NATIONWIDE & INTERNATIONAL

NATIONWIDE & INTERNATIONAL EDITION

TIPS ON BEING A GOOD TEAM LEADER HOW TO ANSWER THE INEVITABLE QUESTION:

WHY SHOULD I CHOOSE YOU?

TURNING YOUR PROFESSION INTO A PASSION IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?Is Finding a

COVER STORY NICHE MARKET

FEATURED AGENTS KEREN GONEN LISA FARMER AMANDA VALLI BARBARA VAN DYKE ELIZA BACA-KNAPP EMMANUEL DEKU GABRIELLE RUSSO MALINDA KONCAR MARYELLEN MONAHAN MATTHEW BERESH-BRYANT MONICA GARCIA NATALIE BREE PATTI SMITH RENATA MAVROGIORGOS SARAH LEONARD SARI CODURI & KEITH MAGNUS SAVANNAH HENNIG THANAA SALLOUM TIM SACKS

ERIK MÉNARD

Right for You?

There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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ERIK MÉNARD

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ER IK MÉNARD

“My business model has always been about networking and building relationships with my clients and my community. This is how I’ve built my database, and that’s where most of my business comes from.”

Erik Ménard of Gatineau, Québec has built his real estate enterprise on a foundation of interpersonal networking, impeccable client service, and lofty aspirations for impacting the global community. “Four years ago, I had this 8

dream of building and starting something in the Caribbean, and a friend of mine who I had fallen out of touch with was in town and he reached out to me about the Dominican Republic. His two week visit turned into three months, and Top Agent Magazine

we developed this idea for a complex that we could build together, and at the end of 2022, we just finished our first phase. By being selective and working with the right partners over the years, I’ve been able to build my portfolio of products that I can offer to my clients – both here in Canada and abroad.”

Prior to entering the world of real estate, Erik was an engineer with a Canadian hi-tech company. “I had worked in Ottawa as an electrical engineer for

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about twenty years, but with all of the ups and downs in the industry, I started looking for a ‘plan-B.’ My father was a REALTOR® at the time and he helped me start the process of obtaining my license. I worked gradually and remotely, and in 2010 I was officially licensed.”

After working with Royal LePage for four years, Erik and a few of his colleagues decided to transition to Keller Williams of Gatineau, where Erik continues to work as a solo agent servicing both the commercial and residential

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sides of the industry, including “cottages during the spring and summer, multi-plexes and condos for investors and families, and vacant lots.” His geographic flexibility and breadth of familiarity allows Erik to average between 125 and 150 transactions annually, with a yearly gross commission between $400,000 and $500,000.

While working alongside Keller Williams, Erik has established a network of colleagues and professional resources over the years, and he’s particularly fond of one ironclad partnership that has lasted over a decade: “I’ve been with Keller Williams since 2014, and I love it – the mentality, the people. I’ve been with the same partner for almost

Erik works as a solo agent servicing both the commercial and residential sides of the industry, including “cottages during the spring and summer, multi-plexes and condos for investors and families, and vacant lots.”

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thirteen years, and I recently had a good friend of mine join the team, and we’re trying to help him develop his business.

I’ve been enjoying it quite a bit, and I hope to continue doing it for many more years to come.”

With his business already serving a wide geographic range in Canada, the expansion into the Dominican Republic has him poised to grow his relationships exponentially. “My business model has always been about Top Agent Magazine

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networking and building relationships with my clients and my community. This is how I’ve built my database, and that’s where most of my business comes from.”

In addition to networking with his colleagues and clients, Erik is excited to share his prosperity by bringing his community programs from Canada to

the Dominican Republic. “I sponsor many ringette teams here, and give to different foundations and charities to help kids in sports. We also give back with school supplies and Christmas baskets – it’s important that we do those same things over there. For me the future is to stick to the plan: continue to help people while I grow my business.”

For more information about Erik Ménard, please call 819-230-2626, visit lesmaisons.ca or email erik@lesmaisons.ca www.

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Uncommon Contact:

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

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Not everything has to be about business.

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

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

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 14

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

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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MARYELLEN MONAHAN Top Agent Magazine

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MARYELLEN MONAHAN

A lifelong resident of Cape Cod, MaryEllen Monahan has always possessed an entrepreneurial spirit. For years, she built a successful career as a pediatric dental hygienist; however, in 2020, she began seeking a new opportunity that better spoke to her strong business acumen and passion for helping others. After earning her real estate license to help her significant other flip properties in the region, she was inspired to switch tracks and pursue her career as a full-time agent. Leveraging her foundations in the industry and penchant for

client service, she would excel as an agent, quickly climbing to be ranked among the top 1.5% of producers in the local market. The rest is history.

Today, MaryEllen leads Team Monahan at TODAY Real Estate, where she assists clients throughout Cape Cod and the islands. Specializing in vacation homes and luxury properties spanning the region, she has cultivated a distinct process to meet the needs of any buyer, seller, or investor.

When listing a property, MaryEllen takes a comprehensive approach. After helping her clients fully prepare their home for the market, she shares it via a highly targeted blend of digital and social media campaigns. Along the way, she utilizes proven tools like Adwerx and print campaigns in the local papers to streamline the process—all in the lead-up to the standout open house showing.

Elsewhere, MaryEllen is just as attentive when assisting her buyers. In fact, she

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keeps in touch long after the deals are done to cultivate an ongoing relationship and connect her clients with a robust network of resources and contractors. More than anything, though, she loves welcoming newcomers to her thriving Cape Cod community, from its scenic beaches, lighthouses, and cranberry bogs, to the dynamic culture and cuisine found at local hotspots like the Pelham House Resort, where she hosts her yearly team dinners.

With her annual sales volume having grown from $16.6 million in 2021 to $20 million in 2022, MaryEllen remains committed to the leading standards that set her apart. “Our team believes in treating each and every buyer or seller as if they were our only client,” she says. “That begins with giving them quick, responsive service. From start to finish, we want them to know that their best interests are our top priority.”

Outside of real estate, MaryEllen is dedicated to her community. On top of supporting the Cape and Islands United Way alongside the team at TODAY Real Estate, she is a contributor to numerous nonprofit organizations and has previously served as a foster parent to a child in-need. When she’s not with clients or giving back, she can be found spending quality time with her family and three children or attending popular local events, such as the yearly Harwich Cranberry Arts & Music Festival.

As her volume maintains its steady growth, MaryEllen intends on expanding her team while scaling her unique vision of client service throughout the region. In the meantime, she looks forward to all the new opportunities that await. “I genuinely love what I do,” she says.

“At the end of the day, there could be nothing more gratifying than building a connection with a client and finding the perfect house for their needs. There are so many rewarding aspects of the business, but the people truly matter most.”

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Contact MaryEllen Monahan at (774) 212-7648 email mmonahan@todayrealestate.com, visit teammonahan.com or facebook.com/ MaryEllenTODAY or Instagram @maryellentoday www.

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes18

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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THANAA SALLOUM Top Agent Magazine

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THANAA SALLOUM

Thanaa Salloum is a full-time Arizona REALTOR® who is very active in the Phoenix metropolitan area. She is bilingual and fluent in English and Arabic. After 17 years as an early education school teacher, her experience of purchasing her first home sparked her interest in real estate. Thanaa saw real estate as an opportunity to share the joy of home ownership with others. She loves what she does so much that she says it feels more like a hobby than a job!

or as complex as locating a wedding planner.

She says that closing day is really just the beginning of a lasting relationship.

Thanaa serves the entire Phoenix Valley market and beyond, including communities like Scottsdale, Gilbert, Peoria, Tempe, Chandler, and

In the past two years, Thanaa has helped more than 40 families find their dream homes. She enjoys a vast client base fueled by referrals from family, friends, and former clients. Her devotion to building strong relationships with her clients and her sincere love for helping them find a home are keys to the success of her business. Thanaa stays in touch with her clients to address any future needs they may have, whether it is as simple as finding a handyman 22

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Ahwatukee as a solo agent with HomeSmart.

She markets listings with a robust strategy combining online listing services with social media and YouTube. Her Facebook page, with more than 9,000 followers, is an effective marketing tool and source of referrals. In addition to online marketing, Thanaa hosts open houses and shares listings with investor contacts and local realtors to find the perfect match of buyer and property.

While she loves all parts of working in real estate, Thanaa especially loves helping her clients, whether she’s looking at homes, negotiating deals, or providing trusted advice. She finds joy in knowing that after closing a transaction, her clients have a home to call their own and she has helped them to save money and get the best possible deal. Being of service to others and building relationships is at the heart of Thanaa’s work. She organizes monthly events that help further acquaint small businesses with the community throughout the Valley of the Sun and draw attention and support to the uniqueness of local businesses. Thanaa is also committed to helping those in need in her community when she can.

When she’s not showing houses or writing offers, Thanaa loves to socialize with friends and family, listen to music, dance, garden, and travel. She also has an interest in science, which inspired her to create a learning tool called the MarbleOus Math Bonder; this invention has received three U.S. patents. Going forward, she plans to continue doing the work she loves by helping others achieve the dream of home ownership and serving as a trusted advisor and friend well into the future.

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Contact Thanaa at 818.271.7407, email Thanaa.Salloum@gmail.com, facebook.com/ThanaaSalloum or visit www.facebook.com/ThanaaSalloumREALTOR?mibextid=LQQJ4d REALTOR?mibextid=LQQJ4d www.

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality 24

of life, but will likely make you more successful in the long run.

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

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

THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

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

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

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KEREN GONEN

Driven by a dedication to her clients that results in long-lasting relationships, Keren Gonen stands apart as a trusted guide in the world of real estate.

Keren first embarked on her real estate journey after she found herself unsatisfied with the level of service she was receiving as a customer herself, and she set out to fill that need. That was six years ago, and Keren has truly found her calling, with a knack for achieving great results and creating a positive client experience.

Keren serves seven counties in New Jersey, including Sussex County, where she lives. She is full of praise for her local area. “We have lakes, woods, fresh air, and tons of outdoor activities,” Keren says. “People are actually nice here! We know our neighbors. Everyone looks out for each other, and if you live in this community, you know you’re not alone.

If you ever need help, everybody gets together and helps you. That’s why people want to move here.”

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About 60% of Keren’s business comes from repeat and referral clients, which goes to show the strength of the relationships she forms. “I’m very good at communication and follow-up,” Keren explains. “Whether you’re buying a house that’s $50,000 or $1,000,000, you get exactly the same out of me as far as communication, availability, and getting people answers to their questions.” That care and attentiveness continues long after the closing. “For me, even though the transaction ends, the relationship

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has just begun,” Keren says. “Clients call me if they need a hairdresser, a painter, natural honey from a farm, sheep, or have bunnies they want to give away—these are all things that have happened in the past few years!”

When it comes to marketing her listings, Keren credits her brokerage, Realty Executives, with enabling her to reach a wide audience through Adwerx and TourFactory, as well as boosting listings on the web. That garners Keren’s listings plenty of attention. Keren also recently started a podcast, Koffee With Keren, where she interviews prior clients and service providers to bring valuable information to listeners.

Giving back to her community is of utmost importance to Keren. “I love helping other people, and I do that in many ways, not just in my business, but also in my personal life,” she says. “If we all help each other, since we are all connected, the world will be a much better place.” To that end, Keren is involved not only with her local REALTORS® board as the incoming President, but also with the township, the Chamber of Commerce, YPN, the Rotary Club, and several different community-based organizations. Keren’s referral network, Referral Roundtable, has over 37 professionals as members after starting only 3 ½ years ago. Keren is also on the Vernon High school SCA and Community Outreach, Vernon Coalition to be Drug Free, and the Economic Development and Beautification Committee in Vernon Township.

Looking toward the future, Keren wants to help other agents in her brokerage grow their business. She also has a long-term goal of opening a nonprofit in her mother’s name that will teach women in Sussex County how to become entrepreneurs. For Keren, it all comes back to helping people. “My favorite part of real estate is the connection with people,” she says. “It’s in my nature to help people. When I see people happy in their home, it makes me happy! That’s what I enjoy, and it’s what I love about real estate.”

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To find out more about Keren Gonen, please call 551-262-4062, email Gonen.keren1@gmail.com, or visit realtyexecutives.com/agent/keren-gonen/about

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 28

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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LISA FARMER

Nine years ago, REALTOR® Lisa Farmer returned to her home state of Florida after living in New York for many years. At that time, she was working at her husband’s insurance agency, but real estate was calling.

Lisa got licensed and started working on a team, eventually becoming an independent agent when she transferred to Sotheby’s International Realty three years ago. While most of her clients are now located in the St. Petersburg area, Lisa also represents buyers and sellers in the beach area. As a Certified Luxury Home Marketing Specialist, she is an expert at matching her clients’ needs with high-end homes.

has connected her to a wide range of clientele over the years who stay friends with her beyond the closing table. Lisa also has an eye for interior design, which helps her in the staging and sale of homes.

When it comes to marketing her listings, Lisa makes the most of Sotheby’s large

Around 70% of Lisa’s business comes from repeat and referral clients, which proves how strong the relationships are that she forms during the real estate process. Her outgoing personality and penchant for networking 30

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in-house system of marketing tools and technology. Keeping in touch with both past and present clients requires consistent outreach using newsletters, market updates, postcards, and phone calls. “My clients also receive tailored seller reports with in-depth information about their homes and neighborhoods,” says Lisa. When it comes to printed materials, Lisa distributes flyers and is an advertising sponsor in her community magazine. “The magazine goes out to all the residents in the area where I live,” she explains. “They publish my listings and write interest stories taken from interviews of me and other sponsors on travel experiences, pet stories, community service and more.”

Actively involved in her community, Lisa is passionate about sharing all of the exciting news, developments, art, culture, dining, and theatre in St. Petersburg. She serves on the Board of Directors and is the chair of the Hospitality Committee for her local HOA. She’s a member of the St. Pete Glitter Queens, which is a group that raises money to help children in need. Lisa also has a big heart for animals and supports animal welfare/rescue.

Last year, Lisa did $15 million in sales volume, a number that will continue to grow in 2023. With her passion for networking and knowledge of the real estate market, there is really no slowing down as she looks to the future. “My favorite part about being a REALTOR® is matching the perfect home to the perfect client,” she says. “I really enjoy the whole process of getting to know my clients and meeting their specific goals.”

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To learn more about Lisa Farmer, please call 727-200-2176, email lisa.farmer@premiersir.com, or visit lisafarmer.premiersothebysrealty.com or facebook.com/lisafarmerllc 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 32

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 showTop Agent Magazine

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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AMANDA VALLI With a passion for homes, especially the historic properties that are abundant in her area, Amanda Valli brings to real estate an enthusiasm and personal touch that truly sets her apart. “I always knew I wanted to do real estate,” Amanda recalls. “My mother was a real estate broker, and I’ve always had an attraction to the business.”

In 2021, Amanda transitioned from owning a hair salon into pursuing her passion and serving clients via real estate.

Amanda serves Newburyport, Massachusetts, and the surrounding areas. “This is an amazing area,” Amanda says. “We have a lot of history here, including homes that were built as early as 1638 when the area was first settled. We have a rich concentration of well-preserved 18Th-19th century homes. This is a vibrant community boasting shops, eateries, and an iconic downtown area that draws many tourists every year. There’s a lot going on in Newburyport!

A coastal waterfront city centrally located between the mountains and Boston, it’s no surprise more people are choosing Newburyport as their home. I grew up here and I know the area very well, and it’s been so exciting to watch it change over the years and blossom into this fabulous community where so many people want to live.”

Amanda specializes in historic homes, having grown up in a house that was built in 1721 and now the proud owner of a house from 1763. “I’m very fond of historic homes, and my mother was a preservationist who purchased old homes, restored and resold them,” Amanda says. “That appreciation was ingrained in me as a young child surrounded by all these antique homes, and I learned a lot about them from my mother. Being knowledgeable in historic

homes I enjoy helping buyers and sellers navigate through the process of purchasing or selling these unique properties.”

When it comes to marketing her listings, Amanda draws on her experience as a small business owner to ensure optimum exposure. “I do all of my own marketing, including website design, posting on social media, and a real estate blog,” Amanda says. “I learned the power of social media to stand out in an ever-competitive real estate market. As a new REALTOR®, it is essential to have an effective presence online to be successful – potential buyers need to be able to easily find you and your listings! By utilizing platforms such as Instagram, Twitter, and Facebook, I can promote myself and get my name out there quickly.”

Amanda loves to get out in her community, taking every chance she can to volunteer and give back.

She also looks forward every year to being involved in fun community events like Yankee Homecoming, a weeklong festival featuring concerts, restaurants, shopping, and craft fairs. “Yankee Homecoming is a really fun time to be in Newburyport,” Amanda says. When she’s not working or getting involved in her community, Amanda enjoys skiing the highest peaks, beach yoga, and renovating her own historic home.

In the future, Amanda looks forward to joining forces with her husband, who just got his real estate license.

“I love real estate,” Amanda says. “I wake up every morning so excited to see what’s going on for the day. I really enjoy working with people, getting to know them, and helping them with the transaction of selling or buying their home.”

To find out more about Amanda Valli, call 978-457-4832, email Amanda@bentleysrealestate.com, or visit amandavallirealtor.com www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 36

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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BARBARA VAN DYKE Barbara Van Dyke’s journey as a real estate agent began in Hawaii, where she had moved in 2009. Despite facing tough economic times and a challenging real estate market, Barbara found this industry intriguing, and decided to pursue her license. With the help of a seasoned REALTOR®, Barbara learned the ins and outs of the business and quickly became a skilled and successful agent.

In 2013, she made the move to Texas and has been helping people buy and sell properties here ever since. Through hard work and determination, Barbara has turned her love of real estate into a successful and fulfilling career. Serving the greater Austin area, she specializes in luxury residential and ranch properties and those moving from other states.

Early in her career, Barbara understood the importance of providing excellent service. “I give my buyers and sellers a concierge level of service,” Barbara explains.

“It’s about being prompt, giving them the most up-todate information, and always being there.” When it comes to showing properties, Barbara takes charge, never handing the task off to another agent. “I’m there for every single showing. I open the house up, turn on the lights and make sure it’s ready to go.” With a background in PR and marketing, Barbara has honed her strategic planning skills, and loves to utilize this with clients. “I really help my clients make the best decisions possible.” Even after the transaction, Barbara remains a trusted resource for her buyers and sellers, as they know she is there to answer any questions and provide advice when they need it. “I regularly touch base with them, checking in to ask how things are going and keeping them updated on any market changes.”

Clients love to tell their friends and family about their time with Barbara.

One recently said, “Barbara is an invaluable resource to have on your team when purchasing real estate! As local Texans, my fiancé and I decided we wanted to move further out from central Austin to put down our roots.

Our closest friends connected us to Barbara and we could not be more grateful to have met someone we trust. We recommend her to all of our closest family and friends.”

Barbara is an active member of her community in Dripping Springs.

She is involved in the local Chamber of Commerce and is currently participating in a program called Leadership Dripping Springs. “It’s a small group of professionals who have applied to be a part of the leadership team,” Barbara explains. “We meet once a month to learn how to become more deeply rooted and involved in our community.” Through this program, Barbara has had the opportunity to meet with leaders from the school district, non-profits, and other organizations, as well as elected officials. In addition to her involvement with the Chamber of Commerce, Barbara is also a supporter of several local charities.

In the future, Barbara plans to grow her real estate business by building a small, tight knit team of professionals. She is committed to finding team members who share her values and level of integrity, as she believes that aligning with the right people is the key to success. Loving each minute of her work, she is committed to finding ways to be of greater service to her clients. “It’s such a fun and fulfilling path.”

For more information about Barbara Van Dyke, call 512-431-2552, email barbara.vandyke@compass.com or visit barbaravandyke.com www.

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ELIZA BACA-KNAPP Eliza Baca-Knapp’s first step into the real estate industry was through investing. “I was an investment buyer,” she explains. “But eventually, I realized that my true passion was in helping others navigate the real estate market. I wanted to be able to motivate people and make a difference in their lives.” A programmer by trade, Eliza took a bold step in changing careers and becoming a real estate agent. Seven years later, she has not looked back and has never been happier. “I have a team of five people at Oz Realty and we serve the Granbury, Texas area, which was voted the best historic small town in the United States by USA Today for three consecutive years.”

Eliza’s business mainly consists of repeat and referral clients, a testament to the trust and knowledge she brings to each transaction. “I make sure my clients feel taken care of and that I am always looking out for their best interests,” she explains. “This is what keeps them coming back to me.” Throughout the process, Eliza becomes close to her buyers and sellers, developing lasting connections. Even after the transaction, Eliza stays in touch through phone calls, emails, texts, regular updates on the real estate market, and invitations to events. “I keep a list of all of my clients on a spreadsheet and make sure to reach out to at least three to four people on it every day,” she says. “It’s important to me to stay connected and build those relationships.”

After working together, clients love to tell others about their time with Eliza and Oz Realty. One recently said, “I highly recommend real estate professional Eliza Baca-Knapp. She knows Granbury and surrounding areas, and truly cares about me as her client as well as her community. She is involved in every step of the process to ensure a seamless transaction. Throughout the years, Eliza has built a wealth of contacts to include city and county contacts, contractors, inspectors, etc. She is familiar with area code requirements, HOA requirements, and more. Hers is not your standard 38

experience or resource base, she is knowledgeable about everything from short-term housing to financing, including 1031 exchange and bridge loans. She goes beyond your typical experience, taking what can be a chaotic process in this market and navigating all necessary steps to guarantee satisfaction.”

Through her coffee bar, Oz, in Granbury’s historic square, Eliza and her team connect with the community.

The themed shop serves as an extension of her real estate office, allowing customers to view listings on kiosks while enjoying a coffee or pastry. “We have a Wicked BLT in honor of Wicked,” Eliza explains. “The Wizard of Oz theme is present throughout the shop and helps to brand us as a unique and welcoming team.”

With Oz Realty responsible for a significant portion of the sales volume in the Granbury area, it’s clear that Eliza is dedicated to not only meeting, but exceeding the expectations of her clients. “I’m always looking for ways to improve and provide the best service possible,” she says. “I love what I do and I’m grateful for the opportunity to make a difference in people’s lives through real estate.”

To contact Eliza Baca-Knapp, please call 817-776-7858 or email eliza@ozrealtytx.com Top Agent Magazine

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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EMMANUEL DEKU Emmanuel Deku, of Opulence Group Real Estate in Mooresville, North Carolina, combines his compassionate spirit with an unwavering dedication to consistency to fuel his entrepreneurial endeavors in the world of real estate. “I love every aspect of what I do, and truthfully, I enjoy the daily grind because at the end of the workday I get to help someone accomplish their dreams. There’s no feeling like it – that’s what I always look forward to.”

Originally, Emmanuel enjoyed a successful career in the IT industry. His mechanical brain and industry knowhow serves as a springboard for his real estate marketing acumen, and in hindsight, he’s grateful for the opportunity he received to change careers six and a half years ago. “I didn’t feel like going back to corporate America – I wanted to be my own boss, and I’ve always thought about doing something in real estate.” Since that day, Emmanuel has steadily built his enterprise as a solo agent under Opulence Group Real Estate working alongside Michelle Peck. Today, in 2023, he averages between $8 and $10 million in annual volume and he services the greater Charlotte area while specializing in Lake Norman. “The lake community here is vibrant and growing every year.

We have lots of transplants moving from the Northeast and West Coast right now, and people are finding that Charlotte has a lot to offer.”

In addition to the beauty of his hometown, Emmanuel attributes his steady success to his methodical approach to marketing and interpersonal networking. “I have a tried and true system, and because I stick to the plan, my business continues to grow no matter what. With consistency and enthusiasm,” Emmanuel explains, “people come to rely on you, and it makes referrals come naturally.” His marketing strategy relies on leveraging social media platforms like Facebook and

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Instagram, regularly utilizing the MLS, and most importantly, making sure he personally contacts past and potential clients as often as he can. “I learned a trick at my old brokerage Allen Tate: when I find myself looking to connect, I pick a random letter of the alphabet and just contact people from that specific section. It’s just one more way to bring some variety to the grind and make sure you’re keeping in touch with everyone!”

In addition to his clients, Emmanuel goes to great lengths to connect with the greater Charlotte community, and every year he sponsors the Twilight Golf Tournament at the Mooresville Civitan Club. “I thought it was kind of crazy when we started this five years ago – playing golf at night with glow-in-the-dark balls – but it’s really a good time, and it’s a nice way to give back to my community.” Emmanuel is looking forward to 2023, and he’s most excited to “maintain a strong presence in the community by helping people achieve the dream of homeownership. This work is all about relationship building and authentic listening, and if I continue to strive for that, growth is inevitable.”

Contact Emmanuel at 704.253.5125. visit emmanuel.findlakenormanproperties.com, or email emmanueldeku@opulencegroupre.com https://

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GABRIELLE RUSSO Gabrielle Russo of Andover, Massachusetts, has built her real estate enterprise by combining her unparalleled work ethic with geographic flexibility, deeply rooted interpersonal connections, and an insider’s understanding of the industry. “Everyone loves instant gratification, but real estate proves that it’s all about mental toughness and discipline. You don’t get instant results in this field, but if you take every day as it comes and strive to accomplish your dreams, you’ll get out as much as you put in.”

opportunities, I stay in touch with my clients every chance I get. I am very persistent – I will get you to answer me!”. Gabrielle’s willingness to bond with anyone and everyone has helped her connect hundreds of clients with the hometown that she has come to love and admire. “Andover is incredible. It’s a close-knit community, and if you want to move out of a city to find some more space but still maintain that vibrant, urban atmosphere, this is the ideal.”

As a teenager, Gabrielle received a full scholarship to play soccer at University of Tampa. After graduation, she found herself reaching to fulfill her potential in a myriad of careers, and eventually landed a position working at Compass. “I ended up getting a job as an Executive Assistant with a luxury broker in the Compass Boston office. I was infatuated – I fell in love with the industry. I’ll never forget when Tom Brady’s house went on the market and my boss had me schedule a showing for him and his buyer. At that point, I knew I had to be on the other side; but as an assistant, I felt like a triangle trying to fit into a square shape. So I took a leap of faith, got my license, and started my career working the rental side of the business.”

Today in 2023, Gabrielle is a solo agent working with the boutique brokerage Lillian Montalto Signature Properties International, and in her first two years she averaged $19.5 million in volume spread across fifty-three units annually.

She attributes her success to her ingrained determination honed by years of collegiate competition, her willingness to travel anywhere in the state (and even into New Hampshire, where she is also licensed), and the international network supported by her brokerage. “We have an in-house marketing team, and we’re part of Luxury Portfolio International, which is an invitation only relocation network that connects independent companies.

Our listings make it out to five hundred countries around the world, so the opportunities here are endless.”

Since becoming fully licensed nearly three years ago, Gabrielle has built a book of business by relying on her extensive sphere of influence and diligently contacting potential clients on both sides of the negotiation table.

“I’ve gotten a lot of opportunities just reaching out to people and cold-calling, even going down the street and talking to homeowners. I’m all about the follow-up game: whether it’s the holidays, celebrations, or new

With her position cemented in the residential industry and her professional networks spanning multiple continents, Gabrielle is poised to pursue the loftiest of ambitions. “I plan to obtain my CCIM certificate – I’ve already finished the first course – and eventually get my broker’s license. I want to get more involved with the commercial side of real estate, and one day I hope to have my own team and brokerage!”

www.

To learn more about Gabrielle Russo, please call 781-315-3868, visit andoverhomes.com/agents/83231-gabrielle-russo, email GRusso@AndoverHomes.com

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8

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 44

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

7

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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MALINDA KONCAR Throughout her life, Malinda Koncar has always been passionate about helping others. For over a decade, she built an accomplished career in the fitness industry as a personal trainer, gym manager, and chiropractic assistant. Seeking a new opportunity that better spoke to her entrepreneurial spirit, but still complemented her tireless work ethic, she would take an interest in real estate, earning her license in 2019. Sure enough, she would find quick success as an agent, establishing a network of satisfied clients that spans both Ohio and Pennsylvania.

Today, Malinda is a REALTOR® with Berkshire Hathaway Home Services Stouffer Realty, where she assists clients throughout Mahoning, Trumbell, and Columbiana Counties in Ohio, as well as Mercer and Lawrence Counties in Pennsylvania. There, she has cultivated a boutique process to meet the demands of any transaction, from luxury listings to first time buyers.

When listing a property, Malinda personalizes her approach to the distinct needs of each client. Starting out, she identifies a key demographic for their home, to go with providing a suite of professional photography and videography services. From there, she broadcasts her listings via an extensive combination of digital and social media campaigns. Along the way, though, she also leverages resources like video tours and print campaigns, as well as techniques like reverse prospecting, to give each client an added advantage.

Elsewhere, Malinda is just as attentive when assisting her buyers, thoughtfully guiding them to the right investment for their best interests. In fact, she prefers to keep in touch long after the deals are done through Berkshire Hathaway Home Services’ comprehensive follow up

program, which includes everything from regular check-ins and market updates to complementary magazine subscriptions.

This client-first philosophy has earned Malinda a fantastic reputation among buyers and sellers alike, as evidenced by her strong referral base in both states. “I believe in treating my clients as if they were members of my own family,” she says. “That means relaying all the information they need to make strong decisions on their future. After all, these are not only important transactions, but also human experiences.”

As an agent, Malinda is committed to her ongoing education in the industry, having earned a series of designations, including her Luxury Homes and New Construction Certifications. Outside of real estate, she is equally dedicated to her community. In honor of her father, who passed away from ALS, she is a longstanding advocate for The ALS Therapy Development Institute, hosting annual fundraisers to support the organization. When she’s not with clients or giving back, she enjoys hitting the gym or socializing with her friends and family.

With her annual volume having exceeded $9 million in 2022 alone, Malinda intends on increasing her mentorship work with new agents while expanding her reach throughout the region. In the meantime, though, she looks forward to all the new connections that await. “In real estate, no two days are the same,” she says. “One moment I could be home developing a marketing plan, the next I could be out scheduling a showing. But those changes are what make our industry so fulfilling. There is nothing more rewarding than getting to know a client, crafting a strategy based on their needs, and seeing them realize their goals in our marketplace.”

To learn more about Malinda Koncar email mkoncar@tprsold.com, visit malindakoncar.northwoodrealtyservices.com or call 724-699-3209 Top Agent Magazine

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MATTHEW BERESH-BRYANT Matthew Beresh Bryant is committed to carrying on the business his grandmother, JoAnn Beresh built during her 33 year career. He got started in real estate working with his grandmother while he was in college and he went on to partner with her after graduation.

The pair worked as a high-volume team for eight years until Matthew’s grandmother experienced significant health issues requiring him to take over running the business on his own earlier this year. While this year has been challenging, Matthew is working to make his grandmother proud and contribute his own success story to the Beresh real estate legacy.

Over the years, Matthew and his grandmother have been involved in a number of community events and organizations. They’ve sponsored golf tournaments and band competitions, supported Special Olympics, served on various community boards and volunteered with local charity Country Santa, helping to collect and distribute gifts to families in need. These days, Matthew stays busy with running the business solo but in his free time he loves to take his wife and daughter to their favorite family fun spot at Disney World.

Matthew also continues to enjoy fishing, something he learned from his grandfather who passed away last year.

The Upstate South Carolina region that Matthew serves includes the communities of Clemson, Seneca and Greenville. This market has experienced consistent growth over the past decade with strong employers such as BMW, Boeing and iCar attracting many people to relocate to the area. Greenville was recently named one of the fastest growing cities in the country. While the market has seen a downturn in the last year with rising interest rates, Matthew and his grandmother completed more than 50 property transactions in 2021 with sales volume in excess of $10 million.

Matthew plans to grow the business his grandmother built and would like to eventually put together a team.

For now, though, he’s most focused on delivering the quality service and results that people have come to associate with his family name. While his grandmother has left him with big shoes to fill, Matthew is inspired to honor her success and make the most of everything she taught him so that the Beresh name continues to stand for excellence in real estate.

Matthew attributes the team’s success to a genuine interest in helping people to find the right home.

Through honesty and relationship building, they’ve attained a strong reputation that keeps clients coming back. Matthew says he loves meeting new people, loves fighting for the people he works for to make sure they get what they want, need and can afford, and loves being at the closing where all the hard work pays off. He believes in what he does and has a sincere love for his community. Matthew is a booster for all that Upstate South Carolina has to offer.

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Contact Matthew at 864-506-3902, email mberesh@cdanjoyner.com or visit cdanjoyner.com www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

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

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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MONICA GARCIA Real estate agent Monica Garcia is a dedicated and passionate professional who has been serving the Denton County area for several years. With a love for her city and a desire to help others, Monica entered the world of real estate as an advocate for the Hispanic community. “Once my kids grew up, I decided to become an agent, because I really wanted to help people pursue the American Dream.” She prides herself on her honesty and attention to detail and specializes in assisting first-time home buyers. Monica leads a team of real estate professionals at the Monica Garcia Realty Group, including two agents, an office assistant, and an Inside Sales Agent. Together, they serve the entire Dallas-Fort Worth metropolitan area, from Dallas to Gainesville.

She has a strong repeat and referral business, with 80% of her transactions coming from past clients. Monica attributes her success to the level of service she provides. “They aren’t just our clients, we consider them family,” she says. “We give them the best service possible and treat them how we would want to be treated.”

To stay in touch with past clients, Monica and her team host client events, send out birthday cards, make quarterly check-in calls, and send out market updates.

step-by-step process. Based on our input, such as budget, ideal location, home layout, etc., Monica provided ideas on the type of home we could expect to come across within our financial plan. She took the time to get to know my family and me while we were searching for a new home around the city of Denton. She listened carefully to our preferences and scheduled viewings based on our likes & dislikes. We are beyond excited about our newly purchased home and grateful to Monica for leading us to this. Along with that, Monica is bilingual and my mom and her were able to communicate perfectly!”

Beyond her professional pursuits, Monica is heavily involved in her local community, particularly her church. She volunteers her time cooking meals for fellowship, Bible meetings, and other events. In her free time, Monica enjoys spending time with her four granddaughters and her family.

When asked about her plans for the future of her business, Monica remains humble and grounded. “I am willing to grow,” she says. “I know that it’s in God’s hands. So I’m along for the ride.” With a strong dedication to her clients and her community, Monica’s career will undoubtedly reach great heights.

Monica’s real estate business is thriving, with an annual volume of between four and five million dollars. She finds joy in helping people achieve their real estate dreams, especially those who believe it is out of reach.

“Just helping people get to that next step, especially the ones that think that they can’t, that is so rewarding,” she says. “And once we show them the road, and we hand them the keys, they’re just so pleased and excited.”

One recent buyer said, “Our experience began with Monica sitting down with us and talking through the home buying process, since we were first-time home buyers. She was very detailed and thorough in the Top Agent Magazine

Contact Monica Garcia at 940-391-1566 or email monica_garcia@kw.com, https://www.facebook.com/monicasellsdenton/ visit her Facebook | Instagram https://twitter.com/Monimar5 | Twitter https://www.instagram.com/monicamart76249/?hl=en

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NATALIE BREE A lifelong resident of North Carolina, Natalie Bree has always possessed an entrepreneurial spirit. Raised in Alamance County, she first took an interest in real estate while in college, when she began working for various apartment communities in the area. Following a successful stint in Atlanta’s financial industry, she would find herself drawn back to Chapel Hill, NC, her Alma Mater town; and after acquiring her first home in Orange County, she was recruited by one of the top producing brokerages in the region. From there, she would go on to establish a network of satisfied clients and colleagues that spans her home state—and the rest is history.

Today, Natalie is the REALTOR® and team lead of Natalie & Co Real Estate Consultants, where she assists clients throughout Orange County and the surrounding counties of North Carolina’s Triangle and Triad region.

Well-versed in everything from residential purchases and sales, to new construction, land development, and condos, she has cultivated a boutique process to meet the needs of any buyer or seller.

When listing a property, Natalie equips her clients with a comprehensive strategy via her 14-point marketing plan.

Starting out, she helps them undergo any necessary inspections or repairs while providing contractor resources and a suite of professional photography and staging services.

From there, she broadcasts her listings to the three Triad to Triangle MLS systems in the region, as well as a highly targeted blend of digital and social media campaigns. But most of all, she is there for her clients each step of the way, from the initial consultation to the successful closing, ensuring a seamless transaction throughout.

Natalie is just as attentive when assisting her buyers. In fact, she keeps in touch with her clients long after the day

of closing through regular check-ins, premium subscriptions to American Lifestyle magazine, and an annual event to benefit the local P.O.R.C.H. charity—all to make sure they are satisfied and thriving in their new chapters. In her 18-year career as an agent, she has earned a fantastic reputation across North Carolina, with the vast majority of her volume coming from repeat clients or referrals.

Now averaging nearly 50 annual transactions, Natalie remains focused on the client-first philosophy that sets her apart.

“Whether I’m assisting a first time buyer or a million-dollar listing, I believe that everyone deserves the same level of service,” she says.

“Because of that, I’m more than prepared not only to help my existing clients, but also their children, grandchildren, neighbors, and associates.”

Having raised her family in Orange County, Natalie is dedicated to her community. On top of contributing to local ministries and initiatives to provide resources to families in need, she is also a volunteer for Meals on Wheels. As a former Productivity Coach with Keller Williams Realty, she is equally committed to her industry, having previously instructed new agents on the best practices for business planning, sales technique, and client care.

As her volume maintains its steady growth, Natalie intends on expanding her proven standards throughout the region. Along the way, she looks forward to all the new opportunities that await. “In real estate, no two days are the same,” she says. “I truly love the process of working with so many different types of learners and personalities to craft a plan that’s personalized to their needs.

Becoming a steward of their experience is a great honor and reward.”

For more about Natalie Bree email nataliebreerealtor@gmail.com, visit NatalieandCoRealEstate.com or call (919) 357-7557 www.

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 51

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 52

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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PATTI SMITH Dependable and reliable, with deep roots in her community, Patti Smith has been helping her clients achieve their real estate goals for nearly three decades.

Patti comes from a real estate family, and she made the leap into the industry after working as a travel agent. When an illness sidelined her for a year, Patti got her license, and the rest is history. That was over 28 years ago, and since then Patti has been using her expertise and work ethic to get results for her clients.

Leading a team of four other agents at Patti Smith Real Estate, Patti serves El Dorado County. “We’re a very rural area called the Georgetown Divide,” Patti explains. “We go from elevations of 1,000 to 5,000 feet. It’s mountainous with a lot of recreation properties and many people work from home. We’re in a very rural, comfortable, safe area.”

An incredible 100% of Patti’s business comes from repeat and referral clients, a feat that speaks volumes about the positive experiences people have when working with her. “Clients keep coming back because of my honesty, and because I’m there for them,” Patti says. “I’m also a very active community member and community leader.”

Some of Patti’s many community endeavors include being a very active member of the Georgetown Rotary Club, where she is a chairperson for the Parade of Lights as well as for the annual Santa program to benefit all children on the Divide. Patti is also involved with the Chamber of Commerce and has been a past president of the El Dorado County Association of REALTORS®, as well as past director of CAR.

When it comes to marketing her listings, Patti uses Facebook, the MLS, and the syndicated sites such as Redfin and Realtor.com to get the word out, as well as her network of other agents who work the area. Patti stays in touch with past clients via her monthly newsletter. She is also a member of By Referral Only, which supports her by sending out postcards. Patti also stays in touch via email, and by just being out and about in her community. “This is a small community, so I see people in the grocery store or at church,” Patti says. “Everywhere you go here, you see someone you know!” The results of her efforts speak for themselves: Patti and her team totaled almost $60 million last year in volume, quite an achievement for a small, non-franchise office.

When she’s not working or giving back to her community, Patti likes to travel, visiting her second home in Montana. Patti loves spending time with her granddaughter, as well as getting out in nature. She likes to be outside, especially hiking at Rubicon Springs.

Looking toward the future, Patti plans on retiring in 2 ½ years, paving the way for a new generation of REALTORS® to continue serving her clients. “I am hoping my younger agents I’m training will take over the business and enjoy doing it,” Patti says. For now, Patti plans to continue providing exceptional service to her clients, no matter their needs. “I love the joy of putting people into a new home,” she says. “When people are going through a time of transition in their lives, I’m able to help people get through it and help them make the right decisions.”

To find out more about Patti Smith, please call (530) 368-0852 or email pattismith@pattismithrealestate.net

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RENATA MAVROGIORGOS Long before becoming a full-time REALTOR®, Renata Mavrogiorgos developed a passion for real estate.

When she moved to Maryland seven years ago, it was the perfect time to take her real estate classes again and start a new career. Since then, her business has experienced a lot of growth, particularly in the past three years after moving to Pennsylvania. She’s not only had multi-million dollar sales years in 2020, 2021, and 2022 but she’s also won the RE/MAX 100% Club Award in 2021 and 2022. Last year, Renata had her third baby and she’s starting 2023 off with the energy and motivation to help as many people in her community as she can.

Renata works independently to serve clients throughout the Poconos, an area known for its beautiful mountains, lakes, waterparks, and hiking trails. “This area has been booming since Covid, when people fled the big cities for a more quiet pace of life,” explains Renata. With a large market for both primary and secondary properties, the Poconos is home to people in all stages of life. “It’s never just about the transaction. I want to connect with my clients and get to know their families and what they are looking for,” she says.

Instead of sending out emails, Renata believes strongly in using postcards and phone calls to keep in touch. She’s in touch with previous clients at least once a month and sends out a physical mailer every 3 months. “I want to see if people have any questions, concerns, etc.” she says. “I’m always here for them.”

As a result of her personable nature, around 60-70% of Renata’s business comes from repeat and referral clients. When it comes to marketing, Renata promotes her high-end listings in Haven Magazine as well as Poconos Living and Poconos Homefinder. You’ll 54

also find her every month in the local newspaper as well as on Instagram.

As she works with RE/MAX, Renata donates a portion of every sales commission to the Children’s Miracle Network. As her children are involved with wrestling and baseball, Renata is also a sponsor and volunteer for the Youth Association of Pocono Mountain. Supporting local businesses is very important to Renata and she shops locally whenever possible.

On average, Renata completes around 25 transactions per year. She admits that real estate has been more than a career — it’s taught her invaluable life lessons. “Working with so many other people has made me more patient and helped me understand how to manage stress. I’ve found myself to be a better person because of my job.”

To learn more about Renata Mavrogiorgos at RE/MAX of the Poconos, call 570-421-2345 (office), 240-478-4256 (cell), email RenataRealtor17@gmail.com, visit RenataSellsPA.com, facebook.com/RenataRealtor17, or Instagram @mountainskyrealtor. www.

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

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

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

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 56

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

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

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

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

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SARAH LEONARD Throughout her dynamic and accomplished real estate career, Sarah Leonard has virtually done it all. From working on the financial side of the business as a loan processor and an underwriter, to helping teams launch and market themselves, Sarah says, “I’ve performed pretty much all of the roles within the industry. I learned every facet of the business very young, starting my first real job at a RE/MAX office when I was 16 and getting licensed the day I turned 21.” The depth and breadth of Sarah’s experience proves a valuable asset for her clients, and they can rely on her to guide them through the process with ease and expertise.

Along with her team, The Sarah Leonard Team, Sarah serves the Chicagoland suburbs, especially the northwest, northern, and western suburbs. A deep familiarity with the area and its people gives Sarah and her team the edge, with high client satisfaction making for a strong repeat and referral business. “Our #1 income source is our past client repeat business, followed by past client referral business and new clients,” Sarah explains.

It’s easy to see why clients keep coming back and referring their friends and family. Sarah forms relationships to last a lifetime. “We follow up with lots of communication after the transaction is over,” Sarah says. “Creating the relationship is the most important thing for us. We want to have a real relationship with our clients, and we build those through interaction and events with the client after the closing.”

As for marketing her listings, Sarah says, “We market in any way possible. We get exposure through our social media channels on Facebook and Instagram, as well as word of mouth from past clients. We also have relationships with local school districts, which allows us huge outreach to get the word out.” That’s Top Agent Magazine

in addition to having relationships with all the major real estate websites including Zillow, Trulia, and Realtor.com. “We like to make sure we’re having the greatest exposure, and that means trying new opportunities that present themselves,” Sarah says.

Sarah and the team give back to their local community whenever possible, working with local food banks, as well as the local women’s shelter, and with the local police and fire department on a coat drive for kids and families in need.

When she’s not working or giving back, Sarah enjoys spending time with her family, as well as staying active and working out.

Looking toward the future, Sarah says, “I plan to continue making sure the team, the agents, and the clients are all getting exactly the service that they deserve.

Our goal is to continue our growth, and also continue to better our business in any way that we can. I believe that if you’re not growing or bettering yourself through education or other opportunities, you’re doing yourself a disservice. We are always taking what we do and trying to make it bigger and better.”

Contact Sarah at 224-239-3966, email sarahleonard@remax.net or visit sarahleonardsells.com www.

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SARI CODURI & KEITH MAGNUS With a deep connection to their local community, Sari Coduri and Keith Magnus focus on building long-lasting relationships with their clients. Since joining forces in 2019, the Coduri | Magnus Team has provided comprehensive, beginningto-end service that truly sets their team apart. Together Sari and Keith have a combined 18 years in real estate sales and a remarkable track record of success with an average of $25M in sales annually.

Their unique individual skills are fully complementary and enable them to connect to, and successfully execute on, the objectives of their valued clients.

Sari and Keith serve the greater Boston area. Sari grew up in Needham, and Keith moved to the area for college over 20 years ago and fell in love with it. “We’re so lucky here,” Keith says. “Between the biotech firms, universities, hospitals, and business there’s always an influx of people coming to this area.” Sari adds, “The smaller towns outside of Boston where we work are great hometown communities, with commuter rail, excellent downtown amenities, and strong public-school systems. We like to say that we don’t just sell the house, we sell the community, and we really get involved in town. I’ve been here my whole life and know almost every street, and that gives us an advantage. We are personally very familiar with the area and we can give buyers a good understanding of what their lifestyle would be like living in suburban Boston.”

Sari and Keith’s business is heavily based on repeat and referral clients, which goes to show the high level of client satisfaction they achieve. “We love that most of our business comes from referrals,” Sari says. “It shows that we’re doing such a good job that people feel comfortable referring us to their friends and family, and that’s a great feeling.”

The comprehensive service Sari and Keith provide goes a long way to explaining what keeps people coming back.

“We do everything from professional photography to floor plans, staging services, clean out services, and junk removal,” Keith says. “Everything along the way that anyone needs handholding with, we offer from start to finish.” “We have also developed an extensive network of professional partners who we trust and can help advise our clients on every facet of the home buying and selling process including mortgage brokers, attorneys, title and insurance agent, home inspectors, and the list goes on.”

Clients find that they can trust Sari and Keith to have their best interests at heart. “We’re very down to earth and very straightforward about who we are,” Sari explains. “We both really enjoy getting to know people. Our clients have a level of comfort with us where they know they can text or call us, and we’ll get right back to them. They also know they can come to us for advice, and we won’t sell them a property they don’t want or need. We’re focused on finding something that works for their lifestyle so that they can invest well and be happy.”

In the future, Sari and Keith plan to continue growing their business. “We want to reach more buyers and sellers and help more people find their dream home,” Sari says. “We think it’s important to give a concierge level of service to our clients, and we want to stay consistent and maintain that high level of attention.”

“We both love what we do,” Keith says. “It’s a passion that’s turned into a business, and the fact that we love it is obvious to our clients, which makes them comfortable to reach out and be authentic around us. We love building the relationship, and the reward of having someone call you years later because they loved what we did for them is the best feeling in the world.”

To find out more about Sari and Keith, please call 781 254 0058 email codurimagnusteam@evrealestate.com or find them online at codurimagnusteam.evrealestate.com www.

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

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

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

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

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

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

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

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

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

Top Agent Magazine ®

Top Agent Magazine

SAVANNAH HENNIG When marketing her listings, Savannah uses a comprehensive approach to ensure optimum exposure.

That includes promotion on the MLS, in the local newspaper, and on social media. The team also has an in-house drone creator and creates in-house Matterport videos for every listing. “Any way we can think of to get our listings out there, we do it,” Savannah says. “Also, by being a part of CENTURY 21®, our listings automatically syndicate to over 170 different websites so that wherever someone is searching for a home, they’ll be able to find it.”

Using her expertise and personal touch to guide clients through the buying and selling process, Savannah Hennig builds relationships that last long after the closing.

Savannah is a third-generation REALTOR® at CENTURY 21 Bill Bartlett, following in the footsteps of her mother, her aunt, and her grandfather, who founded the company 50 years ago. “My real estate career is something that has been in motion nearly my entire life,” Savannah says.

Savannah is very involved in her local community.

She is an active member and trustee of her church, as well as an active school board member for Salado ISD. She serves on the fundraising committee for the baseball and softball league, and in the past she served six years as Treasurer for the Salado Education Foundation.

Savannah also served on the school’s Long-Range Facility Planning Committee. When she is not working or giving back, Savannah enjoys spending time with her family and creating chalk art, which she does for her own enjoyment as well as for local businesses.

Savannah lives and primarily works in the small town of Salado, Texas, about an hour north of Austin and an hour south of Waco. “Located directly on I-35, Salado is growing very quickly,” Savannah says.

“The I-35 corridor is booming right now, and we are very much a part of that. Austin is growing and making its way north, and a lot of industry is coming to the Austin and Temple areas and bringing in workers.” Savannah serves east Bell County, including Temple, Belton, Salado, Rogers, Holland, Bartlett, and the surrounding communities.

As a certified Military Relocation Professional, as well as having gone through the Texas REALTOR® Leadership Program, Savannah is also currently working on her broker’s license. “What I like most in real estate are the relationships I form with my clients,” she says. “In so many cases, when the transaction is closed, I walk away from it feeling like I’ve made a friend.

Salado is a very fast-growing community but it’s still a small community, and I love getting to form connections with people and then see them out in our town, whether at the local grocery store or at our school. The relationship aspect of this business is so rewarding, and that’s absolutely what I love most about it.”

The vast majority of Savannah’s business comes from repeat and referral clients, and it’s easy to see why people keep coming back. “Dedication to our clients is very important,” Savannah explains. “They must have a good experience with you the first time to want to use you a second time, and having a good experience includes being available, communicative, and setting expectations up front for how their experience is expected to go. It also means listening to them and understanding their needs so you can meet them.”

To find out more about Savannah Hennig, call her at 254-913-6783 or email Savannah@c21bb.com.

You can also find her online at c21bb.com/about-us/savannah www.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 62

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

Top Agent Magazine

Top Agent Magazine

TIM SACKS Tim Sacks of Chicago, Illinois, has built a successful business within the world of real estate by combining his hometown knowledge with a professional background in corporate sales and an unmatched attention to detail. “You have to be ready to back up anything you say with a lot of data. If you introduce someone to a new idea, it’s better that they understand you entirely, and when you’re honest and upfront and things work out for your clients, then they will always come back to you.”

After graduating from the University of Iowa, Tim enjoyed a ten year career in technology sales, but he always admired the lifestyle and freedom that accompanied the real estate industry.

“A very good friend of mine from college encouraged me, and eventually mentored me, to help me get started in the industry. Even though we’ve gone into separate brokerages, we’re still close friends, and everybody that I’ve met in this profession really strives to be one big community – I’ve always admired that combination of aspiration and humility.”

Since starting his journey eight years ago, Tim has grown to serve the entirety of the greater Chicago area as a broker with Fulton Grace, and he’s carved out a niche in the Lakeview area and other neighboring communities. “I’ve lived in the Lakeview community at various stages in my life: as a young professional, raising a young child, and now I have three children in my household who are all teenagers. As our activities have evolved, we’ve always been able to explore vibrant businesses and communities all within walking distance. It’s amazing to watch the city grow.”

In addition to the innate allure of his hometown, Tim attributes much of his success to his systematic, grounded approach to client satisfaction: listen and adapt. “The biggest thing I do to make a property attractive is to have a conversation. Know what your clients can do from the Top Agent Magazine

outset and understand what they’re hoping to get out of the experience. Once I know that I can share their vision and adopt a strategy to bring it to fruition. If you can do that for people, they will tell the whole world about you.” This tried-and-true approach has established Tim as a trusted broker within his community, and he enjoys the regular acts of giving back and keeping in touch. “Sometimes it’s a simple phone call. Other times it’s something creative, like a personalized gift or a candle. I just want people to know that they can rely on me for anything – whether it’s real estate related or not.”

With his position in the industry cemented, Tim is looking forward to tackling the ever shifting landscape of real estate. He prides himself on his ability to continue to learn and adapt, and he is looking forward to the year ahead. “My biggest goal for my business is to be a perpetual student. The market is always going to change, so you just have to accept that from the beginning; but if you’re attentive and diligent, and you can be flexible while remaining steadfast, then success is all but inevitable.”

Contact Tim at 773.318.6921, timsacks.com or email timsacks@fultongrace.com www.

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