhere to them. “Our core values are kindness and integrity,” Matt says. “KINDNESS is written in bold red letters on the wall, and INTEGRITY is written on the stairs. These values guide every single decision we make every single day.” And then there are the people. “We look for exceptional people who fit our core values,” he insists. “Only 20% of people will do the right thing when nobody’s watching. These are the people we seek to hire. And if we later determine that they are not a good fit we make the hard call and part ways.” Matt understands that consistent growth requires an effective marketing strategy and the necessary resources to execute it. “We have a three-person marketing department, listing and closing coordinators, and we spend

more than $1 million a year on advertising,” he says. “We are on radio and TV, and we have a massive online presence. We design custom postcards, flyers, property brochures, social media content, and email marketing for our agents and utilize the services of some of the top professional photographers, videographers, and stagers in Charleston. It’s a massive operation.” The well-being of his local community is a priority, so Matt donates a considerable amount of his time and money to charity. “We are really involved in local charities,” he says proudly. “I am the chairman of the development committee for Make-A-Wish South Carolina. We granted six wishes at a recent event, and last year Matt O’Neill Real Estate, my family and I raised $90,000 for children facing critical illnesses. Despite the firm’s sustained success, it is not exempt from market volatility, and has been negatively impacted by the recent rise in interest rates. “We lost a lot of cash from January to April of 2023,” he says. “We were spending as if we were growing but interest rates put a cap on the market. But we are back on track now, committed to finding a way to grow while the market is shrinking. All things considered, I think we pivoted very well.” Matt’s future goals are lofty, and he is clear and precise about his intentions. “Our ultimate goal is to become the most recognized and respected real estate brand in South Carolina,” he declares. “We would like to eventually reach $1 billion in annual sales, and surpass 10,000 fivestar reviews.” These are demanding objectives, even for a mover and shaker like Matt. But he is determined to achieve them, ably assisted by dedicated employees imbued with kindness and integrity.

For more information about Matt O’Neil, please call 843-619-0401, email matt@mattoneill.com or visit mattoneillrealestate.com www.

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MIKE WAGNER Michael Wagner is a true trailblazer, having carved a unique niche for himself in just three years. After leaving a job in the Northeast, Michael relocated to Myrtle Beach, South Carolina, he leveraged his extensive knowledge of contracts and guiding people through the contracted period. He sees himself as a guide, assisting clients in navigating the complexities of real estate transactions with ease. Operating primarily as a solo agent, Michael occasionally collaborates with fellow agents to manage his workload effectively. His geographical focus is sharply defined: he exclusively deals with condominiums and townhouses in Myrtle Beach. This specialization, particularly in oceanfront properties, has allowed him to develop an in-depth understanding of this specific market segment. His approach as a real estate agent is distinguished by his impressive referral business and innovative marketing strategies. “Referral business is my focus, people will always tell others about a great experience,” he explains. This statement highlights the trust and satisfaction his clients have in his services, with referrals multiplying his client base significantly. In terms of marketing, Michael adopts a multifaceted approach. He leverages the power of the MLS (Multiple Listing Service), ensuring broad online exposure for his listings. Additionally, he utilizes Haven Magazine as a platform for showcasing properties. However, it’s his adept use of social media that truly sets him apart. Michael explains, “I use a lot of social media, I put myself out there as a person in addition to showcasing my available listings.” By presenting himself authentically on social media,

he creates a relatable and trustworthy image that resonates with clients. After working with Michael, clients love to spread the word about his services. One recently said, “I have only met 2 truly professional agents over my lifetime of buying properties. Mike Wagner is one of them. He LISTENS to your needs and wants and truly helps you find a property that fits those needs. I would recommend Mike to anyone buying in Myrtle Beach and would use him again to buy or sell in the Myrtle Beach area.” Michael’s engagement with his community extends beyond his professional life as a real estate agent. He is an active member of the Elks Club, where he participates in various charitable events, contributing to the welfare of the community. Additionally, he plays a significant role in his local homeowners’ association (HOA), serving as an elected official. This involvement not only reflects his dedication to community service but also his interest in local governance. In envisioning the future of his business, Michael is focused on refining his expertise, particularly in oceanfront and ocean-view properties in Myrtle Beach. His goal is ambitious yet clear: to ascend from being among the top five REALTORS® in this niche to becoming the number one. This ambition is not driven by financial motives alone. “I do it to enable people to realize their dreams.” Michael’s philosophy transcends the transactional nature of real estate, aiming to empower individuals to achieve their property aspirations. His approach underlines his dedication to both his profession and his clients.

For more information about Michael Wagner, please call 843-213-7967 or email mikesellsmb@gmail.com 62

Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader. 1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. 63

Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. 64

Don’t forget to always take in what you can do to be a better team leader as well. 3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers. Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business. 4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either. Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business. Top Agent Magazine

MITCH GROVE Mitch Grove, a seasoned real estate professional in eastern Oregon, is no stranger to the industry or Baker County. Growing up in a family of licensed brokers with 43 years of combined experience, Mitch’s journey in real estate began as a young kid, assisting his parents in their endeavors. Despite his early exposure to real estate, Mitch took a detour after high school, pursuing a college education on a basketball scholarship. His professional journey evolved with diverse experiences, spending nine years managing Target retail stores and later transitioning to Allstate, where he gained valuable insights into the complexity of building development. A travel-heavy career prompted a return to Baker City, his hometown, where he and his family welcomed the entrepreneurial path of real estate. Licensed since 2015, Mitch has dedicated nearly a decade to serving the greater Eastern Oregon region, covering Baker County, Union County, and Malheur County. As a solo agent, he has built a solid client base, with 70-80% of his business originating from repeat and referral clients, a testament to the trust he has fostered in the place he calls home. Setting Mitch apart from his peers is his high level of communication and consistency in client relationships. Whether keeping clients updated on new listings, stewarding them through transactional highs and lows, or ensuring consistent showings, Mitch’s commitment exudes confidence and encourages clients to refer friends and family. Living in a town of about 10,000 people, Mitch, standing almost 7 feet tall, resembles a walking billboard for real estate networking. As a second-generation real estate broker, he leverages his unique position as an opportunity to interact with the local community.

Mitch markets his listings by ensuring high consistency in property presentation, regardless of its value. Utilizing traditional and modern methods, he uses social media to advertise on platforms such as Trulia, Zillow, Instagram, and Facebook. Mitch also uses professional photos, in which his wife is his photographer. As a result of his efforts, Mitch achieves between 20 to 25 million in volume annually. What fuels Mitch’s passion for real estate is its versatility. No day or transaction is the same, and he revels in the various challenges presented. He is passionate about guiding first-time homeowners to take the crucial step toward securing their financial future. Beyond his professional pursuits, Mitch stays deeply involved in the Baker community. Serving on various boards, including the Economic Development Council and Step Forward, a group dedicated to housing and special services for adults with disabilities, Mitch actively contributes to the community’s welfare. He is also an assistant varsity basketball coach at the local high school, reflecting his commitment to being a positive influence in the lives of the youth. Looking ahead, Mitch envisions personal success and development. His future goals include owning and operating The Grove Team, representing buyers and sellers, and helping them realize their real estate aspirations. Mitch will stay dedicated to the forefront of the Baker County real estate market, offering trusted advice and maintaining high production and efficiency. Mitch says, “Stay hungry, don’t be satisfied, continue seeking new trends.” His commitment to excellence demonstrates the qualities of a trusted local broker, always ready to navigate the evolving real estate landscape.

To learn more about Mitch Grove, please email mitch@thegroveteam.com, call (541)519-3044, or visit thegroveteam.com www.

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MJ CORDOVA In the bustling world of real estate, where success is measured in transactions and client satisfaction, one name stands out: MJ Cordova. With more than 20 years of experience in sales and executive sales leadership, MJ’s journey in the industry has been on an upward trajectory. “Initially I started coaching agents on how to close more transactions,” MJ recalls. His path took him through various roles, from recruiting for a large eXp Realty team to becoming the director of productivity, culminating in his recent appointment as the CEO of KP Elite, a leading real estate team. MJ’s team, based in Arizona, boasts a formidable force of 100 agents, making it the largest eXp Realty team in the state and the 10th largest in the nation. Their prowess extends beyond the company, as they also stand tall as one of the largest Zillow Flex teams in Arizona. What sets MJ’s team apart is his unwavering commitment to agent development. They believe in treating their agents as clients, ensuring they receive top-notch training through the team’s comprehensive KP Academy program. This two-week intensive program sets the stage for agents, regardless of their experience level, to provide an exceptional client experience. “We really focus on the client experience and training our agents to make it the most pleasant transaction possible,” says MJ. This emphasis is backed by a dedicated transaction management department that handles every detail, ensuring a seamless process from start to finish. As a result, their cancel rate is remarkably low. The target market for MJ and his team is Maricopa County. Their impact is felt throughout the community, as they actively participate in events like farmers’

markets and large-scale community gatherings, reinforcing the importance of what he calls “human-to-human connections” in the digital age. “It’s a really effective tool for being present in the market,” MJ shares, “and letting everybody know that your goal is to make sure their transactions go smoothly.” When it comes to social media, MJ’s approach is refreshingly hands-on. While he maintains a team account on various platforms, the focus is on empowering agents to build their own brands. Through tailored training sessions with industry experts, agents learn the ins and outs of effective social media usage, ensuring they’re equipped to forge genuine connections with clients. With a staggering annual transaction volume of around $250 million, MJ’s team is a force to be reckoned with. Yet, for MJ, success isn’t just measured in numbers; it’s about the growth and development of his agents. “I’m in a season of giving,” he reflects. “I want to take what I’ve learned and provide that to others.” Community involvement is at the heart of MJ’s mission. His team actively engages in initiatives like Feed My Starving Children, in which they pack food to be sent overseas. They also engage in volunteer efforts in Mexico, in which they help build homes for families in need. Looking ahead, MJ envisions continued growth for his team. With a track record of doubling his agent count and increasing volume year over year, the sky’s the limit. “I just can’t say enough about our agents and how determined they’ve been to continue to work through the challenges of the market,” he notes. “The system we have works and I’m really proud of it.”

For further information about MJ Cordova, please call 480-436-1820, email mj@kpeliteaz.com, or visit thekpelite.com https://

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

interactive, unmissable, and effective in generating business.

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

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 68

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

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

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RHYS TRENHAILE Rhys Wyn Trenhaile of Windsor, Ontario, has built a successful career in real estate over the past two decades by combining his legally trained mind with a dedication to perfection, a penchant for interpersonal networking, and a sincere belief that his agents have the power to shape their neighborhoods and help solve the global housing crisis by starting right here in their hometown. “As a real estate agent, you can actually make a significant difference to your community. You could just sell houses all day and have a nice career, but we’ve made a huge impact as a team on improving neighborhoods and advocating for sound urban planning policies with the local government. It’s a lot of effort, but it really works.” After graduating from The University of Windsor’s highly respected Law School and being called to the Bar in 2002, Rhys began networking with friends and family who were working in nearby Detroit, and was pulled into the real estate industry twenty years ago. “I was calling a friend to get connected to the states,” he recalls. “But he actually convinced me to get fully licensed. And I’m glad he did – the opportunity in this career has been endless.” Rhys dedicated the start of his practice to perfecting each word for every MLS listing, and he carries that unwavering, crystalline vision to his team and agents to this day. At the time of writing in 2023, Rhys serves as the Team Leader and Broker for The Vanguard Team with Manor Realty Ltd., which specializes in investment properties and residential dwellings in and around Windsor, Ontario. “We are well known in the area as being one of the oldest ‘modern style’ teams,” he

exudes. “We are about seventy percent income property sales of various niches. Most of our team members have been here for over a decade, so we’re very stable in that regard. We have a clear vision, and we follow it together – it’s been a happy journey.” This spirit of camaraderie and collectivism fuels an average annual volume of $50 million Canadian ($36.5 million USD), supported by a book of business that is over sixty-six percent repeat and referral clients. For The Vanguard Team, the cornerstone of their shared vision is an ongoing effort to solve the housing crisis in Canada and beyond. The city of Windsor recently agreed to study Rhys’ suggestion, to provide taxpayers with a $50,000 grant or loan to build Accessory Dwelling Units (ADUs) on their properties. “We’re just not building fast enough, and we have to learn how to provide more opportunity with the resources we already have. We’re seeing the same things happening in Western Europe and Brazil – we want to be at the forefront of those solutions.” With his sights firmly set on thinking globally and acting locally, Rhys and The Vanguard Team plan to continue recruiting developers and investors, serving clients with knowledge and expertise, and working with local officials in Windsor. “We will evolve. We still have agents handling houses, student rentals, and duplexes – but our residential downtown is rapidly changing, so we’re getting into bigger, more complex deals. I love being an advocate for the city and being a trusted advisor and representative for our rapidly changing profession.”

For more information about Rhys Wyn Trenhaile, please call 519-250-8800 or email rhys@thevanguardteam.com

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SABRINA STOREY Growing up in rental homes and experiencing the instability it brought, Sabrina Storey was motivated to secure her own future. By the age of 20, she bought her first house, renting out rooms to cover her mortgage and even earning some extra income. This savvy investment marked the beginning of her 20-year venture into real estate, balancing it alongside another career. Sabrina’s entrepreneurial spirit shone through early on, as she dabbled in rental and vacation properties long before the concept of Airbnb hit the market. At 40, she took the bold step to formalize her passion, obtaining her real estate license and truly embarking on her professional journey. Today, leading a dynamic team of specialized agents who cover a vast area from West Vancouver to Chilliwack, Sabrina stands as a visionary in her field, blending her personal experiences with her professional expertise to guide her clients in the ever-evolving world of real estate. Sabrina’s real estate practice stands out significantly in the industry, attributed largely to the exceptional value-added services she and her team offer. “We go above and beyond,” she explains. What sets them apart is their unique approach to catering to specific community needs. For instance, they run a first responders appreciation program, offering discounted commissions and donating a portion of their earnings to related charities. They recently raised $3,000 for the BC Professional Firefighters Burn Fund, showcasing their commitment to giving back to those who serve the community. Another innovative program Sabrina introduced is ‘Next Chapter,’ tailored for seniors. This initiative provides not just discounted commissions but also essential support

services. Understanding the emotional and logistical challenges seniors face when moving, her team collaborates with Crossroads Collective in Langley, offering free pre and post-move counseling. Additionally, they assist with decluttering, packing, and move-out cleaning, easing the overwhelming process for seniors and their families. It’s clear community plays a big role in Sabrina’s life. She does everything she can to help first responders, as they hold a special place in her heart. “My grandpa was a firefighter, my husband’s a firefighter,” she shares. “My dad, brother, sister, and many of my cousins are RCMP as well.” This connection is reflected in her active participation in events like the Cops For Cancer hockey tournament, which raises about $5,000 annually, and sponsoring a hockey team for the World Police and Fire Games. Additionally, her team is involved in the local 100 Women Who Care Fraser Valley group, a powerful initiative where 100 women gather together quarterly, each contributing $100 which results in a $10,000 on the spot donation to an underfunded local charity voted on at the meeting. Outside of her professional and community commitments, Sabrina loves traveling to warm places, especially to her vacation property in Arizona. She also finds joy in decorating and renovating. Sabrina’s future in real estate holds an ambitious goal. Now in the top 1% of RE/MAX agents globally, she has her sights set on the Pinnacle Award, the only accolade she has yet to achieve. “I was never an athletic child, so I missed out on getting trophies as a kid,” she says. “It’s fun to get them as an adult while doing something I love.”

For more information about Sabrina Storey, please call 604-317-6595 or email sabrina@sabrinastorey.com

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

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

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

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

Be Transparent in Property Disclosures. Never gloss over issues with a property. Be transparent with your client as you disclose everything you know about a property to protect the interest of a client and their family. When an agent openly communicates with their clients, whether a structural issue or faulty plumbing in the home, it prepares them 72

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

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

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

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Top Agent Magazine

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

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

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

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

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

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It is paramount that an agent is educated about present market trends and informed about the local real estate market. Rule number 8:

Rule number 10:

Deliver What You Promise.

Get Versed in Market Knowledge.

Overpromising and under delivering is an easy way to taint your image and name in the business of real estate. To uphold your reputation among clients and industry peers, it’s crucial to fulfill the expectations you’ve committed to meeting. An agent should strive to be realistic when working with their client to avoid false hope or unrealistic results in the buying and selling process. Furthermore, it helps everyone prepare emotionally for potential obstacles in the homebuying process. Rule number 9:

Cultivate Patience and Professionalism. Putting pressure on your clients to make a decision when purchasing or selling their home is a big no-no. Not only is a home one of the most significant purchases most individuals make over their lifetime, but it is also where most spend the rest of their lives. For a client, these decisions can be challenging as they determine what their future home will look like. While guiding your client is valuable, it’s important to allow them to go at their own pace. Patience is a virtue, and professionalism is essential for a happy client. 74

It is paramount that an agent is educated about present market trends and informed about the local real estate market. Should an agent not prove they are up-to-date with the latest market knowledge, they risk looking unprofessional and unfit to represent a client. By knowing the state of the market, you become a proficient representative for your client. Additionally, you stay properly educated and may earn respect in the industry for your knowledge. Learning things like year-to-year home values, current interest rates, and home inventory stock, as well as the best time to list or purchase a home, will demonstrate to your clients that they are in good hands with an agent who holds vast knowledge of the real estate world. In the competitive world of real estate, the success of your business relies on your clients’ loyalty and the prestige of your reputation. By implementing these rules into practice, you can avoid future challenges as you flourish in your business and cultivate enduring relationships with your clients for years to come.

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STEVE CHIN Steve Chin of Park City, Utah, has cemented himself as a leader and expert in the luxury ski resort real estate industry over the past forty years. His background in tax law, combined with an entrepreneurial spirit and a passion for the great outdoors, has fueled an enviable career culminating as one of the Senior Partners at Deer Valley Real Estate. “I love the continued learning curve and the interactions with my clients that build long term relationships. Between those two categories there’s something new to learn every day – whether that’s changing tax law or finding new ways to teach my classes, every day is different.” Prior to formally entering real estate, Steve grew up in Sacramento, California, and graduated from Cal Poly Pomona before pursuing a career as a CPA. “I was working for Kenneth Leventhal & Company in Los Angeles,” he recalls. “I was already doing the tax and audit work for the Park City Ski Resort, so it seemed like the perfect fit.” Steve’s experience in the arenas of development and brokerage sales helped him transition his career, and he and his wife moved to Park City where they have lived and raised a family over the past thirty years. “We love to be outdoors – we had always wanted to leave the city life to spend more time hiking and skiing. It was the right time for the move.” Today in 2023, Steve serves alongside three additional principals and three full time support staff members to lead a team at Deer Valley Real Estate, serving Park City and surrounding areas with homes and residential

developments between $500,000 and $20 million. Their broadly cast advertising footprint includes a robust presence on social media platforms and newsletters, which is seamlessly combined with a deeply rooted interpersonal network. “We’ve grown a lot since my son Cameron joined the team five years ago,” he exudes. “He spent thirteen years coaching alpine ski racing for the Park City Ski Team, and he coached the Russian National Team in the 2014 Sochi Winter Olympics. Plus he grew up here! So he’s got the perfect combination of local insight and global perspective.” When he’s not educating his agents or tackling the next development, Steve goes to great lengths to leverage his expertise to support the greater community. He and his wife Val actively support the local schools, Rotary, National Ability Center, Natural History Museum, Mtn.Trails, Nuzzles, and Cystic Fibrosis organizations. They are also proud co-owners of Parallel Napa Valley: a boutique vineyard that hosts philanthropic events throughout the year. In the next five years, Steve aims to step out of his ownership and management role and into an adjacent position alongside the team. “I want to make sure our systems and practices are perfected. We’ve made tremendous use of not only our business coach, but also our psychology coach – it’s amazing what that kind of support can do when it comes to handling objections or red flags. It’s been a tremendous boon for our success, and we plan to integrate them more deeply going forward.”

For more information about Steve Chin, please call 435-640-3200 or email steve@deervalleyrealestate.com Top Agent Magazine

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