Nationwide & International 3-18-24 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

Key Mistakes to Avoid for

A SUCCESSFUL HOME SALE

Establishing Yourself As a LOCAL AREA EXPERT

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

BEYOND

CLEANING AND DECLUTTERING:

FEATURED AGENTS

AMY BRAGDON BECKY PARTIN CLEVE LOVELAND FRANDY CHERESTAL KIM BUISH MILES ZIMBALUK SHANE REID

What Improvement Expenses Make the Most Sense?

COVER STORY

FERNANDO GIANDOMENICO

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Establishing Yourself as a

LOCAL AREA EXPERT For real estate agents and local business professionals, carving out a reputation as a go-to local expert is invaluable. 4

Below are tailored strategies for real estate professionals eager to become their community’s trusted authority.

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Deep Dive into Local Insights

Boost Your Digital Footprint

Gain an intimate understanding of your community’s pulse—its history, cultural nuances, and what makes it tick. Keep abreast of housing trends, economic shifts, and unique local attributes that influence the market.

Craft a compelling online presence with a professional website and active social media channels. Share insights on local happenings, market updates, and valuable content that positions you as the local expert.

Hone Your Specialty Pinpoint a market niche that aligns with your community’s specific needs. Whether it’s a focus on historic homes, luxury properties, or first-time homebuyers, specializing sets you apart.

Forge Local Connections Immerse yourself in the community by attending events, joining local organizations, and engaging in activities that matter to your neighbors. Cultivating relationships with fellow businesses and professionals enhances your network and referral potential.

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Collaborate with Neighborhood Businesses Partner with area businesses and groups for mutual promotion. These partnerships can broaden your visibility and reinforce your community ties.

Commit to Community Service Demonstrate your dedication to your area through volunteering and supporting local causes. Authentic engagement with your community can significantly bolster your personal brand.

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Educate Your Audience

Maintain Cohesive Branding

Offer your expertise through informative content that addresses the local market’s nuances. Publishing guides, articles, or videos can make you the go-to source for real estate advice in your area.

Ensure your branding is consistent across all platforms. A recognizable brand identity makes you easily identifiable and strengthens your market presence.

Stay on the Pulse of Your Community

Leverage Client Success Stories Utilize testimonials from local clients to underscore your impact. Encouraging satisfied clients to share their experiences online can further solidify your reputation.

Engage with Local Media Position yourself as a local real estate authority by contributing to local publications and websites. Offering insights on real estate trends or market forecasts can increase your visibility and credibility. 6

Keep informed about local developments, news, and events. Sharing your perspective on how these could affect the local real estate scene showcases your expertise and keeps you relevant. By diligently applying these strategies, you can establish yourself as the definitive real estate authority in your local market, enhancing both your credibility and your opportunity for growth within the community.

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FERNANDO GIANDOMENICO

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Top Agent Fernando Giandomenico founder of The FernG Team primarily serves the Vaughan area, though their operations extend across the Greater Toronto Area. With a career sparked by a serendipitous suggestion from a friend 31 years ago, Fernando Giandomenico has carved out a distinctive path in the real estate industry. Initially an entrepreneur in the retail sector, he sold his business and obtained his real estate license in 1992. Several years ago, he founded The FernG Team with a vision to mentor and guide entrepreneurs within the real estate sector, aiming to cultivate top producers through the wisdom and opportunities provided to him by his network over the years. Fernando and his team primarily serve the Vaughan area, though their operations extend across the Greater Toronto Area (GTA). Fernando distinguishes himself in the competitive real estate landscape with an approach that places client satisfaction and retention above all. His team has a 75% rate of repeat and referral business on average, which Fernando credits to their efforts in maintaining relationships. “We host client appreciation events twice a year, and provide guarantees to all our clients,” he explains. For buyers, these promises include a communication guarantee, warranties for home appliances, and financial incentives if purchase savings goals are not met. Sellers receive robust assurances as well, such as a bold promise 8 Copyright Top Agent Magazine

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that “if we don’t sell their home, we’ll buy it.” Fernando’s philosophy is simple yet profound: “We not only say it, we actually do it.” This ethos sets Fernando and his team apart, ensuring they are not only agents but trusted partners in the real estate journey. When it comes to marketing, The FernG Team maximizes visibility and engagement. “We market through direct mail, such as postcards, and take other approaches such as being on multiple popular radio stations like CHIN Radio. We also sponsor a popular new TV show on CityTv called “Bella Ciao Morning.” Fernando explains. Their digital presence is particularly important, with profiles on all the top sites including Instagram,

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TikTok, LinkedIn, Facebook, and YouTube. You can find Fernando’s team by searching @ theferngteam on all these social media channels. This comprehensive online strategy is complemented by more personal touches, such as open houses and door knocking, showcasing a blend of Internet reach and relational marketing to. Their efforts have yielded impressive results, with the team’s volume averaging around $100 million last year. Fernando’s team is deeply invested in giving back to their community, demonstrating their dedication through active involvement and support. “We’re part of the Vaughan Chamber and many other associations, including charities like

Sellers receive robust assurances from The FernG Team, such as a bold promise that “if we don’t sell their home, we’ll buy it.” Fernando’s philosophy is simple yet profound: “We not only say it, we actually do it.” the Ronald McDonald House Charities and The 482 Collective, which supports women who have been victims of abuse and trafficking,” Fernando shares. The team donates a portion of their commission from every transaction to these causes. Their vision for the future of the brokerage is centered on improving tools, establishing accountability programs, mentorship, and coaching tailored to ensure every team member’s success. Plans to expand into a brokerage under the growing brand of Your Home Sold Guaranteed Realty, with aspirations of opening multiple offices and employing over 500 agents, reflect his commitment to growth and excellence in the real estate industry. Fernando is constantly inspired to make a difference in the lives of those he serves and can’t wait to see where the next few years take him. “As an investor myself, I know how powerful it can be, so I want to give back and show people how life-changing it is to grow wealth through real estate.” Fernando Giandomenico is also proud to have been recognized as the McGillivray Trusted Broker in Vaughan, ON. Scott McGillivray 10Copyright Top Agent Magazine

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knows firsthand about the value a knowledgeable, connected and dedicated Real Estate Professional brings to the buying and selling process. From his experience with hundreds of real estate investments over the past 20 years, award-winning HGTV Star and Celebrity Real Estate Expert. “Partner with the Professional I trust!” recommends Scott McGillivray, star of hit HGTV shows Scott’s Vacation House Rules, Income Property and Renovation Resort. “Selling your

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home or buying a new one is a huge financial decision, so it’s important to use an experienced agent who knows your market. Based in Vaughan, Fernando Giandomenico and his team set themselves apart by their unwavering commitment to clients, top-notch customer service, and extensive marketing network to get your home sold for top dollar. With over 30 years of experience, Fernando offers a wealth of real estate knowledge and guarantees, including “You’re home sold, or we’ll buy it” to ensure peace of mind and unparalleled satisfaction.”

For more about Fernando Giandomenico, please call 416-417-5478 email fernando@theferngteam.com or visit theferngteam.com www.

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online. Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales. Top Agent Magazine

RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up. Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 14

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease. Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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AMY BRAGDON Amy Bragdon was always drawn to real estate. After purchasing a home, renovating it, and tragically losing it to a fire, her passion for this industry was ignited. Amy was determined to overcome the challenge, purchasing another home and renovating it. “I made it my own,” she explains. She soon decided to earn her license and put her love of real estate to work. It wasn’t long before she formed Bragdon Realty, which has continued to grow year after year. Amy’s success has earned her numerous accolades, including a Gold Distinction Award and Opal Award, as well as a Bronze Award from Habitat for Humanity for her volunteer hours. Based in New Brunswick, Canada, Amy has become a prominent figure in the community, known for her helpful nature and willingness to go above and beyond. Setting herself apart in the real estate market by always putting her clients first, Amy’s business mostly consists of referrals. “It’s a big majority,” Amy explains. The foundation of her success lies in what she describes as her “five pillars,” a set of principles that not only define her business model but also foster a strong, community-oriented relationship with her clients. These pillars include donating to those in need, providing an elevated experience to her past clients with perks like negotiated rates at the Delta Hotel, and supporting local businesses by ensuring all client gifts come from local, independent stores. Her marketing expertise is evident in her comprehensive package that includes digital staging, Matterport, drone shots, and widespread advertising across

social media and Google ads. But it’s Amy’s knowledge and passion that truly set her apart. Her holistic approach not only enhances the client experience but also strengthens the fabric of the community. Local involvement extends far beyond real estate for Amy, as she has a profound dedication to giving back. Volunteering with Habitat for Humanity and the YMCA’s Strong Communities campaign, Amy has served breakfast at fundraising events and painted houses for those in need. Beyond local efforts, her role as a regional advisor for World Vision Canada showcases her commitment to global philanthropy. In the moments she finds for herself, Amy channels her experiences into writing, having published an autobiography, “Beauty for Ashes,” with a second book on the horizon. Her literary work aims to inspire and support others through life’s challenges, further highlighting her deep engagement with people’s stories and her desire to make a positive impact. Envisioning a future where her real estate business continues to expand, Amy plans to onboard new recruits and streamline operations with additional administrative support. At the heart of her ambitions lies her love of people, their stories, transitions, and milestones. For Amy, real estate is far more than transactions, it’s about building lasting relationships, celebrating life’s victories, and being an integral part of her clients’ most significant moments. “I love being there to celebrate wins with them, be part of their lives, and help them make decisions.”

For more information about Amy Bragdon, please call 506-476-4368 or email abragdon@exitadvantage.ca Top Agent Magazine

How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon. Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 16

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

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

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

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

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

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

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BECKY PARTIN The word “resilient” aptly describes Becky Partin, REALTOR® and now owner of her own brokerage in the heart of Savannah. After opening Luxe Real Estate Services in 2020, “weeks later they shut the world down due to Covid,” she recalls. “I could have given up. I could have claimed defeat. I could have done a lot of things, but I came into the office every day when nobody else came in because I wasn’t going to give up on this thing that I had worked so hard to achieve.” With a team of 15 agents, Becky’s company is a force in Richmond Hill, just south of the Savannah City Limits. They serve all the surrounding counties of Bryan, Effingham, Chatham and Liberty, as well as some areas of South Carolina. She began her real estate career decades ago. “But life had other plans,” she says, “and I became a single mom shortly after. Real estate was always my dream, though.” Fast forward to 2016, and Becky decided it was time to pursue that dream once again. “My husband and I had talked about it for years,” she explains. “So, I took the leap and got my license again. The rest is history.” What sets Becky and her team apart is their unwavering commitment to providing concierge-level experiences for their clients. “We sell luxury customer service,” she declares. “Whether you’re buying your starter home or your forever home, we’re here to make the process seamless and stress-free.” It’s not just about the transaction for Becky—it’s about building lasting relationships with her clients. With nearly all her personal business now driven by repeat customers and referrals, she makes a point of staying

in touch with clients through regular check-ins, client appreciation events and personalized communication. When it comes to marketing listings, Becky goes above and beyond. “We don’t just take photos and call it a day,” she explains. “We create social media content, host open houses and engage with the community to ensure maximum exposure for our listings.” In 2023 alone, Becky’s brokerage achieved an impressive $36 million in volume, a testament to her dedication and expertise in the industry. But for Becky, success isn’t just about numbers—it’s about empowering her team to be the best in the business. “For me, it’s about training successful agents to be the best in the community,” she shares. “We have a stringent training process to ensure that every agent delivers luxury customer service.” Beyond her work in real estate, Becky is deeply involved in her community, supporting local athletic teams and participating in various events throughout the year. “We’re not just real estate agents,” she adds, “we’re members of the community.” When she’s not working, Becky enjoys spending time with her family, singing in the church choir and visiting her grandkids in Florida. As for the future of her business, Becky has big plans for expansion while remaining focused on serving her community with excellence. She hopes to expand to 25 agents and possibly open another office in the Savannah area. “I’m proud of what we’ve built,” she says, “and I can’t wait to see where we go.”

For further information about Becky Partin call 912–228–2565, email her at becky@luxerealestateservices.com, or visit luxerealestatega.com www.

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KEY MISTAKES TO AVOID FOR A SUCCESSFUL HOME SALE Steering clear of these common home selling errors is essential for a seamless and effective Top Agent Magazine

transaction. Here are some top home-selling mistakes to avoid:

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Picking the Wrong Agent

Low-Quality Listing Photos

An experienced and compatible real estate agent is crucial. Select an agent with a strong performance history and knowledge of your local market.

Dishonesty

Improper List Price

Avoid setting an unrealistic asking price. Analyze the local market and similar properties to find a competitive and fair price.

Not Making Repairs

Make necessary repairs and improvements to attract buyers. Addressing issues beforehand can make your home more appealing.

No Home Staging

Proper staging is key. Declutter, depersonalize, and arrange furniture to highlight your home’s features.

Not Tending to Curb Appeal

First impressions are vital. Enhance your home’s exterior with maintenance, landscaping, and possibly a new paint job.

Ensure your listing has high-quality photos. Attractive, clear images can significantly impact buyer interest.

Lack of Marketing

Expand beyond traditional marketing. Utilize online platforms and various channels to increase your home’s visibility.

Be transparent. Fully disclose the property’s condition to avoid potential legal complications.

Having Emotions Involved

Maintain a business perspective. Emotional attachment can complicate the selling process.

Ignoring Market Trends

Understanding current market dynamics can guide your decisions regarding pricing and the best time to sell.

Not Being Flexible

Openness in negotiations can facilitate a sale. Be willing to consider reasonable offers and compromises.

Unprepared Showings

Maintain a show-ready home at all times. A tidy and clean environment can make a strong impression during unexpected showings.

By avoiding these common mistakes, you can increase your chances of selling your home quickly and at a satisfactory price. 22

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CLEVE LOVELAND Cleve Loveland of Orlando, Florida, combines over thirty years of industry expertise with client-centered business practices and a commitment to shared success to fuel his thriving real estate business. “I always go back to our Real Estate Business & Planning. We work with sellers way in advance to find out exactly what their goals are and how we can help them. Being a part of someone else’s journey and helping them realize their dreams is what keeps me going!” For Cleve, real estate is as much an inherited vocation as it is a lifelong passion. In 1993, he obtained a Real Estate license and began serving six counties spread across central Florida. Today in 2024, Cleve broadcasts a real estate radio show & is the head of Loveland Properties, which houses a team of five who collectively average between eighty and one hundred homes each year. “We’re planning to grow about twenty percent – both in full-time staff at our office and in volume,” “Buying and selling has always been in our wheelhouse, but we also have a property management arm, so we appeal to individuals, business owners , and investors.” This broad strategy has Cleve working a book of business that has over seventy-five percent referral clientele, and this professional network

forms the foundation of Loveland Properties. To keep in touch with his sphere, Cleve relies on tried-and-true business practices that prioritize direct client contact and consistent marketing. “I’ve been doing a radio show for twenty-seven years now, and I do advertise my listings there, but aside from that we rely on the MLS to market listings. Plus we make sure we invite our clients to celebrate with us whenever we can.” Loveland Properties relies on monthly mailers, hand-tailored personal letters, movie nights, and holiday events to network with clients and support festivities in central Florida. The team regularly champions gift-giving events during the holidays, and they invite families to enjoy Cookies With Santa each year! When he’s helping his clients realize their dreams, Cleve also goes to great lengths to support his extended community. He is celebrating his fifteenth year as a Rotarian, and he and his team support a charitable organization every quarter. Cleve enjoys his family time with his wife Brenda of 18 years and an active lifestyle full of exercise and competitive pistol shooting. “I plan to stay the course and perfect the systems we already have in place. As long as we continue helping our clients with their real estate dreams and goals, we will continue to grow.”

For more information about Cleve Loveland, please call 407-352-8118 or email LovelandCleve@gmail.com Top Agent Magazine

Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense? Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning. Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 24

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

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography. Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection? In general, some improvements are required, others are low-cost and others pay for themselves

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

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution. While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings! A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it. “I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective. Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning. 26

Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice. Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements. Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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FRANDY CHERESTAL Meet Montreal Broker Frandy Cherestal, whose real estate journey commenced seventeen years ago while working as a trainer at a gym. While training a few land developer clients, his interest in real estate sparked upon getting a glimpse into their world. Also curious about the investment side of real estate, Frandy was motivated to dive more seriously into the world of real estate after his first real estate investment with a broker took a turn for the worse. After a long run in the business, Frandy has gained an all-encompassing understanding of the real estate fabric. From 2007 to 2015, he was a solo agent, but in 2015, he partnered with Derek Beech, a colleague that became a friend and asset to the business, allowing the two to cultivate a healthy work-life balance. Primarily serving downtown Montreal, Frandy expands his services to the surrounding areas, traveling up to an hour to assist clients. “As long as my car can take me, I will go,” Frandy shares. With a repeat and referral business of 80%, clients often return to work with him due to his honest and authentic approach, vast knowledge of properties, income properties and proficient negotiation skills. Furthermore, his genuine love for real estate and people is evident, drawing clients with his transparent and patient manner.

“I’m a very patient broker,” he explains. “I’m not pushy, if my clients want to spend more time shopping for a home, I will stay by their side and help them journey towards their goals.” Frandy utilizes modern marketing strategies like social media, open houses, and the MLS to market listings effectively. Additionally, he remains available to clients, always ready to pick up the phone. As a result of their efforts, the team averages between $20-22 million in volume annually. Frandy loves working with people and guiding them through their real estate journey, and enjoys the flexibility and social nature of his career. In Frandy’s free time, he is a traveler, an avid gym-goer, and a sports enthusiast. He cherishes quality time spent with family and friends. Frandy’s future looks promising, with plans to continue his real estate journey for years to come, boost his investments, and build a resourceful team. “I genuinely love what I do and love sharing it with my clients,” Frandy shares, echoing his sincere devotion to his real estate career. Frandy Cherestal’s business ethos showcases his loyalty to people and integrity in nurturing lasting relationships.

To learn more about Frandy, please call 514-802-2977, email frandy@dereknfrandy.com, or visit dereknfrandy.com www.

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My Crystal Ball:

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

You can predict if you’ll be successful in real estate. It’s not what you think, either. 28

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

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

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

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

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

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

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

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

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

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KIM BUISH Stepping into the real estate world over two decades ago alongside her husband, Kimberly Buish’s initial goal was investing. “We decided we wanted to start buying rentals,” Kimberly says. “So I got my license, but I soon fell in love with the business and ended up quitting my job in oil and gas to devote myself to real estate full-time.” Her early days were marked by an impressive accolade, clinching the ‘Rookie of the Year’ title for Texas and Louisiana at Century 21. This award set the stage for a career built on referrals. Five years ago, Kimberly and her husband made a strategic move, partnering with JLA to open their own office, overseeing a thriving team of 150 agents. While Kimberly focuses on her residential clients and investors, her husband manages office operations and their property management company. Kimberly distinguishes herself in real estate with a unique approach to client service, embodying the role of a lifelong consultant beyond the transaction. She aims to be the go-to person for her clients for anything they need, even long after the house keys have been handed over. “I have clients that I put into homes years ago, who still call me if they need a plumber, they call me if they need a light hung, flooring, paint, etc. “ she explains. Her extensive network, developed through her property management company, enables her to offer a wide range of services, from referring maintenance work to tax help, ensuring that her clients always have a trusted resource to turn to. The team’s philosophy of providing lasting support not only keeps them at the forefront of their client’s minds but also cements their reputation as dependable and versatile agents.

When it comes to marketing, Kimberly utilizes a blend of digital strategies and personal engagement, emphasizing the strength of the Houston Association of REALTORS® website for online visibility. She maintains strong connections within the local real estate community, enhancing her ability to share listings widely among agents. “I’m also very big on doing an open house as soon as the house is listed, open houses work if you work them correctly” she says. Her commitment to availability is unmatched, as she or a colleague is always on hand to address inquiries and show properties. The team actively engages in various volunteer efforts and utilizes their political connections to contribute to local initiatives. For relaxation, they escape to their personal Airbnb/beach house in Bolivar, appreciating the tranquility it offers away from their busy lives. As Kimberly looks toward the future, she plans to enhance their technology and online presence. With the adoption of a new CRM and the advancements in AI, she’s poised to revolutionize how she connects with her extensive client base accumulated over these past two decades. Additionally, Kimberly’s venture into new home building (with 29 new construction homes under her belt), alongside her husband and a partner, has not only expanded their portfolio but also enriched her expertise in the real estate industry. “At the end of the day, what I love most about what I do is that it allows me to always make new friends. I just love helping people, and being part of such a big change in their lives is so fun.”

For more information about Kimberly Buish, please call 713-819-1642 or email kim@thebuishteam.com

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MILES ZIMBALUK Meet Miles Zimbaluk, a pioneer in the real estate world whose journey began in financial planning, evolved through mortgage brokerage and new construction development, and culminated in a thriving career traversing two countries. Miles made the leap from Canada to the United States a decade ago, geared up with twenty years of industry experience. Today, he represents HomeSmart, catering to a clientele of Canadian and Foreign buyers and guiding them through the intricate terrain of cross-border transactions. At the same time, he dominates North America as a top agent. With dual citizenship under his belt, Miles offers a tailored experience, serving clients on a deeper level than typical traditional agents. With the capacity to help Canadians relocate throughout the entire United States, their emphasis lies in assisting clients to acquire homeownership in the Southern States, drawing a clientele of investors and second-time homebuyers. Although his commitment to clients extends beyond borders, Miles specializes in the greater Phoenix area, ensuring a seamless transition to their new homes. When necessary, he refers to highly qualified agents to provide top-notch service for those outside his reach. To stay in touch with past clients, Miles harnesses the power of CanadatoUSA.com, a platform boasting over 50,000 subscribers, offering relocation solutions and abundant cross-border resources

pertaining to cross-border taxes, insurance, and currency exchange. With an effective email marketing strategy, Miles leverages the MLS networks, social media platforms, and the CanadatoUSA brand, which drives half a million visitors annually, increasing visibility with listings. Above all, ensuring his clients are well-informed and prepared for the complexities of purchasing property as foreign buyers remains at the forefront of his business ethos. Looking ahead, 2024 will be a prosperous year, with Miles and his team anticipating 200 closed transactions, an outstanding testament to their unwavering commitment and expertise. Despite his professional accomplishments, Miles finds fulfillment as an educator as he guides clients through the intricacies of relocation. Additionally, his devotion to service extends as a member of the Phoenix Real Estate Association and National Real Estate Association. When he isn’t working, Miles cherishes spending time with his family and rounds of golf, practicing the balance between work and leisure. Recalling his real estate journey, Miles attributes his success to carving a niche market, allowing him to develop remarkable expertise and nurture enduring client relationships. In the vibrant real estate landscape, Miles Zimbaluk stands out as an agent and a problem solver, bridging borders and changing lives with every transaction.

To learn more about Miles, email miles@canadatousa.com, call 480-324-6111, or visit canadatousa.com or mileszimbaluk.com www.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing? For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day. If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes. Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks. As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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SHANE REID Shane Reid of Hudson, Ohio, has grounded his twenty-seven-year real estate career in tried-and-true business practices that combine candor, communication, and work ethic. “I just like fixing things and helping people. If you can be readily available to communicate with your buyers and sellers, and you understand how to work with other agents to solve problems and make sure everybody wins, then you can thrive in the industry. Nationally 55% of Realtors sold an average of 1 home last year - it takes a lot of hard work and dedication.” For Shane, real estate is as much an inherited vocation as it is a lifelong passion. “My parents owned their own brokerage while I was growing up,” he recalls. “I worked for a while once I graduated from college, but in 1997 my mom convinced me to get my license. I’ve been a full-time REALTOR® ever since.” After hanging up his license with Century 21 HomeStar, Shane has serviced Northeast Ohio since the very beginning in 1997, and he carved a niche in the industry by targeting corporations as well as individual buyers and sellers. Today in 2024, Shane boasts an average volume of over fifty homes each year. He combines a broad interpersonal network (including contracted agents with The Reid Home Team) and a robust digital footprint to market listings and garner competitive offers. “My work primarily centers on working with corporations,” he exudes. “I do evaluations and

construction draw inspections, and I work to get PMI off of houses, in addition to listing and selling homes. Forming those relationships early on has been huge for me.” By diligently participating in every step of the real estate process and transparently communicating with all parties involved, Shane has established a book of business that is over fifty percent repeat and referral clientele. When he’s not busy solving problems for colleagues and clients, Shane goes to great lengths to bring his indomitable spirit to the extended community. He is a volunteer firefighter for the city of Hudson, he is on the Summit County Hazmat Team, and he volunteers with the Hudson Bandstand to organize and produce summer music festivals every year. “I used to be on the architecture review board for the city of Hudson, and now council members from Cleveland have been asking me questions about a new ordinance – I just can’t help myself. If there are people in need, it doesn’t matter to me where they live.” With his position cemented in the real estate industry, Shane leans into his tireless disposition by aiding investors and exploring the world every chance he gets. “My wife and I have a bucket list of travel destinations, and if I’m not working with my clients, I like to fix properties for investors to turn them around. Not just slapping paint on them – we like to improve the quality and structure of the home so we can add value for the families that are going to live there.”

For more information about Shane Reid, please call 330-577-7080 or email shanereid97@gmail.com

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