NATIONWIDE & INTERNATIONAL by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

6 Things You Need to Do to BE A GREAT MENTOR

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT Is Finding a

NICHE MARKET

Right for You?Is Finding a COVER STORY

NICHE MARKET GENE

JONI BECERRA MICHAEL KELCZEWSKI MINNA KERCHNER KAROLINA KLINOWSKI JENNIFER WILSON KRISTA ALLARD MICHAEL BOEHM LESLIE BREUER LAURA COLLIER MIKE CUNNINGHAM NANCY DEAGAN RAYNA DUBBERLY SANDY DUGGAN MISTY HURD LISA JACKSON ANDRE JONES DEBRA KRUGER JOSH MORROW DIEGO MOYA FELIX OTCHERE JON M PEREZ RAYMOND RADAS NICOLE ROUZAN HECTOR & ANA VASQUEZ

DRUBETSKOY Right for You?

NATIONWIDE & INTERNATIONAL EDITION

JONI BECERRA MICHAEL KELCZE MINN 7

GENE DRUBETSKOY

HECTOR & ANA

JONI BECERRA

KAROLINA KLINOWSKI VASQUEZ

LESLIEMINNA BREUER

MICHAEL MICHAEL BOEHM JENNIFER WILSON KELCZEWSKI

KERCHNER daughter a remodeling contractor, DevelopingThe lasting, personalof relationships Michael didn’t give up on us ann with clients is important to Michael ever he could to get Breuer had anBoehm. early KRISTA passion forALLARD real42 45us in our da 36Leslie 32 41 Minna Kerchner is a Realtor® base I love most about real estate is the in the short time limit we ha HECTOR“What & ANA estate. She discovered it again when she Indianapolis, Indiana. Her expertise is iD Throughout her life, Krista them to the her right hom connections I can make,” he explains. was great with communication, downtown area, but because business VASQUEZ married a commercial builder eta Throughout his life, been Michael Kelczewski has towork and began Allard has always drawn she prefers keep sists primarilyelse! of referrals, she does tra This passion has led him to success inalways possessed an entrepreneurial everything He even helpe for clie spirit. In fact, tionsisall across the through state. Minna got heri helping her husband design and build to real estate. Her father this industry, as he continually prioritizes givedone him lots of frequen kudos he began building his resume and at 15Iindustry years old, when in the in 2014; she hadany beentran wo ® homes. “IHe had been working insuccessful banking and astarted contractor inmy her popular monthly beginning she out to Realtor Joni Becerra has been the kind marketing the client experience. entered the field with husband! LOL. We ht in the legal field, butset felt stifled in giv the he never his own digital company. He porate environment and wanted to appl Colorado, and through him, clients are satisfied amazing experience, going person letwanting a wrong stand uncorrected. It’s after working inofentertainment, towould recommended him to several finance, but to really wanted to later be self-emgo on to launch his career in the corpo- When ain marketing degree in a more creative way she had an and opportunity tocontinue switch to a ployed,” career with less travel. “I had will tomight stay in of close tous take away as much their kind of the reason she got into the real estate rateMICHAEL world; however, when theto stock crashed Leslie explains. “My husband felt thatmarket real BREUER estate offer diversif an opportI BOEHM LESLIE JENNIFER WILSON KRISTA ALLARD KAROLINA learn the business from the Over the years, Kris family in real estate, so I decided to try great and we could not have advanta in 2008, he had to rely on hisAtoresourcefulness and lookonatherself, her her reviews show business in thehomes first place. focus own creativity ans I were building and paying someKLINOWSKI own So, onthroughout advice home ofColo a Rea it out,” Michael says. He quickly becameperseverance better person.” ground up.to Later seeking anideas. tion to generate newshe opportunities inthe the has been delivering on one elseit to sell them, so professional in 2016 I got myDrawing who helped her buy and sell her own ho hooked, loving that gave him the oppornel mar sphere. from his background opportunity that balanced her volume coming from “Oneinof my to family members had a terrible couple’s she becamepraise an agent.is typical: license order sellanthem myself.” e CONTENTS With eam in passion entrepreneurship, he thenloves decided pursue tunity to advocate for others in such important Michael his tocommunity and stay for look helping pace to his exceed $20 experience with an agent who didlife not out others estate license, anddecided in the Asevents the lead of a teamcommitt withwith one t milestone. “As a former ‘military brat,’ know what through local and fundraisers in theIreal housing market, she to current she remains “Joni was great! She was forwith her her bestinterest interests,” Joni explains. “There member (a past client who recently acq years since, he has gone on to 4) 6 THINGS YOU NEED TO DO 34) 5 MORNING HABITS TO 59) WHAT THE FIRST THING it’s like to move, and have lived all over the country age. “We rented out a section of our base She eased into the industry, until her busis pursue her realin estate license. In agent’s the fifteen years since, integrity that continu many questions order to be on Karolina Klinowski owned a large cleaning always ask her license), Minna we feels confident in listened to what were look were real consequences to that inatauthor an accomplished career and world,” he explains. “My goal is to make that stadium for past clients, and we rented o TO BE A GREAT MENTOR MAKE YOUR DAY SUPER YOU DO AFTER WORK SAYS everything. Ibegan tryauthored to take stress away service business before following her dream top of ability to lead and she plans to sh ext she has an accomplished career as agent, beothers, very difficult,” ness really tothe take off in 2018. Today through with the PERFECT tention, and Ithey didn’t want other people tofamilies goan as an agent, establishing a nether team the and near future. Her experience less stressful, can enjoy the soand can popinby enjoy thepractic holi from my clients. I amso aa problem solver, andall and going into real estate. “I’ve always PRODUCTIVE ABOUT YOU building robust network of clients colleagues I can to make sure Leslie represents in transaction thepossible.” Des m Jennifer’s lifelong fascination with estate ledclients Jennifer work of West satisfied clients very involved our lende that. real estate should 13) 3 MENTAL TRICKS THAT WILL makes mereal stand out.” A dreamed about being a realAestate agent, but that exciting parts ofthrough the journey.” During anyand free exceptional time, he canwith be communic found hangi that spans thewith region. confident with the prw colleagues that spans the DMV Moines suburbs the DePhillips Real tion skills mean that many thechildren, challenges to pursue a38) career an TO agent nearly three formed onof every step of the pr beassmooth, the process should be 63) easy,LIVING and a including at first YOUR I couldn’t, because Wilson I was my TAKE BUSINESS TO raising THE 5 WAYS TRANSFORM ON COMMISSION family, his three business comes enjoy dow and Philadelphia regions. Karolina makes sure to educate her clients daughter by myself,” Karolina says. ago. “When Estate Group for RE/MAX Precision. Last year she to meet lotstalk oftot down to earth, easy to client should feel good about their decision at NEXT LEVEL RENTERS INTO OWNERS buying and selling are eliminated. “I’m alwa decades “I remember loving design and archiAs an independentToday, agent with PinkaRealty, Michael is with and up everything Colorado has Managing thesoaking PorchLight to each 67) TAKE MY WORD FOR IT:individual cli step Krista of the isprocess, puttingBroker you’re in real estate, you don’t get paid right through every feel and like known and her all fore the end. The only way I could ensure that exbased Colorado Springs and serves all Elkeeping Paso them updated onyou’ve any news, th tecture even as in a child,” Jennifer says. “When Iof helped herhelping team close $72 million in sales volume, networking atTHE ease Real and them make where informed away.ISYou have to hustle to get paid! When I them Estate Group, assists clients throughToday,she Michael an Associate THEisPOWER OF TESTIMONIALS 18) FINDING A NICHE MARKET 43) DAILY SCHEDULE OF County. A growing portion of his business consists of As time goes by, Michael’s love for wh we knew her for our previous perience for people was to get my license and know what is going on at every momen was a little girl I would wish for the people on is off“Back to in aBoulder strong start for 2022. of herRange business health her cK Poland, where I lived until got married I decided that this was a great time decisions. Broker withHalf Fine of out County and the Northern Front Outside herofcareer, &Brandywine MAKING WORD-OF-MOUTH RIGHT FOR YOU? A SUCCESSFUL REAL ESTATE repeats and referrals, as those who work with Michael continues to whom grow. He is church eager to expand inh them myself.” torepresent the US when I was 17, I always for me to finally do what I love. I would With a white glove approach, Jennifer ten my And block to let coming me go through their house so I Properties Sotheby’s Internacomes from referrals or repeat clients, many of or with Colorado. There, she has cultivated a hands-on process community. On top o COUNT AGENT never hesitate tobe refer him to others. “Isays. provide a high years, while still providing amazing servic never change my decision! I love real estate.” wanted to in business,” Karolina “But That professionalism with a tional Realty, wheredetail. he serves to every Her buyers feelevents heard couldLONG see the inside leave of the home.” When Jennifer 22) 5 STEPS TO ACHIEVE around the key values of attentiveness, compassion, outreach with gushing reviews. As one happy buyer wrote: top ofJoni that, has I wanted to offering beI some of really level ofoncommunication, which thinktype they rewarding to make this a Joni memorable cha 71) TIPS ON BREAKING has rewarded well. In h been a better kind of serclients in Washington D.C., TERM AS Home Amoved REAL 47)“Leslie TIPS ON BEING A GOOD Jennifer shows them properties meet the toaNew after college, she decided and open communication, which allowclients’ her to navigate is that active within was excellent. WePhiladelphia, from out oflives.” state and sheLeslie looks for teacher. in the real estate industry ismoved perKarolinaSUCCESS joined Boutique Realty year Mexico appreciate,” heBeing says. “It’s incredibly important, espeand all theLUXURY areas INTO THE MARKET Adams-Harvey she just mis vice for nearly 5 transaction. years now, representing ESTATE AGENT TEAM LEADER even the toughest leader of her area G needs, and negotiates to get them the be earn her real estate license. Loving every minago, where she serves thetogreater Chicago fect for me because I love to share knowledge shetime was very helpful in orienting usLicensed with theinarea. industry, and to cially for first homebuyers, that they feel supportin-between. six She Dollar clients across Central Georgia with Century Million Club. By ye and teach people. Whenever I go to appointand Northwest Indiana area. About 80% of allyWILL organized pet fo ute of it, she hit ground running and 75)all DAILY HABITS THAT andthe guided throughout.” Michael takesstates, each he client possesses thethe tireless incredibly knowledgeable about of properents an even m 26) COACHING 9-1-1 from repeatedand 51)was THINKING OF LISTING? ments with aWhen buyer orlisting seller, Iaset expectations Karolina’s business comes achieved Multimillion Dollar 21 Adams-Harvey & Associates. From the property, Krista leverages theYOUR myriadMENTAL fundraisers to suppo hasn’t looked back. Today she serves step-by-step, ensuring every question is answered and INCREASE referral clients, an impressive feat the demon- and teach themvisited what’s going to happen during tiesWAYS we as well asthrough the localPorchLight market. Leslie always keep growing, NINE TO GET READY resources available Real Estate Society and The Our allAlbuquerque aspects are understood. “Iwas tell them from the get-go STRENGTH 30) HOW TO theshe greater area, and the whole transaction.” strates the trust andTHROW confidence inspires. “I responded promptly to our questions. She went above iliesattending every year give clients an added enjoys mee that I’mby going to beGroup redundant, because I just want them advantage. Starting every client like they’re my THAT only client,” Atreat NETWORKING EVENT 55) EVERY PLAYER ISher VALUABLE: recently named RealTrends astoone 78) WHY DELEGATING IS THE and beyond to help us close in a timely manner. I would Realtor through out,relationships she allows helps her sellers fully prepare their home for ing quality time with Karolina says. “I go above and beyond, to Building strong with her clients beI well-informed.” This hisTEAM’S buyers and sellCAN PUT YOUR BUSINESS HOW YOUR of the Topand1000 agentsTO inBOOST the counKEY TO LONG-LASTING pare SUCCESS highly recommend her.” her to be re the market, providing them with a suite of professional ers the opportunity to make educated decisions. At the ON THE MAP MORALE try for sales volume and transactions staging,onphotography Looking to the futur same time, Michaelcleaning, is staying updated the latest mar-services, and more. closed. With a transaction coordinaFrom she shares listing togives a blend of highly to mentoring and assist ket trends and practices, sothere, he can relay that their information When it comes to listings, Leslie attention and310-734-1440 personal assistant by her side, Phone 310-734-1440tor | Fax back to them. “I stay knowledgeable about whatmedia homescampaigns. Through targeted digital and social every detail, helping sellers with contractors to repair or community, sharing Jennifer isareable tofor, deliver hands-on mag@topagentmagazine.com |selling www.topagentmagazine.com and it how can stay competitive.” all,we though, she is there for her clients, catering her next generation of re as needed, and to stage theTop home for thethem pho- anything, guiding her remodel clients throughout No portion of this issue may beservice, reproduced in any manner whatsoever without prior consent of the publisher. Agent Magazine is published by Feature approach to their distinct needs and including though, sh tographs useway. to his market it.toThe DePhillips Publications GA, Inc. Although precautions are taken toare ensure the accuracy ofwill published materials, Top Agent Magazine cannot be Real held responsible for await. “In Clients continually impressed by ability the transaction. eachshe step of the nities that opinions expressed or facts supplied by its authors. To their subscribe or change address, send inquiry mag@topagentmagazine.com. Published in the U.S.transaction Estate Group’s marketing istosecond Leslie achieve goals. One recently raved, “Michael was to none, andFor moreWith information abou each amazing! We were in a tight situation and Michael Michael Boehm, please call 719-6 takes to advantage the brokerage’s considerable promo- deep, lasting connect Meanwhile, Krista is just as attentive when assisting “I’m really dedicated my cli-of stepped up and went above and beyond! We are a large or email michaelb@pinkrealty. 2 Agent her years of experience to Top guide ToMagazine me, there could be resources to helpon clients draw the most offers and ents,” she explains. tional “I aimher tobuyers, removeleaning family of 7+. With the market in Colorado Springs,

garner highest the stress and make it astheeasy as return on their investment. Listings

MIKE CUNNINGHAM RAYNA DUBBERLY NANCY SOPHIA DEAGAN SANDY DUGGAN LAURA COLLIER

One Mike of theCunfirst things you notice when says “Along with howraved, many clients That ethic extends his real estate years in business, Sandy Duggan’s realNancy. estate journey in re A lifelong resident of Dublin, Georgia, “Rayna has helpe our buyers and sellers,” says Laura, whenbeyond eller 57 54 53 49 youhistalk to46 Nancy Deagan is how much I’m able to help, those are the only numbers work. Mike has helped a client dealing s been guided by Christian began through her career in property prom Rayna is passionate about ous times. She has alwa asked howDubberly she has managed to achieve such p in satisfaction she takes from her work. “I’ve I really careillness. about.” withmanagement. financial burdens and He particularly by the wisdom “I started working in propher levels city. After graduating from Georgia patient, flexible, and alw high of trust and loyalty amongst those ustenjoyed has erty served as a pastinHonorary of Proverbs 3:27:always “Withhold not helping people,” Nancy management 2012, andMember I still work Whe Southern University, she decided to things. ou she works with. “We alsoMoody stay inAir touch with real to whom itexplains. “It’s itexciting to see how happy Nancy has built a “Ireputation alongShe theresponds to in that business full-time,” Sandy says. spen Force Base, teaming up with hem is due, when earn her real estate license, wanting to a timely manner and kno in case need our helpChief even after ttedof thine hand people find them theirthey dream South coast realized I had a passion forCarolina real estate, and to go former Master Sergeant France as as an honest, hard wer to doget it.”when wethem ® help people and part sellI of property in mation that we are seek home. That feelingthe is always the buy same, working agent who is easy to talk to. Her transaction is completed.” lers became a licensed Realtor in 2018.” the s the Valdosta/Lowndes community ways worked hard to put himregardless of the size of the transaction. It’s concern isn’t merely getting clients to the her hometown. “I grew up watching always been very pleased The rest is history,He and sat withon experience in trave Sinoutreach program. the board RAYNA DUBBERLY SANDY DUGGAN position to be able to help LAURA COLLIER MIKE CUNNINGHAM DEBRA KRUGER, BROKER / CRS | GRI NANCY DEAGAN very fulfilling.” closing table, but building relationships both the property management and real HGTV, and I was always interested look forward to using her Another factor that ANDRE hasforplayed a signifi- in Free Enterprise— JOSHUA MORROW tions for SIFE—Students JONES estate sides, Sandy is uniquely suited to as the owner of a produce with them. Nor does that relationship end in real estate,” sheever-expanding says. Eleven years future buys or sells.” at Valdosta State University for several cant role in Kruger Laura’s success ater Debra is a creativehelp andboth caring realaget, Outside of work, Debra investor clients and residential From musical and real estate family he Look findse gottoday, her license in 2016 after encourwhen the transaction isfamily,” over. Many clients at strong sfindis still goingNancy and I was worried how she would show Andre Jones officially began his real estate the more I appreciate he says. later, she’s thriving as a solo agent and years, helping VSU students hone in their story estate would be61 her intelligent andorcompre62 66 bloodline, Josh Morrow decided to become CRM sys 65 58 professional who provides elite and active and has recently take buyers sellers achieve their goals. want agement from her brother, who had been become friends, and she reaches out frenvestor with rentaljourney properties. in 2005, but roots inunique salessigns runLISA “Timetois finthe most valuable thingActive you can in her commu JACKSON skills through competiis his showing no ofpresentation slowing down. a off its assets, but from start an agent in 2004. Itlocal came naturally to him, with his hensive approach to marketing her listings. ropcaring service to residential buyers and trail biking. “It was prompte knowledge base.” in in real for years.industry She quickly quently throughout year to seebefore how doing. deep. “I’ve beenmany in the sales since became have,worked so Ithe try to spend withthey my are loved qued his interest realestate estate, as his teams father estate pastDub clien tions, with several competing on theitthe With the old,” vast majority ofisSandy her business isdemic, involved in I’m the Professional photography utilized exclun.ehas made the process as easy asbeen itinasreal serves Hinesville, Georgia and surroundherself sellers…serving entire North Shore to andeducating now in a s 1998, when I was 18 ish yearsMisty Andre ones much I can.” hooked. Today is the owner/broker of the Magnolias Born and raised in Asheville, Over the years, Lisa has earned a fantas him, and he ashas licensed in four business decided he was ready for ashe ® regional andin national levels. He was involved for many is strong, consisting ofproperty repeat clients, she iswas clearly going REALTORS , where she previously ing area. Her repeat referral business a health service for her Chicago. She operates with diligence and which is really fun andclie as states: Florida, Georgia, California, busy ma “My father always told me toCarolina, focus sively showcase each its best light, and ngeashea reached solid real Elite into Myrtle Beach, South where Nancy is always looking for ways toand nurture the Jackson first took anand interthroughout North Carolina, as evidenced T could ever be.Lisa Everything set up for out recalls. toRealty a local broker to help years with the North Valdosta Rotary Club and has gone New York. He now works on a Team in emails to testament to the trust and Sandy inspires above beyond their goals. surer and president. Shereferrals. is a belo me a career involving something thatand isclients ato at confidence what’s come, Andre says, knowledge, always that her climeet people.” Shealso alsoBut she“Ion leads awith small team that represents inensures the of her community. She andrate hertoof team will soon add supdeft exploitation ofand social media and the internet en-Looking th area estachieve in real estate at 15 years old, repeat clients and a nto the industry. went a broker who the Aaron Kirman Group in Los Angeles, lives of r Atlanta us, from pictures to listing to finding a on several mission trips with his local church, where necessity. People always need homes for future my business isshelters bright. I’m inaand her port clients. “I“The work withofaand lot of investor clients Above all, Sandy ents receive the best service remain her ning group. Most important Forest Methodist Church, where sheh counties of Georgetown and Horry. She’s grown for animal rescue women’s to their sures that each is seen by as many potential buyers as when her father purchased and maintains steady growth, she remain and has established an extensive sphere ofits Joshua nuing education, something that I think is he has been to help rebuild damaged homes and their families,business so it “I wasaim natural about putting together acommittee. team, who continue toexcited invest inWhen our market Sandy herDuring clients whenev d perfect buyer.” priority throughout theable transaction process. spending with successful over theprogression last five years, with community efforts. she’s nothere,” working orbegiving influence across the country and beyond. actions to build an honest, lasting relationship with leadership her renovated historic 1800s home the personable model ofquality servicetime that hasfp ant in terms of very making sureto you areinto offering possible. The most frequent outcome isexplains. a afast sale for for me jump the real estate sales cause I know how much we can accomplish a church for others. When he’s not working or helping “Clients keep coming back because I provide help, whether it’sa h A veteran of the industry, Josh has built he has ANDRE JONES JOSH MORROW Affiliated with Coldwell Banker, Debra children and two grandchild MISTY HURD LISA JACKSON DEBRA KRUGER many of her transactions coming from either referrals back, Nancy loves hanging out with her daughter. four I profitable serve,” says. “I offer my best ser-on the enjoys trips to the beach and attending inshe their community. While learn“Because Itogrew up in Asheville, I tions knowpot DIEGO MOYA ganclients.” her journey industry. top dollar, noteveryone totomention happy clients who towith In addition being more We want give opporan careerhands. back of his excellent service!” expanding FELIX OTCHERE others, and his continue wife Jillimpressive love spending time with JON M. PEREZ herato start inaMike the real estate industry in is very important to their me. Iove s or repeat clients. One onlygot needs take look at her vice to them, and I always try my best to get the sports games. ing the business from the ground and out. At the end of the day, nothing mak straightforward honesty andand work ethic,a system that ing a buyer move it was also anMisty industrytheir where I her community tunities to agents create ” Atlanta area. industry, loves and makes he refer friends and family. children and grandchildren. When time allows, 2002 and continues to be diligent about her time with them as I can.” gushing reviews to understand why.Each One happy client Asone-on-one for the future of her business, Nancy plans to years later, Mike iscould growing aavery successand continues to help dozens of people buy In his fre ern of the has been an important one, make difference in World people’s lives.” allows them toOutside flourish. We already have aJon winning for-bring up through her family, she would than sharing that with my clien job done.” client receives attenrItorelocate,” help others accomplish their advertise within my brokerage, With almost two decades of experience of his work life is knowledge immersed Her availability, and can-do attitude smooth fo RAYMOND RADAS us she sure to stay involved. She donates to difbesides an golf game, he Pearson and Jill enjoy hikwork. “Working in occasional real estate is truly my 77 74 NICO and sell communication, homes each year. seeing liveprocess bands play 73 69 70 described her experience like this: on several more hard working agents in the coming with Mercer Hughes Real Estate Group, mula, soaccomplished now it’s time to systematize itexactly and replicate itthey’re ves bringing buyers fromthe many different state goals, Felix decided Smith Realty, and utilize Homesnap.” later launch an can find what looking for.” tion, withinRayna taking time toSandy understand their With Rayna’s business growing year inOtchere real estate, Jon M. Perez serves his cliwith his family and in his community. He truly set apart. “Iby set my standard for myself very new getting he is abuyers big fan explor ing, snow skiing, bicycling and sitting warm glow passion, especially withsupport first time buyers as well asthe clistrives to be their involved in of her coa decided I didn’t When she’s not working, Laura enjoys nothing more year. She looks forward toDebra helping them grow ferent causes that people in need, nts Valdosta, Lowndes County, and the Andre serves the entire western side of Washington, amongst many hands so we can help more families.” tshisinlicense in ents 2018. With a fullWith a large network of colleagues, When it comes to Real Estate A long agcountries. On a more local scale, Diego career in NASCAR, becoming the first female to Joshua gotdriver into real estate firstfood andand foremost to help intohispath enthusiasm with with diligence and care. Affiliated helps with local drives and loves high,” she explains. I try to go above beyond in needs. For her buyers, she determines their ideal hopes to continue on her and kee ents relocating from states or international buyers, belongs tosoanthat athletic club that organize a campfire. “Buying a home another state can be other trying, own business, sharing her experience they can toGeorgia. get than spending time with family onsets their boat. She from Blaine allfrom the way down toofher Vancouver. He counties Around 20 percent of job asme a inproject manager, he neighbors, friends, and family, heputs also people, and he sincere effort into making sure his from other countries. A Californ nraged and was heavily active in her church prior and Customer Service, Outside her career, Lisa is dedicated to he partake inChristie’s the Busch Grand National Series. But as she He posts on Costa Rica real estate Facebook every aspect of the services I offer. Ithose also make myself with First Team Real Estate and help promote great causes such as Cops neighborhood, budget, square footage and style, to in need. Her love for gives what sh making their transition smooth and joyful.” She uses her and helps people get into fitness. She’s but Nancy was on top of that everything, itand“My deliver the same quality forsatwhich himself apart by going extra milewhich forand hismade clients. favorite partneeds ofhigh real estate is of the emotional clients’ unique are met by the end service of each transacnity, Joshua 10% t already sounded like afrom isreferrals, also she her team was firs ght real estate would provide thephilanthropic-minded, relies on word of mouth to spread the comes a tribute to On top ofavailable.” supporting a on variety ofwith chariti Raymond Radas is brokerage, a natural. available for my clients whenever they are started building and renovating houses inBlue her hometown, Going forward, Mike plans toto keep his business International Estate, he was first 4growing Kids and LLS. He also recently try groups, and utilizes his own and e challenge.ofAfter to the pandemic. During any free time, she tion. He keeps himself available tocharity answer any questions has worked vario extensive knowledge and experience help buyers and inachieve work her wb then sets out to find their dream property. When it’s as palpable as itthrough was day one, and “The difference between ordinary and extra is that of Elite helping someone the American easier for us. Real Her knowledge of the housing market Magnolias Realty has come to has be known. estate selling over $8 word about hisisfaction properties. “I’ve lived dct attitude service he brings to the work. sponsor local sports teams of all ages. They also sponthe year, she contributes to organization He loves what he does, it she found herself drawn back to the family business and inspired to start in the business by his started coaching his son’s AYSO sochis clients might have throughout the transaction protenure, and still is hea and his knowledge of the industry. He looks forward to ue Zone Realty’s databases of potential buysellers navigate every type of transaction. in helping the Ronald McDonald Foundat little extra,” he says. “I’m always available my clidream of homeownership,” Andre says. “I getnext. to know neighbo found, she negotiates to obtain best deal possible to are see what’s “Every dayin is differ impressive. Her patience with us asking endless e inup and her family love traveling, going topast theclients on histo first fullisyear assor an agent, infor this area mythe whole life, sowith I know ght work hard, and I’ve always liked several churches tointo help those need, especially cess, makes sureaclients kept naturally well-informed, hisask area lo an Keeping in touch comes totocalling…just Humanity, sponsors events for her is at hispurchase true tothey pursue her real estate license in and 2007. Sure cousin. “He thought should go realforeign cer team. “Itofor was hesitant first behomeless a many years ofin delivering high-quality service his cliWe ers. With many investors honing ents. When Iremarkable take Idecided on a client, become family, and these families, and for most people a home other charitable organizations. “It’s been a gave her questions was and she was quick to reear he chose the right path. “I’ve lot of people here.” while also remaining competitive if it is a multiple my favorite part about it. Forming those setting realistic expectations of how events will unfold two children with his ple,” says Mike. “I especially love helping others. beach, and spending time with family and friends. Sandy because of purchase the strong relationships she builds aed found success during the holidays and back to school time. Girls Club, and throws holiday celebra estate and I thought it was a good idea coach, but now I’m hooked!” On 9/11 enough, she hasn’t looked back since. any of his clients. ents, and to continuing to perform whatever good work I will treat you the way I would like to be treated. I is the biggest they will make in their life. To into the Debra develops long-lasting relationships with her be involved due to COVID-19, but I like in on the region, Diego’s business is conNICOLE ROUZAN from the get-go. “It’s really important to me that my hopes to continue grow very busy, and I’m loving every spond. She was so friendly from the very beginning DIEGO MOYA FELIX OTCHERE RADAS JON M. PEREZ offer situation. Atthe the$100,000 same she gets toRAYMOND know with people andoffice getting to experience s mebuyers because I Iremember being in that andtime, nurtures, asrole well as her great communications tending ually teamed up funds for children and in-need. W work just as hard for the person beyear. a part that, tosatisfying negotiate and win in apossible.” competitive wouldn’t have to clock in and Jon and coworkers from his “I get clients have ais experience,” Josh says. do families healthy pace and alway isbuying laid before him. clients and understands how crucial herof in this whenever te of it,” he says.since Serving the entire When Felix isn’t working in real estate He tinuing to grow with each passing and never changed. All real estate agents should be her sellers and comes up the with advertising strategies every day istheir exciting.” skills. She everything will reach out with timely email, text or self. MostGroup people house don’t all of the inGroup, my power help them meet goals Iftoyou’re forap in onbe asrealize I doto thesurf, house.” market like gives metoawith so much emotional satiscontinue snowboard, and together and bring breakfast and lunch Today, Lisa is aof Realtor for Asheville Realty clients giving shelooking can a Realty Laura’s plan for the future herevent busiHeor began hisback, business career very important in their lives. Shethis, approaches ern Virginia andcould Washington D.C. or his other job, he’s coaching youth like Nancy Deagan.” na and South Growth ismillion-dollar indidn’t, Misty’s future, as she plans to take on more ses and guide them towards a successful conclusion to their loves helping people an phone call to check in on clients. When it comes to marbegan to take an interest in the oes on behind the scenes. I know I that result in the listing selling quickly. “I have marMypeople favorite parttoisstations handing the toDebra them bartend at theishas concert venue. However, local police and fire where she assists clients throughout Asheville and the biking, or exploring all the wonderful sceni With agrowth, deep love for Costa Rica and its every transaction with aorlothelping of faction. compassion, striving Going forward, isand looking to expan opolitan area, his business sports, young learn inkeys thedepartments Corporate Relocation serve her many ness continued but never transaction.” Josh’s personalized brand of service has her connections necess tle to pursue own license. In th keting, Sandy uses a comprehensive approach to ensure siness consists clients while still maintaining the same great service. When itproperties. comes tosurrounding marketing, Andre goes all-out to aat the end,Hewatching them and cry, and knowing I Itaken was off. purchasing rental Soclimyagreements keting with astaying few different real estate ifWhen you’re not out hustling workwhich helps remind them of the sacriHiswith ability to connect with his the importance of active. also loves areas. Lisa has been consistent top prohas tocontinue offer. relief toNancy clients who might be feeling stressed out. hug and her clients with quto communities, Diego loves to give back. earned him aIndustry. lot of fans, as he gets the bulk ofproviding his busiJosh Morrow Raymond specialized incontact keeping high itatcomes tothere marketing herand listings, advises s to work the expense ofbring the impeccable and she has gone on to author an acco nd optimum exposure. She works with the local Board of ensure the greatest possible exposure for his listings. helped them achieve a milestone.” making the process as easy and stress-free as ness from repeat clients and referrals, and his already is commuShe’s found her true calling, and isn’t looking back. “I websites, and I also use social media resources,” she on aon personal level has helped him become a watching football, working out, and hanging out ing hard, you don’t get paid because it’s fices some first responders make. Always having her clients’ best interest at heart, she service. “I’m not slowing down anytime ducer for over 13 years, with sales this year topping Histheir brokerage sponsors local causestoand level executives focused Realtor®, on their building new jobanassignclients on how toa prepare home to today’s extensive ghout the transdedicated service that has rapidly “We create separate web page to forappeal each individual Realtors® get the“web” wordgrows out,ever as well He expansive wider. as using a mixmy buyers and100% sellers.” gent in his region. By putting his buyers’ and with friends. commission based. The joke washer explains. These efforts helped Rayna achieve over carefully listens to their needs to ensure that she can help I’m feeling revved up for upcoming year But Lisa also has strong plans for her the $23m. Combining lifelong knowledge of the business nuous growth. just love making people happy, that’s what drives me.” clients and even launching o buyers, including pointing out necessary repairs, sugsports teams throughout the year. Diego is ments while tending to the other family memlisting,” he explains. “We market all name. social media ture of old-school and new methods, from looks social media ere athe client will become synonymous withon her In the future, Jon forward to change. s’for needs first and developing solid relationon me because you end up working lonthem find the right solution. “I’m totally hands-on with ward to meeting the needs of my clients months ahead, her son will be joining he with her penchant for client service, she has cultivated a $5 million in sales this past year. With more than a decade and a half under his belt, Josh gestions of updates that will add up to higher offers, and ber’syard needs personal belongings. By making platforms, as going well with asabove thehis traditional MLS where that goes also involved hometown, heestate helpswill manadvertising to prominent signs. osed 40-45 transactions to date, he “They expanding hisand business so he can pro-isthem k,Laura. tosays. him thetothan there is “Clients noand limit his growth. His next steps inand real bewith focused on expert, Today, anforward agent with is aall verified real and future. leverages knowlger aHer 9-5 job!”creates my more. buyers and sellers, Iof treat them theestate same and Ihis strive toNicole serve all with ho listing side. Together, they look to workflow to meet the demands any transaction. staging. team professional photos of every through Trulia, Zillow, and I also work with my these transitions smooth and seamless allowed age the community water system, and joins others to what most Realtors are willing or able to do. vide the best service possible. “I’d to it exceed growth. “I’ve built my confidence and skill set in edge to get consistent results for his clients.Hartwig He is will anlike confide inday!” that thatas marted them they Company, where she le energy, care and respect, no matter the price point of the and integrity, and always thei ing her social media presence while deep mortgage lending partners totomarket the property thatand they willexcellent then use market thelisting listing on spreads quickly Rayna’s work, with past The speak for Sandy has closed the relocated executives to remain productive andSou clean the beach. During his off hours, hewith enjoys surfing, aggressive negotiator whomore advocates for his clients’ best to hisathe experience in sales his nome relate to my clients because I’m notWord a real this industry, so about my goal isresults to continue growing and partner upatwith a themselves: couple agents with good hearts Jon serves clients throughout the Orange County and assist clients all throughout and agent/ top agent property. I am always available to them all hours and with my vast experience in the real estate tools wemedia use together, and they alsobuyers, aLisa webocess.” Misty When assisting her leverages her unmatched with the businesses around Ashevil all ofhave the that social platforms, as well ascreate toothers dedicatToknowledge find out interests, able to“hit get priceslocal for his Sellers about 32finds transactions year— and that’s in addition clients eager to tell about their tothis themore ground infamily, their new roles. eskills, agenthe’s full-time, another career,” heThose doing as much as I can.” He this path increda good “When Idolist aabove riding dirt bikes, and traveling. combining her acute LosI handyman. Angeles County area. who have worked so that Iexperiences. can have a competitive bit timerunning” with my go and beyond to No help them with anything they site estate on their own. We max marketing, withto multiple guidance he can verage our team and find ideal homes for his Buyers. ed real websites like Zillow or Realtor.com. insights into the region guide them to the right home anything, though, she is excited for the please tokept working full time for Holtzman Real Estate estate journey, the offeredneb This save allows tolanding besome honest and sensitive ibly rewarding, feels grateful toit’s be part of his Raymond hundreds of extensive high-level executives One recently said, “Rayna searching until ften myhim clients money right out with him appreciate his honesty, work ethic, andand show because hard toshe keepmet going at thisServices, level withoutresources pages with lead capture capability installed for might need,” she explains. our clients are matter how big or small a home is, every client enjoys sdugga for their best interests. Moreover, her clients opportunities that await in heremail beloved which isconnects a In property management company. “This was The future looks bright for Diego he plans tofamily. continue shehis has established a unique w Contact Nancy atstresses 843-267-3359 eir situations. “Iitcan easily put myself in their clients’ buying and selling journeys. “It brings me and their trailing families during his Hehom terms of marketing, uses online outlets like y going in and helping resolve some repairs additional support.” HeJoshua also that faith in tenure. in maximum over 125+ online five-star reviews. “Iastake care found the perfect home for myshe She knew our and preparing exposure.” With such ahard comprehensive and a what personalized experience. “I work to get both my You can contact Jo fortstewa or visit the first year I’ve been 100% active and going gung-ho is started to the with an extensive network of loyal contractors and builddemands of any transaction. “On or email Nancy@magnoliaseliterealty.com and understand hurdles they might be so much happiness to assist someone in the pursocial media, print and the MLS to ensure his listings assisting his family in their home building took him those experiences andtheapplied to his mytargeted clients like I’dI’m take care of own hebusiness God isand what helps keep his eye on eternalorthem don’t require aofhe permit. After that, going marketing push, as well as greatfamily,” negotiation needs and budget, and more than met our expectais entire life, When itmy comes to marketing, Debra plenty ofaround justlistedla@gma towhile make Top Agent Magazine is seen by Real Estate buyers and sellers the best value on their investment,” accomplishments is becoming reach ahas wide audience theAgents world. He frequently Contact Mike at 229-740-0782 ers should they need to make any alterations or future griority through they’re buying a house, like chase or sale of their home.” ® For more about Rayna Dub growing his base inlasting estate. He’s eager see it’s wonder Andre isreal set tobonds close home! about career asinternational aeveryday Realtor . He values theDiamond importance things. “Isold thank God for that I’m here and He’s alsonokeen on that forming with top dollar on says. theirskills, investment. If client someone tions. We love our new She also our last website atSociety joshsoldR techniques she likes to utilize in to order to hundreds make her ding often sees his works with of clients, something International and they taking care100 ofwhere kids.”this As path athis married repairs on their property. In fact, she keeps in touch long s feel are or email Realtor4yall@gmail.com transactions year, for $47-50 million in volume. please call 478-697-2048 takes him, and he never tires of his work. and Brokers in every U.S. city and Internationally! clients and says, “I’ve been blessed to be able to work for all His blessings. The Bible is something I strive of personalized service. His dedication, integrity, ey’re going to get everything I have to give.” listings stand and and sell for top dollar. Her many website home at aclosing great out price, brought through knows here,” r of twome boys, and a frequent coach for youth after each to build a lasting relationship with a’s considerable ugh even after with some amazing clients.” to follow because Ihigh know that life is short. You have “It’s something I really love, I am so passionate about and standards deliver superior results and the e When listing a home, Nicole email rbrown53@progressive www.DebraKruger.com was created long before other nually growing, potential buyers. Highly recommended!” Another s teams, Felix is in the sameback position as many Giving to the community is important to Andre, her clients and make sure they are satisfied in their new Please contact mag@topagentmagazine.com via a comprehensive strategy. S to keep your eyes on eternal things, and not just things referrals, an im-a“Weit.” That passion shows instarted theabout numerous awards heToand find out about Jones, highest level ofAndre client satisfaction. realtors buyingtimes their ownCollier, sites, so it has amore strong Misty Laura buyers andonly sellers. typically havehomes. ainformation lot of nonprofits velop and build, and aligned heFor getsmore involved with multiple a full-service Having himself with First Team Real Estate, “I believe in providing support to Copyright Top Agent Magazine ducts an in-depth comparative hererates onColdwell Earth thatBanker will quickly fade.” please call (253) 324-4167, barometer of the Blue Zone Realty team have “Best presence on317-379-3273 Google. She also like credits sializes common, so I can really tend tocall needs or 310-734-1440 for and information. year to donate atheir portion ofclient,” the proceeds fromcollected, his busiplease call in selling Top A .tein“Often, peoJon believes a big part of his recipe to success is the adthey their property, Copyright which gives them every she says. “Whether are looking to email andre@skylineproperties.com, for their strong market presence. “I purchase Year premium after year, Raymond’s business model continEstate Agency Costa Rica,” with International now “I what I need to do toReal alleviate their stress.” des. think that ness. When he isemail not working or giving back, Andre what to expect from their mark uch of this propbrokerage’s strategic marketing. He also ensures his or LauraCollier@KW.com paintthe or renovate their property, I bring wealth offor conor avisit skylineproperties.com/andrejones dn,psprojects after enjoys Tohelps learn more abouttheir Debra marketing packages through he his clients become friends after toeach grow and has led him excel by prepare assisting an hom Property Awards, several years running. time with hisby family. “Thecreative older I Coldwell Bankerues weand form sheto them listings get spending the most exposure making Top with Agent Magazine 3 urrounding area. nections to the table to ensure a seamless process.” please call 847–302–055 action, theyrefer work so closely together. “It’s one of my listings. Our listings appear worldwide, ple I ascan impressive list of buyers and Clients it to sellers. a blend of highlybenefit targeted d videos direct targeting people on social media. opment business, Debra.Kruger@cbrea purchase people are and making when they’re as well as on TV and social media. We have a huge diaemail campaigns. But from start to

MISTY HURD

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

www.

Thanks to his marketing techniques, his listings had

from his understanding of the local market condi-

6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. 4

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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GENE DRUBETSKOY

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Gene Drubetskoy, lead of the Gene Dru Property Group, is recognized as one of Baltimore’s top agents and is on pace to do over a hundred deals this year. Gene Drubetskoy is a real estate expert recognized as one of Baltimore’s top agents. His real estate experience started on the financial side of the business as he became a top 1% loan originator in the nation, completing a staggering $110 million in loans by himself in 2013. After a decade in the loan industry, Gene transitioned into doing fix-and-flips. “I didn’t like the service I received from the agent who was doing my flips, so I went and got licensed. I figured that if he was one of the top agents in our area, I could do a much better job.” He turned out to be correct and, after starting out as an individual agent in 2017, he was 8 Copyright Top Agent Magazine

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quickly recruited by one of the top teams in the Maryland market. Gene received a thorough education while on the team. “I was recruited as a listing agent and six months later I was asked to be the team leader. It was a very fastpaced and high-volume environment, so I learned a lot quickly, and in 2019 I started my own team.” This year, the Gene Dru Property Group is on pace to do over a hundred deals. Top Agent Magazine

Gene points to his prior background as one of the factors that helps him thrive in real estate. “With my extensive experience in the financial sector, I know how to properly screen customers and ask the right questions. I’m very particular because of my mortgage lending background which gives me a huge advantage in this business,” he explains, and adds, “I’m also bilingual, which comes in handy. I’m originally from Kiev, Ukraine, and speak fluent Russian.” Copyright Top Agent Magazine 9

“With my extensive experience in the financial sector, I know how to properly screen customers and ask the right questions. I’m very particular because of my mortgage lending background which gives me a huge advantage in this business,” Gene explains. 10Copyright Top Agent Magazine

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What propels Gene to work so diligently on his client’s behalf is the end result and the gratitude he receives from them. “I love the smiling faces at the end of a transaction. It’s incredibly rewarding when the buyer or the seller appreciate everything you’ve done for them.” Aside from providing his clients with excellent care throughout the transaction process, Top Agent Magazine

Gene goes out of his way to make them feel appreciated in other ways. “We like to host events to give back to our clients. This year we’re having a pie party. We try to do these types of events a couple times a year.” Gene and his team also host charitable events. With Baltimore’s large homeless population, the team keeps those without homes at the forefront of their efforts. “We gather toiletry supplies, hats, socks, and other useful Copyright Top Agent Magazine11

items, we put them in what we call a love bag, and we donate the bags to the homeless community.” As a religious refugee, Gene is also heavily involved with his temple and helps plan and finance their events.

Outside of work Gene puts his time into what matters most to him: his family. “My parents gave up everything to give me a better life, and there’s nothing that I cherish more than our quality family dinners every Friday night.”

To learn more about Gene Drubetskoy email Gene@GeneDru.com, visit GeneDru.com or call 410–322–0184 www.

12Copyright Top Agent Magazine

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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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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.

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-

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.

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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HECTOR & ANA VASQUEZ

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HECTOR & ANA VASQUEZ

Homebuyers or sellers who choose to work with Ana and Hector Vasquez get so much more than professional representation. They become part of a family. “We don’t just help someone with their real estate transaction and then say goodbye,” Ana explains. “It’s a lifelong relationship. We stay in touch, and offer assistance however we can. For instance, I’ve helped people find a job after they have been laid off.” That family dynamic extends even to The Vasquez Team itself, most of whom are former clients or client referrals. Together they serve six California counties, including San Francisco, Alameda, Contra Costa, San Mateo, San Joaquin, and Santa Clara. The team averages between 60 and 72 transactions a year for an annual sales volume of around $40 million. Ninety percent of that business actually comes from past clients, a fact that Ana and Hector are very proud of. “We give 100 percent effort on every 16

transaction,” says Ana. “These aren’t just clients we’re working for—they are friends.” Ana brings considerable experience to that endeavor. She began her career when she was just 20 years old and still in college, working for a financial institution before getting on with a large building company to sell real estate. She moved to California in 2001, got licensed there the following year. Her husband joined her the year after that, and the Vasquez Team was born.

When it comes to their listings, Ana and Hector assist clients in preparing their homes to show well with buyers. They create professional photos that they will use to market the property with Google, their #1 platform, as well as on Facebook and Instagram. They also market to the dedicated real estate sites like Zillow and Realtor.com as a matter of course. If you visit their profiles on these latter sites, you’ll find reviews brimming with praise. One client’s response is typical: “Ana Vazquez has been nothing short of Amazing. I have worked with her for over 8 years for selling and buying homes….She impressed me when we were able to secure a home, which seemed out of reach during a seller’s market. Her expertise in negotiation is phenomenal. She always ensures to do everything in your best interest, whether it’s the negotiation, partners she works with, and even assistance with other services you may need during a purchase or selling of a property.” Ana and Hector never take that loyalty for granted. They invest 20 percent of their commission into keeping in touch with all of their clients throughout the year. They are also very visible in their community through their work with several groups, including the Alameda chapter of the Latin American Association and the American Cancer Society. Going forward, Ana and Hector will continue growing their business, bringing on and mentoring new agents to help them keep up with the increasing volume, while assisting their veteran agents in establishing their own offices. They are also committed to helping their community find ways to address the lack of housing in the current market. “We’re always looking for new and better ways to serve our clients and our community as a whole,” says Ana. Top Agent Magazine

Contact Hector or Ana at 866-494-6529 or email Ana@thevasquezteam.net Copyright Top Agent Magazine 17

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. 18

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. 19

JONI BECERRA

Realtor® Joni Becerra has never been the kind of person to let a wrong stand uncorrected. It’s kind of the reason she got into the real estate business in the first place. “One of my family members had a terrible experience with an agent who did not look out for her best interests,” Joni explains. “There were real consequences to that agent’s inattention, and I didn’t want other people to go through that. A real estate transaction should be smooth, the process should be easy, and a client should feel good about their decision at the end. The only way I could ensure that experience for people was to get my license and represent them myself.” Joni has been offering a better kind of service for nearly 5 years now, representing clients across Central Georgia with Century 21 Adams-Harvey & Associates. From the 20

beginning she set out to give her clients an amazing experience, going above and beyond to take away as much of their stress as possible. A look at her reviews shows how consistent she has been delivering on her goals. One couple’s praise is typical: “Joni was great! She was very responsive, listened to what we were looking for, and came through with the PERFECT home! She was very involved with our lender and kept us informed on every step of the process. She is very down to earth, easy to talk to and makes you feel like you’ve known her forever. We only wish we knew her for our previous home searches.” That professionalism with a personal touch has rewarded Joni well. In her first year with Adams-Harvey she just missed making the Million Dollar Club. By year two she had achieved Multimillion Dollar Club status, and Top Agent Magazine

has maintained that bar ever since. An extraordinary 75 percent of her business comes from either repeat clients or referrals eager to work with Joni. “I treat people like they are family,” she laughs. “Who wouldn’t want to come back for that?” Or for cinnamon rolls and pumpkins. Joni’s relationship with her clients doesn’t end with the closing. She texts or calls them frequently to see if there’s anything they need. She also sends them a “house-iversary” gift card each year, for cinnamon rolls from a coffee shop in Thomaston, whose bakers have perfected the confection! Holidays bring gifts from Joni too, such as the pumpkin giveaways she does on Thanksgiving. Joni is always looking for ways she can help her community, like participating in Thomaston’s Friendsgiving program, or contributing classroom supplies to the area’s teachers. During the onset of Covid and the shutdowns, she also delivered lunches to the teachers to help ease the burden they faced as they taught both online and in-school classes. “It was just a way to give back because they were doing so much to keep some normalcy for our students,” she explains. Joni also recently joined the board of the Downtown Development Authority to help new businesses locate to the city. As to the future of her own business, Joni wants to expand into new communities next year, and looks forward to sharing her knowledge with agents who are just starting to build their brand. She is very close to earning her Broker’s license. Whatever the future holds, she will always continue pursuing the reward that means the most to her. “You meet people who have fought so hard to purchase a home, but haven’t been able to for a variety of reasons. I love being the one who helps them get there.” Top Agent Magazine

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Contact Joni Becerra at 706-647-2100 or email joni.becerra@yahoo.com.

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.

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.

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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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.

BUILD A SOLID FOUNDATION

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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MICHAEL KELCZEWSKI

Throughout his life, Michael Kelczewski has always possessed an entrepreneurial spirit. In fact, he began building his resume at 15 years old, when he started his own digital marketing company. He would later go on to launch his career in the corporate world; however, when the stock market crashed in 2008, he had to rely on his resourcefulness and perseverance to generate new opportunities in the professional sphere. Drawing from his background in entrepreneurship, he then decided to pursue his real estate license, and in the years since, he has gone on to author an accomplished career as an agent, establishing a network of satisfied clients and colleagues that spans the DMV and Philadelphia regions.

work ethic, leading edge expertise, and penchant for client service needed to meet the demands of any transaction. When listing a property, Michael leverages a diversified strategy to give his clients an added advantage. After helping them fully prepare their home to sell, he shares it via a blend of omnichannel marketing outlets, ensuring a nationwide reach. With each step of the way, though, he is there for

Today, Michael is an Associate Broker with Brandywine Fine Properties Sotheby’s International Realty, where he serves clients in Washington D.C., Philadelphia, and all the areas in-between. Licensed in six states, he possesses the tireless 24

his sellers, catering his every decision to their distinct needs. Elsewhere, Michael is just as comprehensive when assisting his buyers, leaning on his years of experience and in-depth knowledge of the marketplace to uncover the right home investment for their best interests. Moreover, he prefers to keep in touch long after the deals are done through frequent check-ins to ensure they are satisfied and thriving in their new homes. In his career, Michael has earned a terrific reputation throughout the DMV and Philadelphia regions, as evidenced by his proven track record with buyers and sellers alike. Having completed $19 million in volume in 2020 alone, he is most inspired by the ways in which real estate continues to complement his elite business acumen. “I love the autonomy associated with entrepreneurship,” he says. “Through the years, real estate has provided me with so many opportunities to develop synergistic businesses around my profession, from homeowner’s insurance to marketing or mortgages.” When he’s not with clients or catching up on reading, Michael, an avid surfer, can be found spending time on the beach. But he is also passionate about attending art showings and theater performances within his community—enjoying all that Washington D.C. has to offer. Looking ahead, Michael has strong plans for the future of his business. Having now solidified his real estate practice in two metropolitan regions, he intends on increasing his marketshare while scaling the model of service that has truly set him apart. More than anything, though, he looks forward to the new clients and opportunities that await in the career he loves. “At the end of the day, real estate comes down to hard work,” he says. “This is fundamentally a relationship-driven industry; as such, I am always striving to go above and beyond for my clients.” Top Agent Magazine

To learn more about Michael Kelczewski please call 302-654-6500 email mkelczewski@bfpsir.com, or visit michaelkelczewski.com www.

Coaching 9-1-1 By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up. Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?” Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business. Walter: Always make it your goal to get the signature! Fake that you are 26

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with Copyright©, Walter Sanford. All rights reserved. us online at www.waltersanford.com. Top Agent Magazine

MINNA KERCHNER

Minna Kerchner is a Realtor® based in Indianapolis, Indiana. Her expertise is in the downtown area, but because her business consists primarily of referrals, she does transactions all across the state. Minna got her start in the industry in 2014; she had been working in the legal field, but felt stifled in the corporate environment and wanted to apply her marketing degree in a more creative way. She felt that real estate might offer an opportunity to focus on herself, her own creativity and her own ideas. So, on the advice of a Realtor® who helped her buy and sell her own home, she became an agent.

averaged $7 million in annual sales over the past several years, and over half of her business this year has been with return clients. Clients continue to go to Minna for realty services because she always makes sure to be extremely responsive, and fosters a high degree of trust and comfort with her clients. These qualities are grounded in her belief that real estate is not about houses or property: in Minna’s words, it’s “all people.” She is thus keenly aware of her clients’ thoughts and feelings whenever she is working with them, and this considerate and engaged approach to business has brought Minna great reward.

As the current lead of a team with one other member (a past client who recently acquired her license), Minna feels confident in her ability to lead others, and she plans to expand her team in the near future. Her practice has

In marketing as well as in her work with clients, Minna values creativity and flexibility. She understands how quickly the market can change, and intends to utilize the best possible marketing tools to market her

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listings in a creative and efficient way. This is why Minna’s team has recently revamped its marketing, having previously hired an outside marketing firm and adopting all new technology within their new brokerage home, @properties, which offers a robust and cutting edge marketing system with a wide range of products and services. Minna is looking forward to exploring these new avenues, many of which are as of yet untapped in the Indianapolis market. Minna loves music, and outside of work she and her husband are involved in their community through music. They consistently support local events and activities, be it children’s music programs or musical fundraisers, and in addition Minna has spent several years singing in the volunteer-run Indianapolis Symphonic Choir. Apart from these engagements, Minna’s life currently revolves around her toddler. She finds joy and fulfillment in getting him involved in local activities as well, exposing him to Indianapolis culture and community through bike rides and walks around town, public events like live music or sports, and generally a dedication to cultivating an appreciation for the city and its people. For the future of her business, Minna plans to continue growing her team. She has recently hired a Marketing and Client Care Director who is in training now but will begin work for the team at the beginning of next year. She also intends to add two more agents by 2023, and has been putting considerable effort into the search. So, with a filled out team and an optimized marketing system on the horizon, Minna’s practice is poised to expand and establish itself even further than it already has. Top Agent Magazine

You can contact Minna at (317)-650-5205 or minna@nestindy.com 29

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 30

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 Top Agent Magazine

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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KAROLINA KLINOWSKI

Karolina Klinowski owned a large cleaning service business before following her dream and going into real estate. “I’ve always dreamed about being a real estate agent, but at first I couldn’t, because I was raising my daughter by myself,” Karolina says. “When you’re in real estate, you don’t get paid right away. You have to hustle to get paid! When I got married I decided that this was a great time for me to finally do what I love. And I would never change my decision! I love real estate.” Karolina joined Boutique Home Realty a year ago, where she serves the greater Chicago and Northwest Indiana area. About 80% of Karolina’s business comes from repeat and referral clients, an impressive feat the demonstrates the trust and confidence she inspires. “I treat every client like they’re my only client,” Karolina says. “I go above and beyond, and I 32

always ask many questions in order to be on top of everything. I try to take the stress away from my clients. I am a problem solver, and that makes me stand out.” Karolina makes sure to educate her clients through every step of the process, putting them at ease and helping them make informed decisions. “Back in Poland, where I lived until coming to the US when I was 17, I always wanted to be in business,” Karolina says. “But on top of that, I wanted to be some type of teacher. Being in the real estate industry is perfect for me because I love to share knowledge and teach people. Whenever I go to appointments with a buyer or seller, I set expectations and teach them what’s going to happen during the whole transaction.” Building strong relationships with her clients Top Agent Magazine

comes naturally to Karolina. “Many clients of mine leave reviews saying things like, ‘She’s not like your agent, she’s like your best friend!’ They feel that way because I try to show them that even though real estate is my job, making money is not as important to me as you are. You are number one to me. I am always responsive, and I always pick up a phone call from my clients.” Karolina also maintains good relationships with her colleagues in the industry. “I build strong relationships not only with my clients, but also with attorneys, lenders, and other agents,” she says. “I strongly believe that this will help my clients in the future. Especially in a very competitive market, if we are in a multiple-offer scenario, I believe that if I have a good relationship with everybody, I have a higher chance to win the offer for my buyers. For sellers, I can help them through the process of the appraisal and the inspection to make sure they can get top dollar for their property.” Karolina is on track to close nearly $10 million volume her first year in business between her Illinois and Indiana production, which would make her top 3% of sales professional in her market. Looking to the future, Karolina is excited about creating a series of videos for social media with another agent from her company. “We are trying to show people that it takes a lot of time and effort to be a successful real estate agent and sell their properties for top dollar,” she says. “I love to share my knowledge with new agents. I also continue my own education by signing up for every possible training and certification I can, because by educating myself, I can do the best job for my clients.” Top Agent Magazine

To find out more about Karolina Klinowski, please call 708-704-1225, email karolina@boutiquehomerealty.com or visit karolinaklinowski.com www.

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 34

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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JENNIFER WILSON

A lifelong fascination with real estate led Jennifer Wilson to pursue a career as an agent nearly three decades ago. “I remember loving design and architecture even as a child,” Jennifer says. “When I was a little girl I would wish for the people on my block to let me go through their house so I could see the inside of the home.” When Jennifer moved to New Mexico after college, she decided to earn her real estate license. Loving every minute of it, she hit the ground running and hasn’t looked back. Today she serves the greater Albuquerque area, and was recently named by RealTrends as one of the Top 1000 agents in the country for sales volume and transactions closed. With a transaction coordinator and personal assistant by her side, Jennifer is able to deliver hands-on service, guiding her clients throughout the transaction.

possible.” Jennifer’s exceptional communication skills mean that many of the challenges of buying and selling are eliminated. “I’m always keeping them updated on any news, and they know what is going on at every moment.” With a white glove approach, Jennifer tends to every detail. Her buyers feel heard as Jennifer shows them properties that meet their needs, and negotiates to get them the best

“I’m really dedicated to my clients,” she explains. “I aim to remove the stress and make it as easy as 36

price possible. At the same time, her sellers are blown away by her marketing abilities. “I focus on social media, and I also promote my listings on nearly 100 different websites,” she says. This premium service has captured the attention of prominent investors in the area, with Jennifer helping them find properties to rehab. Word spreads quickly about Jennifer’s work, as past clients tell others about their experiences. One seller recently said, “After interviewing four other agents, we selected Jennifer to list and sell my mother’s home in Albuquerque. She was very savvy and market-aware when it came to helping us set an asking price, she gave excellent advice regarding prep and staging, she engaged a photographer who produced excellent images of the property and she impressed us with her thoughtful and comprehensive approach to marketing. She also helped us get quotes and manage the vendors involved in prepping the property. In the end, we accepted a cash offer over asking, also thanks in no small part to her skill in negotiation.” A longtime resident of New Mexico, Jennifer prioritizes giving back to the community. She donates 10% of her income towards providing a scholarship to women pursuing higher education. When she has free time, she can be found cooking, gardening, traveling, or enjoying the local creative community in Albuquerque. As the greater Albuquerque area continues to grow, so does Jennifer’s business. “Netflix recently started building here and they plan to make us their North American filming hub,” Jennifer says. “So that will bring a lot of new people into the area.” Real estate is the perfect fit for Jennifer, and she plans to continue on this path for many years to come. “My clients can trust me to fulfill their goals and dreams. It’s truly what I love to do.” Top Agent Magazine

For more about Jennifer Wilson, please call 505-440-1256 or email jenlilith@msn.com Copyright Top Agent Magazine 37

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 38

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term. As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount. One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

Collaborate with mortgage professionals to find the right financing opportunities

Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair. That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership. Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing. Rents rise, families grow, and retirement looms. Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle. Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side. Keep these tips in mind as you broach the conversation with renters in your hometown. All it takes is clear-cut value proposition and a listening ear.

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KRISTA ALLARD Throughout her life, Krista Allard has always been drawn to real estate. Her father is a successful contractor in Colorado, and through him, she had an opportunity to learn the business from the ground up. Later seeking an opportunity that balanced her passion for helping others with her interest in the housing market, she decided to pursue her real estate license. In the fifteen years since, she has authored an accomplished career as an agent, building a robust network of clients and colleagues that spans the region. Today, Krista is a Managing Broker with the PorchLight Real Estate Group, where she assists clients throughout Boulder County and the Northern Front Range of Colorado. There, she has cultivated a hands-on process around the key values of attentiveness, compassion, and open communication, which allow her to navigate even the toughest transaction. When listing a property, Krista leverages the myriad resources available through PorchLight Real Estate Group to give her clients an added advantage. Starting out, she helps her sellers fully prepare their home for the market, providing them with a suite of professional cleaning, staging, photography services, and more. From there, she shares their listing to a blend of highly targeted digital and social media campaigns. Through it all, though, she is there for her clients, catering her approach to their distinct needs and including them each step of the way. Meanwhile, Krista is just as attentive when assisting her buyers, leaning on her years of experience to guide

them to the right home for their best interests. In fact, she prefers to keep in touch long after the deals are done through frequent check-ins, market updates, and her popular monthly newsletter—all to make sure her clients are satisfied in their new homes. Over the years, Krista has earned a fantastic reputation throughout Colorado, with the vast majority of her volume coming from repeat clients and referrals. On pace to exceed $20 million in volume in 2021 alone, she remains committed to the unmatched standards of integrity that continue to set her apart. “Moving can be very difficult,” she says. “As such, I do whatever I can to make sure our clients feel comfortable and confident with the process. At the end of the day, this business comes down to providing attention and care to each individual client.” Outside her career, Krista is deeply committed to her community. On top of volunteering at food drives and outreach events with PorchLight Real Estate Group, she is active within her local school system. As a leader of her area Girl Scout troop, she has additionally organized pet food drives, plastic bag drives and fundraisers to support organizations like the Humane Society and The Our Center. An avid reader, she also enjoys attending meetings at her book club or spending quality time with her family and two children. Looking to the future, Krista looks forward to further mentoring and assisting agents within the PorchLight community, sharing her penchant for service with the next generation of real estate professionals. More than anything, though, she is excited for the new opportunities that await. “In real estate, every day is different. With each transaction, you have an opportunity to forge deep, lasting connections with your buyers and sellers. To me, there could be nothing more rewarding.”

To learn more about Krista Allard email krista@porchlightgroup.com, visit porchlightgroup.com or call (303) 715-8719. www.

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MICHAEL BOEHM Developing lasting, personal relationships with clients is important to Michael Boehm. “What I love most about real estate is the connections I can make,” he explains. This passion has led him to success in this industry, as he continually prioritizes the client experience. He entered the field after working in entertainment, wanting to switch to a career with less travel. “I had family in real estate, so I decided to try it out,” Michael says. He quickly became hooked, loving that it gave him the opportunity to advocate for others in such an important life milestone. “As a former ‘military brat,’ I know what it’s like to move, and have lived all over the country and world,” he explains. “My goal is to make that experience less stressful, so they can enjoy all the exciting parts of the journey.” As an independent agent with Pink Realty, Michael is based in Colorado Springs and serves all of El Paso County. A growing portion of his business consists of repeats and referrals, as those who work with Michael never hesitate to refer him to others. “I provide a high level of communication, which I think they really appreciate,” he says. “It’s incredibly important, especially for first time homebuyers, that they feel supported and guided throughout.” Michael takes each client step-by-step, ensuring every question is answered and all aspects are understood. “I tell them from the get-go that I’m going to be redundant, because I just want them to be well-informed.” This allows his buyers and sellers the opportunity to make educated decisions. At the same time, Michael is staying updated on the latest market trends and practices, so he can relay that information back to them. “I stay knowledgeable about what homes are selling for, and how we can stay competitive.” Clients are continually impressed by his ability to achieve their goals. One recently raved, “Michael was amazing! We were in a tight situation and Michael stepped up and went above and beyond! We are a large family of 7+. With the market in Colorado Springs, 42

Michael didn’t give up on us and did whatever he could to get us in our dream home in the short time limit we had. Michael was great with communication, timing and everything else! He even helped us move and I give him lots of kudos for dealing with my husband! LOL. We have already recommended him to several people and will continue to stay in close touch. He was great and we could not have asked for a better person.” Michael loves his community and stays involved through local events and fundraisers with his brokerage. “We rented out a section of our baseball team’s stadium for past clients, and we rented out the zoo so families can pop by and enjoy the holiday lights.” During any free time, he can be found hanging out with family, including his three children, enjoying sports, and soaking up everything Colorado has to offer. As time goes by, Michael’s love for what he does continues to grow. He is eager to expand in the coming years, while still providing amazing service. “It is so rewarding to make this a memorable chapter in my clients’ lives.”

For more information about Michael Boehm, please call 719-661-2840 or email michaelb@pinkrealty.com Top Agent Magazine

The Daily Schedule

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

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

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

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

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

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

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

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

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

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LESLIE BREUER The daughter of a remodeling contractor, Leslie Breuer had an early passion for real estate. She discovered it again when she married a commercial builder and began helping her husband design and build homes. “I had been working in banking and finance, but really wanted to be self-employed,” Leslie explains. “My husband and I were building homes and paying someone else to sell them, so in 2016 I got my license in order to sell them myself.” She eased into the industry, until her business really began to take off in 2018. Today Leslie represents clients in the West Des Moines suburbs with the DePhillips Real Estate Group for RE/MAX Precision. Last year she helped her team close $72 million in sales volume, and is off to a strong start for 2022. Half of her business comes from referrals or repeat clients, many of whom leave gushing reviews. As one happy buyer wrote: “Leslie was excellent. We moved from out of state and she was very helpful in orienting us with the area. She was incredibly knowledgeable about all of the properties we visited as well as the local market. Leslie always responded promptly to our questions. She went above and beyond to help us close in a timely manner. I would highly recommend her.”

news, cards on holidays or anniversaries, and cupcakes on people’s birthdays. The DePhillips Real Estate Group also does an appreciation party every year, featuring catered food and fun things like dunk tanks or bouncy houses for the children. In her time off, Leslie enjoys a conversation over a glass of wine with friends, or visiting one of Des Moines’s many excellent restaurants. She also likes to travel. But her favorite thing to do is spend time with her husband Matt and their three daughters. “This career gives me the flexibility I need to be a Mom, while also allowing me the opportunity to meet lots of people, which I love,” says Leslie. “I’m networking all the time!” She’s also committed to the health of her community, volunteering time with her church or with her children’s school. Leslie looks forward to a long career in the real estate industry, and to continuing to find ways to give her clients an even more amazing experience. She plans to keep growing, and sets a higher goal for helping families every year. She’s also committed to growing as a Realtor through continuing education, which will prepare her to be ready to respond to any market.

When it comes to listings, Leslie gives attention to every detail, helping sellers with contractors to repair or remodel as needed, and to stage the home for the photographs she will use to market it. The DePhillips Real Estate Group’s marketing is second to none, and Leslie takes advantage of the brokerage’s considerable promotional resources to help clients draw the most offers and garner the highest return on their investment. Listings are featured on the brokerage’s beautiful website and across all of the social media platforms and dedicated real estate sites like Zillow or realtor.com. Leslie stays in touch with past clients throughout the year, sending quarterly updates with market-related Top Agent Magazine

Contact Leslie at 515-681-8106 or email breuer.realtor@gmail.com 45 Copyright Top Agent Magazine

LAURA COLLIER Top Agent Laura Collier – Co-Lead of Keller Williams’ North Georgia Realty Group in Gainesville, Georgia – is an honest, trustworthy and deeply knowledgeable real estate professional who is truly committed to providing her many buyers and sellers with top-of-the-line customer service. Sincerely passionate about what she does for a living, Laura finds there are few greater career rewards than helping someone find the home of their dreams or to sell a property for top dollar. All of this combined has translated into an impeccable reputation as a solid real estate advocate for anyone in the North Atlanta area who engages her services. Laura, a former teacher from Indiana, began her journey in real estate in 2018, after moving to the Atlanta area. “We had a real estate agent who helped us relocate,” she recalls, “and when I got to Georgia, I decided I didn’t want to teach anymore. The agent encouraged me to get my license and pursue real estate, and it sounded like a good idea to me.” A very good idea, it turns out, as Laura found success quickly. Starting out solo, Laura eventually teamed up with a partner and formed North Georgia Realty Group in November of 2021, in order to better serve her many clients. However, any client who wants to work with Laura still works with her directly throughout the transaction. “We’re not the type of team where a client will be farmed out to another agent,” says Laura. “Clients choose a specific agent because they confide in that agent due to personality, similar goals and the agent/ client relationship flows. We simply leverage our team to support one another and make sure our clients are taken care of from the time the contract is started to the closing table.” Currently, almost the entirety of Laura’s considerable business is based upon repeat clients and referrals, an impressive accomplishment and an accurate barometer of the excellent customer service she provides. “I think that has a lot to do with the close relationships we form with 46

our buyers and sellers,” says Laura, when asked how she has managed to achieve such high levels of trust and loyalty amongst those she works with. “We also stay in touch with them in case they need our help even after the transaction is completed.” Another factor that has played a significant role in Laura’s ever-expanding success story would be her intelligent and comprehensive approach to marketing her listings. Professional photography is utilized exclusively to showcase each property in its best light, and deft exploitation of social media and the internet ensures that each is seen by as many potential buyers as possible. The most frequent outcome is a fast sale for top dollar, not to mention happy clients who continue to refer friends and family. When she’s not working, Laura enjoys nothing more than spending time with her family on their boat. She is also philanthropic-minded, and she and her team sponsor local sports teams of all ages. They also sponsor several churches to help those in need, especially during the holidays and back to school time. Laura’s plan for the future of her business is continued growth, but never at the expense of the impeccable and dedicated service that has rapidly become synonymous with her name.

For more information about Laura Collier, please call 317-379-3273 or email LauraCollier@KW.com Top Agent Magazine

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. 47

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. 48

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

MIKE CUNNINGHAM Over his 48 years in business, Mike Cunningham has been guided by his Christian principles, particularly by the wisdom expressed in Proverbs 3:27: “Withhold not good from them to whom it is due, when it is in the power of thine hand to do it.” Mike has always worked hard to put himself in that position to be able to help others, first as the owner of a produce company that is still going strong today, and as an investor with rental properties. The latter piqued his interest in real estate, and when he decided he was ready for a new challenge he reached out to a local broker to help him break into the industry. “I went with a broker who offers continuing education, something that I think is very important in terms of making sure you are offering the best to your clients.” Just over 2 years later, Mike is growing a very successful business with Mercer Hughes Real Estate Group, serving clients in Valdosta, Lowndes County, and the surrounding counties in Georgia. Around 20 percent of his business already comes from referrals, a tribute to the drive and attitude of service he brings to the work. “I was brought up to work hard, and I’ve always liked helping people,” says Mike. “I especially love helping first-time homebuyers because I remember being in that position myself. Most people don’t realize all of the work that goes on behind the scenes. I know I didn’t, even when I was purchasing rental properties. So my focus is on making the process as easy and stress-free as possible for my buyers and sellers.” Mike has closed 40-45 transactions to date, going above and beyond what most Realtors are willing or able to do. In addition to his experience in sales and his excellent negotiation skills, he’s a good handyman. “When I list a property, I often save my clients some money right out of the gate by going in and helping resolve some repairs or tasks that don’t require a permit. After that, I’m going to get them top dollar on their investment. If someone hires me, they’re going to get everything I have to give.” Top Agent Magazine

That ethic extends beyond his real estate work. Mike has helped a client dealing with financial burdens and illness. He has served as a past Honorary Member of Moody Air Force Base, teaming up with former Chief Master Sergeant France as part of the Valdosta/Lowndes community outreach program. He sat on the board for SIFE—Students in Free Enterprise— at Valdosta State University for several years, helping VSU students hone in their presentation skills through local competitions, with several teams competing on the regional and national levels. He was involved for many years with the North Valdosta Rotary Club and has gone on several mission trips with his local church, where he has been able to help rebuild damaged homes and a church for others. When he’s not working or helping others, Mike and his wife Jill love spending time with their children and grandchildren. When time allows, besides an occasional golf game, he and Jill enjoy hiking, snow skiing, bicycling and sitting by the warm glow of a campfire. Going forward, Mike plans to keep growing his business and his knowledge of the industry. He looks forward to many years of delivering high-quality service to his clients, and to continuing to perform whatever good work is laid before him.

Contact Mike at 229-740-0782 or email Realtor4yall@gmail.com Copyright Top Agent Magazine 49

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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NANCY SOPHIA DEAGAN One of the first things you notice when you talk to Nancy Deagan is how much satisfaction she takes from her work. “I’ve always enjoyed helping people,” Nancy explains. “It’s exciting to see how happy people get when we find them their dream home. That feeling is always the same, regardless of the size of the transaction. It’s very fulfilling.” Nancy got her license in 2016 after encouragement from her brother, who had been in real estate for many years. She quickly became hooked. Today she is the owner/broker of Magnolias Elite Realty in Myrtle Beach, South Carolina, where she leads a small team that represents clients in the counties of Georgetown and Horry. She’s grown a very successful business over the last five years, with many of her transactions coming from either referrals or repeat clients. One only needs to take a look at her gushing reviews to understand why. One happy client described her experience like this: “Buying a home from another state can be trying, but Nancy was on top of everything, which made it easier for us. Her knowledge of the housing market is impressive. Her patience with us asking endless questions was remarkable and she was quick to respond. She was so friendly from the very beginning and never changed. All real estate agents should be like Nancy Deagan.” When it comes to marketing her listings, Nancy advises clients on how to prepare their home to appeal to today’s buyers, including pointing out necessary repairs, suggestions of updates that will add up to higher offers, and staging. Her team creates professional photos of every property that they will then use to market the listing on all of the social media platforms, as well as to dedicated real estate websites like Zillow or Realtor.com. No matter how big or small a home is, every client enjoys a personalized experience. “I work hard to get both my buyers and sellers the best value on their investment,” Top Agent Magazine

says Nancy. “Along with how many clients I’m able to help, those are the only numbers I really care about.” Nancy has built a reputation along the South Carolina coast as an honest, hard working agent who is easy to talk to. Her concern isn’t merely getting clients to the closing table, but building relationships with them. Nor does that relationship end when the transaction is over. Many clients become friends, and she reaches out frequently throughout the year to see how they are doing. Nancy is always looking for ways to nurture the health of her community. She and her team will soon add support for animal rescue and women’s shelters to their community efforts. When she’s not working or giving back, Nancy loves hanging out with her daughter. As for the future of her business, Nancy plans to bring on several more hard working agents in the coming year. She looks forward to helping them grow their own business, sharing her experience so that they can deliver the same high quality of service for which Magnolias Elite Realty has come to be known.

Contact Nancy at 843-267-3359 or email Nancy@magnoliaseliterealty.com 53

RAYNA DUBBERLY A lifelong resident of Dublin, Georgia, Rayna Dubberly is passionate about her city. After graduating from Georgia Southern University, she decided to earn her real estate license, wanting to help people buy and sell property in her hometown. “I grew up watching HGTV, and I was always interested in real estate,” she says. Eleven years later, she’s thriving as a solo agent and is showing no signs of slowing down. With the vast majority of her business consisting of repeat clients, she is clearly going above and beyond to achieve their goals. “I aim to build an honest, lasting relationship with everyone I serve,” she says. “I offer my best service to them, and I always try my best to get the job done.” Each client receives one-on-one attention, with Rayna taking the time to understand their needs. For her buyers, she determines their ideal neighborhood, budget, square footage and style, then sets out to find their dream property. When it’s found, she negotiates to obtain the best deal possible while also remaining competitive if it is a multiple offer situation. At the same time, she gets to know her sellers and comes up with advertising strategies that result in the listing selling quickly. “I have marketing agreements with a few different real estate websites, and I also use social media resources,” she explains. These efforts helped Rayna achieve over $5 million in sales this past year. Word spreads quickly about Rayna’s work, with past clients eager to tell others about their experiences. One recently said, “Rayna kept searching until she found the perfect home for my family. She knew our needs and budget, and more than met our expectations. We love our new home! She also sold our last home at a great price, and brought through many potential buyers. Highly recommended!” Another 54

raved, “Rayna has helped us numerous times. She has always been very patient, flexible, and always on top of things. She responds to our questions in a timely manner and knows the information that we are seeking. We have always been very pleased with her and look forward to using her again for any future buys or sells.” Active in her community, Rayna is involved in the Dublin Board of REALTORS®, where she previously served as treasurer and president. She is also a member of Pine Forest Methodist Church, where she serves on the leadership committee. During her free time, she enjoys trips to the beach and attending her children’s sports games. With Rayna’s business growing year after year, she hopes to continue on her path and keep giving back to those in need. Her love for what she does is just as palpable as it was on day one, and she can’t wait to see what’s next. “Every day is different, and that’s my favorite part about it. Forming those relationships with people and getting to experience something new every day is exciting.”

For more about Rayna Dubberly, please call 478-697-2048 or email rbrown53@progressivetel.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: 55

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.

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.”

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

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

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. Top Agent Magazine

SANDY DUGGAN Sandy Duggan’s real estate journey began through her career in property management. “I started working in property management in 2012, and I still work in that business full-time,” Sandy says. “I realized I had a passion for real estate, and I became a licensed Realtor® in 2018.” The rest is history, and with experience in both the property management and real estate sides, Sandy is uniquely suited to help both investor clients and residential buyers or sellers achieve their goals. Sandy serves Hinesville, Georgia and the surrounding area. Her repeat and referral business is strong, a testament to the trust and confidence Sandy inspires in her clients. “I work with a lot of investor clients who continue to invest in our market here,” Sandy explains. “Clients keep coming back because I provide excellent service!” Her availability, communication, and can-do attitude truly set Sandy apart. “I set my standard for myself very high,” she explains. I try to go above and beyond in every aspect of the services I offer. I also make myself available for my clients whenever they are available.”

in real estate,” Sandy says, and the future promises to hold even more success. When she is not working, Sandy enjoys spending time with her family. They love to go to the beach together and soak up the sun. Sandy and her family also love to travel, and among her bucket-list destinations is Greece. Looking toward the future, Sandy says, “I want to continue to excel and grow my knowledge base.” She plans to continue improving and educating herself so she can provide better and better service for her clients. Above all, Sandy looks forward to continuing to help her clients whenever they need her. “I love being able to help, whether it’s helping my investor clients continue expanding their portfolio, representing a seller, or helping a buyer move into a new home. I like to make it a smooth process for both parties, and it’s so nice to see new buyers getting that American dream.”

Keeping in touch with past clients comes naturally to Sandy because of the strong relationships she builds and nurtures, as well as her great communications skills. She will reach out with a timely email, text or phone call to check in on clients. When it comes to marketing, Sandy uses a comprehensive approach to ensure optimum exposure. She works with the local Board of Realtors® to get the word out, as well as using a mixture of old-school and new methods, from social media advertising to prominent yard signs. The results speak for themselves: Sandy has closed about 32 transactions this year— and that’s in addition to working full time for Holtzman Real Estate Services, which is a property management company. “This was the first year I’ve been 100% active and going gung-ho Top Agent Magazine

To find out more about Sandy Duggan, please call (912) 876-8886, email sduggan@holtzmancompanies.com, or visit fortstewart.com and sandyduggan.realtor www.

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MISTY HURD People-oriented and talented at sales, it is no surprise that Misty Hurd has become a top agent in the greater Charlotte region. She started her professional life in IT sales, where she flourished, but felt her passion was missing. “My husband had his real estate license for a number of years, and he encouraged me to get mine,” Misty says. “I have the gift of gab, so I truly love interacting with others. That’s where I thrive.” Misty got started as an agent and immediately knew it was the career for her, as it allowed her to merge her skills in sales with her desire to help others. Today she is licensed in North Carolina and South Carolina, where the majority of her business consists of repeats and referrals. It’s her emphasis on communication that has resulted in her continuous growth. “I’m constantly in front of my clients,” she says. “They never ask me for updates because I inform them as they happen. They are very aware of the process.” Misty sees herself as a counselor in their real estate journey, assisting them through the transaction and preparing them for what comes next. “It’s my top priority to make sure they are happy and that they always feel they are coming out winning.” This carries through even after the purchase or sale is complete, with Misty only a call away for anything they might need. “Often, people aren’t sure who to hire for household projects after they move, so I have a list of trusted people I can refer them to,” she says. Well-known in her area, Misty’s past clients love telling others about her. One recently said, “When Misty was recommended to us, I sent off a text to her at 11:30pm thinking she would respond the next day. She texted me back within minutes introducing herself and setting a time for us to meet. From talking with her, I could tell this woman really knows her stuff, she’s on her game and if that’s not enough, she’s also very approachable and easy to talk with. We were selling our very large home that had a lot of wonderful and unusual features 58

and I was worried how she would show off its unique assets, but from start to finish Misty made the process as easy as it could ever be. Everything was set up for us, from pictures to listing to finding a perfect buyer.” Misty loves her community and makes sure to stay involved. She donates to different causes that support people in need, and was heavily active in her church prior to the pandemic. During any free time, she and her family love traveling, going to the beach, and spending time with family and friends. Growth is in Misty’s future, as she plans to take on more clients while still maintaining the same great service. She’s found her true calling, and isn’t looking back. “I just love making people happy, that’s what drives me.”

For more information about Misty Hurd, please call 704-572-1905 or email hurdaboutrealestate@gmail.com TopAgent Agent Magazine Magazine Copyright Top

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

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

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

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge. This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option. Just make sure that you establish some foundational boundaries so that you maintain an 60

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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LISA JACKSON Born and raised in Asheville, Lisa Jackson first took an interest in real estate at 15 years old, when her father purchased and renovated a historic 1800s home in their community. While learning the business from the ground up through her family, she would later launch an accomplished career in NASCAR, becoming the first female driver to partake in the Busch Grand National Series. But as she started building and renovating houses in her hometown, she found herself drawn back to the family business and decided to pursue her real estate license in 2007. Sure enough, she hasn’t looked back since. Today, Lisa is a Realtor for the Asheville Realty Group, where she assists clients throughout Asheville and the surrounding areas. Lisa has been a consistent top producer for over 13 years, with sales this year topping $23m. Combining her lifelong knowledge of the business with her penchant for client service, she has cultivated a workflow to meet the demands of any transaction. When assisting her buyers, Lisa leverages her unmatched insights into the region to guide them to the right home for their best interests. Moreover, she connects her clients with an extensive network of loyal contractors and builders should they need to make any alterations or future repairs on their property. In fact, she keeps in touch long after each closing to build a lasting relationship with her clients and make sure they are satisfied in their new homes. “I believe in providing full-service support to every client,” she says. “Whether they are looking to paint or renovate their property, I bring a wealth of connections to the table to ensure a seamless process.” Elsewhere, Lisa is just as hands-on when listing a property. After helping her sellers fully prepare their home for the market, she shares it to a blend of digital and social media campaigns, as well as those in her professional sphere. Along the way, she is there for each client, including them in the process and catering her approach to their immediate needs. Top Agent Magazine

Over the years, Lisa has earned a fantastic reputation throughout North Carolina, as evidenced by her strong rate of repeat clients and referrals. But as her volume maintains its steady growth, she remains focused on the personable model of service that has set her apart. “Because I grew up in Asheville, I know the area inside and out. At the end of the day, nothing makes me happier than sharing that knowledge with my clients so that they can find exactly what they’re looking for.” Outside her career, Lisa is dedicated to her community. On top of supporting a variety of charities throughout the year, she contributes to organizations like Habitat for Humanity, sponsors events for her local Boys and Girls Club, and throws holiday celebrations to raise funds for children and families in-need. When she’s not with clients or giving back, she can be found hiking, biking, or exploring all the wonderful scenery Asheville has to offer. But Lisa also has strong plans for the future. In the months ahead, her son will be joining her team on the listing side. Together, they look forward to further boosting her social media presence while deepening her ties with the local businesses around Asheville. More than anything, though, she is excited for the new clients and opportunities that await in her beloved hometown.

To learn more about Lisa Jackson please call 828-301-5530, email lisajacksonavl@gmail.com, or visit kwraleigh.com www.

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ANDRE JONES Andre Jones officially began his real estate journey in 2005, but his roots in sales run deep. “I’ve been in the sales industry since 1998, when I was 18 years old,” Andre recalls. “My father always told me to focus on a career involving something that is a necessity. People always need homes for their families, so it was natural progression for me to jump into the real estate sales industry. In addition to being a profitable industry, it was also an industry where I could make a difference in people’s lives.” Andre serves the entire western side of Washington, from Blaine all the way down to Vancouver. He sets himself apart by going that extra mile for his clients. “The difference between ordinary and extra is that little extra,” he says. “I’m always available for my clients. When I take on a client, they become family, and I will treat you the way I would like to be treated. I work just as hard for the person buying the $100,000 house as I do the million-dollar house.” When it comes to marketing, Andre goes all-out to ensure the greatest possible exposure for his listings. “We create a separate web page for each individual listing,” he explains. “We market on all social media platforms, as well as the traditional MLS that goes through Trulia, Zillow, and more. I also work with my mortgage lending partners to market the listing with tools that we use together, and they also create a website on their own. We do max marketing, with multiple landing pages with lead capture capability installed for maximum exposure.” With such a comprehensive and targeted marketing push, as well as great negotiation skills, it’s no wonder that Andre is set to close about 100 transactions this year, for $47-50 million in volume. Giving back to the community is important to Andre, and he gets involved with nonprofits multiple times a year to donate a portion of the proceeds from his business. When he is not working or giving back, Andre enjoys spending time with his family. “The older I 62

get, the more I appreciate family,” he says. “Time is the most valuable thing you can have, so I try to spend it with my loved ones as much as I can.” Looking at what’s to come, Andre says, “The future of my business is bright. I’m excited about putting together a team, because I know how much we can accomplish with more hands. We want to give opportunities to agents and create a system that allows them to flourish. We already have a winning formula, so now it’s time to systematize it and replicate it amongst many hands so we can help more families.” “My favorite part of real estate is the emotional satisfaction of helping someone achieve the American dream of homeownership,” Andre says. “I get to know these families, and for most people a home purchase is the biggest purchase they will make in their life. To be a part of that, to negotiate and win in a competitive market like this, gives me so much emotional satisfaction. My favorite part is handing the keys to them at the end, watching them hug and cry, and knowing I helped them achieve a milestone.”

To find out more about Andre Jones, please call (253) 324-4167, email andre@skylineproperties.com, or visit skylineproperties.com/andrejones www.

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Living On Commission by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept. “I could never live on that!” But loan officers have to do it all the time. The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic. When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation. One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her Top Agent Magazine

Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all! She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

DEBRA KRUGER, BROKER / CRS | GRI Debra Kruger is a creative and caring real estate professional who provides elite and caring service to residential buyers and sellers…serving the entire North Shore to Chicago. She operates with diligence and knowledge, and always ensures that her clients receive the best service and remain her priority throughout the transaction process. Affiliated with Coldwell Banker, Debra got her start in the real estate industry in 2002 and continues to be diligent about her work. “Working in real estate is truly my passion, especially with first time buyers as well as clients relocating from other states or international buyers, making their transition smooth and joyful.” She uses her extensive knowledge and experience to help buyers and sellers navigate every type of transaction. Debra develops long-lasting relationships with her clients and understands how crucial her role is in this very important event in their lives. She approaches every transaction with a lot of compassion, striving to bring relief to clients who might be feeling stressed out. Always having her clients’ best interest at heart, she carefully listens to their needs to ensure that she can help them find the right solution. “I’m totally hands-on with my buyers and sellers, and I treat them all with the same energy, care and respect, no matter the price point of the property. I am always available to them at all hours and go above and beyond to help them with anything they might need,” she explains. When it comes to marketing, Debra has plenty of techniques she likes to utilize in order to make her listings stand out and sell for top dollar. Her website www.DebraKruger.com was created long before other realtors started buying their own sites, so it has a strong presence on Google. She also credits Coldwell Banker for their strong market presence. “I purchase premium marketing packages through Coldwell Banker for each one of my listings. Our listings appear worldwide, as well as on TV and social media. We have a huge global presence.” Top Agent Magazine

Outside of work, Debra enjoys staying active and has recently taken up road and trail biking. “It was prompted by the pandemic, and now I’m in a biking group, which is really fun and a great way to meet people.” She also belongs to a running group. Most importantly, she values spending quality time with her beloved children and two grandchildren. “Family is very important to me. I spend as much time with them as I can.” Debra strives to be involved in her community and belongs to an athletic club that organizes food drives and helps people get into fitness. She’s also involved in charity work through her brokerage, which is active in helping the Ronald McDonald Foundation as well as other charitable organizations. “It’s been a little tough to be involved due to COVID-19, but I like to help others whenever possible.” Going forward, Debra is looking to expand her business and continue providing her clients with quality customer service. “I’m not slowing down anytime soon. In fact, I’m feeling revved up for upcoming year, looking forward to meeting the needs of my clients - past, present and future. I strive to serve them all with honesty, energy and integrity, and will always exceed their expectations with my vast experience in the real estate profession.”

To learn more about Debra Kruger please call 847–302–0550, email Debra.Kruger@cbrealty.com, or visit DebraKruger.com www.

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JOSHUA MORROW From a musical and real estate family bloodline, Josh Morrow decided to become an agent in 2004. It came naturally to him, as his father worked in real estate before him, and he has been licensed in four states: Florida, Georgia, California, and New York. He now works on a Team in the Aaron Kirman Group in Los Angeles, and has established an extensive sphere of influence across the country and beyond. A veteran of the industry, Josh has built an impressive career on the back of his straightforward honesty and work ethic, and continues to help dozens of people buy and sell homes each year. Joshua got into real estate first and foremost to help people, and he puts sincere effort into making sure his clients’ unique needs are met by the end of each transaction. He keeps himself available to answer any questions his clients might have throughout the transaction process, and makes sure clients are kept well-informed, setting realistic expectations of how events will unfold from the get-go. “It’s really important to me that my clients have a satisfying experience,” Josh says. “I do everything in my power to help them meet their goals and guide them towards a successful conclusion to their transaction.” Josh’s personalized brand of service has earned him a lot of fans, as he gets the bulk of his business from repeat clients and referrals, and his already expansive “web” grows ever wider.

he finds incredibly fulfilling. By using a CRM system, Josh is able to keep in touch with his network of more than 40,000 past clients and current clients as well as business acquaintances, and is constantly busy making phone calls and sending emails to maintain his presence in the lives of the people within his sphere. Joshua has been closing around 50 transactions per year for some time now, but he has a personal goal to hit 100 transactions over the course of a year soon. In his free time, Josh loves traveling and seeing live bands play and creating music of his own he is a big fan of exploring other cultures, made evident in his enthusiasm with doing real estate with people from other countries. An active member of his community, Joshua gives 10% of his total sales to charity - he has worked with various local organizations over his tenure, and still is heavily involved with helping the homeless in his area and recently temporarily fostered two children with his husband. For the future, Josh hopes to continue growing his business at a responsible, healthy pace and always outdo the previous years sales. If you’re looking for a Realtor in Los Angeles who loves helping people and has the knowledge, resources and connections necessary to successfully get it done, contact Josh Morrow today!

With more than a decade and a half under his belt, Josh is a verified real estate expert, and leverages his knowledge to get consistent results for his clients. He is an aggressive negotiator who advocates for his clients’ best interests, able to get competitive prices for his Sellers and find ideal homes for his Buyers. In terms of marketing, Joshua uses online outlets like social media, print and the MLS to ensure his listings reach a wide audience around the world. He frequently works with hundreds of international clients, something 66

You can contact Joshua at (310) 654-9800 or justlistedla@gmail.com, and you can visit his website at joshsold.com for more information. 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 show68

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

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

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DIEGO MOYA Born and raised in Costa Rica’s Southern Zone Pacific Coast, Diego Moya loves the opportunity to show clients the magical beauty his country has to offer. He decided to enter the real estate industry after talking to a friend who works at Blue Zone Realty International in Uvita. “We met at a restaurant, and I told him I wanted to sell real estate,” Diego explains. “He told me to take the appropriate courses and let him know when I was done. Little did he know, I was already registered and a month later I presented my diploma. He loved that initiative, and I was ready for the change. He offered me the chance to come talk to him and the broker at Blue Zone Realty, and I started that day!” Now, over 3 years later Diego has become a top agent known for his exceptional service and guidance he can give his clients. Because Diego has lived in the area his entire life, he has established many connections and often sees his past clients around town. “Everyone knows me here,” he explains. “Since this area is continually growing, with many people coming here to develop and build, I receive lots of referrals.” Diego specializes in selling land and large farms, as there is so much of this property type available in the Uvita and surrounding area. His family also owns a property development business, and he grew up watching them build homes. “With that exposure I can help my clients determine how to place roads, how large the building can be, how to prepare a property for sale to maximize profit, and how to find investors if they need more funds.” Often, buyers struggle to picture what is possible on a given plot of land, and Diego is happy to help them realize it. He often sells pre-constructed homes, where the buyer puts a deposit down and then closes on the home when it is completed. When it comes to advertising his listings, Diego approaches it in a multitude of ways. He places all properties on Blue Zone Realty International’s website that populates his listings across the globe. The agency’s partnership with Leading Real Estate Companies Top Agent Magazine

of the World has been an important one, bringing in buyers from many different countries. On a more local scale, Diego posts on Costa Rica real estate Facebook groups, and utilizes his own and Blue Zone Realty’s databases of potential buyers. With many foreign investors honing in on the region, Diego’s business is continuing to grow with each passing year. With a deep love for Costa Rica and its communities, Diego loves to give back. His brokerage sponsors local causes and sports teams throughout the year. Diego is also involved with his hometown, where he helps manage the community water system, and joins others to clean the beach. During his off hours, he enjoys surfing, riding dirt bikes, and traveling. The future looks bright for Diego as he plans to continue assisting his family in their home building business and growing his client base in real estate. He’s eager to see where this path takes him, and he never tires of his work. “It’s something I really love, I am so passionate about it.” That passion shows in the numerous awards he and the Blue Zone Realty team have collected, like “Best Real Estate Agency Costa Rica,” with International Property Awards, several years running.

For more about Diego Moya, please call +506 8729 6439 or email diego@bluezonerealty.com and on Instagram at diego_moya_realtor 69 Copyright Top Agent Magazine

FELIX OTCHERE Eager to help others accomplish their real estate goals, Felix Otchere decided to get his license in 2018. With a fulltime job as a project manager, he thought real estate would provide the perfect challenge. After selling over $8 million in his first full year as an agent, it’s clear he chose the right path. “I’ve been very busy, and I’m loving every minute of it,” he says. Serving the entire northern Virginia and Washington D.C. metropolitan area, his business has truly taken off. His ability to connect with his clients on a personal level has helped him become a top agent in his region. By putting his buyers’ and sellers’ needs first and developing solid relationships, there is no limit to his growth. “I can relate to my clients because I’m not a real estate agent full-time, I have another career,” he says. This allows him to be honest and sensitive to their situations. “I can easily put myself in their shoes and understand what hurdles they might be going through while they’re buying a house, like working and taking care of kids.” As a married father of two boys, and a frequent coach for youth sports teams, Felix is in the same position as many of his buyers and sellers. “We typically have a lot of things in common, so I can really tend to their needs and know what I need to do to alleviate their stress.” Often, he and his clients become friends after the transaction, as they work so closely together. “It’s a big purchase people are making when they’re buying a house, and we definitely develop a bond during that process.” When it comes to his sellers, Felix is able to help them earn the most for their properties by thoroughly marketing them. “I use social media and I’m a part of multiple Realtor® forums,” he explains. “I also 70

advertise within my brokerage, Pearson Smith Realty, and utilize Homesnap.” With a large network of colleagues, neighbors, friends, and family, he also relies on word of mouth to spread the word about his properties. “I’ve lived in this area my whole life, so I know a lot of people here.” When Felix isn’t working in real estate or his other job, he’s coaching youth sports, or helping young people learn the importance of staying active. He also loves watching football, working out, and hanging out with friends. His next steps in real estate will be focused on growth. “I’ve built my confidence and skill set in this industry, so my goal is to continue growing and doing as much as I can.” He finds this path incredibly rewarding, and feels grateful to be part of his clients’ buying and selling journeys. “It brings me so much happiness to assist someone in the purchase or sale of their home.”

For more information about Felix Otchere, please call 571-594-2783 or email felix.otchere@pearsonsmithrealty.com Copyright Top Top Agent Agent Magazine Magazine

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach. One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect. 71

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance. That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling. It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 72

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business. Top Agent Magazine

JON M. PEREZ With almost two decades of experience in real estate, Jon M. Perez serves his clients with diligence and care. Affiliated with First Team Real Estate and Christie’s International Real Estate, he was first inspired to start in the business by his cousin. “He thought I should go into real estate and I thought it was a good idea since I wouldn’t have to clock in and could continue to surf, snowboard, and bartend at the concert venue. However, if you’re not out there hustling and working hard, you don’t get paid because it’s 100% commission based. The joke was on me because you end up working longer than a 9-5 job!” Jon serves clients throughout the Orange County and Los Angeles County area. Those who have worked with him appreciate his honesty, work ethic, and show it in over 125+ online five-star reviews. “I take care of my clients like I’d take care of my own family,” he says. He’s also keen on forming lasting bonds with clients and says, “I’ve been blessed to be able to work with some amazing clients.” Having aligned himself with First Team Real Estate, Jon believes a big part of his recipe to success is the brokerage’s strategic marketing. He also ensures his listings get the most exposure by making creative videos and direct targeting people on social media. Thanks to his marketing techniques, his listings had caught the eye of a producer for HGTV “My Lottery Dream Home” and will now be featured on season 12, episode 3, called California Dream on December 17. On pace to complete over $30 million in sales volume this year, Jon says it’s not the money that makes his work exciting, but rather the people he gets to meet along the way. “I’ve met some incredible people with some amazing stories where I even tell them they should write a book. You don’t get that opportunity at a lot of other jobs,” he explains. Top Agent Magazine

Outside of his work life Jon is immersed with his family and in his community. He helps with local food drives and loves to help promote great causes such as Cops 4 Kids and LLS. He has also recently started coaching his son’s AYSO soccer team. “I was hesitant at first to be a coach, but now I’m hooked!” On 9/11 Jon and coworkers from his office get together and bring breakfast and lunch to local police stations and fire departments which helps remind them of the sacrifices some first responders make. In the future, Jon looks forward to expanding his business so he can provide the best service possible. “I’d like to partner up with a couple more agents with good hearts so that I can have a bit more time with my family, because it’s hard to keep going at this level without additional support.” He also stresses that his faith in God is what helps him keep his eye on the eternal things. “I thank God for everyday that I’m here and for all His blessings. The Bible is something I strive to follow because I know that life is short. You have to keep your eyes on eternal things, and not just things here on Earth that will quickly fade.”

To learn more about Jon M. Perez please email jonperez@firstteam.com, visit jmprealestate.com, or call (714) 865–3035 www.

RAYMOND RADAS When it comes to Real Estate and Customer Service, Raymond Radas is a natural. He loves what he does, it is his true calling…just ask any of his clients. He began his business career in the Corporate Relocation Industry. Raymond specialized in keeping high level executives focused on their new job assignments while tending to the other family member’s needs and personal belongings. By making these transitions smooth and seamless it allowed the relocated executives to remain productive and to “hit the ground running” in their new roles. Raymond met hundreds of high-level executives and their trailing families during his tenure. He took those experiences and applied them to his career as a Realtor®. He values the importance of personalized service. His dedication, integrity, and high standards deliver superior results and the highest level of client satisfaction.

In the event that he has any free time, Raymond enjoys recreational cycling. He also likes to spend time with fellow Realtor® friends. “I look at my colleagues as my heroes. I enjoy interacting and networking with other agents, sharing notes, and talking about different properties and opportunities. When I say that my life revolves around real estate, I truly mean that. I enjoy every minute of this business and learning what’s new on the market so that I can share it with my clients.”

Year after year, Raymond’s business model continues to grow and has led him to excel by assisting an impressive list of buyers and sellers. Clients benefit from his understanding of the local market conditions and the many facets that create the desert lifestyle. By intently listening to the individual client’s needs and concerns, Raymond formulates a custom plan to exceed expectations. He embraces the responsibility of assisting his clients with one of the most important transactions they will ever make. “I treat my clients as if they are my own family members making one of the most important decisions they may ever face, I don’t take this duty lightly,” says Raymond. 74

To learn more about Raymond J. Radas email RaymondRadas@gmail.com, visit AnyDesertHomeForSale.com, or call (760) 485-4586. www.

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

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 75

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters. BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking. STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 76

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

NICOLE ROUZAN A longtime resident of California, Nicole Rouzan was first introduced to real estate by her next door neighbor, a good friend who gave her an insider’s glimpse into the business. While attending showings and sitting in on appointments, Nicole began to take an interest in the industry and decided to pursue her own license. In the fifteen years since, she has gone on to author an accomplished career as a Realtor®, building an extensive network of satisfied clients and even launching her own team. Today, Nicole is an agent with Coldwell Banker A Hartwig Company, where she leads an elite team to assist clients all throughout Southern California. In combining her acute knowledge of the industry with the extensive resources offered by Coldwell Banker, she has established a unique workflow to meet the demands of any transaction. “One of my most recent accomplishments is becoming A Coldwell Banker International Diamond Society Recipient.” When listing a home, Nicole empowers her clients via a comprehensive strategy. Starting out, she conducts an in-depth comparative market analysis into their property, which gives them a strong sense of what to expect from their marketplace. From there, she helps them prepare their home to list and shares it to a blend of highly targeted digital and social media campaigns. But from start to finish, she is there for her clients, personalizing her approach to their individual timelines and objectives. Elsewhere, Nicole is just as attentive when assisting her buyers, carefully guiding them to the right

investment for their needs. In fact, she remains in touch long after the closing through check-ins and quarterly gifts—all to ensure her clients are satisfied and supported in their new homes. This boutique model of service has earned her acclaim from clients and colleagues alike, as evidenced by her many outstanding reviews on social media. Through the years, Nicole has garnered a terrific reputation throughout Southern California, with the vast majority of her volume coming from repeat clients and referrals. Now averaging close to 30 annual transactions, she stays focused on the unmatched standards that have set her apart in the region. “At the end of the day, this business comes down to connecting with your clients and building a lasting rapport with them,” she says. “I dig deep into exactly what they’re looking for—whether they’re buying or selling. Once I get to know their specific wants and needs, I can ensure that they make fully informed decisions on their best interests.” Outside her career, Nicole is deeply committed to her community. On top of volunteering alongside NBA legend Michael Cooper to conduct basketball clinics for area youth, she is also Vice President of Lyrical Revolution, a nonprofit organization, where she collaborates with acclaimed Hip-Hop DJ Alonzo Williams to provide children in her community with a space to safely express themselves through music. Going forward, Nicole has exciting plans for the future of her business. As her volume maintains its steady growth, she intends on further scaling her vision of hands-on service while providing mentorship to the up-and-coming members of her team. But more than anything, she looks forward to the new clients and opportunities that await in her hometown.

To learn more about Nicole Rouzan email nickiemoveshomes@gmail.com, visit nicolerouzan.realtor or call (310) 415-5025. www.

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

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as 78

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

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

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

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

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

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

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

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