NATIONWIDE & INTERNATIONAL 4-3-23

NATIONWIDE & INTERNATIONAL EDITION

Tips on Being a GOOD TEAM LEADER

6 HABITS OF HIGHLY PRODUCTIVE AGENTS THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance

Is Finding a COVER STORY

FEATURED AGENTS BIANCA BOTELHO CARRIE SMITH CLAUDIA MICELI DAVID BACON ELIZA RICCI BABCOCK GINA MADEYA GREG ASCH HEATHER JONES JACOB COLLINS KATE SMITH KEVIN SENTER KIM O'NEAL LETICIA ANDRADE LUIS TREJO MELISSA FEIGHT MELISSA SMITH PAUL W. JOHNSON RICK CAVALLARO RON ISON TEREZA DJELJOSEVIC VALANTINA NISSAN

NICHE MARKET KATHY MAY Right for You?

MARTIN

There Goes the Neighborhood:

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

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

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

as a courtesy introduction to the neighborhood.

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

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

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

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

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

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

Do your homework.

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

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

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

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

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

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

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KATHY MAY MARTIN

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Top Agent Kathy May-Martin is the Owner and Managing Broker of Coldwell Banker Jim Henry & Associates, where she assists clients throughout Knoxville, Oak Ridge, and the surrounding areas.

A best-selling author and top producing Broker in the Knoxville region, Kathy May-Martin has always possessed an entrepreneurial spirit. She would first delve into real estate in 1992, noting how the industry complemented her elite business acumen and passion for helping others. In the years since, she has led an accomplished career as an agent and Broker, establishing a network of satisfied clients that spans the state.

Today, she is the Owner and Managing Broker of Coldwell Banker Jim Henry & Associates, where she assists clients throughout Knoxville, 8 Copyright Top Agent Magazine

Oak Ridge, and the surrounding areas. A global luxury agent featured in notable publications such as The Top 100 Magazine, she has cultivated a boutique workflow to meet the needs of any buyer or seller.

When listing a property, Kathy prefers a comprehensive approach. After helping her clients fully prepare for the market, she shares their listing to a highly targeted blend of digital and social media campaigns. Along the way, she utilizes the cutting edge strategies and resources Top Agent Magazine

available through Coldwell Banker to give her sellers an added advantage, generating as much buzz as possible in the leadup to their standout open house showing.

Elsewhere, Kathy is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she keeps in touch long after the deals are done

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through regular check-ins to make sure they are satisfied in their new homes. Over the years, she has earned a fantastic reputation throughout Tennessee, with the vast majority of her volume coming from repeat clients and referrals.

Now averaging over $20 million in annual volume at an average price point of $265,000, Kathy remains committed to the standards that

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Kathy is equally devoted to her industry as the author of the popular book, The Essential Guide to Buying and Selling Homes, which features key insights gleaned from her prestigious real estate career. set her apart. “I’ve had the privilege to have some clients for whom I’ve sold 10 houses or more,” she says. “At the end of the day, my buyers and sellers know they can trust that I have the negotiating tools and expertise needed to get them the best deal possible—whichever side of the table I’m on.”

Voted Roane County’s Woman of the Year in 2021, Kathy is dedicated to her community, 10Copyright Top Agent Magazine

serving as Chair of The Fort Sanders Foundation Board of Directors, as well as her local Chamber of Commerce and Rotary Club.

Also designated as Chair of the Year across five counties in the Scouts Community, she is heavily involved in a variety of local causes, schools, and organizations throughout the year. Kathy is equally devoted to her industry as the author of the popular book, The Essential Guide to Buying and Selling Homes, which Top Agent Magazine

features key insights gleaned from her prestigious real estate career. When she’s not with clients or giving back, she can be found spending time with her family and friends, relaxing on the lake, or traveling.

As her volume maintains its steady growth, Kathy intends on layering her support team

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while mentoring rising agents and expanding her reach throughout the region. “In real estate, no two days are the same,” she says. “Every transaction is an opportunity to meet people from all walks of life. Most of all, though, I love hearing a client’s story while seeing how I can help them realize their goals in our market. For me, there could be nothing more rewarding.”

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Contact Kathy May-Martin at (865) 376-2100 Ext. 107, email soldbykathymaymartin@gmail.com, or visit her website at www.KathyMayMartin.com

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Uncommon Contact:

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

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Not everything has to be about business.

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

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

Expand your medium.

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

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

Don’t just react.

Create your own content.

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

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

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

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

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CLAUDIA MICELI Top Agent Magazine

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CLAUDIA MICELI

After moving to San Diego years ago, Claudia Miceli soon found her true passion: real estate.

She and her husband, Domenic, moved for his career, and Claudia was trying to determine what to do next. “I was a fashion designer for 20+ years, and we were always buying and flipping homes during that time,” Claudia explains. “So when we moved, Domenic encouraged me to look into real estate.” Though she hesitated at first, one evening she and her husband decided to attend career night at Keller Williams. “We both fell in love with everything about it, so we earned our licenses.” In their first year, they completed over 10 transactions, and quickly began building their business. Their talent for this industry was abundantly clear and they made great strides even during the pandemic.

After Domenic unexpectedly passed 16

away at the end of 2022, Claudia set out to carry on their legacy.

“I had a choice, I could either crawl back into bed or bounce back and do this for my husband, because this is what he always wanted,” Claudia explains. Within the first month of 2023, she already had three sales, with another one pending.

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“I’m doing it with him in my heart, and utilizing everything he taught me along the way.”

Serving the greater San Diego area, including Poway, Carmel Valley, Del Mar and La Mesa, much of Claudia’s business consists of repeat clients and referrals. She becomes friends with those she serves, as she guides them throughout their journey and eases stress. “I am there for them from beginning to end,” she explains.

She works with many first-time home buyers, especially immigrants, who hold a special place in her heart. “My parents moved to America and lived in an apartment for ten years because they didn’t know how to buy a property or what to do,” Claudia says. “When I meet my clients, I explain all the steps to them and take them through everything, so they always know what to expect.”

For the listing side, Claudia also goes above and beyond, placing properties on all the top social media platforms and real estate sites.

“We do videos, drone footage, create flyers, and provide staging if it’s needed,” she explains. “If they can’t or don’t want to pay for staging, I will personally go in the house and stage it with my own props and make sure the house is clean before we take pictures.”

Providing a white glove-style service, Claudia ensures every detail is tended to and all questions are answered.

When Claudia isn’t working, she loves to spend time with her family. She also enjoys painting.

“We recently purchased a home in Poway and for the past few months we’ve been renovating it, so that takes up some of my weekends, too.”

As time goes on, Claudia hopes to expand more into the luxury side of the business and continue growing. “I just love this business.

To gain my clients’ appreciation and for them to acknowledge the hard work I put into it is everything to me.”

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For more about Claudia Miceli, please call 619-771-4635 or email claudiamiceli@kw.com Copyright Top Agent Magazine 17

My Crystal Ball:

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

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

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business.

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

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

sell them a home. We know that’s not the norm, though.

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

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression…

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

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Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

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

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

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

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

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GINA MADEYA Top Agent Magazine

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GINA MADEYA

Gina Madeya’s passion for real estate was deeply rooted in her family’s history, as her mother was a broker and her grandparents owned commercial properties. After spending 25 years in corporate America, Gina felt it was time to explore a new path. “Real estate was always in my DNA, so I knew once I was tired of the corporate world, real estate would be the next logical step,” she explains. She took a leap of faith and made the transition, which she hasn’t regretted for a moment since. Her dedication and enthusiasm for helping clients find their dream homes makes her a valuable asset to the real estate community.

Serving the greater Seattle area with a focus on the Eastside, Gina works as a solo agent with an assistant by her side. The area is full of tech workers, making it an intriguing market to work in. This region’s rapid escalation of home values during COVID-19 has presented 22

challenges for buyers, but it has also created opportunities for Gina to work with a diverse range of clients, from first-time buyers to luxury buyers and sellers.

Gina sets herself apart as an agent by being very hands-on and prioritizing her clients’ needs and goals. She strives to guide them through the real estate process in a way that makes them feel at ease and confident in their decisions. “When I work with my clients, during our first initial meeting, it’s very important for them to understand that my goal is to support them through this process,” she explains. “So every step of the way, they are comfortable and able to make informed choices.” Her approach engenders trust, resulting in successful outcomes for her clients, which is reflected in the referrals they send her way.

One recent client wrote, “We bought our first Top Agent Magazine

home with Gina 5 years ago and then again recently when we were ready to move and buy a second time. We took our time finding the perfect house each time and Gina was patient with our needs and shared great enthusiasm through the process- always sharing information and data where possible to help inform our choices. Gina’s passion for her work shows in the number of things she is able to balance. She put us in touch with the best people in the business and was thorough in handling the transactions.”

When Gina isn’t working, she’s giving back as much as possible. Community plays an important role in Gina’s life. “I believe community is an extension of family,” she explains. As VP Elect of Governmental and Public Affairs and serving on the executive committee of Seattle King County Realtors®, she liaises with local and state representatives to advocate for housing issues. She is passionate about identifying ways to provide housing opportunities for everyone. Gina also serves on the board of a nonprofit called Alpha Support Living Services, which provides housing to adults and children with developmental disabilities in King, Snohomish, and Spokane County. “Within my brokerage, I’m also part of a group of agents and lenders that identify a local organization to support each month,” Gina says. “This month, we put together backpacks and school supplies for underprivileged children.”

In the future, Gina plans to continue growing her business and expand to 30+ transactions per year. She is also pursuing her managing broker’s license and building her team. Wherever her path leads, Gina will be loving every minute of her work. “Every day is different, and that’s what keeps it exciting.”

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For more information about Gina Madeya, please call 425-495-0926 or email ginaM@windermere.com

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 24

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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RICK CAVALLARO Top Agent Magazine

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RICK CAVALLARO

Top Agent Rick Cavallaro of Rhino Realty Pros represents buyers, sellers, and investors throughout the Metro-Denver, Colorado area.

Long before Rick Cavallaro became a REALTOR®, he was an investor. 23 years ago, while he was working in a corporate job, he decided to do a few fix and flips. He thought he could do a better job than the agents who were helping him, so he decided to get licensed. Within a short period of time, friends and family were reaching out for help with their real estate needs. At a certain point, Rick realized that he would have to give up his corporate job if he wanted to keep pursuing real estate. The rest, as they say, is history.

“Rhinoceros Success,” by Scott Alexander to rebrand. “This book is about the benefits of having a ‘rhino mindset,’ which means charging hard and getting things done versus being a ‘cow’ and sitting around chewing our cud,” explains Rick. Tough and determined, rhinos

While he originally used his last name for his brokerage, Rick took inspiration from a book his father gave him called 28

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are the perfect mascot for Rick’s real estate team. Along with his wife, two transaction coordinators and two agents, Rick now runs Rhino Realty Pros, representing buyers, sellers, and investors throughout the Metro-Denver, Colorado area. Known for their high customer satisfaction rates, they’ve won the Five Star Real Estate Award for Denver for the past seven years, an honor that is only given to the top 3% of agents in the region.

Today, Rick counts around 80% of his business as coming from referrals. His brokerage makes the process of home buying and selling a celebration and as a result, they are highly sought after. For example, they give little gifts for milestones like passing an inspection, and a larger custom gift at the closing. “We try to take the stress out of the process and make it a happy time for our clients,” explains Rick.

Taking the rhino metaphor a step further, Rick and his team support real rhinos in the wild. They are involved with several rhino conservation organizations, including the International Rhino Foundation, who work to prevent poaching and protect the five species of rhinoceros.

Annually, Rick and his team complete between $10-12 million in sales volume.

That number will certainly continue to rise in the next few years as Rick plans to hire two more buyers agents. Since the pandemic, he has also been focused on expanding their technology, using virtual meetings to do things more efficiently. “We learn something new everyday,” he says. “Helping people is our driving force and it’s exciting to see what we’re capable of.”

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To learn more about Rick Cavallaro, please call 303-641-1632, email Rick@RhinoRealtyPros.com, and visit rhinorealtypros.com www.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 30

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova31

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 32

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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VALANTINA NISSAN

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VALANTINA NISSAN

REALTOR® Valantina Nissan is a leader in the local Arabic community in Maricopa county, Arizona. She uses her skill and knowledge of three languages — English, Arabic, and Assyrian — to not only help people find homes, but assimilate to life in a new country. With a background in interior design and patient attitude, she’s become highly sought after by people looking to purchase and sell real estate in and around Phoenix. “Home ownership is a dream for so many people and my goal is to show them that it is possible,” she says.

view as many listings as are needed for them to find their perfect homes. “I would never push a client to buy,” she says. “All my clients know that I go above and beyond to help them, and they become my friends.”

In addition to helping people buy and sell their homes, Valantina also guides investors in purchasing and developing lands and multi-dwellings. An investor herself, Valantina has completed many

While Valantina works as an independent agent, she is backed by her brokerage, who provide support with marketing and network opportunities. She is also planning to train someone this year so that she can share some of her workload and serve more people. Much of her business currently flows from referrals from clients and lenders, who appreciate Valantina’s drive and deep understanding of homes.

She is always willing to take clients to 34

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real estate investments and fix and flips over the years. She documented some of her investments with her husband in Arabic on their YouTube channel. With her vast knowledge of the real estate investment market, Valantina helps many investors meet their goals and provides them with the support needed for remodeling and designing their properties.

Through a mixture of open houses, features in publications, and her social media channels, which currently have thousands of followers, Valantina spreads the word about her listings.

She frequently uses video footage to give the most accurate depictions of the listings. Her community is also instrumental in building her business, as many clients come directly from her sphere of influence.

A member of the Syrian community center and the Arab Advisory Board, Valantina spends a lot of her spare time helping refugees adjust so that they can overcome language barriers and understand the educational system, housing market, and more. She also recently did a project with a local university where she guided students in choosing their future career paths. She is also working with the attorney general’s office to develop an anti real estate scam awareness program, which she will help in distributing to the community. While her life is very busy, Valantina makes time to decompress by doing things she enjoys, from traveling to swimming and reading.

As she completes a large number of transactions per year, Valantina ranks highly as a top producer and top agent year after year. “I live and breathe real estate,” she says. She’s determined to grow her reach in 2023, specifically within the Arabic community. “I want to make their lives a little easier because I know firsthand how difficult it can be moving to a new country.

I’m here to help them find a place where they can be happy and fulfilled.”

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To learn more about Valantina Nissan, please call 623-500-8585, email valantina.nissan@gmail.com, or visit facebook.com/valantinarealtor www.

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

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

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

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

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

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

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

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

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

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

4. Keep up to date

7. Be a great boss

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

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

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HEATHER JONES

Heather Jones of Corona, California, combines her professional background in advertising with a passion for organic, grassroots business interdependence to fuel her real estate business. “I love using my digital presence to bring the spotlight to small businesses in my community. Any time I’m out with my family, I’ll find an opportunity to submit photographs and reviews on Google, just to boost them and help give them a view. I know how hard these small business owners work – if I can bring just one more customer through their door, then I’m happy. Helping them grow helps everyone in the long run.”

Before entering the world of real estate, Heather enjoyed a career in marketing. “I worked at an ad agency for quite awhile,” she recalls, “and then my husband got relocated to Texas. That transplant opened up a lot of opportunities for me, and during that whole process, we purchased a home. The REALTOR® who sold me that home inspired me and got me started!” While she was simultaneously learning the industry and raising a family, Heather started to build an enterprise by diligently networking, leveraging her past career, and prioritizing client 38

satisfaction. “I already knew I loved marketing and advertising – but more than that, I discovered I love working for myself and making my clients my number one priority.”

Since her initial tutelage and launch five years ago, Heather has since returned to California, bought a house in South Corona, and she presently services Corona, Riverside, Eastvale, and surrounding areas throughout the Inland Empire, as a solo agent with eXp Realty. In 2022, she cleared a collective $5 million in volume, and she is steadily building her book of business by amplifying her (already robust)

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digital footprint. “Marketing is different today than it was even five years ago,” she explains. “I still do open houses for sellers if they want, and I like to make phone calls to keep in touch with people; but in the past two years I’ve immersed myself in digital marketing programs with my real estate business coach, Krista Mashore, which has taught me even more marketing knowledge to keep myself educated, evolving, and stay ahead of my competition for my clients. I’ve built an audience through social media that helps me target and retarget to potential clients who might be looking for a house I know is available, and because I create professional videos on all my listings, regardless of price, they get a lot more traction than simply posting a property on the MLS and calling it a day.” In addition to her digital marketing, Heather keeps in touch with past clients by sending video messages on birthdays, home anniversaries, holidays, and ‘just because.’ As her business grows, she is excited to bring her sphere together for community hosted events in Mountain Gate in South Corona, California.

While she prides herself on her ability to leverage her past profession, Heather attributes much of her success to her dedication to client education. “At the end of last year, I did something new and sent a full, in depth, forty-page evaluation to all my past buyers – just to show them how market changes impacted their investment. I got a lot of positive feedback from that, and it made me realize that people rely on me as a resource and advisor much more than as a salesperson. Being able to provide that information as part of my service has become a huge part of my business. To be able to serve my clients and community long-term brings me so much joy and motivation to keep working harder and harder.” With ever expanding professional networks on the horizon, Heather is excited to share what she’s learned with clients and colleagues alike.

“I think Corona has a lot to offer for future REALTORS® – I plan to build a team to join Heather Jones Homes, and we can grow alongside the community.

I’m really passionate about what I do: helping people become homeowners through buying real estate, or assisting them in maximizing their wealth and equity through selling real estate, owning my business, marketing, advertising, and teaching small businesses how to do all of that for themselves!”

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To learn more about Heather Jones, visit heatherjoneshomes.com, email heather@heatherjoneshomes.com, or call (661) 607-6832 www.

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

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

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

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

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

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

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

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

Just make sure that you establish some foundational boundaries so that you maintain an Top Agent Magazine

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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TEREZA DJELJOSEVIC

Driven by a love of the business and a dedication to helping her clients achieve their real estate goals, Tereza Djeljosevic truly stands apart in the world of real estate. Her interest in the industry sprang from a deep-seated passion.

“Real estate is something that’s always interested me,” Tereza says. “I always liked looking at homes, especially newer homes, and interior decorating.” With almost 8 years in the business, Tereza brings the expertise and personal touch that her clients appreciate.

As Owner and Broker of A.V.A. Real Estate named after her niece Ava, Tereza primarily serves Oakland and Macomb counties in Michigan, and works with many first-time homebuyers and investor clients. Apart from other sales, Tereza has lately been working closely with a builder on new construction, selling over 50 new 42

construction homes in the last 18 months. It’s easy to see why clients value the experience they get from Tereza. “Clients like my honesty, dedication, and availability,” Tereza explains. “I always make myself available for my clients and respond to them as quickly as I can. I dedicate as much time as possible to helping them.”

That strong communication continues as Tereza stays in touch with clients long after the closing, becoming a valued resource for them as homeowners. In addition to reaching out on important dates such as holidays, birthdays, and the anniversary of their purchase, Tereza says, “I always make myself available if they have any questions, whether they need help transferring utilities, arranging garbage pickup, or they need a contractor to do repairs or renovations. I have Copyright Top Agent Magazine

As Owner and Broker of A.V.A. Real Estate, Tereza primarily serves Oakland and Macomb counties in Michigan. people I know and trust who I like to provide with those referrals.”

When it comes to marketing her listings, Tereza invests in promotion across social media to ensure optimum exposure. Also, she says, “Photography is big in marketing. I always hire a professional photographer” to ensure a home looks its best when potential buyers first see it in listing photographs online.

Outside of her real estate career, Tereza enjoys giving back to her community. She has sponsored scholarship programs, including one benefiting the local Albanian community, and donations to local government official campaigns. When she’s not working, Tereza enjoys spending time with her six nieces and nephews, as well as traveling to destinations with warmer climates and in the summertime Northern Michigan is on the top of that list.

Looking toward the future, Tereza says, “I plan on growing my brokerage bigger and hiring on more agents, eventually moving to a bigger office to branch out and help more clients. My favorite part of real estate is servicing people.

I like seeing how happy they are once they find the home that they love. I enjoy being able to work hard for them and put together a good presentation for my buyers to make to the sellers. Nothing is better than seeing them in the home that they really love.”

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For more about Tereza Djeljosevic, please call 586-262-4662, email tereza@avarealestateonline.com, or visit avarealestateonline.com www.

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Laughs!

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

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

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

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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BIANCA BOTELHO A people person with a passion for helping clients achieve their real estate goals, Bianca Botelho truly stands out.

Bianca got her start in real estate while working for a real estate developer who became her mentor and encouraged her to get her license. That was in 2006, and ever since then, Bianca has been guiding clients through the buying and selling process with ease and confidence.

Bianca serves central Florida, including Polk, Osceola, Orange, Seminole, and Volusia counties. The area contains a host of attractions, including Disney and beautiful beaches, as well as exciting new restaurants and shopping centers.

“I’ve been in this area since 1994,” Bianca says.

“I’m originally from Brazil, and I lived in New Jersey before I moved down here for the nice weather, like most people do! I’ve been here ever since. I’m an expert on zip codes and know the area like the back of my hand.” This local expertise means Bianca can introduce clients to fun up-and-coming areas.

An impressive 90% of Bianca’s business comes from repeat and referral clients, a feat that demonstrates the close relationships she builds. “This is a relationship business,” Bianca explains. “I want the best for my clients, and there’s a high level of trust and a strong connection that I have with them. If you’re going to work with me, you’re going to do it because you like me for who I am.

That relationship is what really matters.”

Bianca’s personal touch extends to keeping in touch with past clients.

“I like to pick up my phone and see how people are doing. I think that’s so important for them,” she says.

“I’m old school that way, and I will sit and write out cards to my clients to see how they’re doing or to thank them for their referrals. I’m very personable, and I try to stay connected to people.”

Outside of real estate, Bianca is active in her church, Waterstone Church in the Longwood area, where she serves and gives her time. She also volunteers at her son’s school. When she is not working or giving back, Bianca enjoys walking, spending time with her kids and husband, going to the beach, and doing anything outdoors.

Looking ahead, Bianca says, “The future looks a lot like how things look now. I don’t plan on growing into a large team, because that’s never been something I’ve wanted to do. I prefer having that one-on-one connection with my clients throughout the transaction.” For Bianca, it all comes back to the relationships. “I have met some wonderful people in my life. I’ve been doing this for 17 years, and these people become like family. I don’t have a big family here because I’m from Brazil, and these connections mean so much. A lot of these people are like brothers, sisters, mothers, and fathers to me. I love the really deep connection I have with a lot of my clients.”

To find out more about Bianca Botelho, please call 407-709-4975, email biancarealtor349@gmail.com, or visit biancabotelho.remaxagent.com www.

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CARRIE SMITH Carrie Smith of Terre Haute, Indiana, builds her successful real estate business by combining up-to-date knowledge of market trends and practices with an unwavering dedication to persistent and limitless growth. “I call it ‘leveling up.’ I’ve been doing this for a while now and I keep pushing my edges. I’ve recently started walking down another avenue for growth: other brokers have joined me, so now I’m helping them become successful with their own endeavors. It’s amazing to watch them and help on their journey to make their dreams a reality also.”

This habit of growth and ambition is a deeply seated disposition for Carrie, who enjoyed a career as an educator before transitioning to real estate. “While I was teaching, my brother-in-law, who is partial owner of Gibson Real Estate, kept telling me I would be a natural. I had already held my real estate license, so I left teaching at the end of the year and started to build up my business that summer.”

Since then, Carrie has steadily built an enterprise with Gibson Real Estate, servicing Terre Haute and the five surrounding counties. Her annual volume, which is bolstered by a book of business that is over seventy-five percent repeat and referral clients, averages over $20 million. “I make sure my clients just need to show up at closing with their ID,” she exudes. “I follow through on what needs to happen, handle all contractors for their sale, contact with titles, lenders, and attorneys, everything! I do a lot of business in the luxury market, and being able to provide that white glove level of service is just one way I to set myself

apart – I bring that upgraded treatment to all of my clients, no matter their range or needs.”

In addition to providing impeccable interpersonal service, Carrie prides herself on her ability to leverage cutting edge marketing strategies and tools to garner competitive offers for every listing. “Whatever anybody else is doing, I make it my own and improve it; make it unique. We do a lot of digital marketing with videos and drone footage – I consider myself a full service agent.” Carrie readily attributes a portion of her success to her husband, who empowers her by shouldering a majority of the domestic burdens they share. “I have a hubby who is a stay-athome dad. He handles the dishes, laundry, all that jazz – this is a 365 days a year kind of job, and I’ve even been caught working on Christmas Day. I’m fortunate to have him so I can live and breathe real estate!”

In addition to her partner, Carrie is endlessly grateful for her clients and professional colleagues, and she is excited to continue using her skills as an educator to further impact the industry. “As a teacher I was able to build on strengths,” she recalls, “and help people on to their next stage in life. Now I get to do that with families – that’s my favorite thing about what I do.

This also helps you in your own life, to see where you’ve been and where you might be headed next.

I’m looking forward to continuing that by helping the agents working alongside me and everyone I advise as clients. ‘I work for you’ is my motto. Anyone who knows me, just gets it!”

For more about Carrie Smith, email csmith@terrehautelistings.com, call 812-243-2029, or visit Facebook: facebook.com/carriesmithrealestate and Instagram: instagram.com/carriesmithrealtor www.

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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

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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 50

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.

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DAVID BACON David Bacon of Dillon, Colorado, has built a successful real estate enterprise (alongside his wife, who is also a broker) by combining his prior career in the technology sector with a penchant for candor and an unwavering dedication to client experiences. “Most people would define this as a ‘luxury’ market, and they immediately think about cost. Some luxurious things are expensive, no doubt; but really, luxury is about quality. This means different things to different people and we work really hard to provide a top notch experience for all of our clients.”

national interest rates, general market data, geo-political activity, and other global real estate concerns, but it also delves into local information about water tables, building and fire regulations, and the ever shifting territory that makes up short term rental and investment property legislation.

“Staying on top of all of that is, in itself, a full time job – but if something comes up and we don’t already know about it, we know where to find it.”

Prior to entering the world of real estate, David enjoyed a career as a technology executive. “I spent many years in the C-Suite of several tech companies,” he recalls, “and near the end of my career I was an executive for an exclusive, members only vacation club – the number one in the country, at the time. We did a lot of work with high end vacation homes, and I ran the technology division for the company. I’ve always been curious about real estate, and that experience really piqued my interest.”

After becoming licensed in 2018, David signed on with 8Z Real Estate in Summit County, with an emphasis on servicing Blue River, Dillon, Silverthorne, Breckenridge, Frisco, Copper Mountain and Keystone as a solo agent.

Since then, David has averaged $26 million in collective annual volume, and he attributes his steady success to a combination of client experiences and market education.

“My wife and I pride ourselves on being market experts,” he exudes. “There’s plenty that goes into that – but our brokerage sponsors a Real Estate Master’s Academy in the Front Range, and I teach market expertise in that academy.” His course includes material that covers

His diligence as a market expert has gained him recognition from 8Z Real Estate, and he has recently been selected to head up a newly established office to grow the impact of his brokerage. “It’s a big deal for me and my wife, and for the brokerage. Historically we’ve been in Colorado’s front range – this will be our first foothold in the resort region west of Denver.” As he begins to recruit a team of like minded individuals to establish his office, David is simultaneously excited to share his knowledge and expertise with the greater community in Summit County. He regularly attends council meetings (either in person or digitally) all over the county, and he is currently a candidate to sit on the charter commission for the town of Keystone. “That election is coming up in about a month. That position would be for one of the people who helps design the charter for the formation of the town – I hope to help any way that I can.”

When David and his wife are not busy gathering data or growing their business, the two can be found enjoying their hometown cut off from cell phone service and the rest of civilization. “We’re outdoor people – hiking, mountain biking, backcountry skiing, you name it. As long as it’s outside, we’re into it!”

For more about David Bacon, visit 8z.com, email David.Bacon@8z.com, or call 970.227.9612.

Website: baconfamilyhomes.com, Luxury Real Estate: luxuryrealestate.com/profiles/235532-david-bacon Facebook: facebook.com/DavidBacon8z, Instagram: instagram.com/daveb80524 https://

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ELIZA RICCI BABCOCK Meet Eliza Ricci Babcock, a highly accomplished real estate agent from South Jersey who is making waves in the industry. Born into a family of real estate professionals, she initially shied away from the field, despite her mother’s status as a legend in the business and her father’s successful career as a KW MAPS coach and buyer’s agent.

However, after experimenting with various career paths, Eliza realized her true calling was in sales and customer service, and joined the family business in 2010. With over a decade of experience in the field, Eliza is renowned for her unique insights and wealth of knowledge.

Today she leads Prisma Homes, after her mom retired in the summer of 2022. “So the last few months have been spent rebranding,” Eliza explains. Serving Camden, Burlington and Gloucester counties, Eliza’s business is largely based on repeat clients and referrals.

Known for its beautiful homes, nature, and proximity to Philadelphia, this region continually attracts people.

“We have fabulous restaurants, all types of boutiques, and wonderful neighborhoods,” Eliza explains. While Eliza’s team specializes in both buying and selling, they typically have many listings. “We are known for our fantastic marketing, open houses, drone footage, and 3D Matterport tours.” They ensure each home is looking its best, which results in properties selling quickly.

After working with Eliza, clients love to spread the word about their time together. One recently said, “Eliza and her team provided us exceptional service in selling our home and buying our new one! Her knowledge of the home-buying process helped us avoid any pitfalls when we bought our new home. She also has intimate knowledge of Cherry Hill which helped us find a buyer in two weeks. Her team really also goes the extra mile to make us feel like we had white glove service - they exceeded our expectations! If you’re 52

buying or selling a home, this group is hands down the best.”

Eliza is not only a highly accomplished real estate agent, but she is also an active member of her community. As a part of the executive board of the PTA for her children’s school, she serves as the Communications Director, running social media pages, and communicating with the neighborhood. She was also on the leadership committee for Preserve Barclay Farm. Additionally, her husband is the Boy Scout leader for the neighborhood, and Eliza jumps in to help out wherever she can.

In the coming years, the Prisma Homes team plans to continue providing top-notch real estate services to the Cherry Hill community. Their focus is on staying at the forefront of technology and expertise while maintaining a strong commitment to giving back through volunteerism and donations. With their dedication and hard work, the momentum of the business will never falter, as they continue to push themselves to be the best. “We just love what we do, and we will continue to honor this incredible legacy my mom built.”

For more about Eliza Ricci Babcock, please call 856-296-0530 or email eliza.babcock@gmail.com TopAgent Agent Magazine Magazine Copyright Top

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

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

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

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

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

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

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

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

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

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

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

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GREG ASCH Greg Asch of Bernardsville, New Jersey, has built a successful real estate enterprise on a foundation of consistent growth, deep hometown knowledge, and a dedication to candor and sincerity. “I like to grow my team slowly, and really invest a lot of resources into my agents to give them every opportunity to succeed. I work differently than a lot of teams – I am highly selective from the outset, because I like to really train and mentor my agents. Some people think ‘you train them up and then they leave you,’ but that hasn’t been my experience so far.”

Before entering the world of real estate, Greg graduated from Penn State with a major in finance and pursued a career selling compliance and analytical tools with a financial services company, but several years and promotions later, he wanted to do something more fulfilling. “I did the nine-to-five desk job experience, and I was good at it – but I needed a change of pace.”

Deciding to study psychology, he attended UC Berkeley and eventually enrolled in a PhD program at University of Nevada, Reno, only to discover he felt pulled in a different direction. “The world of academia just wasn’t for me,” he recalls, “I lived in the Philippines for about a year and traveled around southeast Asia. When I returned home to New Jersey, I expected to land in a similar job, but something had changed.”

When he got back to New Jersey, Greg ultimately decided that his ideal profession would combine his personal experiences as an investor and renovator with his academic acumen in the worlds of finance and psychology. “It’s worked a lot better than I expected,” he exudes. “I love the whole structure of the job: the freedom, the entrepreneurial environment – the support

is there if you want it, but I’ve always been the type of person to do everything myself. The fallacy that gets some people caught up is, they say ‘you set your own hours,’ but if you want to be good at this job, then your clients set your hours.

The workload can be intense, but that doesn’t matter to me because it’s all self imposed, and you see a direct result from your efforts.”

After more than five years growing and expanding his independent business, Greg presently leads the Greg Asch Real Estate Team with RE/MAX Achievers. In 2022, they ranked in the top 50 RE/MAX teams in New Jersey, and Greg received the RE/MAX Hall of Fame award, as well as the NJAR Circle of Excellence Sales Award. They service mostly Morris and Somerset counties, and Greg specializes in the nuanced architecture around his state. “With my renovation background, I love to highlight the different construction styles buyers can expect. I take great pains to learn about the nuts and bolts of homes – certain characteristics are indicative of different building periods and styles, especially in New Jersey.”

In addition to educating and supporting his clients and mentees, Greg goes to great lengths to bolster his greater community by participating in broker sponsored commission donations, choosing to donate five percent of his own commissions to a charity chosen by his clients, and supporting international clean water initiatives.

“All of my charitable attention goes toward clean water – at a basic human level, it’s ridiculous that we can’t get everyone clean water right now.” When he’s not supporting his local and global community, Greg enjoys everything musical: going to concerts, playing drums in his band, and attending the local Stirling Street Fair!

For more about Greg Asch, visit gregasch.com, email gregory.asch@gmail.com or call 908-848-1044 https://

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JACOB COLLINS As the Co-Owner of Realty Executives Smoky Mountains in Seymour, Tennessee, Jacob Collins serves the greater Knoxville area with a highlevel of expertise and an understanding of what it means to come full circle in business. After years of serving in the military, he and his wife, who is the co-owner at their brokerage, moved from Jacksonville, Florida to her hometown in Tennessee. Jacob’s natural people skills set him up for quick success when he started working as a REALTOR® in 2018. Though the first company he chose turned out to not be the right fit, Jacob moved to another brokerage and then, after 4 years, he was presented with the opportunity to buy the building of the first company he worked for. “In real estate, you can become anything you want to be in 5 years,” says Jacob. “You can become the employee or you can become the boss. I chose the latter.”

Today, Jacob and his wife manage a team of nine people with six producers. They focus on short term rentals as well as residential and commercial properties. Their commitment to representing clients with a full-service package has resulted in countless 5-star reviews and referrals. To keep clients updated throughout the real estate process, Jacob is always on the phone, emailing, or showing properties in person.

“There’s not a lot of down time,” he says, “but being able to serve others in my community makes it all worth it.”

Every month, Jacob and his team host community-wide events, from donating toys to their local hospital to partnering with the food ministry for a canned food drive. They’ve also donated to animal shelters and organized neighborhood cleanups. Jacob is currently looking forward to coaching a youth

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soccer team this year. When they need a break, Jacob and his wife like to escape to their house in Florida along with their young son and daughter for a little R&R. Jacob also enjoys taking his kids to fun attractions closer to home.

There is a constant influx of new business at Jacob’s company, primarily due to his robust social media marketing strategy. He also advertises in print and was recently chosen to be a part of the TV series, “Selling Knoxville.”

With sales numbers averaging $85 million per year, Jacob’s business continues to thrive. As he looks to the future, he plans to build onto his portfolio of short-term rentals and make more time for his family, all while continuing to mentor other agents and aiding clients with finding their perfect homes. “I enjoy watching people build their wealth through real estate,” he says. “When they invest smartly and are able to cash in later, I know I’ve done my job.”

Contact Jacob at 865-505-1000, email jacob@sellinthesmokies.com, or visit sellinthesmokies.com www.

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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KATE SMITH Kate Smith, leader of the Kate Smith Group out of South Florida, has built a real estate enterprise grounded in several deeply seated beliefs that prioritize people (rather than numbers), ongoing education, and a sincere passion for the emotional landscape that makes up her industry. “I don’t measure my success with commission checks – I want my clients to succeed. My face is not on benches or billboards; it isn’t even on my business card. Real estate is a people business, and my two passions are real estate and people. Even in commercial real estate, navigating the emotions of everyone involved; that human element is most important.”

Prior to entering the world of real estate, Kate enjoyed a career in marketing. “I had an advertising, marketing, and PR company – it was small, but it was high in demand,” she recalls. “We were tremendously affected

by September 11th, and I wanted to focus on something where I could use my knowledge to help people while still being ‘real.’ So, ‘real estate’ was the perfect fit – it’s in the name!” Kate obtained her license in 2002 and she most recently joined forces with London Foster Realty, and she services all major counties in South Florida, “from Miami Metro all the way to Palm Beach. I know every grain of soil and palm tree in my territory, and I really believe this is the perfect place to plant your roots. It’s the shortest distance between a place to call home and paradise.”

By exploring and researching every street and corner of her geographic territory, Kate has built a book of

business that has over ninety percent repeat and referral clients. She attributes the bulk of her success to a disposition that favors diligence and curiosity. “It’s not that I’m especially gifted, or talented, or magical,” she explains. “It’s my curiosity, and being the kind of person that, before I start talking about something, I like to have all the facts laid out in front of me.” Her dedication to thorough research adds to her professionally trained mind as an advertiser, and she revels in the opportunity to bring her skills into the homes of her clients.

“For us, this is real estate with a purpose. We look at it as a colorful story – just like somebody’s life. And we get to add to that.”

Her penchant for storytelling and knowledge of South Florida empower her to engage with the greater community at every turn. Kate is an avid supporter of all nonprofits that relocate dogs and cats, patron of the arts, and regular organizer of beach cleanup efforts. “I care about nature very much. I remember how clean our beach was during the short time it was closed due to COVID, and I try to keep it that way – as much for us as the sea turtles! I love to make videos and write stories about wildlife, and the ways people and nature can coexist.”

With her position cemented in the industry, Kate and her team are looking forward to growing their business by following a simple mantra: “For 2023, and every year after, we’re going to perfect our craft on a daily basis by serving one client at a time.”

To learn more about Kate Smith, email kate.smithfl@gmail.com, call 786.412.8510, visit realtorkatesmith.com, Google: realtor-kate-smith.business.site/#testimonials, YT: youtube.com/RealtorKateSmith, FB: facebook.com/MiamiFloridaEstates, IG: instagram.com/realtorkatesmith, LinkedIn: linkedin.com/in/miamirealtorkatesmith, Appointments: calendly.com/realtor-kate-smith or Instacard: instacard.info/Kate-Smith www.

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KEVIN SENTER Among the top producers in the greater Charlotte, North Carolina area, REALTOR® and broker Kevin Senter is a people-person through and through.

Before getting licensed in real estate, he served as a school principal for three years, pulling seventy-hour workweeks.

While he loved making a difference in students’ lives, he realized he needed a career that would allow him to spend more time with his family. In 2019, Kevin and his business partner went independent and started their own firm, Senter & Co. Real Estate. They now represent home buyers, sellers, and investors in finding properties throughout the Charlotte market. Currently endorsed by the Dave Ramsey program, their reputation and business continues to grow and thrive.

His career in education has blessed Kevin with strong lasting connections to many community members, from teachers to parents and even students. Recently, Kevin helped one of his students close on their home.

“This is a relationship business and I’m all about relationships,” he says. While he receives a lot of business from within his sphere of influence, he also has a marketing team that helps promote his listings. Kevin does print advertising, but is currently focused on social media and capturing the digital market.

Service-minded and always willing to help out his community, Kevin is involved with numerous local initiatives. “I make time for the things that are important to me,” he explains. He stays active in the schools and regularly sponsors and honors a teacher with the Teacher of the Month award. He also volunteers to read to students and assists with the PTO. Additionally, Kevin leads a large men’s group at church and is involved with the Financial Peace University in Charlotte. He previously served on the board of directors for the Huntersville Chamber of Commerce.

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With his now 10-year-old son, Kevin plays basketball and goes to high school and college games. He still makes time for himself as well — as a car enthusiast, he loves attending car shows. After the pandemic, he also began to prioritize his health and now boxes at RockBox Fitness five days a week to stay in shape physically and mentally. Kevin is also investing in properties for the first time, turning his passion for investing into profit.

Since 2015, Kevin and his business partner have completed over 700 transactions, bringing in just under $200 million in revenue. Within the next 2-3 years, they plan to grow to have 5 buyers agents and shift their focus to listings.

Kevin also hopes to bring on an expert in property management to help their team start that division of business. “Our firm is constantly evolving and we want to keep growing and making things a little better for our clients and for us.”

To learn more about Kevin, call 704-451-2919, email kevin@senterandcompany.com, and visit his website at senterandcompany.com www.

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 62

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5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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KIM O’NEAL With a steadfast dedication to her clients and a personal touch that results in lasting relationships, Kim O’Neal truly stands out in the world of real estate. Kim’s longstanding passion for homes led her to get into the business, but it’s her love of helping people that continues to drive her toward excellence. “I was always interested in real estate, but at first I thought it was about houses,” Kim recalls. “Once I got into it, I realized that it’s really all about people. And that was a welcome discovery, because I love people!”

A longtime entrepreneur who had previously owned businesses, Kim is entering her fifth year in real estate.

She serves the rural area around Lancaster, South Carolina, working within a 50-mile radius. About half of Kim’s business comes from land transactions, with the other half being residential. Kim is already starting to see her repeat and referral business take off, and it’s easy to see why. Her blend of great communication with comprehensive customer service keeps clients up to speed and at ease through every step of the process. “I greatly appreciate the referrals I receive from clients,” Kim says.

Girl Scouts. When she is not working or giving back, Kim enjoys spending time with her three children, ages 7, 9, and 11, and riding 4-wheelers.

Looking toward the future, Kim plans to stay the course and keep bringing the same high level of service to her clients.

“I’m not planning on trying to grow into a big team or have my own company, but I do plan on trying to grow each year and have more business,” Kim says. For her, it all comes back to helping people achieve their real estate goals, no matter who they are or what those goals may be. “When I was first starting out, I made a promise to myself,” Kim says. “I decided that everybody needs a place to live, and I wanted to be able to service pretty much anybody. There are people out there who need help, assistance, and guidance. There are folks who have never done this before, and they really have 100% trust in me to help them. I wanted to stay that open-minded and help everybody.”

Kim’s warm and personable manner go a long way toward putting clients at ease, and she forms bonds that stay strong long after the closing. “I will give clients a text or phone call to let them know I’m thinking of them and to ask if they’re still loving their house,” Kim says. “Some clients even become friends outside of real estate.”

When it comes to marketing, Kim finds that being out in her community and among people goes a long way toward making connections between buyers and sellers. Her husband runs a brewery on their property, and she has met some clients through his business. Kim also loves to give back to her community through sponsoring local youth sports teams, as well as supporting church organizations, and her daughters are active in Top Agent Magazine

To find out more about Kim O’Neal, you can call her at 803-804-2896 or email kimberlyoneal.realestate@gmail.com 63

LETICIA ANDRADE Leticia Andrade of Chicago, Illinois, combines nearly two decades of industry expertise with an unwavering dedication to community support to fuel her real estate business and educate the next generation of homeowners. “I have two daughters – one is twenty-five, and the other is nineteen – so I’ve seen the whole high school and college experience, and there isn’t really any financial literacy taught before they get to college. They’re on their own, and if they don’t have good financial structure, that could be a recipe for disaster. We need to implement something personal – something that’s valuable to the entire family and the greater community.”

Before entering the world of real estate, Leticia worked as a loan processor to launch her career. “I’ve been a single mother for a long time. I had my oldest daughter at the age of nineteen,” she recalls. “I got hired at State Farm Insurance as a claim service assistant, and eventually got promoted to be a loan processor for a small brokerage, and then I was recruited to Countrywide Home Loans.” After building her expertise and steadily growing her skillset, Leticia celebrated her first financial investment and launched her career in real estate. “I bought my first condo in the north side of Chicago at the age of twenty-three – I think that’s when I fell in love with the process.”

After experiencing the growth and financial freedom that came with homeownership, Leticia decided to use her knowledge and experience to help others strive for the same, and became an officially licensed REALTOR® in 2005. She has previously worked with Related Realty, and for the past four years, has been paired with Fulton Grace as a solo agent and proud mentor. “One of the young brokers I’m working with right now was actually my buyer last year. He bought a two-flat at a very young age, just like me, and it’s really exciting to pass down some of what I’ve learned.”

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In addition to educating her colleagues and mentees, Leticia is dedicated to spreading financial literacy and sharing her knowledge and prosperity with blossoming young minds. “I just had a meeting with the director of the Evanston YMCA,” she exudes. “He’s a high school friend of mine, and he wants to include my free outreach program. We have two tiers: one for ages five to eleven, and the other for teenagers. Budgeting, savings, things like that – the tools I think everyone needs at baseline, and it’s a way to help people experience everything the YMCA has to offer. Win-win!”

With her position in the industry cemented as an agent, Leticia hopes to continue serving individual clients while simultaneously serving all of Chicago. “I can dig deeper into the neighborhoods where I live and work. I still have friends on the street who are actively struggling, and I recognize the hardships that people face when it comes to owning a home. This isn’t about luxury listings or bottom lines – this is about connecting the alderman, the mayor, and real estate professionals all over the city with those who need us the most. We need a wider scope that includes helping people buy and sell houses, while also making sure that our communities are taken care of.”

Contact Leticia at 773-383-2223, email SoldByLeticia@gmail.com or visit SoldByLeticia.com http://

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

easily into the daily hustle & bustle world of the busy real estate agent.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite

• When driving to a showing or to meet a client

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First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning

• Before your open house begins • After the open house • Driving home in the evening 65

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

1 For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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LUIS TREJO Raised in Mexico City and a longtime resident of California, Luis A.Trejo has always possessed an entrepreneurial spirit. He would first develop a passion for customer service while working at popular nightclubs around West Covina; however, after a chance connection with a leading REALTOR® in the area, he was invited to join the real estate industry. Inspired, Luis proceeded to learn the business from the ground up, studying everything from ethics to law, escrow, and economics. In the 24 years since launching his career as an agent, he has gone on to establish a network of satisfied clients and colleagues that spans the state.

Today, Luis is the Broker Associate of Synergia Realty, where he leads an elite team to assist clients throughout San Bernardino County, Los Angeles County, Riverside County, Orange County and the surrounding areas.

There, he has cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Luis equips his clients with a comprehensive strategy. After helping them 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 outlets like targeted mailers and door knocking campaigns to ensure a seamless transaction throughout.

Elsewhere, Luis is just as attentive when assisting his buyers, drawing from his acute knowledge of the region to uncover the right investment for their best interests.

In fact, he prefers to keep in touch long after the deals are done through regular check-ins to make sure his clients are thriving in their new homes. Over the years, he has earned a fantastic reputation throughout California, with the majority of his volume coming from repeat clients and referrals.

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As his team’s annual volume maintains its steady growth, Luis remains focused on the leading standards that set him apart. “Above all, we believe in keeping it simple and being prepared for our clients,” he says. “We practice the ABC’s of real estate all day long, and that constant reinforcement helps us guarantee their satisfaction, from beginning to end.”

When he’s not with clients, Luis remains dedicated to his industry, as he is currently pursuing his degree in political science with plans to delve into real estate law in the near future. He also enjoys visiting the gym, relaxing at home with a good book, practicing meditation, or spending quality time with his family and adorable Yorkshire Terrier.

Luis has exciting plans for the future of his business.

Drawing from his deep roots in Mexico, he intends on scaling his boutique model of client service while expanding his reach not only statewide, but also internationally. In the meantime, though, he looks forward to all the new connections and opportunities that await. “I truly love the process of meeting with a buyer or seller and getting to know them over the course of a transaction,” he says. “For me, there could be nothing more rewarding than seeing the happiness on a client’s face when they receive the keys to their new home. That feeling is what drives our team to go above and beyond for them, every time.”

To learn more about Luis A. Trejo, please call (909) 782-3391 or email Luistrejo1224@outlook.com 67 Copyright Top Agent Magazine

MELISSA FEIGHT Melissa’s story is one of transformation and determination. Having worked as a lead veterinary technician for many years, she realized she had reached the limit of her professional growth and wanted something more entrepreneurial. She yearned for a career with no limits and the flexibility to care for her children. With courage and conviction, she took the bold step of switching to real estate, a field she was always intrigued by. Despite the challenges and uncertainty, Melissa’s leadership and management skills proved invaluable in her new career.

Her commitment to excellence, strong work ethic, and dedication to her clients have earned her a reputation as a go-to agent in the industry.

Today she serves Montgomery, Berks, and Chester counties in Pennsylvania, and has formed a team with her real estate partner Kim Berret. There’s a total of five members, and they’ve been growing at a fast speed.

With Melissa’s husband working in the military, many of her clients are veterans or military members. She also assists many people who are looking to move to the suburbs from Philadelphia. “During 2020, people weren’t really going into the office anymore, so our area started to grow quickly,” she explains. A large percentage of her business derives from repeat clients and referrals, as Melissa goes above and beyond to exceed expectations.

Melissa stands out as an agent because she’s committed to education and has a high level of expertise about the real estate market. She’s focused on helping her clients win in multiple offer situations, and has developed an entire menu of strategies to achieve this. “It’s been really difficult to get under contract during the

last two years, and I work with a lot of VA people, so I work really hard to educate other real estate agents about it and present their offers in an enticing way.” Melissa also prioritizes educating her clients on how to navigate the market and make informed decisions about their purchases, even if it means advising them not to engage in a particular bidding war.

Sellers receive the same outstanding support, with Melissa utilizing various tools and strategies to get their home sold for top dollar. One recent seller said, “I sold my home due to some personal issues. I was recommended Missy from my sister who had just worked with her to buy a new house. I emailed Missy and she immediately responded.

She came to my house to meet me and within 30 minutes already knew what she wanted to do. Photos were taken the following week and listed for sale that Saturday. It sold a day later. Missy handled EVERYTHING, including me not having to go to the closing. She is a gangster when it comes to real estate. If you’re looking to buy or sell, reach out to her. Even for an ignorant home seller like me, it was a piece of cake thanks to her.”

The future looks bright for Melissa, as she plans to invest even more into the team’s education, getting everyone ABR accredited and taking continuing education classes. Additionally, they are building and launching new programs, including a veteran savings program that partners with lenders, title companies, home inspectors, and home warranty companies to help clients save money at closing. “While the market changes gears, we’re not sitting back and waiting, we are building and moving forward.”

For more information about Melissa Feight, please call 484-769-1970 or email mfeight@kw.com

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion70

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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MELISSA SMITH Melissa Smith is a highly reputable real estate agent with a wealth of experience in the industry. Her passion for real estate started 20 years ago when she purchased her first home, sparking an interest that eventually led her to take classes and pursue a career in the field. Although her plans were delayed by the 2008 economic crash, Melissa never lost sight of her goal. After spending 12 years in the staffing industry, she returned to her real estate studies and obtained her license three and a half years ago. Since then, Melissa has worked for two different brokerages, gaining valuable experience and knowledge along the way. Her diverse background includes leasing and property management, as well as working for a title company, which has given her a comprehensive understanding of the entire real estate transaction process.

Serving the greater Pittsburgh area, including Westmoreland, Allegheny, and Armstrong counties, she has extensive local knowledge and loves sharing it with her clients. Whether they are buying or selling a property, Melissa is committed to providing them with exceptional service and guidance every step of the way. “I keep in contact with everyone,” she explains. Throughout the transaction, she updates them on any news, even if it’s small. She gets to know them on a personal level, finding out their goals and lifestyle needs. Melissa advocates for them and ensures they’re getting the best deal and terms possible. When it comes to marketing her properties, she utilizes social media to spread the word far and wide. “I send out postcards, share photos online, and more,” she says.

One recent buyer raved, “When we found the home that was exactly what we had in mind, Melissa quickly got us in to see the home, and then helped us through the process of purchasing the home. She was prompt in getting answers, coordinating the small concerns with the selling agent and having those resolved, and she was Top Agent Magazine

on the spot with everything necessary to work through the lender to make the purchase (helped us to find a good home inspector, to get a last-minute well test source when the lender required that, etc.). The bottom line is that she listened, was quick to respond, and could not have been more personal and helpful.”

Melissa is actively involved in her smalltown community and participates in various local events such as parades and farmers’ markets. “I have supported our local teams with sponsorship specifically Lower Burrell Fastpitch,” she explains.

She has also been involved in the PTA and was a board member of the local REALTORS® Association. During her free time, she loves to relax with her family.

In the coming years, Melissa plans to double her business and assist more people with their real estate dreams.

“The ability to get people information they want, and being able to help them, that’s what I love most about my job. Seeing someone come full circle and finally own a home, it’s great to be a part of that.”

To learn more about Melissa Smith, please call 724-316-4322 or email realtormelissasmith@gmail.com 71 Copyright Top Agent Magazine

PAUL W. JOHNSON their best interests. More than anything, he loves welcoming newcomers to his thriving Maryland community, notable for its booming local economy, family-friendly communities, and affordable housing. Having closed 12 transactions in 2022 alone, he remains focused on the lasting standards that set him and Houwzer, Inc. apart. “Our company offers clients a different perspective on real estate,” he says. “Because our employees are paid a salary, there’s no pressure to make a deal based on commission. We’re out here to find the best option possible for our clients, not ourselves.”

Throughout his life, Paul Johnson has always been drawn to real estate. For over 25 years, he would build an accomplished career as a leader of international development projects across Africa and Asia. In 2015, he pursued his real estate license and set forth as a part-time agent; however, upon encountering the unique business model at Houwzer, Inc., he was inspired to switch tracks and go into the industry full-time. On top of providing clients with a brokerage, mortgage, and title company all under one roof, Houwzer also pays its agents salary, rather than commission, which prioritizes client satisfaction above all else.

Today, Paul is a REALTOR with Houwzer, Inc., where he assists clients throughout Maryland, Washington DC, and Virginia. Combining his strong foundations as a Buyer Specialist with Houwzer’s distinct model of openness, integrity, and service within the community, he has cultivated a boutique process to meet the needs of any buyer or seller. ®

When listing a property, Paul leverages Houwzer’s 1% listing fee to give his clients an added advantage. After helping them fully prepare their home for the market, he shares their listing to a variety of webinars and real estate courses spanning the Washington, DC, Virginia and Maryland (DMV) region. Along the way, he utilizes social media sites such as LinkedIn and Facebook to successfully market products, as well as educational webinars and articles. He also partners with Zillow and Sold. com, and utilizes proven resources such as promotional car magnets and door-knocking campaigns, to develop and generate a greater client base.

Elsewhere, Paul is just as attentive when assisting his buyers, carefully guiding them to the right investment for

Being a Corporation B entity, Houwzer, Inc. has fostered a culture of compassion and community engagement among all its agents. On top of making regular contributions to The Rise Up Fund, which helps bolster affordable housing options in the area, Paul enjoys volunteering for numerous causes throughout the year, from beach cleanups along the Anacostia River to Habitat for Humanity. When he’s not with clients or giving back, he can be found spending quality time with his family or working on his own property, expanding the firsthand knowledge of renovations and investments that have distinguished him in the market.

Fluent in French and having recently earned his International Property Specialist Certification, Paul intends on scaling his penchant for client service not only throughout the DMV, but also abroad. In the meantime, though, he looks forward to all the new clients and connections that await.

“Going back to my time in international development, one of my lifelong goals has been to help underserved communities gain access to affordable housing,” he says. “I truly love the process of getting to know a client and helping them identify the right choice for their needs. At the end of the day, there could be nothing more rewarding.”

To learn more about Paul Johnson, email paul.johnson@houwzer.com, visit www.houwzer.com or call (703) 717-2634.Find him on LinkedIn: linkedin.com/in/paul-w-johnson-802b313 Or Facebook: facebook.com/paul.w.johnson.98 www.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 74

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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RON ISON Ron Ison, Team Leader of The Ison Group NJ in Holmdel, New Jersey, built a real estate enterprise on top of his professionally honed expertise managing financial services. By combining his business acumen with a passion for individualized lifestyles and a target demographic in central New Jersey, Ron has established a platform for consistent and organic growth. “I feel privileged that I get to go into people’s homes and hear their stories. The backgrounds they have, the memories they cherish raising their children or starting their lives, even the different types of renovations and adjustments people make to their homes. I love the way a home reflects the people who live there, and being able to contribute to those stories is huge for me.”

Before entering the world of real estate, Ron enjoyed a career as a financial advisor. “I was working in and around the Wall Street area and South Florida for almost twenty years,” he recalls. “I did a lot of financial planning for my clients, their retail businesses, stock market stuff, and many of them asked me to recommend local REALTORS®. My compliance department asked me if I’d be willing to get my license, become a sort of onestop-shop, and I figured, ‘Why not?’” After obtaining his licensure and finding tremendous success by serving his clients’ various needs, Ron closed his first sale at a staggering $2.5 million, and he couldn’t help but feel that the universe was trying to tell him something. “I’ve always wanted to get into this. I hung up my licenses on the wall street side and jumped into real estate full-time.”

Since that momentous decision, Ron has cemented his business by servicing all of New Jersey (specializing in Central New Jersey) as team leader of The Ison Group NJ. He boasts a recent annual volume of $26.5 million spread across fifty-two transactions in 2022, fueled by a book of business that is over ninety percent repeat and referral clients. “My Russian background and fluency has helped me build within a specific area. A lot of my Top Agent Magazine

business comes from the New York market – Brooklyn and Staten Island are only about thirty miles away – and many of them come into the Central New Jersey area.” In addition to this particular niche, Ron bolsters his efforts by leveraging a thorough CRM provided by Keller Williams (Command) and capitalizing on a robust digital footprint. “I’ve got a huge social media platform. Facebook, Instagram, LinkedIn – so much of my work for the past six years has come through social media.”

In addition to virtual marketing, Ron goes to great lengths to support and grow his greater community every chance he gets. “Just last year I partnered with a National Mortgage Company, The Home Team Mortgage, and we created a charity event at Patricias Restaurant, in Holmdel New Jersey, which raised money for ALS (Amyotrophic Lateral Sclerosis). My father passed away from Lou Gehrig’s Disease in 2010, and I wanted to support a local organization (Hackensack Meridian Hospital) that currently has one of two departments in New Jersey that helps ALS patients. We raised $26,000 in a month – it was an amazing event. We hope to create more events like this, each and every year.”

Ron also connects with his colleagues by attending the Circle of Excellence awards ceremonies each year and playing tennis as often as his busy life permits!

Contact Ron Ison at 917.974.1915, visit ronison.org, or email: RonJison@gmail.com www.

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