NATIONWIDE & INTERNATIONAL 2-5-24 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

PLAYING THE REAL ESTATE MATCHMAKER

HOW TO NOT LOSE A CLIENT IN 10 DAYS

AGENTS WITH HEART

IS FINDING A NICHE MARKET RIGHT FOR YOU?

SANTE SANDHU

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

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

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

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

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

Be Genuine, Not Superficial

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

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

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

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

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

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

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

See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

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

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

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

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ALLYN BARNUM Top Agent Magazine

ALLYN BARNUM

Allyn Barnum of Chandler, Arizona, leads Team Barnum Real Estate of eXp Realty by combining nearly forty years of industry expertise with hometown intimacy and a no-holds-barred approach to marketing. “Real estate knowledge is just the foundation – people come back for integrity, character, and customer service; just like any other business. It helps that I’m native to Chandler so my sphere of influence is centered here, but without a critical eye for detail, I would not have been able to sustain this level of business.”

Today in 2023, Allyn is proud to boast a book of business that is nearly seventy percent repeat and referral clients. “I don’t target a particular price point or geographic area,” he exudes. “I focus on meeting the needs of my clients. This year I sold a $200,000 condo and a $2.5 million custom home – it’s all over the board.” Allyn manages this broad geographic and financial range with the help of a transaction coordinator and two associates, along with a robust network of colleagues and collaborators. “At this

For Allyn, real estate is as much an inherited vocation as it is a lifelong profession. “My grandfather was in the industry, and I had an uncle in real estate as well,” he recalls. “I was fresh out of college and just married, so I jumped right in. I wouldn’t change a thing – this career has been good for me and my family.” After establishing his business in East Valley over thirty-eight years ago, he began serving the Phoenix Metropolitan Area, including Scottsdale, Phoenix, Paradise Valley, and beyond. 8

point in my career, I still get a thrill when a contract gets accepted – but the camaraderie with other agents and brokers makes this the experience of a lifetime.” By pairing his professional sphere with the digital footprint of eXp Realty, Team Barnum maintains a collective annual volume of over $10 million. “The off-market advertising makes a big difference, but I still go door-knocking to introduce myself to neighbors and hold open houses. Face to Face, Building relationships is the key to our success. That will never go away for us.” When he’s not supporting his team members or serving his clients, Allyn and his wife give their time and treasure to their local community. “My wife and I chair our local community Young Life area: a local non-denominational Christian outreach program for teenagers. I also mentor within my Church Men’s Ministry. We have a huge family here in town, and we’re always trying to give back and continue our heritage.” With a disposition that prioritizes legacy and community impact over numbers and transactions, Allyn and his team plan to stay the course with their tried-and-true business practices. “We’re going to be full throttle in 2024. Challenging markets get me excited – we’ve got to stay fully engaged, and I’ve still got at least ten years of work in me!” In addition to championing hometown organizations, Allyn and his wife seize every opportunity to travel with their children, go for a hike, and spend as much time as possible outdoors. “I have to work hard so I have the ability to disengage and truly enjoy my family, friends, motorcycles, hiking, hunting – anything to see that great blue sky.” Allyn holds higher industry standard designations with CRS (Certified Residential Specialist), GRI (Graduate of Realtor Institute), CDPE (Certified Distressed Property Expert). Team Barnum’s Goal is complete client/customer satisfaction with their real estate transaction ant that means satifaction in the dedicated personal service provided. Allyn continues to Set “The Standard of Excellence”. “The Desire to Sell, The Experience to Preform and The Confidence to Succeed.” Top Agent Magazine

For more information about Allyn Barnum, please call 602-369-6000 or email abarnum@teambarnum.com

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 10

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.

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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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KATHLEEN GALIGHER

Starting her career in 2002, Kathleen Galigher has become a highly sought-after REALTOR® in the greater Palm Springs region. Her initial involvement with her Design Showroom in Santa Barbara along with her work with new home builders laid the foundation for her transition into real estate. “I decided to get my license because it was complementary to what I was already doing,” she explains. “So that’s where it all began.” Her specialization in the Palm Springs area, particularly in La Quinta, California, places her at the center of some of the most exclusive real estate markets, where properties range dramatically from $300,000 to $50 million. Kathleen’s understanding of her clientele’s needs is nuanced and comprehensive. She emphasizes the importance of matching her clients not just with a property but with a lifestyle, a philosophy that guides her approach to real estate. Her tours, often coordinated with golf membership directors, are tailored to ensure that clients find their perfect fit in a community, recognizing 14

that each country club and neighborhood has its unique character and appeal. “The community is the most important aspect of living here,” Kathleen says. “Each club has very different characteristics, and residents need to discover one they mesh with.” She is eager to match her clients with the perfect property for their needs. The same goes for the properties she sells, as she aims to find the ideal buyers for each home. Kathleen’s

approach to marketing her high-end real estate listings involves online strategies and in-person networking. “Everything starts online,” she states. Kathleen focuses on digital platforms, utilizing websites like Zillow and Redfin to reach a broad audience. She acknowledges the continued relevance of traditional methods like direct mail and postcards. “They’re very effective in this market, because everything is sort of sectioned off into these different communities.” Kathleen’s distinction as a real estate agent stems from her consistent performance and expertise in the market. She averages an impressive $20 million in sales annually, with a record of reaching up to $50 million. “I’m consistent, and I’ve been a full-time agent for 20 years,” she explains. Her understanding of the local market dynamics is another key aspect that sets her apart. With two decades of experience in the area, Kathleen has witnessed firsthand the evolution of the real estate landscape. “I’ve been here for 20 years, so I know the history of how it’s changed.” This extensive knowledge allows her to navigate the market’s seasonal nature, particularly in a region where many properties are second or third homes, and the summer season can dramatically influence market activity. As Kathleen looks ahead, her vision for the future of her business is clear and focused. Central to her strategy is the continued emphasis on referrals and a strong online presence, particularly on Zillow, recognizing its pivotal role in modern property searches. Kathleen also plans to maintain her engagement with social media platforms like Facebook and Instagram, selectively choosing those that align with her business’s nature. In addition to digital strategies, prioritizes personal connections, particularly through her active participation in country clubs. This blend of online visibility and community engagement forms the crux of her strategy to sustain and grow her business, with no intentions of slowing down in the foreseeable future. Top Agent Magazine

For more about Kathleen Galigher, please call 760-567-7822 or email okeefe.kathleen@gmail.com Copyright Top Agent Magazine 15

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 16

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: Top Agent Magazine

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

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

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. 17

BUNNI LONGWELL

Armed with experience of more than 25 years, Bunni Longwell likes to joke that she began her real estate career at the tender age of 12. “When there was only big blue books and reel-to-reel machines.” Fast forward to the 1990s, when Bunni officially entered the real estate arena, obtaining her license to become a solo agent. Since 1998, she has been a full-time solo agent, navigating the twists and turns of her Florida market, covering the vast expanse of Tampa Bay, spanning counties like Pinellas, Hillsborough, Manatee, Sarasota, and Pasco.

I’ve missed something through the process, so I make myself available to answer all their questions or concerns. My goal is to streamline their transactions and provide them with a 7 level of customer experience. Her commitment to transaction satisfaction is reflected in her impressive repeat and referral business, an impressive 70 percent of repeat and a respectable rate of referral business from her peers. Bunni’s secret weapon, having weathered storms like the bank-owned era, and economic downturns, not to mention the pandemic. Through it all, she has

What sets Bunni apart from the crowd? It’s the magic touch of communication and her negotiating skills. Bunni designations include Certified Luxury Home Marketing Specialist (CLHMS) from International Luxury Member, (SFR) Short Sale and Foreclosure Resource, and (RENE) Real Estate Negotiation Expert. “My communication skills keep my clients very locked into what’s happening,” she says. “They don’t ever have to call me to find out what is happening with their purchase or sale of their home. If they call me, then I know 18

maintained a spot in the top 20 percent for sales in her market, earning the trust of both past and current clients. But it’s not all about business for Bunni; it’s about building connections and giving back. “I like that I can take this trip with my clients and know they have been taken care of at a high level especially when it involves helping them during one of life’s most major investment decisions,” she shares. “The gratitude is on both sides.” Bunni likes to stay in touch with her clients with phone calls, lunches, pop-bys, sending cards and flowers. “I remember their birthdays, or the anniversary of their purchase or sale, and let them know I’m thinking about them. I do this out of my gratitude and genuinely caring about them,” she adds. Outside the world of real estate, Bunni is an explorer at heart. From traveling, listening to a good book or the love of Florida’s many adventures, she immerses herself in antique shopping, and uncovering the hidden gems across Florida that makes the Sunshine State so appealing. She makes time for the Children’s Home Network, an organization committed to child welfare, and her partnership with the Half Century Senior Softball League, a commitment to the elderly to ensure that no one is forgotten, especially at Christmas. “We want to make sure everyone has a Christmas gift to open. I advocate for those on both ends of the spectrum, the young and the old. I believe that they have a lot to teach us.” As for the future, Bunni envisions expanding her reach and growing the business, and to be constantly evolving. “I want to make sure that I’m giving my best self-possible.” Bunni sums up her life, whether at work or not, with the simple words, “blessed and gratitude.” She explains, “I feel blessed and have a large amount of gratitude. I am both grateful and blessed to have the right mentors in my life, a tribe of peers to learn from everyday, grateful for the ever growing business, and appreciative of the ongoing blessing of good health, friends and family.” Top Agent Magazine

For more information about Bunni Longwell please call 727-460-8636, email bunnilongwell@yahoo.com, or visit bunnisellsluxuryflorida.kw.com https://

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. 20

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. 21

SANDRO LIMOTTA

Sandro Limotta of Toronto, Ontario, combines his lifelong passion for real estate with the work ethic of a competitive bodybuilder to fuel his thriving business. “I just love helping people. Whether they’re becoming homeowners for the first time or they’re buying their trophy home – there’s nothing like that smile on a client’s face when you hand them the keys. I get to play a small role in that whole experience.” For Sandro, his passion for real estate is grounded on a formative experience he had as an eleven year old. “My parents were selling their own home at the time,” he recalls, “and my older cousin had just gotten his real estate license. I remember sitting in the dining room while my cousin walked back and forth between my parents and the new owners, who were sitting in their car in the driveway. I was hooked.” An amature bodybuilder with 3 titles, and placing 2nd in the 22

Canada Cup in 1999, Sandro went on to open and operate his own gym in Toronto. When the time came to sell the business, he rediscovered his passion for real estate. Starting in 2005 (and for the first five years of his career), Sandro specialized in commercial real estate. “I was in a boutique shop focusing on land and working with developers,” he reflects. “I also did a handful of residential deals

for friends and family, and it felt like there was a tremendous need for consumer education. I decided making the transition would help me better serve others.” In the ensuing eight years, Sandro built his book of business by serving all of Toronto and specializing in Etobicoke. Today, as a solo agent with RE/MAX Professionals Inc., Sandro’s enterprise thrives on a foundation that is over ninety-five percent repeat and referral clients, which helped him clear $14 million in volume for 2023. “I service the hell out of my clients,” he exudes. “I’m always available, and I keep the spotlight of my attention one hundred percent on the person who is in front of me – no matter how many people I’m working with at the time.” Along with this client-centered approach, Sandro leverages a robust digital footprint that combines RE/MAX’s tools with his own social media pages. “RE/MAX is incredible. I still do a lot of neighborhood door knocking too – sometimes I’ll hand deliver flyers and hold ‘Neighbor’s Only’ open houses with wine and cheese nights. Those turnouts lead to great referrals and lots of enthusiasm.” In addition to supporting his clients and broadcasting his business, Sandro has spent the past six years as a driver for Meals On Wheels. “I have to credit a friend of mine – David Medland – sadly he’s no longer with us. He was doing that for ages when I owned my gym, and I always thought that was amazing. When I started real estate I arranged my schedule so that I could take a half day every week to make that happen.” Sandro also crafts his schedule to spend as much time as possible in the gym, and for 2024 he aims to stay the course by focusing on healthy routines, his private real estate portfolio, and an unyielding dedication to community service! Top Agent Magazine

For more about Sandro Limotta, please call 416-575-9599 or email sandro.limotta@gmail.com Sandro’s headshots by Albano Martins Photography. Copyright Top Agent Magazine 23

AGENTS WITH HEART A pivotal question we pose to featured agents in Top Agent Magazine is, ‘Tell us about your community involvement.’ This query holds immense significance, not only as a benchmark for nominees but also as a crucial factor contributing to the success and prestige of top agents. 24

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

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

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

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WENDI SELIG-AIMONETTI

Wendi Selig Aimonetti’s path in real estate is as much about family heritage as it is about professional achievement. “I grew up watching my mom work as a REALTOR®,” she explains. This familial influence shaped her trajectory, leading her to eagerly absorb the nuances of the trade during her high school years. “I just loved when my mom came home and shared stories about her day,” Wendi says. Her journey to becoming a licensed real estate agent in 1989 was a blend of traditional education and hands-on experience, beginning as her mother’s assistant in 1987. This period was marked by challenges and learning, culminating in a poignant chapter when she lost her mother to ovarian cancer. Despite the loss, her commitment to the profession and her mother’s legacy kept her anchored in the Palo Alto office, a place rich with shared memories.

started working with me during COVID,” she explains. While Shelbi now practices in Nashville and Cammi in Manhattan with Compass, Wendi continues her journey, predominantly solo, yet always connected to her family’s enduring real estate legacy. Wendi stands out as a real estate agent not just for her extensive experience but also for her unique approach to client relationships. “I’m pretty much all referrals now,” she says. Covering a vast area from San Francisco to San Jose, including the heart of Silicon Val-

The Selig-Aimonetti passion for real estate has also passed onto Wendi’s daughters Shelbi and Cammi. “My daughter Shelbi

ley, Wendi’s expertise is wide-reaching. Yet, it’s her personal touch that truly sets her apart. “I’m not a pushy agent,” she explains. Wendi describes her interactions with clients as more than mere transactions, as they often become her friends. It’s this blend of patience, personal care, and extensive knowledge of a broad area that has made her a standout in the competitive real estate world of the Bay Area. Wendi’s approach to marketing her listings is both adaptive and forward-thinking. “We are changing as this world changes,” she explains. In her collaboration with Coldwell Banker, she recognizes the shift in advertising trends, moving from traditional methods to more contemporary ones. This adaptation has led Wendi to embrace social media platforms extensively. Away from work, Wendi embraces an active and adventurous lifestyle. “I’m an avid biker,” she says, dedicating one day a week to biking with a group of friends. Her passion for cycling has taken her on trips to destinations like New Zealand and Vietnam, and she excitedly anticipates a biking adventure in Albania. Besides biking, she has been a dedicated crossfitter for nearly two decades. Looking to the future, Wendi plans to always center her goals on her philosophy of balance, a principle that guides both her professional and personal life. She values the importance of maintaining a top producer status while also ensuring time for hobbies and family. With plans to continue in the industry for at least another 12 years, Wendi draws inspiration from her father, who remains active in real estate and personal pursuits well into his 80s. Her career is not just a job, but a passion deeply intertwined with her life’s journey, offering flexibility and fulfillment. “I’ve raised my kids in this business,” she reflects, “I couldn’t have asked for a better career.”

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For more about Wendi Selig Aimonetti, please call 650-465-5602 or email wendi@wendiselig.com

How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon. Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 28

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises. So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises. Set expectations upfront and often. It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc. Then, tailor your outreach accordingly. Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks. There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research. The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate. Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge. All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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BRIAN HOH In the teeming world of real estate stands Brian Hoh, a second-generation realtor deeply ingrained in the industry. Brian’s career journey began alongside his father, a seasoned veteran with 36 years of experience in real estate. Heeding his father’s footsteps, Brian ventured into his real estate career in 2015, obtaining his license and working with his father’s team. Yet, a shift prompted him to explore a different path as a patrol police officer in Sacramento for a few years, aligning with the arrival of his two daughters. In 2021, Brian decided to return to his real estate base and has yet to look back since. Initially embarking as a solo agent, Brian has recently expanded his team, consisting of a buyer’s agent and a newly added partner, bringing the total count to three. Their range of service spans Sacramento County, Placer County, El Dorado County, San Joaquin County, and Yellow County, totaling five counties in the Sacramento area. With forty-one homes closed in 2023, over half of these transactions arrived from referrals, while a significant amount was driven by Brian’s web, particularly from his network in the police field. Brian’s tenacious commitment to clients and comprehensive knowledge of the area form the cornerstone of his repeat and referral business.

Brian recalls his passion for real estate, sharing, “I eat, breathe, and sleep real estate.” Utilizing a diverse marketing approach, Brian maintains a robust social media presence, incorporating targeted ads. Additionally, he sends handwritten letters to provide a personalized approach to advertise his listings. As a result of his efforts, Brian averages an astonishing twenty-three million dollars annually in volume. Despite his professional success, Brian most enjoys the versatility and flexibility available in his career. To stay involved in the community, Brian engages actively by hosting neighborhood barbecues and supporting local initiatives. When he isn’t working, he is an avid long-distance runner and enjoys biking, recently completing the California International Marathon. Furthermore, Brian cherishes moments spent with his two young daughters and family. With new additions to his team, Brian is determined to scale his business to become one of the leading small teams in the Sacramento area. He hopes to focus on luxury listings while catering to first-time homebuyers, with the goal of doubling his production. Brian remains steadfast in his devotion to real estate, embracing its diverse challenges with unwavering grit and fervent dedication.

To learn more about Brian,email brian.hoh@compass.com, call (925) 324-7986, or visit briankhoh.com http://

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Laughs!

We’re still here!

Making the workplace happy is what we do. A Graham Harrop Cartoon can enhance ofﬁce materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

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CAGNEY MORRISON Growing up, Cagney Morrison was surrounded by the teeming world of Real Estate. Her childhood years were inspired by watching her parents build houses and lead expansive developments in Naples, Florida. After graduating college, Cagney delved into corporate marketing, equipping her with a diverse marketing skillset. However, her curiosity toward real estate, evident in her regular visits to open houses during her spare time, motivated her to begin her career with Sotheby’s. With seventeen years in the industry, today, she is a solo agent operating a business alongside her side venture in the Airbnb enterprise.

is as relatable as possible, allowing clients to feel understood and secure as she draws parallels between their lives and past experiences. To stay in touch with past clients, Cagney uses a personalized approach involving newsletters, regular phone calls, and texts. Additionally, many of her clients become lifelong friends, making it natural to stay connected beyond the professional realm.

Having formerly held a position in agent development within the corporate sphere, Cagney possesses vast and versatile experience. Presently, her geographic area of service includes Sharon, Connecticut, positioned in the Northwest area of the state, covering Litchfield County and dipping into Duchess County. Cagney retains a repeat and referral business of approximately 50%, a testament to her multifaceted skill set and ability to relate with clients. Leveraging her husband’s ownership of a construction company, they have established a one-stop shop, advising clients through real estate transactions and offering accessory services related to renovations and interior design. Additionally, Cagney is genuine and sincere in nurturing client relationships. What differentiates Cagney from her peers is her unique life experiences across various locations and her expertise in design and the art of buying and selling. Finding many commonalities with her clients, Cagney

Cagney utilizes Sotheby’s robust website, Instagram, Facebook ads, and an extensive database formulated over the years from her residences and professional roles to market listings effectively. As a result of her efforts, she expects to close in 2023 with an estimated twelve million dollars in sales volume. Despite her success, Cagney remains deeply committed to guiding clients through the significant milestone of home purchasing, recognizing its emotional and financial weight. She is also profoundly passionate about helping her clientele find the perfect home. Beyond her real estate career, Cagney actively participates in her children’s school initiatives and looks forward to expanding her community involvement in 2024. When she isn’t working, she enjoys traveling, skiing, yoga, outdoor activities like running and hiking, and cherishing precious moments with her husband and two young children. The future looks bright for Cagney, with visionary goals to merge her Airbnb venture with her real estate business. She also looks forward to increasing her production and eventually building a team to widen her reach in Connecticut.

To learn more about Cagney Morrison, please email cmorrison@wpsir.com, call 646.765.3138, visit zillow.com/profile/hmurray6 or sothebysrealty.com/eng/associate/180-a-df2105271510107201/cagney-morrison www.

www.

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CHRISTINA MONEY open houses, videos, and door-todoor canvassing. She underscores the importance of personal interaction, actively inviting neighbors to open houses and keeping the community informed about new listings.

With just five-and-a-half years of real estate sales under her belt, Christina Money has rapidly established herself as a dynamic force in the north Texas, Collin County market. Her journey began during her college years as an architecture major, where her passion for homes and buildings sparked the realization that she didn’t want to spend her days confined behind a desk. Real estate emerged as the natural next step for her. Operating as a solo agent currently, Christina envisions creating a team in the future. Her primary drive stems from her experience as a single mom, motivating her to provide for her family and set an example of the rewards of hard work. Maintaining strong client connections is fundamental to Christina’s business strategy. She employs various approaches, from quarterly letters and weekly emails to active engagement on social media platforms. Christina emphasizes the significance of personal engagement, using social media, commenting on client posts, and actively staying involved with them. Her marketing tactics encompass a diverse range, including social media ads, traditional yard signs,

Christina’s strategies have yielded considerable success, with an average price point of around half a million dollars and an annual sales volume poised to exceed $10 million this year. Setting her sights high, Christina aims to build a team of five within the next five years and envisions expanding to 10 or more team members within a decade. Additionally, she plans to establish a physical presence in Collin County with a brick-and-mortar office for her company’s small boutique brokerage. Beyond her professional aspirations, Christina finds joy in outdoor activities with her family, attending concerts, and maintaining a dedicated workout routine. Her genuine passion for helping people achieve their goals and improve their financial situations drives her enthusiasm for the real estate industry. Christina delights in guiding her clients towards better financial standing through real estate, considering it thrilling to witness their progress and empowerment.

http://www.themoneygroupfw.com

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.” Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes. There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component. It also may indicates a stubbornness that is the death knell of a healthy work environment. Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 36

THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement. No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition. Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future. Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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CORINNE JOHNSON Corinne Johnson’s career began at the age of 16, working in the foreclosure industry with Minnesota’s preservation company, Du-All, during the height of the 2008 financial crisis. “I was the picture girl, so I took and organized all their photos,” she explains. After having a baby while she was still in high school, Corinne was motivated to become successful to support her daughter. She graduated high school, then began working in other fields until her mom branched out into real estate on her own. “She had worked with Du-All previously, and decided to start her own brokerage,” Corinne says. “She convinced me to join her, because we always have so much fun together.” Obtaining her real estate license, Corinne soon hit the ground running, forming a team with her mom under Northwoods Real Estate Group LLC. Together, they cover an impressive 150-mile radius around the Twin Cities, catering to a diverse clientele, including handling foreclosures for the VA. “I had the odds stacked against me as a young mother,” Corinne explains. “But I can now attest to the fact that teen moms can still be somebody.” Corinne’s approach as a real estate agent is authentic and rooted in strong ethical values. “We pride ourselves on not working in gray areas and working in very clear, ethical practices,” she explains. Her expertise in the foreclosure and real estate-owned (REO) sector, combined with a background in preservation and construction, positions her uniquely as a one-stop-shop for clients. This comprehensive skill set enables her to offer a wide range of services, from finding a home to connecting clients with tradespeople for necessary repairs. Corinne’s business thrives on referrals within the tight-knit world of REO, showcasing her strong standing in this niche market. Despite specializing in foreclosures, she places immense

value on personal connections, particularly with her traditional sale clients. She goes above and beyond to maintain these relationships, sending holiday postcards, gift cards, and even inviting past clients to share holiday treats like pumpkin pies from Costco. These thoughtful gestures reflect her belief that her transactions are more than just business, they are opportunities to forge lasting, meaningful connections. When it comes to marketing her listings, Corinne is both modern and strategic, catering to the evolving landscape of real estate. “When we first get a listing, we immediately put it all over social media,” she explains. This includes not only posting on business pages but also leveraging personal connections through their personal Facebook accounts and investing in paid Facebook ads for increased visibility. For properties listed under foreclosure, Corinne and her team utilize specialized portals that allow them to market these listings effectively, alongside their traditional sales. When dealing with traditional sales, especially those in higher price brackets, they adopt a more hands-on approach, hosting open houses and providing staging assistance to showcase the property’s potential. “We do have drone photography and we will hire professional photographers,” she adds. Looking ahead, Corinne has ambitious plans, aiming to obtain her broker’s license by March 2024. She aspires to expand her focus to traditional sales, envisioning opening another brokerage and mentoring new agents. When her mom retires, Corinne is set to inherit not only the current business but also a preservation company, poised to steer these ventures towards greater heights in the postCOVID era. “I love what I do. I’m very passionate about it and feel blessed to have started at a young age. I can’t imagine doing anything else.”

For more information about Corinne Johnson, please call 612-352-8719 or email corinne@nwregmn.com

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DANIEL GOLLINGER Dan Gollinger’s career started off with AvalonBay, one of the largest multifamily property owners in the country. “I learned about the sales and leasing process through them,” he explains. He won the ‘Top Shop’ award for leasing while working a lease-up for AvalonBay outside of New York City, which was his first hint that he has a true talent for this work. This early success was just a steppingstone as Dan then moved on to Accelerated Marketing Partners during the 2008 recession, crafting innovative strategies for distressed condominium developments across the United States. His ability to sell in challenging markets became his trademark, a skill he further refined as the market recovered in the early 2010s. Transitioning to general brokerage with The Collaborative Companies and then Coldwell Banker, Dan combined his knowledge of sales, leasing, and marketing to excel in the field. His focus shifted to mid-rise developments, where he worked closely with developers on projects ranging from 20 to 60 units throughout Boston. Unique in his approach, Dan often represents a single client, selling entire condominium buildings in fluctuating environments, from the lows of the COVID-19 pandemic to the highs of varying interest rate climates. His expertise is not just in selling properties but also in understanding the broader economic landscape, a skill crucial for his long-term projects. Serving the vibrant South Boston area, Dan has become synonymous with the neighborhood’s youthful energy and its transformation into a bustling hub of employment and leisure, a testament to his deep understanding of both the market and the community he serves. Dan’s standout feature is his close collaboration with developers, where he gets involved in the early stages of a project. “I usually like to get involved very early on in the design,” Dan explains. He’s part of shaping

everything from floor plans to finishes, ensuring that each project resonates with the specific buyer demographic. This meticulous attention to detail and his deep understanding of buyer preferences, especially in amenity-rich buildings, have earned him an impressive referral rate of nearly 90 to 100%. His success isn’t just measured in sales, but in the lasting relationships and trust he builds in the real estate community. Deeply connected to his region, Dan gives back wherever he can. As a father of two young daughters, he participates in enriching their experiences, particularly through his engagement with the Children’s Museum in South Boston. “We’re active in terms of donation and in time,” Dan mentions. Additionally, his move to Weston brought him close to Land’s Sake Farm, another cornerstone of community involvement for Dan and his family, offering educational opportunities for children. Professionally, he extends his community spirit by working with neighborhood associations in areas where his developments are located, contributing both time and resources. For leisure, Dan enjoys the serenity of golf and cherishes traveling with his family, embracing these moments as a much-needed counterbalance to his busy professional life. With a genuine passion for his profession, there’s no ceiling to Dan’s growth. “I love showcasing properties I’ve worked in collaboration with the developer on,” he says. As he looks to the future, Dan is particularly excited about launching the Vesta condominiums in South Boston, a project that encapsulates his expertise and commitment to quality. With features like a club room, private and common roof decks, panoramic views of the Boston skyline, and convenient access to local amenities, Dan’s focus on Vesta exemplifies his dedication to bringing top-tier living experiences to his clients.

For more information about Dan Gollinger, please call 781-248-0886 or email dgolli@gmail.com

3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked. Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies. For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 40

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups. Encourage groups to think up team names, and organize trivia questions into themed categories. Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively. Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked. Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way. At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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DIANE JONES In the heart of Bryson City, NC, where the Great Smoky Mountains National Park casts its spell on all who pass through the area, Diane Jones is making waves as a leader in the real estate industry, selling access to the open spaces and mountain views that beckoned her from Florida years ago. “I moved here because I fell in love with the national park community,” Diane reflects. “It’s a unique lifestyle, and I wanted to share that with others.” Her real estate journey began in Florida in the mid-1990s. “I was working as an insurance agent,” she recalls. “I realized I could be working less while making more money. The allure of home design and the active real estate market.” Fast forward to today, and Diane is the proud owner of Good Life Real Estate Company, a venture she started five years ago. She currently boasts a team of six agents, with plans to expand further in the spring. With half of the national park in her market county, Diane caters to a robust second-home market. What sets her apart is not just her business acumen, but her commitment to personalized service. “We’re not a brand name company; we’re a boutique firm,” she explains. “Customer service is our top priority. All my brokers love our community, and that passion is reflected in our approach.” Diane’s secret for success lies in cutting-edge marketing. From regular social media updates to targeted Google, Facebook and LinkedIn ads, she leaves no stone unturned. She also employs the LUXVT app as a resource to market her luxury listings, and will complete her certification as a Luxury Home Specialist

this winter. Last year alone, Diane spearheaded transactions totaling more than $10 million. For both 2022 and 2023 Diane sold the highest-priced homes in Swain County ever recorded. But for her, real estate isn’t just about numbers; it’s about people. “Helping clients through one of the biggest transactions of their lives is incredibly rewarding. It’s about managing personalities, holding hands and getting them to the closing table with as little stress as possible,” she shares. Beyond the business, Diane is deeply involved in her community, delivering food on a regular basis for her local food bank. “During COVID, we felt the need to do more,” she recalls. “We were all stuck at home and there were so many people in need.” She also donates to local school initiatives and pet shelters. “It’s about giving back,” she says, showcasing her commitment to social responsibility. In her downtime, Diane enjoys the company of her boyfriend, daughter, grandchildren and two dachshunds. Tampa Bay Buccaneers games, walks in the National Park, traveling, playing mahjong with friends and vegan cooking are among her favorite pastimes. As for the future, Diane has big plans. “Our office will soon go fully digital. Recruiting more brokers is on the agenda, made possible by our streamlined management,” she adds. Her role as a certified life coach also highlights her desire to mentor new and struggling agents, fostering success and balance within the industry. “You don’t have to work 24/7,” she says. “You can have balance in your life.”

For further information about Diane Jones,please call (239) 940-1000, email goodlifepropertiesnc@gmail.com, or visit goodliferealestateco.com www.

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MARIO SANDOVAL Mario Sandoval of Rancho Cucamonga, California, combines over one decade of industry expertise with a passion for service and a penchant for deep interpersonal connection to lead the MortgageX team as Broker/Owner. “I just like helping families – being able to see others accomplish their dreams and build wealth through real estate, that’s what really drives us. It’s always exciting to help people – being able to recruit and mentor team members is a bonus!” Prior to formally entering the mortgage industry, Mario pursued a career in the financial sector. “I got into banking back in 2004,” he recalls. “I really enjoyed the lending side, so I transitioned over to becoming a Loan Originator.” Mario went independent in 2011, and he steadily built a book of business by practicing every loan available and building a robust network of industry professionals. Today in 2023, MortgageX thrives by relying on referral business, which constitutes over eighty percent of their annual transactions. “We receive referrals from Clients, REALTORS®, CPAs, attorneys, and insurance agents,” he exudes. “We specialize in every kind of residential loan – typically one-to-four unit properties. Whether we are helping a first time buyer or a seasoned investor. We like to be flexible and make sure we can serve every client to the best of our ability.” By maintaining this rigorous standard for himself and his team members, Mario maintains an average annual volume above $50 million with the help of two loan officer assistants, a loan coordinator and two loan processors.

As the team steps into 2024, they are focused on maintaining their steady upward trajectory to grow throughout their service region. “We currently have two seasoned loan officers who specialize in sales and originations,” he reflects. “There is opportunity there, and we have a stellar track record with our preexisting network. As long as we continue to master our craft, the rest will take care of itself – we’re super thorough with all parties involved, and everyone is happy when there are no rude surprises.” In addition to this commitment to candor, Mario and his team deploy tried-and-true communication techniques to ensure transparency on existing transactions and to stay top of mind after the closing. From postcards, text alerts to frequent emails and scheduled phone calls, MortgageX dedicates a significant portion of time and energy toward adding value long after everyone has left the closing table. Mario and his team go to great lengths to spread this intramural prosperity into the extended community. They are regular contributors to local events, nonprofits, and they frequently link up with local churches to support their ongoing programming. “We’re always trying to find value – it’s a community effort, and helping others is always the best way to help yourself and your own family in the long run.” When he’s not supporting his neighbors or growing his business, Mario enjoys being outdoors, traveling, camping, and spending time with his family – especially his nephews!

For more information about Mario Sandoval, please call 626-315-8543, email mario@mortgagexhub.com or visit mortgagexhub.com www.

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

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

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

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

Be Transparent in Property Disclosures. Never gloss over issues with a property. Be transparent with your client as you disclose everything you know about a property to protect the interest of a client and their family. When an agent openly communicates with their clients, whether a structural issue or faulty plumbing in the home, it prepares them 44

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

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

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

Top Agent Magazine ®

Top Agent Magazine

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

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

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

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

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

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

Rule number 10:

Deliver What You Promise.

Get Versed in Market Knowledge.

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

Cultivate Patience and Professionalism. Putting pressure on your clients to make a decision when purchasing or selling their home is a big no-no. Not only is a home one of the most significant purchases most individuals make over their lifetime, but it is also where most spend the rest of their lives. For a client, these decisions can be challenging as they determine what their future home will look like. While guiding your client is valuable, it’s important to allow them to go at their own pace. Patience is a virtue, and professionalism is essential for a happy client. 46

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

Top Agent Magazine ®

Top Agent Magazine

MAYA GALLETTA Maya Galletta of Raleigh, North Carolina, combines a familial disposition with her penchant for organic networking and twenty-five years of industry expertise to fuel a thriving real estate business. “I love every stage of the process. From meeting new people through handing them the keys – and continuing to be a part of the story they write. When past clients tell me they are building wealth and creating a legacy of their own, it makes me feel proud and blessed to do what I do. I get to follow the golden rule every day.” Prior to formally entering real estate, Maya pursued a career in elementary education. “I bought my first house over twenty-five years ago,” Maya recalls, “and I had such a negative experience I knew there was an opportunity to improve. I decided to get licensed and I never looked back.” Since then, Maya has served Raleigh and the surrounding Triangle as a lifetime RE/MAX Broker, focused on Cary, Apex, Garner, Holly Springs, Fuquay-Varina, Durham and Knightdale. Today in 2024, Maya maintains a book of business that is over ninety-five percent repeat and referral clients. “I just focus on meeting people where they’re at,” she exudes. “Some people need a lot of hand-holding and teaching – I still get to be an educator! That’s what I would want for my own family members, and I make sure I treat every client like family.” This approach has helped Maya average between $25 and $30 million in annual volume spread across fifty transactions as a solo agent (with

the help of her marketing staff and transaction coordinator). Maya’s trajectory was briefly halted in 2021 after wrestling with sustained illness. “I’m a COVID survivor – I think that’s important for the world to know. I spent forty days in the hospital, intubated and in a ventilator. I had to relearn how to walk, breathe, and talk. When I came out I had an opportunity to do my own thing.” Maya decided to launch Legacy Realty Partners, and her blossoming enterprise has recently welcomed her own children into the fold. “Thomas and Katryana are licensed, and starting in Spring of 2024 they will hit the ground selling. We aim to maintain a steady trajectory – we don’t want to grow too big too quickly.” When Maya is not busy growing her own professional network or mentoring her children, she dedicates her time and treasure to her community. She actively sits on the Raleigh Regional Board of Directors, NCR Board of Directors and was Dean of the Triangle Leadership Academy in 2023. Maya is also a chair of the Pretty in Pink Foundation MacGregor Classic, and for the past twenty years, she has donated a portion of her commission checks to the Children’s Miracle Network. “I am truly blessed to have my family with me in this, and that family includes my extended community. Helping one another is the only way to help ourselves, so that kind of work just comes naturally to me. We can all grow together – and the Triangle has been growing by leaps and bounds. We have quite a few plans in the works already – 2024 is going to be a big year for Legacy Realty!”

For more about Maya Galletta, please call 561-376-9838 or email maya@lrpnc.com

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