NATIONWIDE & INTERNATIONAL 3-20-23

NATIONWIDE & INTERNATIONAL EDITION

THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT

3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN

MAKE YOUR BUSINESS BETTER UNCOMMON CONTACT: Connecting with Clientele Through Social Media COVER STORY

CAROLYN GLAZIER

FEATURED AGENTS ALISSA TRAUGHBER AMY RIO AMY ROSSANO BERNELL ZORN BRAD GOTHBERG BRYAN DEVORE CAITLIN BEANAN CLAUDIA MARRONE DEBRA TEAL DOUGLAS CABRAL ESTHERMARIE GALLICCHIO GINA URSINI HEATHER LAKE HILARY KADEN JAY SNYDER JOANNA DIPIERO LESLIE McCOTRY MARC MAGLIOCCO NICK MASTRANGELO RILEY SCHATZ ROXANA ALARCON ZACH FRIES

24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where 4

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

Top Agent Magazine ®

Top Agent Magazine

good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

Top Agent Magazine

detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

Top Agent Magazine ®

5

scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

6

Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

Top Agent Magazine ®

Top Agent Magazine

CAROLYN GLAZIER Top Agent Magazine

7

Top Agent Carolyn Glazier is the co-founder of Capulet Properties at Angell Hasman & Associates where she assists clients throughout White Rock, South Surrey, South Langley and West Vancouver.

Carolyn Glazier has lived, worked, and served in her community for over 30 years.

Interested in the housing industry, she started out by investing in and renovating properties. She was most drawn to real estate because it complimented her knowledgeable, sales-oriented personality. “Real estate was a natural fit for me,” she says. “I 8 Copyright Top Agent Magazine

love providing clients a strategic approach to achieve the best deal possible.”

Today, Carolyn is the co-founder of Capulet Properties at Angell Hasman & Associates where she assists clients throughout White Rock, South Surrey, South Langley and West Vancouver. Specializing in luxury Top Agent Magazine

listings, she and her team possess the training, instincts and experience to satisfy the most discerning clientele.

When listing a property, Carolyn carefully guides her clients through the process.

After supplying professional photographers, Top Agent Magazine

cinematic videography and designer home staging, she provides innovative technology and sophisticated marketing campaigns designed to reach a targeted international audience and create a global appeal. As a result, her luxury listings have been known to draw millions of views online.

Copyright Top Agent Magazine 9

“The homes I’m representing are architectural masterpieces,” Carolyn says. “My team and I have the knowledge to showcase their unique features and highlight their potential—all while maintaining privacy and minimal disruption to our clientele.”

Throughout this process, Carolyn’s focus is always directed toward a client’s comfort.

“The homes I’m representing are architectural masterpieces,” she says. “My team and I have the knowledge to showcase their unique features and highlight their potential—all while maintaining privacy and minimal disruption to our clientele.”

Meanwhile, Carolyn is a steadfast advocate for her buyers, addressing their needs with her expertise and open communication.

10Copyright Top Agent Magazine

Coming from an extensive background in business and real estate sales, she understands the nuances of any deal. And for Carolyn, service doesn’t stop with the final transaction. “I strive to maintain an ongoing communication with all my clients. It’s a privilege to work with them, and they know I would jump at the opportunity to work with them again.”

Lauded for her warm accessibility, tireless service and confidentiality, Carolyn has Top Agent Magazine

earned an outstanding reputation around the Fraser Valley, with the near-entirety of her volume coming from either repeat clients or referrals. She is held in equally high esteem by her fellow agents, and is even willing to share a commission to collaborate on a transaction if she feels that it would be in the best interest Top Agent Magazine

of the clientele. This care for the process certainly doesn’t go unnoticed—as one client describes, “Carolyn’s service is far beyond that of any other realtor—she looked after our house before, during and after the sale, and she ensured everything was perfect. Even the buyer’s agent was amazed at her service.”

Copyright Top Agent Magazine11

Elsewhere, Carolyn has an exciting plan for the future of Capulet Properties. Recently, her daughter Sabrina has joined her team, and together they will be continuing to grow as a family business. “I’m thrilled to

be building out the next phase of our brand with Sabrina,” Carolyn says. “She’s a natural. Even when she was younger, I could tell that she had that specialness, depth and magnetism.”

To learn more about Carolyn Glazier view her instagram @capuletproperties, email carolyn@capuletproperties.com, visit capuletproperties.com or call (604) 626-8169 www.

12Copyright Top Agent Magazine

Top Agent Magazine

The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

Top Agent Magazine

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

Top Agent Magazine

13

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

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

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

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

14

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

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

Top Agent Magazine

Top Agent Magazine

BRYAN DEVORE Top Agent Magazine

15

BRYAN DEVORE

A longtime San Diego resident, Bryan Devore has always been passionate about helping others.

After building an accomplished career in the marketing industry, he found himself seeking a new opportunity that still spoke to his entrepreneurial spirit, but afforded him time to be there for his family. Inspired, he decided to pursue his real estate license and launch his career as an agent, quickly finding his niche working with members of the local senior population—in particular, those looking to downsize, move closer to family, or transition into assisted living.

Drawing from his core values of openness and integrity, he would go on to establish a network of satisfied clients that spans the state.

bate and Trust Specialist with his Seniors Real Estate Specialist® Designation, he has cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Bryan prefers a comprehensive approach. After helping his clients fully prepare for the market, he shares it via a highly targeted blend of digital and social media cam-

Today, Bryan is a REALTOR® and Director of the Senior Division at Berkshire Hathaway HomeServices California Properties, where he leads the Devore Realty Group to assist clients throughout San Diego County and the surrounding areas. A Certified Pro16

Copyright Top Agent Magazine

nothing more fulfilling than meeting a client, learning about their situation, and smoothly getting them from Point A to Point B.”

paigns. To go with amplifying his listings through a suite of third party websites and video interviews, he leverages proven resources like print campaigns in local publications to ensure a seamless transaction.

On top of serving on the Board of Directors for ElderHelp, Bryan is President of the San Diego County Council on Aging. He is equally committed to his industry, hosting the popular real estate podcast, The Bryan Devore Connection. When he’s not with clients or giving back, he can be found spending quality time with his wife and children, hiking with friends, or attending the occasional Padres game.

Elsewhere, Bryan is just as attentive when assisting his buyers, carefully guiding them to the right investment for their best interests. In fact, he keeps in touch long after the deals are done through regular check-ins and his informative video series, The Monday Market Moment, to make sure his clients are satisfied in their new homes. More than anything, he enjoys welcoming newcomers into his thriving San Diego community, from its booming economy to its family-friendly neighborhoods.

As his volume maintains its steady growth, Bryan intends on scaling his work within the senior space while expanding his reach throughout the region. In the meantime, he looks forward to all the new connections that await. “I truly care about the people I work with,” he says. “The greatest reward is knowing that I provided my clients with the education and resources they needed to make a strong decision. At the end of the day, I want their journey to be the best it can possibly be.”

Over the years, Bryan has earned a terrific reputation throughout California, with the vast majority of his volume coming from repeat clients and referrals. Having exceeded $40 million in volume in 2022 alone, he remains committed to the standards that set his team apart. “In real estate, no two days are the same,” he says. “For me, there’s

For more about Bryan Devore, email Bryan@DevoreRealtyGroup.com, call (760) 908-3838, visit DevoreRealtyGroup.com or find him on Facebook: facebook.com/DevoreRealtyGroup Watch him on YouTube: youtube.com/channel/UCIitlaWuj3ToRIRtu3O25DA Connect with him on LinkedIn: linkedin.com/in/bryandevore www.

www.

www.

www.

Top Agent Magazine

Copyright Top Agent Magazine 17

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.

Top Agent Magazine ®

Top Agent Magazine

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

Top Agent Magazine

Top Agent Magazine ®

19

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

20

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.

Top Agent Magazine ®

Top Agent Magazine

Marc Magliocco Top Agent Magazine

21

MARC MAGLIOCCO

Real estate is a field that often requires years of experience and dedication to truly excel. Marc Magliocco, a successful real estate agent based in Northern California, has certainly achieved both. With a family background in construction/ development and decades of experience in real estate, Marc has become a well-respected member of the industry, with a reputation for providing exceptional service to his clients. Starting with Coldwell Banker 35 years ago, Marc quickly established himself as one of the top listing agents in the Los Gatos office. However, he didn’t stop there.

Marc continued to grow and expand his skill set, obtaining his appraisers and broker’s licenses. He always had a dream of opening up his own shop, and in 2019, he did just that. Now, Marc owns his own company Beacon Real Estate, a boutique real estate firm. As many Silicon Valley startups go, Beacon Real Estate came to fruition as an idea, a vision of how a boutique real estate firm could better serve its clients through technology and a high level of personal service.

22

“I’m now able to provide a much higher level of service to my clients, offering a truly personal approach,” he explains. One of the things that sets Marc apart is his commitment to providing one-on-one service.

Rather than delegating tasks to assistants, Marc is always the one answering his clients’ calls. From the very beginning of a transaction to the end, Marc is hands-on, offering property enhancement services, design/staging options, whatever is needed through his many preferred vendors. Marc is dedicated to

Copyright Top Agent Magazine

giving his clients the best possible experience, knowing this is a major chapter in their lives.

Serving Santa Clara, San Mateo, and Santa Cruz counties, almost all of Marc’s business derives from repeat clients and referrals. He maintains this high percentage by offering the highest level of service and finding creative solutions to challenging issues, streamlining the buying or selling process. “I’m always available to my clients,” he explains. “I try to make the experience stress-free and seamless.” Even after the transaction, Marc remains in touch, letting his clients know if there is anything they need he is there to help.

Marc’s approach to marketing his properties is tailored to each home he represents. He starts with a pre-marketing assessment to enhance the presentation of the property. If a home needs a lot of work, Marc partners with a preferred contractor to design and implement the improvements. Once the home is ready, he uses a top-tier virtual tour company that creates a compelling presentation, maximizing market appeal and allowing potential buyers to envision themselves in the space. He also initiates a comprehensive targeted digital and social media marketing campaign and advertises in luxury magazines recognized for high-end properties in the Bay Area. To provide international exposure, Marc utilizes his partnership with ListGlobally, promoting properties worldwide through a global network of 100 luxury portals in 60 different countries.

Years into his career, Marc continually ranks as one of the region’s top producing agents. He was listed as one of the top 500 real estate agents for Silicon Valley last year and is showing no signs of slowing down. But for Marc, it’s not about the numbers, it’s about his client’s happiness. “My number one priority is to make sure everyone I serve is satisfied,” he explains. “It’s all about achieving my client’s objectives, establishing trust, and building lasting friendships.” Trust, integrity, and knowledge are the cornerstone of Beacon Real Estate and a direct result of Marc’s continued success.

Top Agent Magazine

For more about Marc Magliocco, please call 408-314-2256, email marc.beaconre@gmail.com or visit beaconrealestategroup.com http://

Copyright Top Agent Magazine 23

Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

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

for you!

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

grahamharrop.com

24

Top Agent Magazine

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

Top Agent Magazine

25

JOANNA DIPIERO

You might say JoAnna DiPiero has always been drawn to real estate. Originally from Poland, she took an interest in the industry at an early age, while immigrating to New Jersey with her family.

Seeing how her parents’ REALTOR® overcame the language barrier to help them secure their dream home was a lasting inspiration. After launching DuRock Construction in Camden County with her husband John, JoAnna decided

the time was right to pursue her real estate license in 2020; and in the years since, she has gone on to establish a network of satisfied clients and colleagues that spans the state.

Today, JoAnna is a member of the The Manzoni and Lanzilotti Team, powered by Century 21 Rauh and Johns, where she assists clients throughout Sicklerville and the surrounding areas of Camden County and Gloucester Township. Combining her strong business acumen with her penchant for client service, she has cultivated a unique workflow to meet the demands of any transaction.

When listing a property, JoAnna takes a multi-platform approach. After helping her clients fully prepare their home for the market, she shares it via both the regional MLS and a highly targeted blend of digital and social media campaigns. Along the way, she personalizes her strategy to the distinct needs of clients, ensuring a seamless transaction throughout.

26

Copyright Top Agent Magazine

Elsewhere, JoAnna is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. More than anything, she loves welcoming newcomers to her thriving Sicklerville community, from its family-friendly neighborhoods to its booming local economy and close proximity to nationally recognized business hubs like Philadelphia.

Over the years, JoAnna has earned a fantastic reputation throughout New Jersey, with the vast majority of her volume coming from repeat clients and referrals. Through it all, she remains committed to the core values that set her apart.

“It’s truly gratifying to take a client under my wing and help them find the perfect house,” she says. “In my opinion, you can never provide them with enough information—especially when assisting first time or elderly homebuyers.

No matter if their transaction is for a million dollar home or a $100,000 home, I’m always here for them.”

On top of supporting her local little league softball teams, JoAnna is an active volunteer for her area school system and church. When she’s not with clients or giving back, she can be found spending quality time with her husband and two girls or grabbing a bite to eat at New Jersey hotspots like Filomenas in Blackwood—enjoying all the diverse culture and cuisine her community has to offer.

JoAnna looks forward to working alongside her two mentors, both leading agents in the area, to further scale her model of boutique service throughout the region. In the meantime, she is excited for all the new clients and connections that await. “I love getting to know my buyers and sellers over the course of their transaction,” she says. “At the end of the day, there is nothing more rewarding than seeing the world from their perspective while helping them maximize their potential and realize their goals in the market.”

Top Agent Magazine

To learn more about JoAnna DiPiero, email joannadipiero@gmail.com or call (856) 981-0047.

Find her on Facebook at: facebook.com/profile. www.

php?id=100071070400162&mibextid=LQQJ4d

www.facebook.com/profile.php?id=100071070400162&mibextid=LQQJ4d

Copyright Top Agent Magazine 27

5 Tips to Get New Clients

28

If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

Top Agent Magazine

1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

Top Agent Magazine

with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

29

3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

30

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

Top Agent Magazine

ALISSA TRAUGHBER People-oriented and eager to reach great heights, Alissa Traughber knew real estate would be her ideal path. She entered this industry from the corporate world, wanting to have a side business.

“I thought I could do a great job serving people, it’s in my blood, so I decided on real estate,” she explains. Alissa pursued it on a part-time basis for the first five years, and eventually became busy enough to go full-time. Working as a solo agent, Alissa serves Kenosha, Racine, and Walworth counties, with a growing portion of her business deriving from repeat clients and referrals. Coming from a product management executive background, Alissa is extremely organized, abiding by timelines and following up. It’s this motivation and diligence that has led to her growth, and she’s showing no signs of slowing down.

Her strong work ethic, attention to detail, and unwavering determination have made her a trusted advisor to many, and she consistently receives rave reviews from her satisfied clients. One buyer recently said, “Alissa made our house buying experience SUPER EASY! Being first time homeowners, we had no idea what to expect.

Alissa made the process easy to understand and she walked us through every detail.

She answered our questions honestly and guided us throughout our journey. She was with us every step of the way and made sure she got us a house our family LOVES! With the housing market the way it is, Alissa fought for every house we bid on. She worked hard, day and night, like we were the only clients she had. 100% focused on what we wanted and needed.

She listened to our concerns and made sure we would be in a safe neighborhood for our twin daughters.”

“I’m very responsive,” she explains. “I work hard and do whatever it takes to make my buyers and sellers happy. I’ll do what needs to get done.” She combines her deep market knowledge and excellent negotiating skills with a personalized touch, creating a truly oneof-a-kind experience for her clients. Her buyers receive extensive guidance, with Alissa focusing on finding them the home of their dreams with the best price and terms possible. Sellers enjoy thorough marketing of their properties, as Alissa posts each home on the MLS as well as social media. In addition, Alissa spends a generous amount of her own money to promote her client’s listings on social media. “At RE/MAX, we have a CRM called KVCore, which hits all the sites, including but not limited to LinkedIn, Facebook, and Instagram, so we do a really good job of having presence on all social media platforms.” “I had a listing a few months ago that was featured on Zillow Gone Wild, Tik Tok and Instagram. It went viral and I had dozens of media outlets contacting me all over the country.” All homes are also listed on the RE/MAX website, which is the #1 visited real estate search engine, giving them national exposure.

When Alissa isn’t working, she’s staying involved in the community through various outreach events, mission trips and volunteering at homeless and domestic shelters.

She also enjoys traveling, reading, watching movies, and spending time with family and friends.

Continuous growth is on the horizon, as Alissa plans to keep serving clients and boosting her referral business.

Her path has no limitations, and she can’t wait to see where it leads. “My main goal is to just make my clients happy, it’s what I love to do.”

9/9/22, 11:58 AM

IMG-4687.jpg

For more about Alissa Traughber, please call 262-994-4663 or email alissa@newportelite.com https://mail.google.com/mail/u/0/#inbox/FMfcgzGqQSNpnKdsSNhvSmmFPfNjhKTp?compose=GTvVlcSBmlrnrWJbqsCChkCnzmGWZhhbsfZtCZJWcv… 1/1

Top Agent Magazine

31 Copyright Top Agent Magazine

AMY RIO A lifelong resident of Glastonbury, Amy Rio has always been drawn to real estate.

Her father was a prominent investor in the area, and coming of age, she had an opportunity to learn the business from the ground up while helping him purchase and remodel properties. Right out of high school at 18, she would pursue her real estate license to assist him with his transactions, quickly finding that the business was a perfect complement to her outgoing personality and entrepreneurial spirit. In the decades since, she has gone on to author an accomplished career as an agent, garnering numerous accolades while establishing her own brokerage and a network of satisfied clients that spans the region.

landlord to uncover the right property for their best interests. Over the years, she has earned a fantastic reputation throughout Hartford County, with the majority of her volume coming from repeat clients and referrals. With her team now averaging $160 million in annual volume, she remains focused on the proven standards that set her apart. “At the end of the day, our business comes down to building trust with our buyers and sellers,” she says. “As an investor myself, I love educating my clients and seeing them flourish in our market. In particular, helping them establish a multi-tiered income is so rewarding, because I know they’re setting themselves up for a better retirement.”

Today, Amy is the Founding Broker of Executive Real Estate, where she leads an elite team of 250 to assist clients throughout Hartford County and the surrounding areas. With team members licensed to serve in both Connecticut and Massachusetts, she has cultivated a distinct workflow to meet the needs of any buyer or seller.

Outside of real estate, Amy is a regular supporter of local causes like Shriners Hospitals for Children and Habitat for Humanity. When she’s not with clients or giving back, she can be found relaxing at her lakehouse, spending quality time with her friends and family, or going shopping—enjoying all the fashion and culture Connecticut has to offer.

When listing a property, Amy equips her clients with a leading edge marketing package. After helping them fully prepare their home to sell, she shares it over both the regional MLS and a highly targeted blend of digital and social media campaigns. She also leverages her own popular real estate magazine and enormous social media following as a top producer in the area to give each client an added advantage, ensuring a seamless transaction throughout.

Looking ahead, Amy intends on taking her rental portfolio to the next level while scaling her penchant for client service throughout the region. In the meantime, she offers sound advice to any aspiring agent. “Real estate is not a part time career. To succeed, I work seven days a week, mornings and nights. As an agent, you must give clients your time, develop a well-rounded knowledge of our industry, and provide them with trustworthy liaisons throughout the process. But if your clients know that they can rely on your judgment to make such an important life decision, you will build a business that will last for years to come.”

Elsewhere, Amy is just as attentive when assisting her buyers, leaning on her experience as an investor and

To learn more about Amy Rio email Amy.Executive@gmail.com, visit teamrio.net or buyexecutive.com, or call (860) 916-6048 www.

32

www.

Top Agent Agent Magazine Magazine Copyright Top

4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

Top Agent Magazine ®

33

office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

34

3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

Top Agent Magazine ®

Top Agent Magazine

AMY ROSSANO For Amy Rossano, helping people comes naturally. Prior to entering the real estate field, she worked as an occupational therapist, where she utilized her excellent communication skills and empathy to make a difference in her patients’ lives. After more than two decades in healthcare, she decided to take her talents to real estate and hasn’t looked back since. “I grew up in a real estate family,” Amy explains. Her father, a broker and developer, inspired her to pursue a career as an agent. With her background and expertise, Amy is well-equipped to provide personalized and attentive service to her clients. Her passion for real estate, coupled with her love of people, makes her a top choice for anyone looking to buy or sell property.

Serving the greater South and Central New Jersey areas, Amy is growing at an exponential rate, and began building her own team in her second year as a REALTOR®. “I became very busy, so we determined that my husband would come in and help me out,” she explains. “Together we decided to start a team which has evolved into the Amy Rossano Group. A native of South Jersey, Amy knows this region well and loves to share her expertise with her clients. Known for its proximity to Philadelphia, South Jersey is full of wonderful restaurants, shopping, and beautiful neighborhoods. “We also have great school districts,” Amy explains. “It’s just fabulous here.”

With extensive knowledge and a genuinely caring demeanor, Amy has seen her business quickly become referral-based. “I view my clients as relationships,” she says. “I’m here to support them on their journey as best as I can.” Buyers and sellers know that Amy is looking out for their best interests. She does everything possible to alleviate stress and make the home-buying or selling process straightforward. Her marketing is strategic, thorough and expansive. With Top Agent Magazine

a strong local network, Amy also has a strong focus on social media and Digital Marketing, which reaches tens of thousands potential buyers and sellers in the tri-state area and beyond.

Amy’s long-standing residency in South Jersey has led her to become an active member of the community. She participates in various volunteer activities to give back to her community. One of her notable involvements is with the non-profit organization Book Smiles, where she collects books and supports literacy programs for children in need in the area. In addition, she volunteers at Lions Gate, an assisted and independent living facility, along with her certified therapy dog, where they visit the residents and bring joy to their lives. Amy is also involved in her local synagogue.

As her team continues to grow, Amy plans to keep helping as many clients as possible. “Helping people is my passion, it’s what I love. Connecting with my clients and building these long-lasting relationships with them is just truly impactful to me.”

Contact Amy Rossano at 856-912-4192, email amy@amyrossano.com or visit her website: amyrossano.com www.

Copyright Top Agent Magazine 35

BERNELL ZORN Bernell Zorn of Renton, Washington, has built a successful business as a REALTOR® by embracing his passion for service (of military, veterans, and family) and becoming a living, breathing example of his everyday motto: “Opening Doors and Unlocking Dreams.” “It sounds simple on paper, but I wake up and chase it every day. ‘Opening doors and unlocking dreams’ is about a lot more than just selling houses. I get to talk to all kinds of people who think they don’t qualify for a loan or can’t afford a home and help make them aware about the opportunities that are out there. Even if they don’t end up working with me, I still get to help, educate, and share knowledge – everybody wants to own their own piece of paradise.”

While serving his twenty-year career on active duty military, Bernell found himself constantly drawn to real estate and financial education. “I’ve helped soldiers buy and sell houses since 2005,” he recalls, “I’ve just always had a passion for it. And when I retired from active duty and went to work at Nordstrom’s as a senior manager, the pandemic had a big effect on my livelihood; but I wasn’t going to let that slow me down or stop me from providing for my family.” Bernell decided to pursue his licensure and became an official REALTOR® in October of 2021, and despite personal and global turmoil, he has established an enterprise that is poised to grow in Seattle and beyond.

Since becoming licensed and signing on as a solo agent with John L. Scott Real Estate, Bernell has closed twenty-two total transactions split evenly between listing and purchasing, and he boasts a book of business that is already fifty percent referral clients. While he focuses his efforts in Seattle and King County, he proudly emphasizes individuals over geographic territory. “I’ll go anywhere I need to go to take care of veterans and my military community. I have a client right now out in Sequim, Washington, one hundred and twenty-two 36

miles from me, who is the mother of a veteran friend and I want to make sure she’s taken care of.”

This unparalleled level of service extends beyond his own personal connections and into the greater community. Bernell is the active House and Clubs Chairman for the Renton VFW (Veterans of Foreign Wars), has pending memberships for the CVMA (Combat Veterans Motorcycle Association) and The Eagles, and he is a regular supporter and active member of the Northwest USO. “Last year I gave almost $5,000 to support a golf scramble and auction, and I was able to donate a 2005 Honda to a service member. I know how it is to be a young husband with kids in the military – that’s why my goal for this year is thirty transactions. I want to be able to do more of the same, and help even more people than I already have.”

Bernell’s unwavering passion for charity and education fuels his endeavors, and he aims to grow his business by continuing to invest, both in properties and in like minded agents and brokers; but more important than the numbers and lofty ambitions are the conversations he holds every day. “I like to talk to people about their goals and their lives. Sometimes that turns into business – but I just look forward to helping any way I can.”

To learn more about Bernell Zorn, email BernellZorn@johnlscott.com or call 206-550-9337 Copyright Top Top Agent Agent Magazine Magazine

3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

Top Agent Magazine

These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

Top Agent Magazine ®

37

1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 38

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

Top Agent Magazine ®

Top Agent Magazine

BRAD GOTHBERG Word spreads fast about Brad Gothberg’s work, as he always goes “Above and Beyond.” One client recently shared, “Both our daughters had the opportunity to use Brad when they purchased their first homes in Lafayette.

His experience and attention to detail made purchasing their homes easy and not stressful. My husband and I made a decision to downsize and chose to use Brad to purchase our new home.

Again, his experience and attention to detail showed throughout the purchase process. However, the true test to his experience and attention to detail showed when we went to sell our home.

We encountered a couple of stumbling blocks along the way. Brad was on top of everything and made sure the sale of our home went smoothly.”

Brad explains, “I’ve been doing this so long that I’ve worked with generations of families. My goal is to always make a client for life.” Brad helps them feel comfortable and at ease. He is dedicated to achieving their goals and handles all the details, so they can focus on their next life chapter. “I’m very disciplined,” Brad says. “I want to make sure my client is getting what they want, and that it’s a win-win for everyone.

I fully represent my clients and ensure everything is covered” When it comes to marketing his properties, he utilizes the latest technology through his brokerage, The Agency. Each home is listed on the MLS and advertised on social media to targeted audiences.

Before any property is listed, Brad gets the house looking move-in ready. “We’ll get it painted, staged, updated, and do whatever it needs to get it Sold for Top Dollar.”

The San Ramon Valley is known for its natural beauty of Mt. Diablo and the Las Trampas Ridge. The area is also known for its amazing schools and many community-oriented neighborhoods. Much of Brad’s business Top Agent Magazine

derives from repeat clients and referrals, as he’s developed lasting relationships with those he serves. With over 35 years of real estate experience, Brad is all about our community.

When Brad isn’t working, he’s staying active in the community through Habitat for Humanity and The Animal Shelter, where he walks dogs. Brad’s other passion is swimming and water polo, where he has been a member of the Walnut Creek Masters for over 25 years and plays for the master’s team 680 Water Polo. Brad is also active with the Ronald McDonald House and was a board member in the past. He also loves riding his mountain bike throughout Mt. Diablo and enjoys traveling with his wife and daughter and his dogs.

As time goes on, Brad’s passion for Real Estate continues to grow. He plans to keep expanding his reach and assisting as many clients as possible with their real estate dreams.

For more about Brad Gothberg, call 925-998-5151 or email brad.gothberg@theagencyre.com 39 Copyright Top Agent Magazine

CAITLIN BEANAN In many ways, real estate is a performance. A home has to capture the audience’s attention and leave them feeling excited and full of hope. With a background as a professional stage actress, REALTOR® Caitlin Beanan can explain this to you better than anyone. After years of performing at the iconic Beach Blanket Babylon theater in San Francisco, Caitlin decided to switch paths and pursue real estate as a career eight years ago.

For someone who is used to being on their feet all the time and loves working with people, it was the perfect fit. Representing clients in and around San Mateo county, her star is now making its steady rise in the real estate industry.

Caitlin’s team, Pickett Real Estate Group is comprised of her partner, Kevin Pickett and her husband, Richie Beanan who serves as the Director of Operations. Kevin focuses on the selling side, while Caitlin represents the buyers. “We’re a small team, but we like it that way,” she says. Together, they cover the bulk of San Mateo county, including everything between Burlingame and Redwood City as well as Palo Alto and the coast. “We have a lot of people come down from the city to the coast area,” she explains. Her husband was born and raised in Pacifica and Kevin currently lives there, so their knowledge of that area is extensive.

Recognized for going above and beyond for her clients, Caitlin counts around 60% of her business as coming from people she has worked with in the past. “Buying and selling a house is stressful and I don’t want them to feel it,” she explains. The other percentage of buyers find her listings through social media, newsletters, snail mail and word of mouth. As members of the Top Agent Network, the Pickett Real Estate Group has many connections to other agents who can help find the right match for a home. At the end of every close, Caitlin brings her clients a special orchid arrangement 40

from Floral Art + Decor in Burlingame to show her appreciation for them.

Caitlin’s spare time is very community-oriented. She’s lived in her home for 4.5 years and is currently in charge of membership for her neighborhood committee. Still very connected to the local theaters, she loves performing on a volunteer basis as a way of staying creative and using her talents to bring joy to the community. Caitlin and her husband also love supporting local restaurants, including Vesta in Redwood City, Town in San Carlos and Stella Alpina Osteria in Burlingame. Traveling is also a passion within their family. She, her husband and their daughter recently went to Hawaii and Greece together.

Caitlin’s sales goal for this year is $70 million, but it’s far more than numbers driving her. Just chatting with her, it’s clear that she genuinely loves working with people and has a real passion for real estate. “I love being able to take this journey with my clients. There’s nothing better than receiving the call when they get their dream home.”

Contact Caitlin Beanan at 650-576-3994, email caitlin@pickettrealestategroup.com or visit pickettrealestategroup.com, facebook.com/PickettRealEstateGroup, or instagram.com/pickettrealestategroup www.

www.

www.

Top Agent Agent Magazine Magazine Copyright Top

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 Top Agent Magazine

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

Top Agent Magazine®

41

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 42

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.

Top Agent Magazine®

Top Agent Magazine

CLAUDIA MARRONE With nearly two decades of experience in the real estate industry, Claudia Marrone is an unstoppable force. Her journey into the world of real estate started while working in the IT technology and human resources sector. Claudia’s interest in investing in real estate led her to purchase several properties and rent them out. After a few years of successfully managing her investment properties while still working in the corporate world, Claudia decided to take the plunge and become a full-time real estate agent. Fast forward to today, and Claudia is a well-respected and knowledgeable REALTOR®, known for her expertise in the local housing market and her commitment to her clients. She understands that buying or selling a home can be a stressful process and prides herself on providing her clients with the guidance and support they need to make informed decisions.

As a solo agent providing one-on-one attention, she serves the central New Jersey area. With many flocking to the region for its proximity to New York City, it’s also known for its beautiful suburban neighborhoods and outstanding school districts. “We have a lot of pharmaceutical companies in Somerset County as well,” Claudia explains. Claudia’s business is largely referral-based, as she continually exceeds expectations. “I take care of my clients from beginning to end,” Claudia says. “They aren’t handed off to an assistant or another agent. They’re with me through the entire process, and I’m available 7 days a week.” Claudia responds quickly to texts, phone calls, and emails, knowing that every minute of the transaction is important. It’s this hands on approach that sets her apart from other agents, as she’s focused on eliminating stress.

Those who work with Claudia love to tell others about their time together. One seller recently said, “When we needed a real estate agent to help us sell our property,

Top Agent Magazine

Claudia came as a recommended choice. From the first call to say hello to the date of the closing, she was there with us every step of the way, giving advice, making suggestions, and being our go-to person for all things big and small. She is kind, knowledgeable, professional, well-connected, and down-to-earth like a sister from next door. And, you can rest assured that she treats your property with respect. She is simply one of the best decisions we’ve ever made. We highly recommend her if anybody is looking for a great real estate agent for their housing needs.”

When Claudia isn’t working, she stays active in the community. She recently started volunteering at Goats of Anarchy, a vegan farm sanctuary specializing in the rescue and rehabilitation of farmed animals with disabilities. Claudia will also soon start volunteering at the Somerset County Animal Shelter, and was on the board of directors for Big Brothers Big Sisters of Somerset Hunterdon Counties. Throughout the year, she contributes time and funds to various causes and community events. During her free time, she can be found relaxing with her husband and their dog, hanging out with friends, and trying new restaurants.

As Claudia’s business continues to skyrocket, she plans to keep providing exceptional service and helping as many people as possible achieve their real estate dreams. “The whole process is just so much fun, and it’s so rewarding to see that smile on my client’s face at the end of it all.”

For more about Claudia, call 908-304-4520 or email claudia@njandhomes.com 43 Copyright Top Agent Magazine

DEBRA TEAL Debra Teal of Seattle, Washington, combines her inherited, insider’s knowledge of the real estate industry with an unwavering dedication to communication and transparency to fuel her endeavors in Washington and Arizona.

“I like to do all of my business myself. I may hire out for occasional errands, but when it comes to being with a client, I like to be right there with them. How can you negotiate a sale on a home that you’ve never even been in, or with a person that you’ve never met?”

Originally, Debra’s introduction to the world of real estate came from her parents, who were themselves investors and property managers. “I’ve been around real estate for the past forty years. At one point my parents owned about fifteen homes at one time, and when I was as little as I can remember, my siblings and I helped clean them up for rental.” Her early introduction steadily built her to the point where she became licensed in 2005 and went full time in 2011. She’s gradually grown her business by expanding her services and geographical coverage.

Since combining forces with HomeSmart Real Estate Associates Seattle, Debra has built a track record of excellence and unparalleled performance. She has been a Top Broker for ten years in a row. She is recognized as an Elite Agent for “Number One in Homes Sold in 2022,” a Diamond Award Winner for 2022, and Top Producer every quarter at HomeSmart Seattle.

While her accolades and accomplishments speak for themselves, Debra focuses on a single metric to measure her enterprise: “My business is 100% repeat and referral clients. People come back to me because of my personality, knowledge, and experience – they love

working with me, and they respect that I’m a straight shooter. I don’t ever tell my clients something just because they want to hear it. I tell them the truth, even if it’s hard to hear, because helping them reach their goals is always my number one priority.”

In addition to her candor, Debra attributes her success to several niches she has been able to carve out in the industry over the years. “I feel that one of the most important facets of real estate is the knowledge from the experience I’ve gained. Every transaction brings something new. It’s crucial to know the industry laws, rules and regulations. In addition to regular real estate, I also specialize in distressed properties, where I negotiate with the mortgage lender, and liens related to the title of their home. I’ve even helped homeowners save their home from foreclosure at absolutely no cost. My record is a single home that I was able to save over $760,000 off their mortgage debt, and simultaneously negotiated cash relocation assistance. The vast experience in all real estate facets with both buyers and sellers has helped me garner repeat clients, referrals, and high recommendations from attorneys.”

With her position cemented in the industry, Debra is looking forward to a future that builds on her systematic approach and bringing her professional networks together with the public. “I plan to continue the grind and make people happy – that goes for my customers and everybody else in my life.” When she’s not busy serving her clients, Debra enjoys traveling, golfing with her husband, and spending time with her five children and four pets.

To learn more about Debra Teal, visit DebraTeal.com, email info@DebraTeal.com or call 425-448-3838 www.

44

Copyright Top Top Agent Agent Magazine Magazine

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.

Top Agent Magazine

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

Top Agent Magazine

45

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, 46

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.

Top Agent Magazine

Top Agent Magazine

DOUGLAS CABRAL Throughout his life, Doug Cabral has always possessed an entrepreneurial spirit. A business owner and self-starter since he was 16 years old, he would build an accomplished career in Long Island, owning and managing a boutique insurance agency with three locations spanning the region. After later launching a commercial lending company, he would take an interest in real estate while working alongside developers to navigate commercial and residential mortgages. Inspired, he decided to pursue his real estate license in 2017, leveraging his years of experience and strong foundations in the industry to establish a network of satisfied clients that spans his home state.

Today, Doug is a Licensed Broker with Excelsior Realty, where he leads an elite team to assist clients throughout Manhattan, North Fork, The Hamptons, and Suffolk County. Sporting a roster of skilled agents strategically located throughout Long Island and the Boroughs, he has established a streamlined workflow to meet the needs of any buyer, seller, or investor.

When listing a property, Doug prefers a comprehensive approach. After helping his clients fully prepare their home for the market, he shares it via a highly targeted blend of digital and social media campaigns. Along the way, he utilizes proven resources like print campaigns and his own robust network to maximize their exposure, ensuring a seamless transaction throughout.

Elsewhere, Doug is just as attentive when assisting his buyers, leaning on his extensive knowledge of everything from local market conditions to mortgages and risk management to uncover the right investment for

their best interests. Also drawing from his experiences owning a construction company in the area, he can provide in-depth advice on all aspects of the transaction. “Our business comes down to professionalism, dedication, and a lasting commitment to the process,” he says. “We aren’t just here to sell our clients a home; we’re here to identify and meet their needs.”

Over the years, Douglas has earned a fantastic reputation with the entirety of his volume coming from repeat clients and referrals.

Achieving over $100 million in sales volume with his team, he remains focused to the lasting standards that set him apart. “Whether I’m helping an investor locate and secure an asset to provide passive income or connecting a client with a home that their family not only enjoys, but also provides long-term security for years to come, there is nothing more rewarding than helping my client achieve their objective. Most of all, I love serving as a conduit for their future.”

When he’s not with clients, Doug can be found spending quality time with his wife and two children, golfing with friends, relaxing on the beach, or enjoying all the diverse culture and cuisine the North Fork & Hamptons have to offer. As for the future, he looks forward to growing through acquisition in 2023 and 2024, bringing on new team members while establishing strategic alliances to help grow their businesses together.

“Throughout my career, I have been dedicated to helping people achieve their goals—from my clients to my employees,” he says. “At the end of the day, I believe in treating everyone who works with me like a board member. It’s most important that my clients and colleagues know I will put their needs first, no matter what.”

To learn more about Doug Cabral, call (631) 734-0390, email dcabral@exlrg.com or visit exlrg.com www.

Top Agent Magazine

47 Copyright Top Agent Magazine

ESTHERMARIE GALLICCHIO Esthermarie Gallicchio of Lacey, New Jersey, has built a successful business throughout New Jersey, focusing on the Jersey Shore, by combining her unwavering dedication to VIP level customer service. She has a stalwart passion for elevating the entire real estate industry, one satisfied client at a time.

“I want to change the way people do business, I set higher standards for myself and everyone I do business with including other agents, attorneys, lenders, title companies, and home inspectors, just to name a few. I expect nothing but the highest level of expertise in their given field, and I only surround myself and my clients with the best of the best in the industry.”

The world of real estate is an inherited passion for Esthermarie, and she leverages a lifetime of learning to help her clients any way she can. “My father purchased homes throughout the ‘80s and ‘90s,” she recalls, “so I learned a lot of carpentry and construction working alongside him. That love of design stayed with me, and I’ve always loved doing that work for my own homes.” In 2005, Esthermarie built upon that inherited knowledge by going back to school for interior design and residential planning, and while she was attending an industry function with her husband (who is himself a lender), she was recruited into the fold. “I was working as an administrative assistant for a blue ribbon school for seven years when several REALTORS® encouraged me to become licensed.

“I thought a part time career in real estate was two to three transactions a month, but it turns out that I was actually a full-time agent working two full time jobs. For me, four and half years of sleepless nights was more than I could handle, so I decided to retire thirteen years in from the school, leave the team I was on, and start my own team to build my brand. I am now building my brand promoting integrity, honesty, and most of all, the clients-comefirst business. We must remember that our business is nothing without our clients and so it is important to put their needs before our own!”

Since that fateful conversation nearly six years ago, Esthermarie has steadily built a book of business servicing the entire state of New Jersey (with a special emphasis on Waterfront Properties along the Jersey Coast), pairing her geographic flexibility with a moral compass that points true north. “I’m not out there to compete for awards, or say that I am better than anyone else – we all bring something different to the table as agents. We all took an oath to help our clients buy and sell, but we are to do it ethically and with integrity.” This approach helps her fuel an enterprise predominantly with repeat and referral clients, and when prompted to provide specifics, she doubles down on one of her mantras: “I don’t keep track of the numbers – helping my clients is the most important aspect of this job. The gratification from the testimonials and the referrals, or when someone reaches out to tell me that I changed their life by helping them buy their dream home, that’s why I continue to do this job and choose it over the cushion job I had – to be able to change someone’s life and be a part of the biggest milestone in their life is a true honor to work with them and be trusted by them. The only number I keep track of is Number One: the client.”

Esthermarie bolsters her ability to serve by offering detailed concierge service to each and every client, no matter where they live. “Whether it’s managing a purchase or a sale, doing repairs, or staging a home – I’m hands on: let me come over and place your furniture! If your walls need spackling, then I’m in there spackling – everything we do is a representation of who we are.” With her position as a solo agent with Haines Realty Long Beach Island, Esthermarie is excited to launch Coastal Living Properties: a team of agents dedicated to honesty, integrity, and loyalty. “I’m still waiting for the ink to dry on my first team member – he’s a home inspector who has been in the industry for nineteen years, and he’s going to do an outstanding job. I know that knowledge is important to my clients, it is important that we help find our clients homes that meet all of their ‘wishlist boxes,’ so having a background in other aspects of real estate is key to my hiring process. It is important that our clients know we are educated in the field and will always look out for their best interest throughout the entire process. This is challenging work, and I know I can’t do it alone, but as long as we focus on Number One, the Client, we will succeed.”

To learn more about Esthermarie Gallicchio, visit coastalliving.vip, email EsthermarieG@CoastalLiving.VIP, or call 908-783-5232 www.

48

Top Agent Magazine

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

Top Agent Magazine

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

Top Agent Magazine ®

49

midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 50

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

Top Agent Magazine ®

Top Agent Magazine

GINA URSINI On the beautiful barrier island of Longboat Key, Florida, you’ll find REALTOR® and broker Gina Ursini at the helm of her thriving brokerage, Brista Realty. A former teacher, Gina got into real estate 11 years ago, which complemented her husband’s career as a builder. With a hyper local focus, Gina is now working to become the go-to broker in Longboat Key, an area known for its vacation properties that overlook the stunning blue green water of the Gulf of Mexico.

Around 75% of Gina’s business comes from referrals, which is a clear sign of her success with previous clients. She’s not only recognized for her excellent customer service, but also her keen eye for design. For every property she works on, Gina helps homeowners prepare for the market, whether by redesigning lighting, adding furniture and accessories, or doing some simple staging. “Small changes can have a huge impact in the way a home is received,” she explains.

side business. He’s a very inspirational and intelligent individual and it has been amazing being a part of his life,” she says. Gina was also involved with Big Brothers Big Sisters and she recently helped her “little sister” buy a home. Of course, Gina is also very supportive of her own family and loves visiting with her daughters and three grandsons. She and her husband also have a German Shepherd named Chipper.

Gina’s year ahead is filled with excitement as they are constructing a commercial plaza that will be the new headquarters of Brista Realty and Brista Homes in addition to having 14,408 square feet of retail space. “It’s a great location that is in the middle of the island. We couldn’t ask for anything better as we continue to grow our businesses.”

While Gina is an expert at real estate, every member of her family has something to offer in the industry.

Her husband owns his development company, Brista Homes, and their two daughters, who are also agents in NY and CT, guide Gina’s marketing and social media. “We try to make our outreach more personal rather than salesy,” says Gina. Her strategies include everything from digital advertising to holiday emails, postcards, magazines and open houses. She also makes a point of attending every listing so that she can answer any questions her clients have in person.

Gina has always been involved with community service in a very personal way. She’s supported the organization Bridge A Life by sponsoring an orphaned boy from the time he was fifteen into adulthood. Gina and her husband put him through both school and college and speak with him all the time to this day. “He is currently working as an engineer and has his own Top Agent Magazine

To learn more about Gina Ursini, you can call 941-812-4894, email Gina@bristarealty.com, visit bristarealty.com, or follow her on Facebook, Instagram @bristarealty www.

51

HEATHER LAKE A longtime resident of Greenwood, South Carolina, Heather Lake has always been passionate about helping others.

She would begin her career in corporate sales, where she built the customer base and strong communication skills she would later need to excel as a real estate agent. One day, she would cross paths with a leading REALTOR® in the area, who later offered her a position as an inside sales agent at their brokerage.

There, Heather had an opportunity to learn the business from the ground up, which inspired her to pursue her license and launch her career as an agent in 2018. In the years since, she has gone on to establish a network of satisfied clients and colleagues that spans the region.

Over the years, she has earned a fantastic reputation throughout South Carolina, with the majority of her volume coming from repeat clients and referrals.

Having completed 53 closings and more than $30 million in volume in 2022 alone, Heather remains focused on the core values that set her apart. “At the end of the day, our business comes down to service, experience, and transparency,” she says. “As an agent, you must be upfront and honest with your buyers and sellers, setting clear expectations throughout.

If you truly appreciate your clients and serve them with gratitude, you will build relationships that will last well beyond the closing.”

Today, Heather is a REALTOR® with eXp Realty, where she assists clients throughout all of upstate South Carolina. There, she has cultivated a distinct process to meet the demands of any buyer or seller—from recent retirees to those looking to acquire a scenic, lakefront property.

When listing a property, Heather prefers a comprehensive approach. After helping her clients fully prepare their home for the market, she shares it not only to the regional MLS system, but also a targeted blend of digital and social media campaigns. While utilizing these highly responsive marketing outlets, she is there for her clients, ensuring a seamless transaction throughout.

Elsewhere, Heather is just as attentive when assisting her buyers, thoughtfully guiding them to the right investment for their best interests. Drawing from her background in customer retention, she keeps in touch long after the deals are done to cultivate an ongoing friendship and make sure her clients are thriving in their new homes.

Outside of real estate, Heather is dedicated to her community, sponsoring various local events such as The Luck of the Draw Fishing Tournament and competitions at area local golf communities. When she’s not with clients or giving back, she can be found spending quality time with her family, going fishing, or practicing one of her favorite hobbies, extreme couponing.

As her volume maintains its steady growth, Heather intends on building her team in the months ahead, scaling her lasting standards throughout the Greenwood area. In the meantime, she looks forward to all the opportunities that await. “In real estate, if you’re empathetic and genuine with your clients, success will come naturally,” she says. “I always say that there’s a difference between closing and closing comfortably. If you close comfortably, that means you provided your clients with the clear communication and resources they needed to make sound decisions on their future. For me, there could be nothing more rewarding.”

For more about Heather Lake, email heather.lake@exprealty.com, visit heatherlake.exprealty.com, call (864) 941-0544, or find her on facebook: facebook.com/heather.cook.5494?mibextid=ZbWKwL http://

www.

52

Top Agent Agent Magazine Magazine Copyright Top

4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

Top Agent Magazine

53

our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 54

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

Top Agent Magazine

Top Agent Magazine

HILARY KADEN Hilary Kaden of Chicago, Illinois, combines her hometown passion with the expertise of a professionally honed marketer and an unwavering dedication to client satisfaction to fuel her real estate career. “I love that feeling of success for my clients; it’s such an emotional experience for people. At the end of the day, when we do that final walkthrough and I send them off to closing – the excitement, that smile – you can see the vision, the hope, the expectations written all over them, and it’s the most amazing feeling. I’m so grateful to play a role in all of that, and it just makes me work that much harder.”

Originally, Hilary enjoyed a career specializing in project and program management working for large advertising firms. “I used to work in digital marketing,” she recalls, “and I spent about twenty years managing digital projects for Fortune 500 companies. Websites, internal networks, banner ads, social media, everything – I enjoyed the challenges and tremendous growth, but eventually I found I was spending too much time away from home, and I just needed to make a change.” After exploring several adjacent possibilities, Hilary decided to leverage her skills as a marketer and manager to enter the world of real estate. “A lot of those skills translate perfectly – mitigating curveballs and challenges, seeing projects through from start to finish, and of course, marketing!

The big upside is that I get to connect with people, rather than work for huge corporations.”

Since that decision six and half years ago, Hilary has steadily grown her real estate business servicing all of Chicago (with a special emphasis on the

north side of the city) as a solo agent alongside @properties. In 2022, she was able to clear a personal record in collective volume, relying on a book of business that was over seventy-five percent repeat and referral clients. “Last year was really exciting,” she exudes, “because I’m at that point where a lot of my first year clients are making their next moves, and when you have people return to you to sell their first home and buy their next one, you know you’re doing something right.” In addition to her acumen as a marketer and laid back personality, Hilary attributes her constant success to the diversity and vibrancy of Chicago. “I’ve lived in this city my whole life, and my daughter, who’s now in college, grew up here too, so I feel like I know Chicago about as well as anyone. This place has so much to offer, no matter what stage of life you’re in – from small studio condos all the way up to $10 million single family homes – you really can find it all.”

With her position cemented in the industry and her daughter halfway through her freshman year, Hilary is excited to grow her business by deepening connections with her extended community. “I’m in that mode of ‘What’s next?’ I want to expand my social media presence, and I’m starting a real estate review program to keep my clients informed about what’s happening in their markets.” When she’s not growing her business, Hilary enjoys traveling with her husband, going to the gym, feeding her audiobook addiction, and rediscovering her city. “We have street festivals every weekend between May and September – you can find me and our Goldendoodle next to a food stand listening to live music every chance we get!”

To learn more about Hilary Kaden, email hilarykaden@atproperties.com or call 773.822.4032 Top Agent Magazine

55

JAY SNYDER Born and raised in Richardson, Texas, Jay Snyder has always been passionate about helping others.

For years, he would build a career serving on the children’s ministry at his local church; however, over time he began seeking for an opportunity that still spoke to his outgoing personality, but afforded him and his wife the time to be there for their growing family. Following a meeting with Dan Washburn, a leading real estate Broker in the area, Jay was inspired to pursue his real estate license, join the team at Washburn Realty Group, and launch his career as an agent in 2021. Since then, he has gone on to establish a network of satisfied clients that spans the region.

Today, Jay is a REALTOR with Washburn Realty Group where he assists clients throughout Richardson and the surrounding areas of the North Dallas Metroplex. Among the top up-and-coming agents in the area, he has established a distinct process around the core values of reliability, integrity, and compassion to meet the needs of any buyer or seller. ®

When listing a property, Jay is there for his clients each step of the way. After helping them fully prepare their home for the market, he shares it via a mix of targeted campaigns, ranging from flier boxes to barbeque open houses which highlight not only the property itself, but also the surrounding neighborhood and lifestyle. Most of all, he personalizes his approach to the needs of each client, ensuring a seamless transaction throughout.

Elsewhere, Jay is just as attentive when assisting his buyers, drawing from his lifelong knowledge of the Richardson area to uncover the right investment for their best interests. Since delving into real estate, he has earned a fantastic reputation throughout the North Dallas Metroplex with the majority of his business coming from referrals and his robust sphere of influence.

56

Having exceeded over $5 million in volume in 2022, his first year as a full-time agent, Jay remains committed to the lasting standards that have set him apart. “At the end of the day, I want to be there for my clients with the utmost care, amiability, and sincerity,” he says.

“That means taking the ethical standards of the Texas Real Estate Commission seriously and stewarding my buyers and sellers to the best possible decision, from the standpoint of both their family and their finances.”

Outside of real estate, Jay is deeply invested in his hometown community. On top of continuing to serve as a Drama and Sunday School teacher at his church, he is currently working with various neighborhood associations to sponsor Richardson events for 2023. Married to his high school sweetheart, he also enjoys spending time with his family or attending the occasional movie.

As his volume maintains its steady growth, Jay intends on scaling up his work with local nonprofit organizations while expanding his unique vision of client care throughout the region. In the meantime, though, he looks forward to all the new connections that await. “I love seeing the excitement on a client’s face when they get their home under contract,” he says. “From advising them on our market to navigating their inspection, I truly enjoy the process of helping people make the most of the money they have to invest in a home. For me, there could be nothing more rewarding.”

To contact Jay, call 214-402-2763, email Jay@washburnhomes.com, or visit Washburnhomes.com www.

Copyright Top Agent Magazine

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 conTop Agent Magazine

sideration 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

Top Agent Magazine

57

Your plan of action should include daily, weekly, monthly and yearly goals. 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 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 58

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

LESLIE McCOTRY With a desire to help others, Leslie McCotry has quickly become a successful real estate agent. She entered the field after moving to North Carolina and wanting to pursue a new path. “Real estate seemed like a great way to make money, and as a mom, it gave me some flexibility,” she explains. Today she’s been in the industry for over a decade, and is showing no signs of slowing down. Serving the coast as well as the greater Jacksonville area, Leslie focuses on serving her clients and making them happy. “The town I live in is Surf City,” she explains. “It’s a beach town, and we’ve seen many people move to this area to work remotely.” The region is growing at a fast pace, and Leslie loves helping people find home here.

A growing percentage of her work derives from repeat clients and referrals, as she goes above and beyond to meet their needs. When working with buyers, she takes the time to understand what they’re looking for and develops a plan to reach their goals. Knowing this is one of the largest transactions they will ever make, Leslie is committed to reducing their stress and explaining each step of the process. She wants everyone involved to be on the same page, so she updates them throughout, and leaves no questions unanswered. Even after the transaction, Leslie remains there for them, reaching out via phone calls and emails. For her sellers, Leslie’s main focus is on getting them the most for their property. She takes a thorough approach to marketing, ensuring every home stands out by providing as much information as possible on the listing and taking high-quality photographs.

Those who work with Leslie are blown away by her efforts, and love to tell their friends and family about their experience. One client recently said, “Leslie was by far the most helpful agent we worked with in Jacksonville. From the time we arrived here she quickly helped us settle into an amazing apartment with a short Top Agent Magazine

term lease while she assisted us in locating the house we recently purchased. She found houses within our price range and with everything we were looking for and constantly was sending us updates and keeping us informed every step of the way.

This was our first time buying a home and I know that without the extensive help we received from Leslie the process would not have been so pleasant.”

Throughout the year, Leslie gives back to the community. She’s a board member of the National Association of Real Estate Brokers, and has also been on the board of the Jacksonville Board of REALTORS®. When she’s not working, she’s enjoying the beach, traveling, or spending time with friends and family.

In the future, Leslie plans to grow her business, including her property management services. “My mother and I started a property management company, and we’re working on the referrals and relationships right now,” she explains. “Our goal is to be a full service business, whether you need to buy, sell, rent or lease out your properties, we’ll be there for you.”

For more about Leslie McCotry, please call 910-789-7744 or email leslie@spotrealestate.com 59 Copyright Top Agent Magazine

NICK MASTRANGELO Nick Mastrangelo of Orange, Connecticut, leverages over thirty years in the real estate industry to lead the Regional Properties Team at Coldwell Banker Realty. “I’m passionate about our work. I’m a real estate owner and investor myself, so I walk the talk. In a lot of ways, what I do for my clients is an extension of what I’m already doing for myself, so when I put on that hat to answer real life questions about given scenarios, it’s really helpful – especially for people who are just starting that journey. It was my calling when I first started out, and now I get to share what I’ve learned.”

Originally, Nick entered the industry at the age of twenty-one, and he revels in the experience of growing from upstart to team lead. “I had a couple of influential people early in my life” he recalls, “and they really inspired me to pursue this career. I remember the intimidation of living in a world of fixed costs and working in a field that is commission based, but with their support and mentorship I was able to thrive.” Nick began his career in a high volume office, and eventually the broker-owner of that branch became his business partner.

“I started out as an agent in one of our twenty-three offices, and I became the top agent for the company consistently for 10 years. Eventually I became a partner and broker, and we’ve been together ever since!”

Today in 2023, Nick manages an energetic team of six that services all of New Haven, Fairfield, Middlesex and Litchfield Counties. The Regional Properties Team is a dynamic mix of seasoned and newly licensed agents, and they boast a book of business that is seventy-five percent repeat and referral clients, which bolsters their recent annual volume averaging $33.3 million spread across fifty-one units. Nick

attributes his consistent success to his ability to hone in on the minutiae of every transaction: his testimonials praise his capacity to individualize his approach to effectively communicate every step of the way. “I let clients know from the start that they’re going to see a lot more work on the front end, so that I can tailor my methods to the exact property, mortgage, or buyer.

This diligence has helped me succeed assisting first time home buyers, especially when they know what to expect, then it’s easier to guide them through the process.”

In addition to his highly specialized strategies, Nick’s experience working in high volume real estate helps him navigate his team through oscillating markets. “I developed an ancillary department for myself and my firm focusing on REO business,” he expands. “Being able to navigate the market cycles is all about quality control for corporate clients. Your listing flow depends on your quality control, and I’ve developed some very keen senses for financing and working around obstacles. As a result, I’m blessed to say that my ability to follow through and deliver on my promises is all but guaranteed.”

With his position cemented in the industry, Nick is excited to guide his clients, colleagues, and children (both of whom are licensed REALTORS® themselves) along their personal real estate journeys.

“I’m grateful that I was recently able to help the children of my past clients – it’s really exciting to see the next generation get involved. We’re poised to succeed no matter what the economy does next. I’m working on my personal growth, staying healthy and keeping life balanced, while staying laser focused on continuing my service for my clients.”

To learn more about Nick Mastrangelo, visit NickMastrangelo.com, email Nick.Mastrangelo@CBMoves.com, or call 203-641-2100 www.

60

Top Agent Magazine

9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

Top Agent Magazine

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

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

Top Agent Magazine

61

2

6

I’LL DO IT MYSELF

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

3

THAT WASN’T MY FAULT

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

4

I’M SORRY TO ASK YOU TO DO THIS

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

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

62

THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

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

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

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

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

Top Agent Magazine

Top Agent Magazine

RILEY SCHATZ Riley Schatz is a real estate agent with deep roots in the business. His father started the brokerage he currently works at 33 years ago, and he grew up around the industry. Riley initially attended college and became an electrician for three years. However, he eventually switched to car sales, wanting to utilize his communication and people skills.

After working at the dealership for some time, Riley’s parents, Mike and Angela, approached him with the idea of working for the family business. “They said if I was going to be working crazy hours and doing sales, then I should be working with them,” Riley explains. “So then I did a shadow visit and just saw the love and care they had for their clients, and I knew it was something I wanted to be involved in.” With his unique background and experience, Riley is well-equipped to guide clients through the sometimes challenging process of buying or selling a home.

Today he’s been in the industry for over four years and is showing no signs of slowing down. As part of the Schatz Real Estate Group, he provides exceptional service to each client he serves. Serving the greater Minneapolis St. Paul region, their business is largely referral-based.

“We do zero paid marketing,” Riley explains. He credits their success to their attentive support, guidance, and knowledge. With Riley’s background in electrical work, he is able to provide sound advice on a property’s build quality. “I have worked on homes from many different decades, from the 1800s to now, so I have a good breadth of knowledge as far as what’s going on behind the walls and the general construction.” In addition to his structural expertise, Riley and his team are also extremely communicative, keeping their clients updated at every step.

“We’re available seven days a week,” he explains.

“When we work with people, we’re focused on being there for them whenever they need us.” Even after the Top Agent Magazine

transaction is complete, Riley remains in touch, reaching out via phone, text, email, and in-person meetings. “After they’ve settled into their new home we follow up and make sure everything went smoothly.

And we’re always ready to connect them with any vendors they might need, like contractors or other professionals.”

Riley’s approach to marketing his listings is comprehensive. He puts every listing on the MLS and often creates a “coming soon” period to generate interest. He understands the importance of online exposure and ensures that every listing receives high-quality, professional photos. In addition to photos, he provides detailed information about the property on personalized marketing materials within the house, making it easy for potential buyers to learn about the property’s features and history.

As Riley expands his reach, he plans to keep putting his clients’ needs first and exceeding expectations. “I love being a resource to people and helping answer their questions. Being an advocate for them and achieving their goals is my top priority.”

For more about Riley Schatz, please call 952-380-7094 or email riley@schatzteam.com 63 Copyright Top Agent Magazine

ROXANA ALARCON | BROKER-CHMLS With a high level of skill and in-depth knowledge when it comes to new construction projects, REALTOR® and broker Roxana Alarcon has covered almost every part of the industry since her start 23 years ago. Growing up with a father who was a civil engineer, she learned about homebuilding from an early age. With encouragement from the REALTOR® who helped her purchase her first home, she eventually got licensed and started working on his team. She has since worked in numerous leadership positions and earned her degree in commercial real estate. Her business is currently divided between working with new construction and selling homes throughout the Energy Corridor in Houston, Texas. As the top sales agent in her office, Roxana’s reputation precedes her, but it’s her drive and willingness to keep growing as an agent that inspire clients to work with her again and again.

Roxana currently oversees a team of four young agents who she hired within the past year. “I love working with new agents because they have a lot of exciting ideas and enthusiasm for the business,” she says. Roxana has a lot to teach them, including the value of interpersonal relations and building a strong sphere of influence. She keeps in touch with her closest clients at least once a week, making sure that all their questions are answered, and they feel comfortable in the real estate process. As many of her clients are expats, including some who buy their properties from overseas, Roxana must pay extra close attention to their individualized goals when selecting homes to show them.

To set her services apart, Roxana offers complimentary staging for her clients to help their homes sell for top dollar. When it comes to marketing, she 64

uses the best professional photography and social media strategies to get listings noticed.

In her spare time, Roxana volunteers with The Ballard’s House to support patients with chronic illnesses who need a place to stay during their treatment. A big believer in the importance of traveling, she schedules a trip at least every four months to go somewhere fun. “Even when I’m away, I will still answer my phone. You have to stay present in this business,” she says. Roxana is also a longtime practitioner of yoga.

Last year, Roxana did around $13 million in production in the resale market and $11 million in construction projects. It’s a lot to balance both types of work, but she loves real estate and wants to keep moving forward with building her team. “I’m so grateful that my clients trust me with their home decisions. Every transaction is a special challenge and I want to help my clients achieve their goals no matter what.”

Contact Roxana at 832-428-5520, email Roxana@energy-realty.com or visit TheLuxeRlty.com www.

Top Agent Agent Magazine Magazine Copyright Top

Thinking of Listing?

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

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

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

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

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

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

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

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

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

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

65

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

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

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

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

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

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

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

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

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

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

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

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

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

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

66

Top Agent Magazine

ZACH FRIES Zachary Fries of Columbus, Ohio, combines a professional background in digital marketing with hometown knowledge and a penchant for interpersonal networking to support his rapidly growing real estate business. “I try to be approachable and easy to communicate with, which helps me obtain clients, but people come back when you get them results. It’s one thing to be friendly, but another thing entirely to be good at what you do. The opportunity to help people get into their dream home or help them to the next stage of their lives, that’s why I do it.”

After graduating from The Ohio State University, Zachary enjoyed a career in the marketing arena before moving to Denver. “While I was living out west, I had several friends ask me about specific neighborhoods where I grew up back home,” he recalls. “After COVID happened and I chose to come back home, real estate seemed like a good fit for my network and skillset, so I took my coursework and became a licensed REALTOR®.”

Since that move in 2021, Zachary has signed on as a full-time agent for Pryor Group Realty, and his first year and a half have seen him build a book of business that is already sixty percent repeat and referral clients. “We’re an independent brokerage, we service everything in the Central Ohio region, whether it be residential or commercial.” An intimate understanding of each neighborhood and borough helps Zachary build digital profiles for his listings (supported with professional photography), which are then broadcasted to the MLS, Zillow, and various social media platforms. This robust digital footprint helps entice the increasing number of transplants relocating to the heart of the nation.

Zachary’s insider’s view of the city makes it easy to explain why this midwest technology hub has blossomed in recent years. “Columbus is representative Top Agent Magazine

of the nation as a whole – to the point where corporations frequently use the city as a testing ground for products,” he exudes. “Since the beginning of the pandemic, I’ve had clients coming in from New York and California – people moving from those overpopulated places and starting to discover Columbus as a unique city, and an ideal place to do things like raise children. Big companies are starting to follow suit – IBM and Amazon just launched multi-billion-dollar projects here.”

Zachary is excited to grow alongside his city, and he actively connects with the greater community as he rediscovers everything Columbus has to offer. “The bigger companies are here, but part of the beauty of Columbus is in every neighborhood there are ‘mom-and-pop’ restaurants and locally owned businesses to explore. While he continues to market his burgeoning city, Zachary is looking forward to “building on that momentum. I really want to carve out a niche for myself here as a go-to-guy in Central Ohio, and I know if I keep this track record I’ve got going, people will continue to trust me, and we will be able to help more folks achieve their goals.”

Contact Zach at 614-507-9478, follow him on Instagram @FriesFindsHouses, or reach out to him directly at zfries@pryorgrouprealty.com 67 Copyright Top Agent Magazine

mailto:mag@topagentmagazine.com

68

Top Agent Magazine