NATIONWIDE & INTERNATIONAL 2-20-23

NATIONWIDE & INTERNATIONAL EDITION

Is Finding a

NICHE MARKET

Right for You?

BEYOND

CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

HOW TO THROW A NETWORKING EVENT

that Can Put Your Business on the Map

Is Finding a

COVER STORY NICHE MARKET

FEATURED AGENTS ADRIAN SCHMIDT ALI JOYCE ASHLEY TREFNEY CHRISTIE REAGAN CHUN HUNG COLLETT RICKS HECTOR LIRIANO MARIYA ROBERTS MEGAN FEALY NOSHEEN HAYAT REGINA PATTON ROSE STAWICK SABRINA FERNANDO SANDRA MCDUFFIE SEBASTIAN GALEANO SHERRIE SMITH SHERRY KRONJAEGER STEFANIE GOULD TOM CONNORS TONYA BAUDEK TRACE EMERSON WENDY ASHLEY

Right for You? VAN CROPSAL

Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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VAN CROPSAL Top Agent Magazine

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Fluent in French and English, Top Agent Van Cropsal assists buyers and sellers in the Greater Montreal Area.

Determined to reach great heights, Van Cropsal has quickly become a successful agent. He entered this field in 2020, after losing his employment in the corporate world at the start of the Covid pandemic. “I always wanted to jump into real estate, so I finally decided to do it, and it’s been amazing ever since,” Van explains.

This wouldn’t be the first time that Van had to reconstruct his life. Having lost his father as a toddler, his mother was unable to provide for him and his siblings. After a few years of living in an orphanage, he would later be adopted with his family’s blessing, and moved from his native Vietnam to Canada. Not having the usual privileges that come with a normal upbringing, he had to overcome the many obstacles in both his personal and professional life. After learning the languages and culture of his new home, Van had developed the skills and experience that would prove to be indispensable in bringing about success later on in his career.

Fluent in French and English, Van assists a wide range of clients. Undaunted by the 8 Copyright Top Agent Magazine

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

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a seller, Van puts himself in their shoes by following the Golden Rule of treating others as one wants to be treated.

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

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

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

neighbors know someone who wants to live in the region. He also hosts open houses and ensures each property is looking its best on all the top real estate websites.

During Van’s free time, he loves giving back to his community through charities and events. Every Christmas he provides food and gifts to local families in need, and throughout the year he gives back to the SPCA. In his personal life he loves spending time with his family, notably with his

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wife and their two sons. Leading an active lifestyle he also makes time for sports, playing golf, tennis, badminton and skiing.

Driven by his desire to provide unparalleled service to his clientele, his expansion strategy is aimed at fulfilling the needs of other clients in new markets. Ultimately his goals are to financially support his family in Vietnam and build a legacy for his children. “I love what I’m doing, I can’t picture myself anywhere else.”

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

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

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

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1

Visualization helps you work efficiently and keep your cool.

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

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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MARIYA ROBERTS

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MARIYA ROBERTS

After moving from Chicago to Plano, Texas eight years ago, REALTOR® Mariya Roberts started building her real estate business from scratch. Working with all types of home buyers and sellers, from those looking for their first property to seasoned investors, Mariya has since become known for her proven track record of efficiency and skill in closing deals. She works independently to provide a personalized service for every client, making sure that they receive the attention and care they deserve. “I don’t see my work as completing transactions,” she says. “It’s about making sure my clients are happy with the service they are getting.”

clients who appreciate her hard work ethic.

From start to finish, she is there for her clients. She calls them regularly and fielding their questions about home values after the most recent market shift.

Before real estate, Mariya worked in marketing and communications for over ten years.

Around 70% of Mariya’s business comes from repeat and referral 16

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Her expertise is apparent in the way she publishes listings online and in person.

In addition to newsletters and social media, Mariya sends out a home magazine with detailed reports about different neighborhoods. She also frequently taps into her professional network to see if there is a match between a client and a listed or off-the-market property.

Both locally and abroad, Mariya makes a point to give back. With the brokerage she works for, she donates a portion of her commissions to an organization that provides clean water for families in Africa.

Closer to home, she’s very involved with the Russian-speaking community and frequently sponsors their events around the holidays. On top of all of this, she attends all of the activities for her seven year-old daughter. When she can find the time, Mariya enjoys traveling.

Eventually, Mariya plans to open a brokerage and expand into doing international real estate. For now, she is concentrating on helping her current clients make great financial decisions when it comes to owning property. “I want my clients to be satisfied with all of their decisions. Seeing them happy in their new homes is the most rewarding part of my job.”

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To learn more about Mariya, call 214-601-0124, email Mariya@mikesrealtygroup.com, visit mariya.dallasareahomelistings.com or www.

facebook.com/people/Mariya-Roberts-Real-Estate-Services-in-DFW

www.

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

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

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

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

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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STEFANIE GOULD

Stefanie Gould of Chandler, Arizona, combines a lifetime of expertise in the world of hospitality with an unwavering dedication to professional relationships and digital marketing to fuel Elite Vacation Rentals by Arizona Elite Properties.

“This is a unique niche within the world of real estate. We manage a lot of logistics here and we have to balance the partnerships with property owners with the experiences of vacationers. It’s a busy lifestyle, but it’s rewarding to help people have great vacations here in Arizona!”

vacation rental homes in the Phoenix valley and the mountains, and we do about four thousand checkins and check-outs per year. We’ve got a pretty special group – a team of nine, all REALTORS®, along with cleaning teams and vendors, working around the clock to make it all possible.”

Stefanie revels in the unique position that she holds in the real estate market, and she recognizes that success in her area requires diligence

Ten years ago, after moving to Arizona from Costa Rica, Stefanie reached out to a broker she met while living abroad.

With some guidance and mentorship, she became a licensed REALTOR® and embarked on her journey in a newfound career. Today, in 2023, she and her business partner head a team of agents who specialize in the Metro Phoenix area, along with the nearby mountains of Arizona. “We manage around two hundred 20

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and determination. “It’s an interesting part of the business – it’s not the center of the real estate wheelhouse of buying and selling, but it’s so much more than property management. A lot of REALTORS® who specialize in helping their clients buy vacation rentals will hand off the management side to us, so I maintain great relationships with them because that’s our primary source of referrals.” Her flexibility and dedication to interpersonal networking has helped Stefanie build a growing enterprise, and Elite Vacation Rentals is poised to continue its trajectory well into 2023.

“We grew exponentially in the last couple of years. We are probably going to be up another 25% in the number of homes we manage – that’s at least another fifty properties. It’s exciting, and we’re focused on ensuring that while we grow, we simultaneously enhance our owners’ revenues, as well as the guest experience.”

In addition to leveraging her insider’s understanding of the hospitality industry, Stefanie emphasizes a robust digital advertising footprint to ensure her clients’ properties are competitively marketed. “We market on over forty websites in the vacation rental industry. VRBO, AirBnB, Expedia, Google Vacations, and even some of the more niche OTA’s, as well as the MLS.” By systematically relying on professional photographers and videographers to entice potential vacationers, Stefanie can free herself to focus on the many additional offerings that she provides her guests. “I love working with people who are here to have a memorable experience, and doing that creates great reviews, and more revenue for our owners. It’s all a partnership here – providing great experiences makes our business grow!”

When she’s not busily building her rapidly growing business, Stefanie returns home to spend time with her boyfriend and enjoy everything that the mountains and deserts have to offer. “This is demanding work. My entire family lives in Las Vegas, so every chance I get, I try to go home and reconnect with them.”

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For more about Stefanie Gould, please call 480-447-9211, visit elitevrs.com or email stefanie@copperskyrealestate.com www.

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5 STEPS TO ACHIEVE LONGTERM SUCCESS

AS A REAL ESTATE AGENT Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

2

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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3

BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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ADRIAN SCHMIDT Adrian Schmidt of Brookhaven and Blue Ridge, Georgia, has developed a strong base of satisfied clients by combining years of experience in the real estate industry with a tried-and-true approach to success. “I try my best to listen carefully, think creatively and solve problems. These fundamental steps help me identify what a client’s goals are and help me draw a roadmap to get there. As service providers, it’s always our mission to help clients reach their goals. In my practice, I’ve also learned that if you’re truly committed to the notion of helping others, then both you and your clients will find success and satisfaction.

little thin – which can impact both results and client satisfaction. Applying additional automation or team members or process enhancements by themselves won’t offset the need for the agent’s attention, nor will they directly provide the level of guidance a client needs. In my case, I don’t delegate my client interactions and I use automation intelligently – definitely not in a “one-size-fits-all” way. I stay tuned in to every phase of the marketing operation for every property and constantly monitor market conditions.

I don’t approach relationships like a robot and I’m not abrupt or curt on calls – I take the time to have the detailed conversations that are often necessary. It can lead to longer days and longer work weeks, but that’s the job, in my view – and it’s what happens to be most satisfying to my clients and to me as well.

Maintaining a manageable and steady workflow helps me maintain that one-to-one listening, solution-driven relationship with each and every client.”

Adrian’s career in the industry began while he was pursuing a degree in Business and Finance at the New Jersey Institute of Technology. “I joined a local commercial real estate firm in New Jersey as an intern doing database and financial analysis work, and that eventually expanded into a consulting role for corporate site selection projects. After graduating college, I joined Prudential Realty Group and took a role with the acquisitions & development unit at Prudential’s Atlanta regional office.

In addition to prioritizing strong interpersonal connections, Adrian leverages his real-world experience managing a personal STVR property portfolio to further distinguish his practice at Sotheby’s.

Buying, selling and managing my own STVR properties has provided valuable insights on acquisitions, preparations, operations, and dispositions over the past several years. It’s really an entirely new category of real estate investing that individual property owners can have access to. My experience over the years with this emerging space, together with my commercial real estate and capital markets experience, has really helped me provide strategic real-world guidance that has directly benefitted my clients and helped them succeed.

After honing his expertise in the commercial arena, Adrian’s practice has focused solely on residential real estate for the past 12 years with Atlanta Fine Homes Sotheby’s International Realty, where he excels as a consistent top individual performer. A majority of Adrian’s clients are repeat and referral clients, with an average annual volume that is consistently between $10 million and $15 million over the past decade. “High quality work with a manageable transaction count are the most important things to me, and I’m not really focused on volume as a personal end-goal. If I sell higher-priced properties in any given year, then my volume level is higher. But with my focus on the work-product and pace, I’ve never really seen volume as the primary measure to strive for, and I’ve never identified with the vanity/ego aspects that often accompany high volume.

His private and professional experiences in the world of real estate make him a staple in the region ranging from intown Atlanta up the I-75 Corrirdor and throughout the North Georgia Lake & Mountain region. He serves as a valuable asset and critical link between clients, industry professionals, and extended community. Adrian has been actively involved in Brookhaven over the years, having served as an appointed member of the City of Brookhaven Planning Commission and having served in committee roles for development of the city’s Comprehensive Plan. He is excited to continue growing his business by staying the course that has brought him steady success. “I truly get to help clients and their families achieve a vision – whether that vision is an intown dream home vision, a mountain home vision, a second home/investment property vision – and anything in-between.

But first and foremost, it’s about helping someone on their journey to the next phase of life they’re heading to. That is where the greatest rewards are”.

What I personally strive for is a consistent level of quality in the work that I do. Approaching every engagement with candor and transparency is a key factor in my repeat and referral business, and this is important particularly as it relates to how much you can take on at once. I learned this early on from a few top agents whom I highly respected. They were kind enough to share their humble wisdom about the number of transactions they do annually. They said you do your best work if you do something between ten and twenty transactions per year. It was wisdom that resonated with me. As a sole practitioner, if you go beyond that, then you start to spread yourself a

To learn more about Adrian Schmidt, visit adrianschmidt.atlantafinehomes.com, email adrianschmidt@atlantafinehomes.com, or call 404.229.6777 https://

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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ALEXANDRA (ALI) JOYCE For Alexandra (Ali) Joyce, real estate was always a part of life. “I grew up in a real estate family,” Ali explains. Many years ago, her great-great-aunt moved to the United States from Lebanon and began investing in real estate. “Other family members followed suit, and it has just become the family legacy to invest in real estate,” she says. After studying psychology at Holy Cross, Ali decided to change gears and work in financial sales. Serving as an individual sales contributor, and in operational and managerial roles, she developed a well-rounded experience that built the foundation for success as an agent. “My heart wasn’t in finance, so I earned my license and hit the ground running, gaining quick momentum as a REALTOR®.”

Today Ali leads her own team, including herself, a transaction coordinator, and three other agents that serve the greater Boston area.

The real estate market in Greater Boston has always remained strong and steady. In an area known for its top-notch education system, with prestigious colleges and universities such as Harvard and MIT and home to one of the best healthcare systems in the country there is no shortage of buyers and sellers. Ali and her team are skilled negotiators and can help customize a strategy for any client to help them achieve their next real estate milestone.

Ali loves guiding her clients in their quest to buy or sell homes here, as her local expertise helps them make informed decisions. “I have these two really different skill sets that combined have helped me advise my clients,” she explains. “With my background in psychology and finance, I excel at negotiating

and creating a stress-free experience for everyone involved.” Ali’s approach to buying and selling real estate is solution-focused, allowing her to quickly jump on potential problems before they arise. “I make sure we’re prepared, so we eliminate surprises and do all due diligence up front.” Clients never have to ask Ali for an update on what’s happening, as she keeps them in the loop at all times.

Real estate is a business strongly built on referrals. After a transaction is complete, buyers and sellers never hesitate to leave 5-star reviews about their time together. One recently said, “Ali was amazing to work with. Attention to detail, superb knowledge of the market, and her strategic recommendations really stood out. We met with a few realtors before selecting Ali and the experience was night and day. Also, Ali got us an over-ask offer in our first week on the market. What more can you ask for!”

When Ali isn’t working, she’s staying active in the community through her alumni network. She is on the board of the Holy Cross Club of Boston and is a member of the Harvard Club of Boston, where she serves on the Events Committee. During her free time, she can be found wine tasting or refurbishing furniture.

In the next few years, Ali will continue growing and meeting new clients. She just earned her real estate license in Rhode Island and will be focusing on the Northern part of the state as well as waterfront property. “I just love my career. The most fulfilling part is getting to know people and helping them achieve their goals. My clients are really lifelong clients, and I feel very lucky to serve them.”

For more information about Alexandra (Ali) Joyce, please call 339-237-0783 or email ali@alijoyce.com

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ASHLEY TREFNEY Ashley Trefney of Oakland County, Michigan, combines her hometown knowledge with an entrepreneurial spirit, a passion for service, and a broadly cast interpersonal network to fuel her rapidly growing real estate enterprise. “I love helping others, making an impact, and getting to know people on a deeper level.

When someone walks into a house and you feel that emotion radiating off of them – you can tell when someone walks into their dream home – and then being able to call and tell them you closed the deal … there’s no better feeling.”

Originally, after graduating with a degree in social work, Ashley pursued a career developing training programs. As her position solidified in the industry, she felt herself increasingly called to chase a more ambitious horizon, and eventually she decided to abandon the comfort of the nine-to-five existence. “I knew I wanted to help people in their lives and make some kind of an impact in this world. My mom and stepdad had planted the bug in my ear years ago, telling me I had the personality and the drive for the world of real estate, and one morning I saw a billboard for a famous REALTOR® who had worked with the Detroit Lions and Tigers. I just knew I wanted to help other people do big things.” After interviewing with friends and agents who were already established in the field, Ashley enrolled for her coursework and became fully licensed in November of 2020.

Since then, her trajectory has been nothing short of meteoric. Ashley’s first full year as a licensed REALTOR® saw her clear a collective $3.2 million in volume; and in 2022, she more than doubled that figure, closing over $7.6 million. Presently, she works

as a solo agent specializing in Oakland and Macomb Counties (and beyond) with Keller Williams, and she is excited at the opportunities for prospective growth in the burgeoning markets of Royal Oak, Ferndale, and Rochester. “The work that I do in real estate really does pay off.

Running my own business and being a strong, female entrepreneur makes me look forward to waking up and going to work every day. And I’ve met some incredible friends and REALTORS® throughout the entire country doing this – I’m just grateful for the opportunity.” Ashley attributes her immediate success to her candor and willingness to connect with clients every chance she gets. “I just try to be myself,” she admits. “I don’t want to come across as a big business person – I just try to keep people educated and informed. Even beyond the closing table – I do a lot of follow ups, I hold client events, and make sure that I communicate every step of the way.”

Ashley’s gratitude extends beyond her professional connections and into her local community. Despite having been licensed for only two short years, she has begun sharing her success and prosperity by connecting with local businesses and nonprofits. “I like to pick specific nonprofits to support. This year we championed the PAWS Friend Network – they spotlight paraplegic, amputee, and wheelchair-abled senior dogs that are up for adoption. We showed a Christmas movie, got everybody together, and helped them raise money for their work.” As she continues to grow alongside her community, Ashley plans to build on the foundation that has brought her success thus far: “My big focus right now is staying in contact with my database, hosting at least two open houses a month, and building my impact in the nonprofit sector!”

To learn more about Ashley Trefney, visit ashleycarolsells.com, email atrefney@kw.com, or call 586-215-1211. www.

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 30

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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CHRISTIE REAGAN Caring and empathetic, Christie Reagan’s first career was in nursing. Her journey then led to working at a rideshare company, where she was frequently told she had the talent for real estate. “People were always randomly telling me that I needed to be in real estate,” Christie explains. With a talent for connecting with others, it was clear she could thrive in this industry. So Christie eventually took their advice and earned her license. She hasn’t looked back since, and is now reaching great heights as a REALTOR® in the greater Knoxville, Tennessee region. “I serve a four hour radius within and around Knoxville, so it’s a very big region,” she says. Much of her business is based on repeat clients and referrals, as she goes above and beyond to meet their needs.

Christie is honest and straightforward with everyone she serves, ensuring they make the best decisions possible.

“I do everything for everyone the way I would want it done for me,” Christie explains. “I don’t sugarcoat things. I tell them upfront what I think. I’m here to inform my clients about what I believe to be the truth, because that’s what I would want.” Christie understands the importance of each transaction, and never pushes people to make decisions. If something isn’t right for them, she would never advise them to pursue it, and her clients truly appreciate this approach. “I’m much more personal than transactional,” she says. “Many of my clients become my friends.” Developing relationships with her buyers and sellers is one of Christie’s favorite parts about what she does. By getting close with her clients, she’s able to ease the stress on the real estate process, making it enjoyable for all involved.

Those who work with Christie love to tell others about their time together. One recently said, “Christie is an amazing agent! She was extremely helpful in assisting my daughter and myself in the search for our new home.

She knew exactly what we wanted and helped us to find it. She always seemed to find something for us to see at times we were available. Christie was professional, Top Agent Magazine

always on time, and would return my messages and/or phone calls almost immediately. It was a real pleasure working with her! Her knowledge of real estate was a true blessing for me, being a first time buyer. I would highly recommend her to anyone needing a real estate agent.”

Christie loves her community and is always looking for ways to give back. She used to be part of the Volunteer Rescue Squad, and is also an EMT. “Whenever anything comes up, I make myself available to help others,” she explains. Christie also loves mentoring new agents at her brokerage. During her free time, she can be found singing karaoke (her favorite hobby), camping, crocheting, and putting together closing gifts for her clients.

Having earned her broker’s license in 2022, Christie has a bright future ahead. She hopes to expand her reach and continue making a difference in the real estate world. “I had one client recently tell me they never thought they would own a home, and now I’ve helped her buy two. Moments like that keep me going and bring me so much happiness.”

For more information about Christie Reagan, please call 865-321-6670 or email allrealestatechristie@gmail.com 31

CHUN HUNG From the age of seventeen, REALTOR® Chun Hung has been building her skills as a salesperson and an entrepreneur. After immigrating to Miami, Florida from Valencia, Venezuela, she got a job working in sales for a food service company.

In 2016, she decided to get her real estate license so that she could rent her own investment property, not intending to become a REALTOR® right away. A co-worker then asked her for help in purchasing her first home, which lead to referrals to their friends and family members. Being able to make such a big difference in the lives of people she cares about inspired her to switch careers and become a full-time REALTOR® in 2017. She hasn’t looked back since.

You’ll find Chun on Instagram and Facebook, where she actively shares her listings as well as information about the housing market in Miami.

She also uses MLS to share her listings with a larger audience.

“It really doesn’t matter what type of property I’m dealing with — condo, townhouse, or single-family home,” she says. “What matters is seeing my clients happy at the end of the sale or purchase.” Chun has even worked with families who had to rent for years before buying their dream homes. “There’s truly nothing more satisfying than serving my clients during this important time in their lives.”

Chun now works on the Cabral Group Team with eXp Realty in Miami. “It’s great to be on a team because if you need support, they are there for you,” she says.

Chun works with all types of clients, including home buyers, sellers, renters, and investors, including many foreign nationals. As a native Spanish speaker, she conducts most of her business in Spanish. Looking to grow her reputation in 2023, Chun’s plan is to work with more locals in the Miami area as she further establishes her brand.

At all stages of the home buying and selling process, Chun is there for her clients. She has the knowledge and experience to answer all the difficult questions buyers have, from how to set up monthly mortgage payments to dealing with property taxes. She helps clients find their ideal neighborhoods with schools and the local resources they need. With everything Chun does, she aims to help build the wealth of her clients through smart property investments.

For more about Chun, call 305-206-9234, email info@chunhungrealtor.com, or visit: chunhungrealtor.com, facebook.com/chunhungrealtor or instagram.com/chunhungrealtor www.

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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COLLETT RICKS Having spent nearly all her life in Kaufman County, Collett Halbert-Ricks has always been passionate about real estate.

After graduating from East Texas State University, she built a successful career as an educator within the community. In 2000, she began seeking a new opportunity that better spoke to her entrepreneurial spirit. Inspired by her mother, she decided to dive into real estate. Collett’s mother, Elsie Halbert, started Elsie Halbert Real Estate in 1988. 12 years later Collett made the decision to join her and grow Elsie Halbert Real Estate together. Collett became successful quickly as an agent, succeeding her mother when her mother became ill and becoming the company’s Broker of Record in 2007.

Today, Collett is the Broker of Record of Elsie Halbert Real Estate, where she leads an elite team of 21 to assist clients throughout Kaufman County and the surrounding areas. With Kaufman being one of the fastest growing counties in the United States, she has cultivated a distinct process to meet the needs of any transaction, from residential real estate to rural land and ranches.

When listing a property, Collett offers a comprehensive approach. Starting out, she helps her clients fully prepare for the market, supplying them with a suite of professional photography and drone capturing services. From there, she broadcasts her listings to a highly targeted blend of digital and social media campaigns. Along the way, though, she utilizes proven resources like text message integrated signage and postcards to the surrounding neighborhoods to ensure a seamless transaction throughout.

Elsewhere, Collett is just as attentive when assisting her buyers, drawing from her acute knowledge of the region to uncover the right investment for their best interests.

In fact, she keeps in touch long after the deals are closed

through premium magazine subscriptions, regular check-ins, and community events—all to make sure her clients are satisfied in their new homes.

A multiple 5 Star Professional Real Estate Award Winner, Collett has earned a fantastic reputation, with the near entirety of her volume coming from repeat clients and referrals. With her company having exceeded $45 million in volume in 2022 alone, she remains committed to the lasting standards that set her apart.

“Communication is vital in our industry,” she says. “From advising clients to coordinating with our fellow agents, title companies, and lenders, our company believes in providing the highest quality of representation possible.”

On top of sponsoring various activities and tournaments at her local school district, Collett enjoys supporting area causes like the Kaufman Chamber of Commerce Annual Golf Tournament, Helping Angels, and Toys for Tots.

When she’s not with clients or giving back, she can be found spending time with her family or attending her grandchildren’s basketball games and dance competitions.

For her, real estate is still very much a family business, with her son now serving with her as an Associate Broker at Elsie Halbert Real Estate.

As her volume maintains its steady growth, Collett intends on scaling with the latest technologies while extending her core values of openness and integrity throughout the region. In the meantime, she looks forward to all the new connections that await. “My clients know they can call me for anything,” she says. “By the time we reach the closing, I’ve usually created a friend for life. For me, there could be nothing more rewarding than helping my buyers and sellers accomplish their goals while continuing to serve them for years to come.”

To learn more about Collett Halbert-Ricks, please call (214) 729-8695 email collett_ricks@hotmail.com, visit elsiehalbert.com and check out her social media page facebook.com/elsiehalbert www.

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HECTOR LIRIANO REALTOR® Hector Liriano understands the power of building strong relationships in real estate, which is exactly how he has gotten to where he is today. While some agents are encouraged by their family members or friends to join the industry, Hector sought out his mentor in a very modern way: on Twitter. After connecting with REALTOR® Andres Castañeda, Hector decided to reach out and ask for advice on getting licensed. Not only was Andres happy to oblige, but a beautiful partnership was born.

Sadly, Andres passed away last year, but his impact on Hector’s career and life remains stronger than ever.

Currently working for the Fermin Group with CENTURY 21 North East, Hector focuses his business within the Merrimack Valley, Massachusetts area, which is known for being quieter and a better price point than Boston. His first deal came at Andres’ referral and Hector now works with many of Andres’ original clients as they trust him more than anyone else in the business. While he is only in his second year of being licensed, around 80% of Hector’s business comes from referrals.

When people work with Hector, they are provided with all the information they need to buy or sell their home. “I’m known for being very informative,” he explains. “I provide a lot of visuals, including in-depth walk-through videos. I always try to put myself in the shoes of my clients.” Hector’s team also produces professional photography, videography, and drone footage so that clients get a clear picture of what they are buying.

In his free time, you can either find Hector at the gym or helping out with great causes in his community. Along with his girlfriend and best friend, Hector 36

volunteers for a local organization that supports and empowers youth.

“It’s really important to let them know that everything in life is accessible to them,” he explains. “Every chance that I get, I spend a day with the kids and find out what they want to do with life so that I can encourage them.” He also provides information about real estate to any who might be interested in his profession in the future.

As he looks to the future of his real estate business, Hector has plans to eventually become a developer. Helping people on a larger scale by building hotels and towers is his ultimate goal, but for now, he’s concentrating on adding new clients in 2023 and continuing to scale his business. “I’m excited for what’s ahead and grateful for the support of the people who have gotten me this far. I’m here now because Andres took me under his wing and I hope to do the same for other young REALTOR®s some day.”

For more about Hector Liriano, please call 978-305-2497 or email hliriano@c21ne.com.

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 38

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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Chicago Area Specialist MEGAN FEALY Guided by a passion for her clients and her love of the city of Chicago, Megan Fealy is a REALTOR® on a mission to help clients achieve their real estate needs.

Coming from a background in the financial industry, Megan embarked on her real estate journey in 2015. “Real estate was always an interest of mine, but I didn’t have the courage to pursue it right away,” Megan recalls. “But I always had the itch, and since I went full-time, I’ve never looked back! I’ve never been happier in my career.”

Since moving to Chicago from Colorado in 2006, Megan has been smitten with Chicago, and her enthusiasm shines through as she leads her clients through the real estate process. “I love Chicago,” Megan says.

“It’s such a welcoming, gorgeous city with amazing restaurants, architecture, and culture. I’m so proud to call it home.”

Over 90% of Megan’s business comes from repeat and referral clients, and she builds quality relationships that stand the test of time. “I enjoy staying in touch with my clients and being a resource to them well after the deal closes,” Megan explains. “It’s important to me and part of my business practice, because this is truly a relationship business. I try to be all things real estate, at any time for my clients.”

When it comes to marketing her listings, Megan says, “It’s all about optimal exposure. Having an incredible digital presence is so important with today’s buyers, because pretty much everyone is seeing the property online before they walk through it.” To that end, Megan invests in working with top-notch photography and digital editing, along with virtual staging or actual staging, to make sure the property looks phenomenal in pictures and in person. “I focus on presenting the property according to what today’s buyer wants and making everything look perfect,” Megan says. “I do whatever I can to get as many people as possible through the front door, and having a strong Top Agent Magazine

digital presence to create a buzz for the property is pivotal.”

Megan likes to give back to her community in any way possible, and she is involved with the local parks and attends events for various nonprofits throughout the city.

When she is not working or giving back, Megan is an avid foodie and loves to check out the local restaurant scene. She also loves wine, staying active, spending time with her husband and son, and experiencing all that the city of Chicago has to offer.

Looking toward the future, Megan says, “I’m always trying to improve my processes and think about what the home buying or selling process is like for my clients. I’m trying to make sure that it’s always a treasured experience. It’s such a big move whether you’re buying or selling, and I want to continue to improve with new technologies that I can utilize and bettering my systems. I want to make sure I’m always providing the latest and greatest; my goal is to offer the best real estate experience possible.”

To find out more about Megan Fealy, please call 312-465-3867, email meganfealy@atproperties.com, or find her on Instagram @meganfealy 39

NOSHEEN HAYAT Nosheen Hayat is a dedicated and experienced real estate agent serving the Northeast Pennsylvania region.

With a career that began in 2005, she has a wealth of knowledge and experience to offer her clients. She entered the field after encouragement from a friend who worked in real estate.

“I was always intrigued by it, so I decided to pursue my license,” Nosheen explains.

She’s been thriving ever since and loves everything about her career. Her commitment to providing excellent service, local market expertise, and willingness to answer any and all questions make her a trusted advisor and advocate for her clients. She’s also looking to obtain her broker’s license in the near future, which will allow her to expand her business even further.

Much of Nosheen’s business derives from repeat clients and referrals, as she goes above and beyond expectations. “I have a bachelor’s degree in psychology,” Nosheen says. “So this has really helped me understand people and their behaviors.” Knowing how to alleviate stress and make her clients feel calm has contributed to Nosheen’s tremendous success.

She understands that buying or selling a home is a significant investment, so she keeps them informed and updated at every step. Nosheen’s willingness to answer any and all questions her clients may have is another aspect that sets her apart from her peers.

“I don’t just show up as an agent, but I show up as a human being they can confide in,” she explains.

“We develop a strong connection, and they feel comfortable reaching out to me even after the transaction is complete.” To keep in touch with her past clients, Nosheen makes sure to stay in touch with them via regular phone calls, emails, and updates about the real estate market and new listings that might be relevant to them.

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Those who work with Nosheen love to spread the word about their time together. One recently said, “Nosheen far exceeded our expectations. We are a young couple that was looking to buy a second home in an unfamiliar area.

A lot of agents didn’t give us the time because they didn’t think we were serious about purchasing a second home.

However, Nosheen was accommodating and beyond helpful. She spent the entire day with us driving to 3 different communities to show us properties. She guided us toward the right purchase for us and we could not be happier.”

Nosheen has big plans on the horizon: she hopes to open her own office one day and continue growing.

If she were to impart any words of wisdom upon someone looking to find their dream career, she would tell them to follow what interests them. “The best thing to do is pursue what you’re passionate about, and the rest will fall into place. I just love what I do, it is so exciting.”

For more information about Nosheen Hayat, please call 570-242-9147 or email nhsmartwayamerica@gmail.com

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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.

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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.

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.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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REGINA PATTON You might say Regina Patton has always been drawn to real estate. From an early age, she had an opportunity to learn the business from the ground up through her father, a prominent investor in Dallas County. Drawing from these strong foundations in the industry, she was later inspired to pursue her license in Texas and launch her career as an agent, quickly establishing a network of satisfied clients and colleagues that spans the region.

Today, Regina is a REALTOR® with COMPASS, where she assists clients throughout North Hollywood, Studio City, and the surrounding areas of Los Angeles. Combining her outgoing personality with her elite business acumen and passion for communal outreach, she has cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Regina prefers a comprehensive approach. Elsewhere, she is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she keeps in touch long after the deals are done through regular checkins to ensure they are satisfied in their new homes. More than anything, though, she loves welcoming newcomers to her tight-knit North Hollywood community, from its walkable and family friendly neighborhoods to its proximity to Los Angeles’ thriving business sector.

Regina also has her nationally recognized GRI, or Graduate REALTOR® Institute, designation, an elite honor that marks real estate professionals who have made a commitment to provide a high level of service to their clients by securing a strong educational foundation. “The GRI designation is an indication of my commitment to the industry and to my clients,” she says. “It gives a clear signal that I am willing to make the effort to become the best in our industry.”

Over the years, Regina has earned a fantastic reputation as an agent, in Texas and California, with the vast majority of her volume coming from repeat clients and referrals. Through it all, she remains committed to the lasting standards that set her apart. “At the end of the day, I believe in helping everyone because I truly love what I do,” she says. “No matter if you qualify for $350,000 or $3 million, I will always provide you with the same level of treatment, service, hard work, and integrity.”

Regina is also a member of the Consolidated Board of Realtists, which provides support and advocacy for African American real estate professionals, and she is a very active member at her church. When she’s not with clients or giving back, she can be found traveling the nation with her two daughters and her husband, Larry, who has earned numerous awards with Delta Airlines for over thirty years. Also, she enjoys dining out at community hotspots like Granville in Studio City—enjoying all the dynamic culture and cuisine Los Angeles has to offer.

What continues to inspire and motivate Regina, is her two beautiful daughters, Shasta Patton, who is a V.P at a large mortgage servicing company called Mr. Cooper; and her youngest daughter Shelsea Patton, who is a Professional Makeup artist and the owner of Prive Beaute in Hollywood, California.

As Regina’s volume maintains its steady growth, she intends on furthering her real estate education while deepening her bonds within her city. In the meantime, she looks forward to all the new connections that await. “From start to finish, I’m looking at how I can make the process fun and positive for my clients,” she says. “I’m always here to help—whether I’m connecting them with lenders, advising them with weekly updates on the market, or giving them encouragement and confidence along the way. For me, there could be nothing more rewarding.”

To learn more about Regina, call (213) 642-5829, email regina.patton@compass.com, https://www.instagram.com/pattonproperties/ @pattonproperties, visit compass.com/agents/regina-patton or Follow her on Instagram: https://www.facebook.com/mspatton Find her on Facebook: #Patton Properties Your #1 Trusted Realtor www.

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ROSE STAWICK After 34 years of working in the corporate world for Xerox, REALTOR® Rose Stawick needed a change of pace.

The more she thought about real estate, the more she realized that her «sales knowledge and passion for helping others aligned with real estate. In 2018, she took the real estate classes and started working in her new career, one that she could shape as her own.

Representing clients in the greater San Antonio, Texas area, Rose is known for her listening skills and attention to detail. Around 35-40% of her business comes from repeat and referral clients who come back to work with her because of the multilayered experience she provides. “Before they ever get here, I figure out what they need, whether that is access to good schools or proximity to their workplace,” she says. “I visit the neighborhoods, communities and locations that are appealing and send them the options that I think they will love.”

Developing strong relationships with clients is the backbone of Rose’s business. She is always available by text and posts frequent updates on social media.

She also sends out monthly newsletters tailored to her clients’ neighborhoods as well as postcards, birthday cards, and house-iversary cards. When it comes to marketing listings, Rose takes a very tailored approach depending on the property. Her strategies run the gamut from sending email blasts to advertising in magazines like Haven with a cover or full-page spread.

Rose’s brokerage hosts many events that benefit their community. For example, they have an annual chili cook-off where they donate to the local food bank.

They also do a 5K walk to support the Colon Cancer Coalition. Rose also personally supports multiple organizations that are close to her heart. She leads the Susan G. Komen walk, hosts a pumpkin patch that benefits 44

her church choir, leads a women’s group in her neighborhood and is captain of her tennis team. The latter two groups choose charities each year to support, including supporting victims of domestic violence, the Ronald McDonald House, and Habitat for Humanity. “It’s important to do whatever you can, whenever you can,” says Rose.

On average, Rose completes 30 real estate transactions per year. Her business numbers have been rising each year since she began, earning her recognition in the San Antonio Platinum Top 50 program. She has also consistently been recognized as a Top Producer in her brokerage of over 400 agents. Coming from a corporate background, Rose always had her business defined for her, but this is the first time she has been given the opportunity to build her own business and prove she can sustain it. Her goal is to not only continue to grow every year, but also balance time with her family, including her two grandchildren. “I’m really looking forward to everything ahead and focused on helping others achieve their goals and be successful.”

Contact Rose at 210-445-0352, email rosestawick@jbgoodwin.com, or visit jbgoodwin.com/agent/rose-stawick www.

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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.

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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.

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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.

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SABRINA FERNANDO A longtime resident of the Dallas/Fort Worth metroplex, Sabrina Fernando has always been passionate about helping others. She would first take an interest in real estate as an investor when she relocated to Michigan with her husband, who was at the time a Senior Executive with Whirlpool Financial. Inspired, she pursued her license in 1991 and launched her career as a REALTOR®. Upon moving to Texas in 1998, she would combine her foundations as an investor with her strong business acumen and outgoing personality to establish a network of satisfied clients that spans the state.

Today, Sabrina is a REALTOR® and Luxury Collection Specialist with Berkshire Hathaway HomeServices PenFed Realty Texas where she assists clients throughout the Dallas/Fort Worth Metroplex and its surrounding areas. There, she has established a distinct workflow to meet the needs of any buyer or seller.

When listing a property, Sabrina prefers a comprehensive strategy. After helping her clients fully prepare their home for the market, she shares it via a highly targeted blend of digital and social media campaigns. Along the way, she leverages her expansive network of agents within the Dallas/Fort Worth Metroplex to give her sellers an added advantage, ensuring a seamless transaction throughout.

Elsewhere, Sabrina is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. With the majority of her volume now coming from repeat clients or referrals, she remains focused on the lasting standards that set her apart. “I love the experience of empowering someone who never thought they could own a home,” she says. “Whether I’m

connecting a client with a preferred lender or holding their hand throughout the transaction, I enjoy showing them the path to realizing their goals in our market.”

Outside of real estate, Sabrina is dedicated to her Dallas/Fort Worth community. On top of serving as a charter member of the Southlake Centennial Lions Club and being active in her church, she volunteers for local organizations like Christmas Is For Children, which provides presents to underprivileged families during the holiday season.

Viewing real estate as a platform for change, Sabrina is also proud to serve clients with Berkshire Hathaway HomeServices PenFed Realty Texas, a not-for-profit agency that donates all its earnings to The Pentagon Foundation, which supports veteran’s causes. In fact, she has also pledged to contribute a portion of each transaction to local causes—a personal initiative that began in 2020 and continues to this day. When she’s not with clients or giving back, she can be found spending time with her family, golfing with friends, or attending the occasional book club meeting.

As her volume maintains its steady growth, Sabrina intends on scaling her client-first approach while expanding her reach further throughout the region. In the meantime, though, she is more than satisfied with the fulfilling life and career she has cultivated in the community she loves. “These days, I’m starting to take on clients who are the children of my previous buyers and sellers,” she says. “That truly warms my heart.

It’s such an honor and privilege to help someone not only find their dream home, but also reach the closing table, ready to move in. For me, there could be nothing more rewarding.”

For more about Sabrina Fernando, call (817) 300-5754, email sabrina.fernando@weknowtx.com, visit sabrinafernando.com, facebook.com/sabrinafernandorealtor, or twitter.com/sfernando2015 http://

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

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

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

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

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

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

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

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

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

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

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

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

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SANDRA McDUFFIE Originally from Barcelona and a longtime resident of the Houston area, Sandra McDuffie has always been passionate about real estate. After relocating to the United States in 1994 to pursue the American Dream, she would have an opportunity to learn the business from the ground up through her family and later her own experiences building and selling properties. Drawing from these strong foundations in the industry, she decided to pursue her real estate license and launch her career as an agent in 2004. In the years since, she has gone on to establish a network of satisfied clients that spans the state.

Today, Sandra leads The Sandra McDuffie Group, powered by eXp Realty, where she assists clients throughout Houston, Galveston, and the surrounding areas. Fluent in English and Spanish, she has combined her elite business acumen with her penchant for client service to meet the needs of any buyer or seller.

When listing a property, Sandra prefers a multi-platform approach. After helping her clients fully prepare for the market, she broadcasts their listing via a highly targeted blend of digital and social media campaigns. Along the way, she utilizes proven resources like listings on her personal website and flyers to the surrounding communities—all in the lead-up to the standout open house showing.

Elsewhere, Sandra is just as attentive when serving her buyers. Also a licensed Mortgage Broker, she possesses the key insights needed to navigate all aspects of their transaction, carefully guiding them to the right investment for their best interests. Over the years, she has earned a fantastic reputation throughout Texas, with the vast majority of her volume coming from repeat clients and referrals.

Having completed over $4.5 million in volume in 2022 alone, Sandra remains committed to the lasting standards that have set her apart. “There could be nothing more gratifying than helping my clients achieve their goals, whether they’re acquiring their first property or moving up,” she Top Agent Magazine

says. “While a real estate transaction can sometimes feel like a roller coaster, it’s always so rewarding to see the look on my client’s face when they receive the keys to their new home.”

Outside of real estate, Sandra is deeply invested in her local Spanish-speaking community. When she’s not with clients or volunteering for the area school district, she can be found traveling, spending quality time with her family, or exploring all the diverse culture Houston has to offer.

As her volume maintains its steady growth, Sandra intends on expanding her team while scaling her vision of boutique client service throughout the region. In the meantime, though, she is more than satisfied with the fulfilling life and career she has established in the city she loves. “At the end of the day, I want to build a legacy for my children, just as my father built for our family,” she says. “In life, I believe you should love what you do and empower those around you to do the same. After all, when you help others, you not only improve your business, but also strengthen your bonds within the community. That’s the kind of culture we’ve fostered as a team, and we’re so happy to share it with all our buyers and sellers.

To learn more about Sandra McDuffie , Realtor® or to contact her: Direct (346) 363-7513, Email sandra@smgrouptx.com Website: sandramcduffiegroup.com App: har.com/realtybysandram/tools/download_app www.

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Follow her on social media: FB: facebook.com/sandramcduffierealtor IG: instagram.com/sandramcduffie_realtor LinkedIn: linkedin.com/in/sandramcduffierealtor Youtube : youtube.com/@sandramcduffie Reviews : g.page/r/CWe6dTrvgCggEBA www.

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SEBASTIAN GALEANO Sebastian Galeano’s drive and ambition have led to his successful career as a real estate agent in northern New Jersey. With a background in IT, Sebastian initially got into real estate to pursue property flipping, but quickly discovered a passion for the industry and the freedom it offered. “It’s been a blessing since then,” Sebastian says.

“Almost five years later, I am a fulltime REALTOR® with a good pipeline of business rolling.” Much of his business derives from repeat clients and referrals, as he goes above and beyond to meet their needs. Sebastian aims to remove stress from every step of the process, guiding buyers and sellers through the journey and leaving no questions unanswered.

He attributes his success to his dedication to his clients and his team of trusted vendors, including attorneys, title companies, and more. “I believe it’s my attention to my clients and my team that I work with,” says Sebastian. “We prioritize our clients and we’re always available for them. We make it as easy as possible.”

Whether it’s through a phone call, text, or in-person meeting, Sebastian is continually there for his buyers and sellers, advising them on the next steps and providing updates. Sebastian’s attentive approach has captured the interest of investors who are interested in buying and flipping homes. “I am now starting to educate others about flipping, or purchasing rental properties,” he explains. “My team and I can handle the transaction from start to finish, which includes searching for the property, helping them qualify, and remodeling or construction.”

One recent buyer raved, “Sebastian pays attention to detail and follows through. He has found great properties that align with the parameters I provided for him. He has really been a great resource thus far.”

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When it comes to marketing his properties, Sebastian utilizes all the latest technology to spread the word. “I am on Facebook, Instagram, TikTok, and Twitter,” he explains. “I do most of the marketing myself.” Sebastian runs social media ads and sends out mailers to the local neighborhoods. “When I get a new listing, I usually call the entire town and make sure everyone is aware that a home is for sale nearby.”

During Sebastian’s free time, he plays bass for his church, draws, or relaxes with family, including his wife and young daughter. In the next few years, he plans on expanding his business even further, establishing a strong foundation to grow.

“I thank God for all the opportunities, and I grant all the glory to Him,” he explains. “This path is very exciting for me, I love putting a smile on people’s faces.”

For more about Sebastian Galeano, please call 973-714-5970 or email sgaleano02@gmail.com Top Agent Agent Magazine Magazine Copyright Top

Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 53

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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SHERRIE SMITH Sherrie Smith of Wake Forest, North Carolina, combines her experience as a general contractor with a lifetime of hometown familiarity and an unwavering dedication to client satisfaction to fuel her real estate business. “I love to build relationships and make homeownership a win-win for both sides. I’m very intentional with my clients, and my goal is to center my energy on helping others to make the entire process as seamless as possible.”

After graduating from NC State, Sherrie began her career in the industry working for her father who was (and still is!) a general contractor. “I spent a long time waterproofing foundations, leveling out crawl spaces, cleaning the new homes, and doing plenty of manual labor in the beginning. I really took pride in that role, so my father encouraged me to get my contractor’s license.” For the next five years, Sherrie and her father built houses all over The Triangle, and as her expertise grew, so too did her ambitions. “My dad would take the houses to the framing stage, and I would take them from framing to finish. Eventually it just made sense to handle the next steps as well, so I got my REALTORS® license! That’s how my client base got started, and I still have those connections today.”

Since obtaining her license in 2000, Sherrie has steadily grown her enterprise by relying on her relationships with contractors, vendors, and builders, and today in 2023, she covers the entire Triangle as a buying and listing agent with NorthGroup Real Estate, servicing Raleigh, Durham, and Chapel Hill.

In 2022, she managed to clear $17.6 million in collective volume, and she bolstered her endeavors by managing a robust portfolio of investment properties.

“I have single family, multi-family, short term rentals, and I’m excited about a new endeavor which is co-living housing opportunities. I believe my clients appreciate the knowledge I can impart from this additional experience in the industry by helping them on all sides: buying, selling, and investing in real estate.”

In addition to her breadth of industry knowledge, Sherrie offers a white glove level of service that can only be achieved by choosing to work in intimate professional settings. “I’ve done a little bit of everything in my twenty plus years, and I found that working on a larger team kept me further away from my clients. I’m grateful for everything that I’ve learned along the way, and one thing I know about myself is that I prefer to work closely with my clients and build that relationship, so I only take on additional clients when I know I can meet a certain standard.”

This approach has helped her build a book of business that is over ninety percent repeat and referral clients, and she adds to the foundation (literally and metaphorically) by continuing to build a handful of new houses with her father each year.

Above and beyond her interpersonal professional networks, Sherrie goes to great lengths to connect with her greater community. She is an avid tennis player, a constant presence at her neighborhood high school (where her youngest of three children currently attends), a passionate supporter of her local Ronald McDonald’s House, and, as a breast cancer survivor herself, the Susan G. Komen Foundation. “I love what I do because I am truly very grateful, and I practice gratitude daily by acknowledging the role other people have in providing joy and happiness in my work and life.”

To learn more about Sherrie Smith, visit www.SherrieSmith.com, email Sherrie@sherriesmith.com, call 919-906-2595 or visit: facebook, Instagram, YouTube or Twitter Top Agent Magazine

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SHERRY KRONJAEGER A resident of the Charlotte area since 1993, Sherry Kronjaeger Hickman has always been passionate about empowering those in her community.

After earning her MBA in Business Administration at Queen’s University, she would launch a successful career in the corporate sphere as a regional director of sales and marketing for Time Warner Cable. Over time, she began seeking a new opportunity that still spoke to her entrepreneurial spirit, but afforded her the time and flexibility to be there for her growing family.

Inspired, she decided to switch tracks and delve into real estate, uncovering a distinct niche in the luxury market and going on to become a multi-million dollar producer in the area.

video tours, and personalized letters to the surrounding neighborhoods to give her clients an added advantage.

Elsewhere, Sherry is just as attentive when assisting her buyers, drawing from her foundations in business management, negotiations, and investing to uncover the right property for their best interests. In fact, she enjoys keeping in touch long after the deals are done through regular check-ins and even hand-delivered poinsettias during the holiday season—all to build a lasting friendship and ensure her clients are satisfied in their new homes. “The overriding principle for everything I do is Photography by Jeannie Desena to help and serve my clients,” she says.

“Because my dad was an engineer and surveyor and my mom was a social worker, I know how to approach In the 17 years since, Sherry has leveraged her combined every part of a transaction, from assessing the numbers talents and business acumen to establish a network of to establishing open channels of communication.” satisfied clients that spans her home state. Today, she is a Senior Broker with Ivester Jackson Distinctive Outside of real estate, Sherry is dedicated to her comProperties, powered by Christie’s International Real munity, having volunteered for her local elementary Estate, where she assists clients throughout the Greater school, youth sports, and YMCA. She is also active at Charlotte area and all of Lake Norman. As a Christie’s her church as a singer in the choir and praise band, to go International Real Estate Luxury Specialist, Accredited with planning its annual women’s retreat.

Luxury Home Specialist, and Accredited Buyer Representative, she has cultivated a boutique process to As her volume maintains its steady growth, Sherry meet the needs of any buyer or seller. intends on deepening her referral base while scaling her penchant for client service throughout the region. In When listing a property, Sherry begins by helping her the meantime, she looks forward to all the new connecclients fully prepare their home for the market, equiptions that await. “As an agent, I believe in incorporating ping them with a suite of professional photography, all aspects of a client’s life into our process,” she says. videography, and drone video services. From there, “After all, our industry is about something bigger than she broadcasts her listings via a highly targeted blend buying or selling; it’s about helping our clients achieve of digital and social media campaigns. Along the way, their goals and better their lives. At the end of the day, she utilizes proven resources like Matterport, guided there could be nothing more rewarding.”

To learn more about Sherry Kronjaeger Hickman email sherry@ivesterjackson.com, visit sherryhickman.ivesterjackson.com or call (704) 728-1905 www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 58

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

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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TOM CONNORS Tom Connors is one of Weichert’s top 40 agents company wide. Tom has an extensive Banking background that covered over 30 years and encompassed running over 100 branches for Wachovia/Wells Fargo. This experience has served him well in his Real Estate career. Tom has a wealth of knowledge in the mortgage and small business credit arena. “When I decided to change in corporate America, I decided to obtain my real estate license and blend my banking background with real estate sales,” Tom says. In his first year Tom was Rookie of the Year and then worked on becoming the top agent in his office.

Tom serves the central New Jersey area, with a primary focus on Monmouth, Ocean, and Middlesex counties.

Close to half of his business comes from repeat and referral clients, a testament to the close relationships he forms and to clients’ overall satisfaction with his services. “The service I can offer my clients is unique because I’m a banker by trade,” Tom says. “I have a very good understanding of credit scores, how you apply for a mortgage, what you need and what to be careful of. I have several mortgage contacts I work closely with; I don’t just give my clients one option.”

Clients also value Tom’s availability and communication. “I like to treat every person as an individual, as if they are my only client,” he says. “Clients like my responsiveness, knowledge, and professionalism.”

When it comes to marketing his listings, Tom takes advantage of the resources provided by Weichert to

promote to an audience of potential buyers. He invests in social media such as Facebook, boosting listings for greater visibility. Tom also markets his listings via a local magazine, which he says “helps people understand what’s going on within their neighborhoods.” That’s in addition to email blasts via Zip Your Flyer, which goes out over a wide geography, reaching agents as far afield as the boroughs of New York City.

Tom loves being involved in his community, having previously served on the United Way Board and as state chair for the March of Dimes. Tom and his wife also started a nonprofit organization that helps soldiers coming back from overseas. When he’s not working or giving back, Tom enjoys spending time at the beach with his children and grandchildren, as well as kayaking, jet skiing, biking, snow skiing, tennis and pickleball.

Looking toward the future, Tom says, “I plan to continue doing what I’m doing. I want to focus on keeping in contact with people. In times when the market slows down, people start to realize that dealing with an experienced agent is really important.” Tom’s focus will always be on educating his clients and getting them to where they want to be.

“I love helping someone reach their goals,” he says.

“I receive a great deal of satisfaction when a client thanks me and tells me I’ve really made a difference.

It’s not about me, it’s about the client and finding them the right house that becomes their home.”

To find out more about Tom Connors, you can call him at 732-673-2836, email thomasconnors15@gmail.com, or visit tomconnorsrealestate.com www.

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TONYA BAUDEK Raised in Florida, Tonya Baudek has always been passionate about serving her community. While building a successful career as a high school Spanish teacher, she first took an interest in real estate as an investor and later earned her residential license to better navigate transactions and manage her investments. Inspired by these experiences and seeking a new opportunity that afforded her time to be there for her family, she decided to switch tracks and become a fulltime agent, leveraging her foundations in the business to establish a network of satisfied clients.

Today, Tonya is a REALTOR® with Summer House Realty where she assists clients throughout Amelia Island, Nassau County, and the surrounding areas.

Selected to be featured on HGTV’s House Hunters and a top producer in Nassau County, she has cultivated a distinct process to meet the needs of any buyer, seller, or investor.

When listing a property, Tonya prefers a comprehensive approach. Starting out, she helps her clients fully prepare for the market, providing them with a suite of professional photography and drone videography services. From there, she broadcasts their listing using a blend of marketing strategies which include digital and social media campaigns. Along the way, she utilizes proven resources such as print publications like Haven Magazine to give her clients an added advantage.

Tonya is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she keeps in touch long after the

deals are done through regular check-ins, customer appreciation events, and even the occasional surprise gift left at the front door. This “client-first” philosophy has earned her a fantastic reputation throughout Florida and beyond, with the majority of her volume coming from repeat clients and referrals.

Now averaging close to $14 million in annual volume, Tonya remains committed to the leading standards that set her apart. “I believe in going above and beyond for all my buyers and sellers,” she says. “I will do whatever it takes to ensure they are satisfied. No matter the client, I’m committed to adding that wow factor to the process.”

Outside of real estate, Tonya is deeply invested in her community, serving as president of the Rotary Club of Fernandina Beach and sitting on numerous boards in the area. A teacher at heart, she also continues to mentor other agents and students at her local high school.

When she’s not giving back, she can be found traveling, fishing, or spending quality time with her family.

As her volume grows, Tonya looks forward to expanding her reach and continuing to provide the best service. In the meantime, she is excited for all the new opportunities that await. “Whether a client is purchasing their first home for $200,000 or acquiring a multi-million dollar property, it brings me so much joy to help them realize their goals,” she says. “As we all know, these are among the largest purchases we make in our lifetime. At the end of the day, I love nothing more than knowing a client is satisfied at closing.”

To learn more about Tonya Baudek, email tonya@summerhouserealty.com, call (904) 477-5652 or visit tonyabaudek.com www.

Find her Facebook business page, Tonya Baudek with Summer House Realty, at facebook.com/tonyabaudek.

Follow her on YouTube @tonyabaudek and Instagram @tonyabaudek. www.

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Take My Word for It:

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

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show62

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

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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TRACE EMERSON With an intimate, client-focused approach that inspires trust and confidence, Trace Emerson takes pride in guiding his clients from the beginning to the end of their real estate transaction. Since joining the business full-time 9 years ago, Trace never looked back. “It’s been great,” Trace says. “I like the smaller model that we have here, because it allows me to get to know my clients better. We’ve been really blessed with our clientele base and the relationships that have grown.”

Primarily serving southwest Riverside County from Canyon Lake through Temecula, Trace goes wherever his clients need him. “We’ve been as far north as Santa Cruz, down to the Mexican border, and out to Palm Springs,” Trace says. About 80% of his business comes from referrals, a testament to those strong relationships he has built. “It’s been a huge blessing,” he says.

It’s easy to see what keeps clients coming back. “We take a more personal approach, staying involved with each and every transaction so that we’re giving the best experience possible to clients,” Trace explains.

“We go through paperwork with clients and address questions across the board, taking their hand and walking them through the whole process from A to Z. That has been what’s made people happy with how we operate. It’s a great model that we’ve been fortunate enough to attain.”

When it comes to marketing his listings, Trace says, “Each home has its own story and highlights, and we try to capitalize on that through video marketing. It’s like a commercial for each property. Many of these properties are located in some really cool communities as well, such as waterfront or golf communities, so we try to not only help buyers get to know the house itself, but also the area and environment.” Trace Top Agent Magazine

invests in paid advertising through social media and YouTube, in addition to good old-fashioned phone calls, open houses, and networking.

Trace enjoys being active in his community, and as well as being involved in his sons’ sports teams, he likes to get out to local events in Canyon Lake. In his free time, Trace loves sports and spending time with his family, exploring new areas, snowboarding, hunting and fishing.

Looking forward, Trace says, “I want to keep providing a great experience for clients in their buying and selling endeavors. We’re not looking to get huge and be a big team. I like the smaller mom-and-pop approach.”

Above all, Trace says, “I love helping people. I really get the opportunity to show someone a wonderful experience with one of the largest assets that they’re going to be buying and selling in their life, and I love to see their smile at the end of the day. You get to help someone and guide them through a really large life event, and you become a part of that story. It’s awesome! Nothing beats it.”

Contact Trace Emerson at 951-609-6886, email temersonrealtor@gmail.com, or visit his website: TraceEmerson.com www.

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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WENDY ASHLEY Wendy Ashley of Gilmer, Texas, has launched a successful real estate career by building on her dedication to community service, passion for client representation, and stalwart belief in the power of community. “I trust that God will send me wherever I am most needed. It’s worked for me so far – I had an incredible first year, and I’m grateful for everything I’ve been able to do for my clients and friends.

For now, I plan to continue serving and helping my neighbors whenever I can!”

Previously, Wendy enjoyed a twelve year career as an oral surgery assistant, but as her family grew she found herself in need of a more flexible profession.

Her decision to pursue a real estate career began with her love for homes and interest in new listings. She believed she could make a difference and be a strong voice for buyers and sellers in her area. With the support of her husband, Wendy jumped right into the real estate world and hasn’t looked back!

Since officially becoming a REALTOR® in August of 2021, Wendy has steadily grown her enterprise alongside The Daniels Group of The Texas Real Estate Executives. She specializes in Gilmer and Longview, but readily depends on the strength of her collective team to help anyone and everyone.

“We have eighty-six agents in our brokerage with four total locations all over East Texas. Having so many colleagues who are responsive and reliable has helped me springboard my career – if I ever need anything, or if someone else needs to refer a client to our area, we are always there for each other.” Her broadly cast professional network also empowers Wendy to competitively market each of her listings,

and she was able to close thirty transactions in her first year as a REALTOR®.

The robust digital footprint of The Daniels Group also allows her to attract clients who have recently been flocking south. “I’ve helped five families in a row move from Oregon! I don’t know what it is about East Texas that keeps bringing people our way, but I’ve gotten more referrals from there than anywhere else.”

Her immediate impact has been recognized with several awards noting her as a Multi Million Dollar Producer, Gilmer Top Buyers Agent, and unsurprisingly, Rookie of the Year.

Wendy attributes a bulk of her success to the personal touch she brings to the well established brokerage. Her omnipresence in her church and community have made her a reliable source of information and guidance for those who have come to know her and her family over the past fifteen years. “My husband and I teach kindergarten on Wednesday nights, so we get to connect with lots of families spiritually and otherwise. We have the biggest church in town, and when you watch so many families grow with your own children, you just trust one another.” This deeply rooted sense of community in New Beginnings Church has spurred her to support citywide initiatives alongside her weekly kindergarten classroom practices, and she is excited to increase her impact with her friends and family.

“I’m so grateful for everything this career has given me,” Wendy exudes. “I get to be fully invested in my career and fully invested in my life as a mom for my three children. I love to build relationships with people, and as long as I’m doing that, I have faith that I’ll continue to grow!”

To learn more about Wendy Ashley, visit texas-real-estate-executives-the daniels.business.site, email wendyashleyrealtor@yahoo.com, or call 903-374-1045 www.

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