NATIONWIDE & INTERNATIONAL 4-4-22

NATIONWIDE & INTERNATIONAL EDITION

IS FINDING A NICHE MARKET RIGHT FOR YOU? FEATURED AGENTS MARIE & BOB MAIER JEFF BEAL ANGELA BROWN MATT & SHALIN CAREN WENDY DIXON PAUL GALBRECHT JOSE GONZALEZ THE GRANDON GROUP CORINA HAMBY CATHY HILL ARIEL HOLBROOK KYLE KELLEY CHRISTINE KENNEDY DONNA KLINE SCOTT LEVINE CHUCK LINER JIM LUCARELLI CAMILLE NALUAI-RIOS MAVIS NELLAS GAVIN OTTAWAY DAWN PARADISE BETHANIE PETERS RACHEL THOMAS CARRIE WELLHOUSER BRITTANY WILSON

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation COVER STORY

CRISTINA SISON

6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 4

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

Top Agent Magazine ®

Top Agent Magazine

1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

2

Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

3

Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

Top Agent Magazine

4

Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

5

Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

6

Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

Top Agent Magazine ®

5

PAUL GALBRECHT Kansas City native Paul Galbrecht had never considered a career in real estate until a chance conversation with his neighbor, who is a REALTOR®, convinced him that he would be a great fit in the industry. After some consideration, Paul decided to take the leap and six years later, he runs a thriving business as a solo agent. Licensed in both Kansas and Missouri, Paul represents the entire metro area with a mixture of world-class service, honesty, and a high level of communication.

To ensure that every project is taken care of with a strong attention to detail, Paul follows a systematic approach to buying and selling residential properties. He takes the time for in-depth conversations with his clients before and during a sale, sharing his knowledge about the market and potential assets and pitfalls with a listing. “I provide a real opinion, not a sales opinion,” he says. When you’re working with Paul, there’s never any pressure to make a decision quickly, he simply wants to make sure his clients know all of their options upfront. A majority of his clients — around 90% — are repeat and referrals, so you can trust that Paul takes great care of everyone he works with and that he has proven results.

When it comes to marketing, Paul uses his expertise on social media to share insights and information.

He posts regular updates on Facebook, Instagram, and Snapchat about different areas of Kansas City and new homes that have gone up for sale. This is the best way he has found to connect with new and repeat clients, who are primarily millennials in his same age group. He also frequently touches base with clients through emails, phone calls, and birthday cards to show that he is always present and 6

available in their lives. “They are not a dollar sign or a transaction to me — I want to treat everyone well and put them first,” he says.

While being a solo agent keeps him very busy, Paul loves to travel the world with friends and spend time at the lake in the summer. His active lifestyle is part of why he excels in real estate. When speaking about his career, he explained, “I love that everyday is different. It’s never dull.

I don’t mind doing office work, but I love getting to go meet clients and see houses. It’s not work to me, it’s what I enjoy doing.”

While he already handles between 8-9 million in volume a year on average, Paul is looking to grow his production this year while still maintaining the same level of care with his clients. He stands by his belief that with hard work and diligence, everyone involved on a project can come away satisfied with great results. “My promise is to treat all of my clients and their family with honor and integrity and do right by them.”

To learn more about Paul Galbrecht, please call 913-634-2303, email paulgalbrecht@kw.com, or visit paulmichaelhomes.com www.

Copyright Top Top Agent Agent Magazine Magazine

Kent Labinski is proud to congratulate

Paul Galbrecht

on being featured for the State of Missouri in Top Agent Magazine!

Kent Labinski | Sr. Account Executive m: (816) 665-6580

klabinski@cinchhs.com | ishared.io/KLABINSKI https://

Serving Kansas & West Missouri Top Agent Magazine

7

5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

8

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

Top Agent Magazine

Top Agent Magazine

balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

Top Agent Magazine

9

the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

10

Top Agent Magazine

Top Agent Magazine

CRISTINA SISON Top Agent Magazine

11

CRISTINA SISON Cristina has been a recipient of the North Virginia Lifetime Diamond award and consistently produces $15M in individual volume year after year with 90% of her business being referral based.

Cristina Sison is an experienced Realtor® with a business approach that is deep rooted in providing reliable service to buyers and sellers. Originally from the Philippines; Cristina moved to the USA in 1999. Formerly the Marketing 12

Director for one of the largest real estate companies in Asia; Cristina brings over 30 years of experience to the industry as a career agent. After a brief stint in sales; Cristina quickly rediscovered her love for real estate in the USA and Top Agent Magazine

before long she was able to find her niche. Cristina values her profession because she feels it helps other people find a place in the world.

Specializing in Northern Virginia; Cristina’s geographical range extends to Arlington, Falls Church, Ashburn, McLean, Montgomery County and parts of Washington D.C. She has been a recipient of the North Virginia Top Agent Magazine

Lifetime Diamond award and consistently produces $15M in individual volume year after year with 90% of her business being referral based. “I am in competition with myself to make sure that I can be the best version of myself for others in the industry.” Cristina prefers to keep up with past clients in a personal way. This includes personalized gifts and things that would make them feel special. After closing she’s 13

been known to treat clients to dinner at some of the best restaurants in town.

“A good stomach is unforgettable for most people. I also know the chefs so we get special treatment.”

Marketing for Cristina is non conventional. She likes to put herself in her clients shoes to provide benefits she herself would want as a buyer. Using a mix of listings, a long running client database and a database of co-agents; Cristina is able to generate demand.

Investing in professional photographs is an absolute must and she recom-

14

Top Agent Magazine

mends using a stager to invite and excite clients as well as show the property at its maximum value. By working with a sense of purpose, Cristina has gained the respect of her peers.

Over time, Cristina has learned that a bigger team doesn’t always equate to more money. With a larger team she felt remiss and wanted to refocus on her clients and herself. So her initial team of 6 is now a streamlined team of 3 (an assistant, a buyers agent that specializes in commercial real estate and herself). For Cristina, it’s not always about the money but rather the Top Agent Magazine

meaningful connections that can be derived when you give it your all.

Outside of real estate, Cristina owns several other businesses. She’s an avid singer who supports Filipino Americans in the music industry. She is also a fan of the arts and will open a gallery later this year. She was the former President of the Philippine American Chamber of Commerce in Washington D.C. and is very active in the Filipino community.

Hosting various networking and educational events; she works to foster Filipino American entrepreneurs and promote Filipino culture. “Success 15

comes with self confidence. And the secret to self confidence is preparation.”

Looking ahead, Cristina’s real estate goals for 2022 are to be more proactive in terms of marketing her business and to make each sale unforgettable for the

clients. At the same time, she hopes to have more opportunities to give back.

“My motto is be kind, be consistent, and be happy and live your life to the fullest! Nothing gives me more happiness than singing and spending time with my daughter.”

To learn more about Cristina Sison email cristina.sison@compass.com, call (202) 812-3354, or visit compass.com/agents/cristina-sison www.

16

Top Agent Magazine

Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

Top Agent Magazine®

17

While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 18

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

Top Agent Magazine®

Top Agent Magazine

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

Top Agent Magazine

19

CHRISTINE “THE CLOSER” KENNEDY

You’ll look long and hard to find a Realtor who knows the Philadelphia area better than Christine Kennedy. Born and raised in West Philly, and currently residing in the city’s Wynnefield neighborhood, Christine combines a deep knowledge of her market area with a passion for service that is second to none.

“I’ve always enjoyed helping people,” Christine explains. “And this work is so rewarding in that regard. I always strive to exceed my clients’ expectations, and live to experience that moment of happiness with them when we close on their new home, or sell a home so they can move into the next chapter of their lives.”

years for both Berkshire Hathaway Home Services and Keller Williams before getting on with Realty Mark Associates. Today she serves clients all over Philadelphia, as well as in Delaware, Montgomery, and Chester Counties. Christine averages $3.5 million a year in sales volume and is on track to close $7.5 million in 2022. An impressive 60 to 70 percent of that business comes from either repeat clients or referrals.

When it comes to marketing her listings, Christine has a proven strategy that works to get the home

Christine graduated from Pennsylvania State University in 2009 with a B.S. in Management Information Systems. She began her career in real estate in 2016 after getting laid off from her job. “It was a leap of faith,” she recalls. “But I was excited to get into a job where I would get to meet so many different people every day and set my own schedule.” After getting licensed, she worked several 20

Copyright Top Agent Magazine

sold quickly and for the most a buyer is willing to pay. Additionally, she advises clients on any updates or repairs they need, as well as how to stage their home to appeal to the contemporary buyer. Every property is photographed to capture its most unique features.

She uses a comprehensive marketing plan that includes social media, postcards, open houses, door knocking in the listing’s neighborhood, and the MLS as a matter of course. She maintains good communication with her clients throughout the transaction, and is responsive to their every need. That relationship doesn’t end after the closing either. Christine builds lasting relationships with her clients and continues to reach out to them as their needs evolve. She hosts client appreciation events two or three times a year, as well as keeping in touch on Facebook. She sends out cards on holidays, as well as anniversaries or emails on clients’ birthdays.

When she’s not working, Christine stays very active by going to the gym, and enjoys Pilates, yoga, and dancing. She loves volunteering in the local community! Christine also travels whenever she can. Christine’s most rewarding trip was 3 weeks in South Africa teaching technology skills to underprivileged children.

She’s traveled all over the world and throughout the US. Christine looks forward to a long career in the real estate industry, and to continuing to help her community in every way she can. Her goal for the coming year is to close 30 transactions, at which point she plans to begin building a team of 3 to 4 agents who share her passion for helping people achieve their dreams. As always, she will continue looking for ways to improve upon the already exceptional service she offers her clients, and is a member of an elite national coaching program to help her optimize her potential.

Top Agent Magazine

Contact Christine at 267-808-8962 or email ckennedyhomes@gmail.com Copyright Top Agent Magazine 21

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

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought22

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

Teaching lessons to others reinforces your own professional values.

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

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

Top Agent Magazine

Top Agent Magazine

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

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

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

Top Agent Magazine

23

MARIE & BOB MAIER

The partnership between Bob and Marie started in 1980, when they got married. In the ‘90s, they moved to Hudson, Ohio, and Marie was looking for something part time so she could spend time taking care of two kids. That turned out to be the start of her career in Real Estate.

Bob continued running his manufacturing company as a trained engineer, and they took on some investment properties and did a little bit of house flipping. After a while, Bob decided that was simply more fun than having to run a company and deal with the hassles of things like hiring and firing, so he went and got his license in 2018 to join forces with Marie in the real estate arena.

a larger area. Marie’s built up a loyal clientele, with about half of their current workload coming in from referrals. She works hard, always making sure she does the best job she can for her clients. She knows her stuff, and that speaks loudly for her. She gives good advice, and clients soon become friends outside of the real estate business.

While they strike out as a team mainly across northeast Ohio, they can be found working Hudson, Twinsburg, Aurora, Stow and all surrounding areas. They’re hoping to train up some other team members soon to more efficiently cover 24

Copyright Top Agent Magazine

The clients who have bought houses through Marie are in for a treat with her magazine, which they receive every 6-8 weeks, filled not only with newer listings, but, more importantly, recipes, home tips and Do It Yourself projects. The magazine is in addition to her business newsletter which is more for the industry side and filled with market updates. For industry insiders, they use the usual email blasts and prospecting neighborhoods, regularly sending out targeted Just Listed/Just Sold postcards. There’s greeting cards for birthdays and anniversaries, the quarterly phone chat check ins, and perhaps the most important contact technique ever – Thanksgiving pies.

Bob is having an absolute ball compared to the engineering and manufacturing world.

He loves dealing with all the different people and rich ethnicities throughout the area, exploring as much as he can. Together, their enthusiasm has forged friendships that go well beyond the property business. That enthusiasm hit $14 million last year, and they have plans to increase that number in 2022.

They want to make their buyer’s dreams come true, getting them the houses that they’re truly in love with. Currently, they have two trainees to form the basis of a growing team, which should free up some more time for Bob and Marie to spend with their grandkids. They had started developing a team last year, but the call of Hollywood pulled one of the members away to work on the movie “Marry Me”. Now it’s all about personal coaching and team building to sustain their lifestyle and give others the opportunity to enjoy the same lifestyle with them - a life full of family, exploring, hiking, skiing, friends and fun.

Top Agent Magazine

For more info, call 330-603-8686 or email mariemaier@kw.com Copyright Top Agent Magazine 25

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 26

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

Top Agent Magazine ®

Top Agent Magazine

Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

Top Agent Magazine ®

27

I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

28

marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

Top Agent Magazine ®

Top Agent Magazine

JEFF BEAL Focused on helping others, Jeff Beal has reached great heights as an agent in the greater Atlanta region. His journey in the real estate industry began in 1993, when he worked as an appraiser. He spent 14 years in this role, and when the market crashed, he transitioned into automotive motorsports marketing. But Jeff’s love for real estate couldn’t be stifled, so he began thinking about investing in real estate. “My dad was also wanting to invest, so I decided to get my license to help us complete deals,” Jeff explains.

But soon Jeff started receiving an influx of clients, and decided to devote himself full-time to real estate. He recently co-founded Team Trilogy, which consists of five agents, including his wife Cindy ‘Rodeo’ Steedle, business partner Chad Lagoarsino, Gordon Waters, and Kim Zax. Jeff has received many accolades, including the Top 10% Agent Award by Homesnap in 2020, and the Top Agent Award from his previous brokerage for 2018 and 2019. In 2021, Jeff was ranked as the #1 agent by Atlanta Agent Magazine, with he and his wife having the most viewed profile of the year.

It’s clear Jeff and his team go above and beyond to reach their clients’ goals. With their business consisting of 75% Residential, 15% Commercial and 10% Land, they have experience working with a wide range of people, and understand exactly what it takes to meet their needs. “Around 90% of our business consists of repeats and referrals,” he explains. “We’re very personable and relationship driven.” Their thorough approach has captured the attention of some unique homeowners, including a seller who built a shipping container home. “We were able to sell that property in 5 days for above the asking price, and the seller is permitting 6 more shipping container homes that my team and I will list,” Jeff explains. He and his wife have also listed a house with a 9 car garage, a $2.7 million custom home on the top of Sweat Mountain with 4 acres and 180 degree views, as well as a house built in the late 1800s.

Top Agent Magazine

“We take the time to get to know our clients and their properties,” Jeff says. “If there’s history behind it, we want to know about it, because it helps with our marketing efforts.” They advertise on social media and through national publications.

As a Certified Foreign Investor Specialist and Luxury Property Specialist, Jeff is equipped to find the best buyer possible in the shortest amount of time.

An Atlanta native, Jeff makes it a priority to stay active in his community.

His wife is the founder and CEO of the Angel Wings Foundation, a non-profit that helps young people give back. Jeff serves on the board of the organization. He and his wife have hosted many fundraisers, donating over $100,000 to local children’s charities. During any free time, Jeff can be found attending car shows or relaxing with family and friends.

With $30 million in team sales volume for 2021, Team Trilogy is on the right track. They hope to grow their team in the next year, bringing on more top agents and helping more clients achieve their goals. They have undoubtedly found their true calling in life, and can’t wait to see where the future takes them.

Contact Jeff Beal and Team Trilogy: please call 678-793-8402, email jeff.beal@compass.com or visit teamtrilogyre.com https://

Copyright Top Agent Magazine 29

ANGELA BROWN Throughout her life, Angela Brown has always been passionate about empowering those in her community. For years, she served as a police officer in Philadelphia, but when she retired from duty, she found herself drawn back to her lifelong dream of becoming a real estate agent. After earning her license in 2016, she would launch her career as a REALTOR® and quickly build a network of satisfied clients and colleagues that spans Pennsylvania and New Jersey.

a pair of shoes,” she says. “If you have any buyer’s remorse, you can take your shoes back—but you can’t take the home back. Nobody should walk away from their transaction feeling like they made the wrong decision.”

Over the past six years, Angela has earned a fantastic reputation throughout Pennsylvania and New Jersey, with the vast majority of her volume coming from repeat clients and referrals.

Samantha Madera Photography Through it all, she remains focused on the proven standards that brought her to real estate in ® Today, Angela is a REALTOR Associate/MRP the first place. “Buying or selling a home is a genuwith Keller Williams Realty, where she assists cli- ine accomplishment,” she says. “For me, there could ents throughout Philadelphia, Montgomery County, be nothing more rewarding than seeing a smile on my Delaware County, Cherry Hill, Sicklerville, and the client’s face at the end of their transaction.” surrounding areas. There, she has established a boutique workflow around the core values of openness, Outside her career, Angela has been deeply involved in her community. On top of having volunteered to mentor integrity, and compassion. female teens in the Philadelphia area, she has previWhen listing a property, Angela equips her clients ously partnered with a local lender to host seminars for with a comprehensive strategy. Starting out, she helps first time home buyers. A licensed cosmetologist, she them fully prepare their home for the market, provid- also enjoys working in the beauty industry in her spare ing them with a suite of professional photography and time. When she’s not with clients or giving back, she can be found spending quality time with her family and videography services. From there, she shares their listing to both the regional MLS and a highly targeted teenage grandson, who has also developed a passion blend of digital and social media campaigns, as well for real estate. as trusted outlets like printed flyers to the surrounding Looking ahead, Angela intends on expanding her reach neighborhoods. into luxury properties, with an eye toward pursuing her Elsewhere, Angela is just as thoughtful when assisting Broker’s license in the future. In the meantime, she is her buyers, providing them with key information that more than satisfied with the fulfilling life and career allows them to select the right property for their needs. she has cultivated in the city she loves. “I always tell In fact, she keeps in touch long after the deals are done my clients to hang in there,” she says. “No matter how through frequent check-ins and even the occasional difficult their transaction may be, I won’t give up. gift, all to make sure her clients are thriving in their After all, if there’s not a house for them today, there new homes. “Purchasing a house isn’t like purchasing will always be one for them in the future.”

For more information about Angela Brown email angela.brown@kw.com or call (215) 688-6578 30

Copyright Top Top Agent Agent Magazine Magazine

How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

Top Agent Magazine®

31

Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 32

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

Top Agent Magazine®

Top Agent Magazine

WENDY DIXON A fierce leader in the real estate industry is Wendy Dixon, an agent with Keller Williams who has been showing homes since she was just fifteen years old. Wendy was raised in the industry as her father ran a construction company in Florida. In 2006 she moved to Tennessee, got licensed, and began working total pledge. Today Wendy is based in Ooltewah as a full-time agent and runs a seasoned real estate team.

Wendy’s love for real estate grows by the day, with sales continuing to multiply yearly.

Wendy has numerous ties in the real estate community, from decorators to builders, all of which make her a great fit as an agent. As a team leader for Keller Williams, she attributes the team’s ability to divide duties and tasks as a differentiating factor that sets them apart to provide the best quality service to clients. Wendy is a full-time listing agent and team leader. Her team includes buyer specialists and full-time assistants with specialized positions that help make the entire experience seamless.

As a result, today, Wendy’s repeat and referral business is 90%. Repeat clients, extended friends, and family are within their sphere of focus and continue to circulate back to them for any real estate needs.

Wendy and her team hold high expectations amongst themselves and require an intense level of training and experience to step aboard the team. Together they bring forward professional expertise, knowledge, and services to ensure excellent customer care. “One of the things we are known for is being tenacious and endearing in what we provide for each person,” Wendy shares. Following a “golden rule” standard ensures that each customer has the best possible experience and outcome. In addition, they love to stay in touch with clients by sending annual holiday cards offering a free treat from a local business. Their team has been

number one in Ooltewah sales for the past eleven years, selling more than any other agent in their area.

Wendy markets listings through social media, uses internet marketing, magazines, postcards, and large signs for visibility, exhausting avenues for exposure. The team also sponsors school sports and academic programs as often as possible, which has been an additional way to market their team. In addition, they support many activities to give back within the neighborhoods they sell the most volume.

Specifically, Wendy and her team have sponsored the Collegedale Softball League for over 14 years, the Sandy Erickson annual 5K yearly, the Collegedale Academy Alumni Golf Tournaments, where proceeds fund the Student’s Tuition Assistance Program or those in need of tuition support.

Initially unsure about forming a team for fear of losing personal relations with clients, Wendy doesn’t look back on that decision as it has allowed her and her team to build more relationships, help more clients and bring extended support to the table. Her team has surpassed her expectations in client relations and the real estate services they provide to her clients as they walk alongside them throughout the homebuying journey. When Wendy isn’t listing homes, she enjoys spending time with her friends & family, traveling, and enjoying the lake life where she boats and soaks up the summertime lifestyle. Her plans for the future include passing down the torch to her daughter, Sadie, who has joined her in business this last five years and has been a full-time agent since 2020. Wendy will continue to grow her business to pass along to Sadie so she may enjoy it for years to come. Wendy is an inspiring agent, a caring mother & friend, and the Top Agent of Ooltewah, Tennessee.

To learn more about Wendy, email dixon@dixonteam.com visit DixonTeam.com or call the office at 423-702-2000 www.

Top Agent Magazine

33

JOSE GONZALEZ One of the several keys to success for Jose Gonzalez, the Principal Broker at Tu Casa Real Estate in Salem, Oregon, is his ability to play the long game.

That is, he sees well beyond the initial meet-and-greet, the process and the closing. That’s what gives him the most pleasure.

“I love the real lasting effects of home ownership,” Jose explained. “I mean, there’s a couple that I’m talking to right now that is on their fifth purchase. I’ve seen kids (of clients) become homeowners themselves. I’ve watched families be able to use the equity to buy other properties or start their own businesses. That’s the satisfaction.”

It’s been that way for more than 20 years now for Jose, one of the top brokers in the Willamette Valley area of Oregon, including the state capitol of Salem.

Jose, who works solo but regularly partners with his Brokers to better assist their clients, does little to no advertising. But that’s what happens when you have a repeat and referral business that accounts for 95 percent of your business, and an average sales volume of $10 million annually And Tu Casa Real Estate – Your House, in Spanish – is embraced as one of the few bilingual realty offices in Oregon.

“They tell me patience, that’s it my patience, and the knowledge I can share with them,” Jose said when asked what keeps his clients coming back. “I spend a lot of time in the community, and I see people everywhere -- school functions, community events, I shoot them a text as I drive by their house, and I do a mailing. I’ve served on community boards from childhood literacy to immigration advocacy to small business development, and I’m on the Salem City Council. So, I do get to meet a lot of people from the community.”

34

All of this came from a place of introspection for Jose. When one of his sons was rushed to the hospital almost 25 years ago, Jose was working in a restaurant at the time – and couldn’t leave. That night, he went home and began flipping through the classified ads in the newspaper looking for a new job. But it was a television commercial about becoming a real estate agent that intrigued Jose.

Now he is looking forward to his third decade in the business.

“I just want to grow it, little by little. Our clients’ needs are evolving so we’re going to evolve with them,” said Jose, who noted that his downtime includes just being with his family, including getting a kick out of watching YouTube videos with his 12-year-old son.

“We’ve added property management, added commercial real estate services, and one of our brokers is helping a client buy a property in Puerto Vallarta (Mexico). So, we might even add that international component.”

Jose Gonzalez, Principal Broker, Tu Casa Real Estate: please call 503-851-6582, visit tucasaoregon.com or email at josegonzalezre@gmail.com www.

TopAgent Agent Magazine Magazine Copyright Top

Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again.

Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine.

Pillar content refers to those evergreen posts that never get old because they are always timely.

Think about those questions that you’ve had to

Top Agent Magazine ®

35

answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby?

What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming.

Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined.

You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal.

36

Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in.

Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful.

The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression.

If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

Top Agent Magazine ®

Top Agent Magazine

THE GRANDON GROUP Brother and sister duo Jason and Stacey Grandon have made great strides in the greater Maricopa County region of Arizona. Jason was the first to enter the business, after the purchase of his first home sparked the idea. “It was always in the back of my mind after that,” he explains. After moving to California and working as a concert producer, he returned to Arizona and decided to make real estate his full-time career. “So I got my real estate license and just started building from there.” He started instantrenters.com as a way to stay busy every day, and it soon grew to become a preferred way to find rentals in Arizona.

Jason became so busy that he encouraged his sister to join him. An accomplished horse trainer, she was loving her career, but knew she needed to find another path that would be less physically demanding. “So I went through the training and earned my real estate license,” she explains. “Our dad was an agent and our whole family grew up doing sales and marketing, so it came naturally.” Her entry into the field was during the late 00’s market crash, and while other agents were struggling to make ends meet, they had enough business to become one of the top teams in the state.

Their success carries through to today, with The Grandon Group being largely referral-based. “Whether you’re a first time home buyer or a multi-million dollar buyer, you’re going to get the same treatment,” Stacey explains. Jason and Stacey do everything possible to ensure a deal goes through. They take the time to get to know their buyers and sellers, outlining their goals and developing a plan to achieve them. By answering their phones and being available at all hours, they eliminate stress and guide their clients through the transaction.

For their sellers, they offer unparalleled marketing, with Jason taking the reins to ensure each property is seen by as many people as possible. “We hire photographers to capture each home in its best light, and we Top Agent Magazine

offer the same marketing for every price point.”

Community is a vital part of The Grandon Group’s work. They have a professionally produced Internet TV show called Lockbox.TV, which discusses all of the latest news about real estate, and features people who live in Arizona, local business owners, politicians and more. During any free time, they love to spend time with family and Stacey enjoys playing with her horses.

Jason and Stacey are rapidly becoming the preferred agents of smaller towns north of Maricopa County, like Prescott, Flagstaff, Sedona and more. “We’ve found that when you get into smaller communities, sometimes the service level drops, so we’re looking at bringing our work ethic and service to more communities in Arizona.”

They’ve truly found their dream careers, and can’t wait to see what the future holds. “We love every aspect of what we do. Our slogan is ‘Full-time agents for your full-time life,’ and we really take that seriously. We are dealing with people’s livelihoods. So it’s really rewarding for us to be a part of this big chapter in our clients’ lives.”

For more about The Grandon Group, please call 602-312-5610 or email jason@instantrenters.com or staceygrandon@gmail.com Copyright Top Agent Magazine 37

CORINA HAMBY Many people in the real estate business talk about the satisfaction of seeing their clients’ faces when first-time buyers become homeowners. It is a veritable cavalcade of emotions – smiles, unbridled enthusiasm, tears of joy, hugs, relief. For REALTOR® Corina Hamby, it’s more than just satisfying, however.

It’s personal.

“I grew up in the Dominican Republic.

We go back every year, and we bring school supplies and we’re also able to help people get some food on their table.

That’s how I met my husband, going back to the Dominican Republic to help,” explained Corina, now an agent with Elite Realty LLC in the Montgomery, Alabama area. “I myself come from a very poor village so to me there’s nothing better than to see the smile on those people’s faces. But, more importantly it’s showing them that home ownership is possible, showing them that they can do it, showing them that when nobody else wanted to spend time with them, you can look at them and tell them ‘We got this. We can do it.’”

Corina’s passion to help the disadvantaged spills over into everything she has done as a REALTOR®, from when she first started in the business in the Dominican Republic to her current role in the U.S., where she earned her license to conduct business here four years ago. Married with three children, Corina had a dual challenge – not only to get her license but to learn how to speak English.

“I think that’s something that keeps me very busy is the fact that I am bilingual and speak English and Spanish,” said Corina, who closed almost 50 transactions in 2021 and won awards for most transactions, most units moved and for being a top producer. “I show as many houses as possible. I give 100 percent, whether (a home) costs a dollar or $1 million. Everybody means 38

the same to me. It’s not what you make in real estate, it’s the result.”

Though her repeat and referral business is still building, she makes sure to stay connected with all clients through emails, texts and calls, emphasizing to all that “No, you’re not bothering me at all!” And as she mentioned, she treats all home buyers the same, immediately having a sit-down with any prospective clients and assigning them a professional photographer once they sign on with her.

During her down time, Corina said she just enjoys being a wife and mother, being actively involved with the kids’ baseball and football participation as well as her active involvement in fundraisers and sponsorships. As for her business, she has ambitious goals.

“I see myself being big. I was able to help 47 people last year and I would like to double that this year. Not because of me but because of them,” Corina said. “I have a lot of people waiting in line for me to help them.

I am intending to do even better than last year.”

To learn more about Corina Hamby please call 334-669-3704 or email corinahamby123@gmail.com Top Agent Agent Magazine Magazine Copyright Top

5 STEPS TO ACHIEVE LONGTERM SUCCESS

AS A REAL ESTATE AGENT Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

2

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

Top Agent Magazine

39

3

BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

4

BUILD A SOLID FOUNDATION

5

SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

40

Top Agent Magazine

CATHY HILL Don’t let realtor and entrepreneur Cathy Hill’s petite frame fool you…she’s a powerhouse who would go to the ends of the earth for her clients and community. “My clients know how dedicated I am to them and to my business.” Cathy attributes confidence, active listening and mental strength as differentiating traits that set her apart from other agents. She strives for excellence and uses every available avenue to connect with, and advertise for, her clients. After twenty-two years of serving Cedar Rapids, Iowa under the banner of Skogman Realty, where she is a lifetime resident, Cathy has a total career real estate volume of over $350 million and a referral business of 70%.

Keeping clients satisfied with outstanding results is only one way she maintains such a high referral rate.

Beyond her professional relationships, Cathy has built life-long friendships in the community, often as a result of her desire to help her community grow. She passionately supports the Austin Strong Foundation, which raises awareness and funds research while supporting families affected by cancer. This organization was founded in honor of an Iowa family’s beloved son, Austin Smith, who gained his angel wings after a 16 month battle with cancer. In addition to helping with the fundraising efforts of the Austin Smith inclusive playground, Cathy has collaborated for many other projects for this foundation as well as her 2000 member church, Antioch Christian.

Cathy’s entrepreneurial spirit continues to shine as she is the new owner of the Coffee Emporiums in downtown Cedar Rapids and the trendy Iowa River Landing.

“Our community has been hit hard with a devastating flood in 2008, an inland hurricane with 140 mph winds in 2020 and the widespread impacts of the pandemic.

I am passionate about creating more jobs and social spaces to bring economic growth and rejuvenation to the community.”

Top Agent Magazine

At the root of Cathy’s success is her mental resilience that grew out of necessity as she faithfully tended to the health of her husband, Kris, following an injury that resulted in a traumatic brain injury. Cathy took a leave from her job for seven months as she assisted with the rehabilitation and daily care of her husband. She relied on her faith to help her know how to best support Kris. When asked, a member of Cathy’s church had this to say, “We all take vows when getting married to love in ‘sickness and health’ never assuming that this might come to fruition. I have never seen such a tangible display of love as I have watching Cathy care for and support her husband. It’s inspiring.”

Whether caring for her husband, her community or her clients, Cathy’s energy, optimism and faith drive her growth as a realtor. Chris Skogman, president of Skogman Realty, describes her this way, “Most know Cathy Hill as a successful Realtor, but I know she is so much more, she is an amazing person. It’s been incredible to watch her business grow.” Today Cathy works as a solo agent, backed by an assistant and professional marketer, who travels nearly forty miles throughout Iowa selling and listing homes.

If you’d like to learn more about Cathy and how she can assist you with your realty needs, visit cathyhillrealtor.com, call 319-350-8521 or email cathy@cathyhillrealtor.com www.

Copyright Top Agent Magazine 41

ARIEL HOLBROOK Ariel Holbrook is an agent and team member of Flom Property Group Realty based in Fargo, North Dakota. Previously taking an interest in real estate, Ariel decided to take the plunge and pursue a career in realty in 2019 upon contemplating a career change during her pregnancy. Expecting to start off selling one house a month, Ariel began selling homes by the week as a newly licensed agent and today credits her success to the support, education, and training provided by her broker, as well as the ability to train new team members as she works alongside FpG Realty as an agent and team lead.

Fargo, Moorhead, and Detroit Lakes are Ariel’s primary geographic regions for selling and listing homes.

After nearly two years, Ariel already has self-generated leads above 60%. One thing differentiating her from other agents is her ability to educate her buyers, which she has excelled at during her time in the industry. As the industry ebb and flows, Ariel makes a point to continuously refine her real estate knowledge by staying well informed in different categories and how they are changing, including appraisals, inflation, CMAs, and available lender programs. Communicating her eagerness to educate her clients, Ariel shares, “What does it all mean for buyers, and how can you give them the edge they need to compete in the market?” displaying her effort to prepare clients for the process involved in home buying.

Following Gary Keller’s Millionaire Real Estate model, Ariel keeps in touch with clients monthly through phone calls, texts, handwritten birthday cards, and remembering life milestones. Ariel shows her commitment to clients beyond the transaction as she finds genuine excitement for the happenings in her clients’ lives.

With a background in public relations, specifically in advertising and marketing, Ariel focuses on her social media accounts to market listings. Between both Instagram and Facebook, she has an impressive engagement rate of nearly 20%. She also uses professional photography and traditional open houses to drive traction for sellers. In 2021 Ariel closed an impressive 13.5 million in volume and fifty-five transactions, while her total volume over the last two years amounts to nineteen million.

Ariel most enjoys connecting with people as an agent and sees real estate as a more significant role in her life than solely being her career. It is a prominent position for her within her community; however, she truly thrives on helping others reach homeownership. From the very beginning, Ariel aspires to set her clients up for success in a competitive market while using and sharing her knowledge of the industry. Additionally, Ariel stays involved in her community, volunteering with Habitat For Humanity, and hosts an annual women’s event called “Women in Homebuying,” which focuses on helping single women become homeowners. Both organizations are dear to Ariel’s heart as she makes giving back a top priority.

Aside from her career, Ariel enjoys spending time with her two-year-old son, taking short vacations, and recharging with an inspiring book. The near future looks bright for her while she plans to receive her brokers’ license, grow her clientele and reach fifteen million in volume in 2022. Ariel’s healthy mindset, drive and small-town charm will bring her far as a top agent of North Dakota. Lastly, she wants her clients to know “their needs are more important than anything else.”

To learn more about Ariel, email ariel@fpghomes.com, call 701-509-7739 or visit realtor.com/realestateagents www.

42

Top Agent Magazine

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

Top Agent Magazine

Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 43

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 44

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

Top Agent Magazine

KYLE KELLEY When you’re working with REALTOR® and Property Manager Kyle Kelley on buying or selling a home, you’re undoubtedly in for a bit of fun. He makes sure that on any project, from buying a condo, investing in portfolio properties, selling a lifelong home or buying their dream home, his clients feel 100% at ease in a situation that can be really stressful. Originally from California, he’s been serving the area of Utah County for sixteen years and counting with a rare mixture of expertise and lightheartedness that keeps his clients coming back.

Before real estate, Kyle worked for a trucking company and as a hotel auditor, so moving into property was a natural progression. Since 2006, he has built a thriving real estate business doing $11-15 million in volume per year with over 75% as referrals. He’s also a trained property manager, so he can identify home issues that a regular agent would likely miss. This is really important when it comes to the sale of a property, as Kyle is able to organize repairs, replacements and renovations that can help achieve a greater sale price.

Behind the scenes, Kyle works really hard to be an expert on the pro’s and con’s of each property and share every detail of importance with clients. “Accurate information brings about accurate inspiration as to what you should do,” he explains. With every listing, he has professional-quality photos and videos taken, including drone footage when there are unique landscaping features. From there, Kyle posts the listings on over 250 websites and social media channels to reach new audiences. Whether the deal is for a townhome or a million dollar listing, he doesn’t play favorites. Every client is making a huge life decision and he wants it to be as seamless for them as possible. “I want clients to have a positive experience in every situation.”

One of Kyle’s goals when working with his clients is to make their experience extraordinary, which he Top Agent Magazine

does by bringing along drinks, candy, and snacks to put a smile on their face.

The fun doesn’t stop there, though, as he frequently hosts large gatherings for his clients to relax and meet each other. In the past, he’s rented out a movie theater and a park to host big parties for clients. At the latter, guests were treated to his famous BBQ. “I’m addicted to smoking — smoking meat,” he says with a laugh.

When he’s not working, Kyle is giving back to his community. “With five children, it’s easy to stay involved,” he says.

He coaches Little League, helps with sound engineering and drumline at the local high school, volunteers at the Simmons Center for Cancer Research at Brigham Young University, leads a local youth group, and is the head of the social committee for realtors and other industry professionals in the state of Utah. To add to this impressive list, he also teaches agents in his office the basics of real estate. “Besides being knowledgeable about the industry, I want to make sure they know how important it is to treat everyone equally,” he says. “Everyone deserves respect and dignity during the home buying/ selling process.”

To learn more about Kyle Kelley, call 801-722-5953, email kylezkelley@gmail.com, or visit century21.com/real-estate-agent/profile/ www.century21.com/real-estate-agent/profile/kyle-kelley-P25237158 kyle-kelley-P25237158 www.

45 Copyright Top Agent Magazine

DONNA KLINE Donna Kline, a small-town North Carolina girl from Harnett County now living her dream in nearby Wake County, had not one but two opportunities to enter the real estate world.

The first time, it didn’t pan out due to circumstances beyond her control – and beyond the control of most REALTORS®. The second time, she made sure she ran with it and continues to run with it.

firm is small, so we don’t have any admins to help us along. We start the process with our clients, and we end the process with our clients. In this big world of REALTORS® we are start to finish, helping turn dreams into reality – which is one of the most important decisions of our clients’ lives.”

Donna emphasized that she doesn’t just have clients, per se. She has clients who become friends and can call on her at any time to get advice outside the realm of real estate. She forged that by her constant contact with cards and letters and calls, she reaches new clients through a great deal of activity on social media. In just two years in the business, Donna has closed on $13 million worth of properties in what is known as the Triad Region of North Carolina.

“I was a dental hygienist for 26 years during my time as a healthcare worker.

I received my real estate license in 2004. I worked in real estate for a short time and then the market crashed (in 2008). I just kept working my hygiene job, but I knew in my heart real estate was my calling,” Donna explained.

So, when the pandemic shut down the world for a few months in 2020 she updated her license and has never looked back. She started the same year as a full-time REALTOR® with Folks Properties, a small agency with offices in Wake Forest and Bunn, North Carolina, and she now works with buyers, sellers, investors, property managers and appraisers. In two short years Donna has built a repeat and referral clientele that she said accounts for 75 percent of her business.

“When you give 100 percent to your clients, they will remember you and refer others to you. My success has come from my circle of spheres for sure,” Donna said. “I have the best friends that know I am a hard worker and will only do the best job. I feel I’m a little unique. Our

“I’m just a girl who loves real estate, loves her town and loves helping people. If I have it, and can give it, I will,” said Donna, who is also active in her community and supports local nonprofits and animal rescues. When she’s not working and being involved in the community, Donna enjoys spending time with her 15-year-old daughter, her three rescue dogs, and hitting the fabulous beaches of North Carolina.

“My plan for the future is actually different. My plan is to stay small, stay local and support local,” Donna said.

“Giving my time from start to finish and to be with my client every step of the way is important to me.”

For more information about Donna Kline, call o: 919-925-0820 or c: 919-270-0402, or email donnacansell2020@gmail.com Her office website is folksproperties4u.com/donna-kline and her personal website is donnaklinerealtor.com https://

http://

46

Copyright Top Top Agent Agent Magazine Magazine

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

Top Agent Magazine ®

47

get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

48

Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

Top Agent Magazine ®

Top Agent Magazine

SCOTT LEVINE Coming from a teaching background, Scott was looking into the mortgage business and found himself swept into real estate. In 2013, he was set on his path by an eagle eyed mentor who saw his potential, setting him up to strike out on his own. He spends most of his time working Detroit’s Woodward Corridor, serving clients from Birmingham to Royal Oak, but has lately been expanding as far as Grand Rapids for the right properties.

Being very honest and open brings business back to him, with 90% of his workload coming from referrals.

He recently ended up with three sales on the same street from neighbors talking about his services. That kind of word of mouth comes from the fact that Scott spends time carefully telling clients what homes not to buy to direct them towards the best fit for their specific situation.

While he advertises on Facebook and Instagram, he truly believes no house can be totally sold by the internet. A home is a space that needs to be walked through and experienced. A client needs to get a feel for the actual home and picture themselves there. He’ll use FaceTime and even starting to use quick videos on TikTok, InstaReels and stories to get a walk-through feel for the houses he’s viewing, knowing video tools give a far stronger sense of depth and space than still shots. Today’s clientele is primed to digest quick 30 seconds videos to get the point across. Still, he understands that clients can see a home online and fall in love with it, only to find it has a totally different vibe when experienced live.

Sometimes, experiencing a house live means he has to shuffle clients around, understanding their busy work schedules to get them in as the first to view a new Top Agent Magazine

listing. It’s hard work, matching everyone’s timing to the best advantage, but it’s work Scott enjoys. He’s always on call, willing to field pressing questions and get time sensitive issues worked out any time of day.

In the end, the look on a client’s face when he tells them they got the deal on the home of their dreams makes the hard work worth it. With his background in teaching, watching clients learn the steps to get to the right property is still exciting to him. He loves being part of a major life decision, keeping in contact with former clients on social media and watching families grow with births and marriages.

If not online, he can catch up at the wine and cheese event coming up featuring local vendors. Partnerships with local food banks let him lend a hand to the community he loves during tough times. With a $10 million expectation this year, he’s looking to expand to hit $20 million in the future with a goal of being the top producer in the state at an agency that’s already #1 in Michigan with over a billion in sales.

To learn more about Scott Levine, call 248-644-6700 or 248-760-5174, email Scott@maxbroock.com and visit scottlevinerealestate.com http://

49 Copyright Top Agent Magazine

CHUCK LINER When the COVID pandemic hit, Charles “Chuck” Liner found himself forced to shift careers like others whose industries slowed or shut down. He found a soft landing in real estate, due in part to mentorship and quickly identifying his market. “It’s a story about how the covid pandemic created a career transition for a 57-year-old dental sales professional into real estate and the process was painless,” he says. “It’s kind of a unique story to make a transition from one specific industry to another like real estate and have the opportunity to serve so many families. I don’t know of another industry that has any greater meaning and purpose of serving.”

Chuck has quickly developed relationships with residential developers that helped narrow his focus to new construction. “I think you got to find your niche. And for some agents that’s selling any and everything. And I had not done that in my past career positions. I’d always identified a niche and tried to be really good at one thing and be known for doing one thing. That’s kind of how this has played out.” The new REALTOR® plans right away to tap that sector for 20 or more sales a year.

Adept at social marketing, Chuck says his social media savvy - and the region’s welcoming environs - give him an edge in attracting distant buyers. Recent buyers have driven and flown in from as far as Olympia, Washington, 2,000 miles away. Chuck’s dynamic branding videos coupled with a chatbot on his website provide clients a wealth of information ahead of a visit.

“I use social media to build videos and then I advertise in certain cities and illuminate the appeal of living at the foothills of the Great Smoky Mountains in East Tennessee,” he says. “It truly has been outstanding and awesome for me and I am grateful to observe this.”

Mentors from home building and real estate have helped Chuck’s confidence as well as his sales. Working on the 50

ground with developers also upgrades his ability to fit home seekers with properties.

“I think it’s normal with any new career endeavor, that there’s a certain degree of uncertainty. But in my case, serving on the East Tennessee Properties team, there was instant peace and confidence from day one,” Chuck recalls. “Our team works in a collaborative effort to serve property buyers and sellers. Based on my previous business experience, I knew it would be important to my success to learn from my broker and teammates and transaction coordinator.”

Likewise, Chuck reaches back to share his wisdom with newbies. A former golf pro, he maintains an educational Facebook page on the sport and stays connected through community efforts. He lends his networking and marketing skills to the American Junior Golf Association, for example, to create opportunities for young golfers who otherwise have no access to the game. His golf ties have also proven instrumental to his area chamber of commerce as he worked to bring Jack Nicklaus as a speaker. Off the green, Chuck relishes outdoor activities in the Smokies.

For more about Charles “Chuck” Liner, please call 423-507-4589 or 423-453-5722, visit chuckliner.easttnlandhomes.com, or email clinerproperties@gmail.com http://

Copyright Top Top Agent Agent Magazine Magazine

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

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

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

Top Agent Magazine ®

51

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 52

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

Top Agent Magazine ®

Top Agent Magazine

JIM LUCARELLI If you’ve lived in Telluride, Colorado for very long, chances are you know Jim Lucarelli. And you don’t have to spend much time talking to him to realize that here is a man doing his dream job. “I love being in the field, helping people, and looking at different kinds of property,” Jim explains. “It’s hard to feel like I’m at work when I’m out showing someone a beautiful tract of ranch land or an exceptional home.”

Jim got his Realtor’s license in 1991 and began working with construction and property management companies, including selling land for the Telluride Ski Company. Along with his wife Virginia, he founded Real Estate Affiliates of Telluride in 2002, and over the next 18 years they built it into one of the top small real estate offices in the region. In 2020 Jim and Virginia joined with Compass to combine their deep knowledge of the local market with that company’s cutting edge technological and marketing resources, enabling them to deliver an even better customer experience for their clients in Telluride and across Colorado’s Western Slope. Last year the couple closed $50 million in sales volume and carried over another $30 million in open contracts into 2022. A healthy half of that business comes from either repeat clients or referrals, a loyalty the couple never takes for granted.

Moreover, he reaches out to past clients who he thinks might be interested.

Jim has been a strong supporter of his community over the years, working as a volunteer firefighter for two decades. He’s currently Vice President of the Telluride Fire Protection District where one of his many responsibilities is making sure local firefighters have everything they need to serve their community safely and effectively. Jim is a 4-time President of the Telluride Association of Realtors, and also serves on some state committees for the Colorado Association of Realtors.

He’s been named Realtor of the Year 3 times.

When he’s not working, Jim enjoys hunting and fishing. Both Jim and Virginia love to ski, as do their children, who grew up competing in ski race events throughout Colorado. In the summer the family spends a lot of time on their ranch, where they raise grass-finished beef. As for the future of his business, Jim looks forward to many years with Compass, and to continuing to provide the high-quality service his clients have come to expect.

“We provide a very hands-on, personal service,” says Jim. “We’re there for our clients through every step of the process, giving good advice so they can make good decisions.”

When it comes to marketing his listings, Jim advises sellers on how to prepare their home to appeal to the contemporary buyer, so they can gain the maximum value on their investment. He deploys a comprehensive marketing strategy for each property, advertising in the MLS, local newspapers, all of the social media platforms, real estate websites, and publications.

Top Agent Magazine

If you need help buying or selling a home, or are looking for farm or ranch land, contact Jim at 970-708-2255 or email jim.lucarelli@compass.com.

Copyright Top Agent Magazine 53

CAMILLE NALUAI-RIOS Born and raised on the island of Oahu is Camille Naluai-Rios, an experienced agent and property management expert representing Faith Naluai Realty, a brokerage started by her mother. For Camille, real estate was inevitable as she ascended from a family of renters and Realtors®. Reflecting on her childhood experience, she recalls feeling enthusiastic about owning a home one day.

At just the age of five, she adorably contributed twenty dollars towards a down payment for her family’s first home. Her family eventually bought that same property. Finally, after seventeen years as an agent, Camille is here to represent the beautiful island of Oahu, one she knows like the back of her hand.

Today Camille works solo as an agent under Faith Naluai Realty, and has an impressive repeat and referral business of 80%. Earning this keep comes naturally for Camille with her extensive knowledge in property management and the real estate industry. She always prioritizes top care for her clients by staying in touch regularly. As a result, she has established a respected clientele and gained repeat customers by following up through phone calls, letters, and continuously updating clients on the current market.

Camille services her clients in multiple ways that differentiate her from other local agents by providing a wealth of knowledge when maintaining properties, sharing her extensive network of professionals, and steering clients to make profitable decisions regarding their properties so they can accumulate lasting wealth. “I like to tell my clients that if they can hold onto their property, they should, and then rent it out later to pay off the mortgage to build wealth,” she

says, displaying she has her client’s best interest at heart.

Camille most loves the freedom that comes with being an agent and managing her schedule. Although she is happy to bypass the office cubicle, she thoroughly enjoys working self-chosen hours and mapping out her day. Camille markets her listings through professional photography, drone shots, and social media blasts. “Each property also gets a website so people can visit it, and then we can make showings easier for Realtors® and their clients,” she shares. This method deems success, as Camille sold eighteen transactions in 2021. In addition, Camille’s lengthy duration in the industry, combined with her time spent living on the island, has allowed her to deliver expertise when providing clients with assistance in any potential rent or homebuying situation.

Camille stays involved in the community serving the local high school as a PTSO member. She also has a Home for Heroes program, which offers savings for members, including service members, teachers, and police officers upon buying or selling homes. The program also donates money to service members and heroes in need. Camille enjoys cooking dinner and spending time with her family during the off hours.

Together they enjoy visiting the beach, playing board games, and barbeques. She also loves to surf. Camille’s future looks bright where she hopes to expand her team by finalizing leads for buyers’ agents to help nurture her current buyers. Camille will continue to be a doer, work through any challenges, enjoy the island, and lastly, exchange her down-to-earth spirit with clients and colleagues as a Top Agent of Oahu.

To learn more about Camille visit naluairealty.com, email camillenaluairealtor@gmail.com or call 808-398-4860. To learn more about her charity visit hawaiisheroes.com www.

www.

54

Top Agent Magazine

Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

55

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans56

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

Top Agent Magazine

MAVIS NELLAS Paradise may sell itself, but getting there isn’t always easy. The process of buying or selling a home can often feel overwhelming, not to mention the question of whether we’ve actually met our needs or gotten a good value on our investment.

But whether they’ve lived on the islands their whole lives, or have recently moved there, many of Oahu’s homeowners never have to worry about those things. They’ve got Mavis Nellas.

“Everyone’s experience is different, but I make the process as simple and easy as possible,” Mavis explains. “I educate people on what to expect, and use a a lot of humor to help relieve any anxieties they might have. But I’m also very honest and straightforward when advising them, and all of my clients know that I will always be looking out for their best interests.”

The joy Mavis takes in that task actually came as a surprise. She had been looking to make a career change when her husband suggested she would be good at real estate. Skeptical, she humored him and sat for the classes. She got her license in 2003 and the rest is history. “It pretty much happened by accident,” she laughs. “But I turned out to be good at it, and I love that I get to touch so many lives in a positive way.” Today she delivers superior service to clients all over Oahu with Corcoran Pacific Properties, an enviable 70-80 percent of that business coming from referrals or repeat clients. Her reviews tell the story of what keeps them coming back, with one happy couple writing: “Mavis was an integral part of our transition to Hawaii. Not only did she find us a home, but she was a constant sounding board for us as we navigated the Hawaiian housing market. Mavis spent time getting to know us and advocated for us through all steps of the process. I would highly recommend Mavis to anyone needing Realtor® services.”

Top Agent Magazine

That good will has been key to Mavis’s success in bringing buyers and sellers together. While she markets listings on the Corcoran Pacific Properties website, the MLS, and dedicated real estate sites like Zillow or Realtor.com, she finds many buyers by reaching out to the people she’s connected with over the years. She maintains those relationships through occasional calls or texts, or by getting together with past clients for dinner or some special event, but doesn’t try to force things. “By the end of a transaction, you’ve either become friends with someone or you haven’t, so I like to allow those relationships to happen organically. I reach out to people whenever I see something that makes me think of them, regardless of whether its related to real estate or not.”

A significant portion of Mavis’s leisure time is dedicated to working out or sometimes playing a round of golf. The exercise helps clear her mind and prepares her to take on the day. As for the future of her business, she plans to keep growing and finding ways to deliver even more value to her clients.

To contact Mavis call 808 497-0825 or email mavis.nellas@corcoranpacific.com

57

GAVIN OTTAWAY One of the things you just can’t teach is that willingness to go the extra mile for a client. Gavin Ottaway was selling cars at his local Ford dealership when he found himself helping Bill Moses, the manager of the Century 21 offices in Menai. Bill was so impressed with Gavin’s attitude and service that he offered him a job. Real estate turned out to be a perfect fit. “I’ve always loved customer service,” Gavin explains.

“And real estate is so satisfying because you are helping people make that move into the next stage of their life—whether that means finding them their first home, or helping them upsize to accommodate a growing family, or downsize to take advantage of equity and retire. It’s good work.”

Gavin has been doing that good work for 18 years now, delivering the highest quality of service to clients across the entire Sutherland Shire of New South Wales. Leading a personal team of four within Ray White Sutherland Shire group of which he is a director, Gavin has built a reputation for exceeding clients’ every expectation. His genuine affection for people and straightforward approach to the process has made him one of the area’s most sought-after agents, with 90 percent of his business coming from either referrals or repeat clients. One happy seller’s praise is typical: “Gavin Ottaway is the most professional and knowledgeable real estate agent I have come across. In the last few years I have sold 2 houses and both times Gavin has shown exceptional market knowledge and expertise as a salesman. He has a no fuss approach and a streamlined process. The outcome for me was over and above what I could have asked.”

Gavin advises sellers on any updates or repairs they need, as well as how to stage their home to appeal to contemporary buyers. Every property is photographed to capture its most unique features. He uses those photos to market the listing to a variety of platforms, including the social media sites where the majority of buyers begin their search. Once a transaction closes, 58

Gavin stays in touch with all of his clients, reaching out frequently with phone calls or texts to see if there is anything they need.

He sends quarterly updates on the state of the market, or whenever he notices a development that might benefit one of his clients.

Always conscientious about giving back to his community, Gavin sponsors many local school events, as well as a variety of the area’s sports clubs. Every year he helps fundraise for the Kookaburra Kids Foundation, aimed at supporting and empowering children with parents who are struggling with mental illness or dependency issues. He and his team have raised over $100,000 for the charity over the last few years.

Gavin loves being outside, and when he’s not working or engaged with community service events he enjoys the world-class surfing New South Wales offers. As for the future of his business, Gavin looks forward to expanding the area he serves, and continuing to look for ways to improve the experience of his clients. Very soon he plans to bring on one or two new agents who share the same passion for helping people.

Contact Gavin at 0415-677-440 or email gavin.ottaway@raywhite.com Top Agent Magazine

Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 59

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

1

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

2

Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

60

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

3

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

Top Agent Magazine

2/19/22, 9:13 AM

DAWN PARADISE A Georgia resident for over 20 years, Dawn Paradise has always been passionate about real estate. Starting out in the corporate space, she began dabbling in the industry while building a portfolio of rentals and renovations. Along the way, her longtime agent recommended that she pursue her real estate license, noting her outgoing personality and proven business acumen. Inspired, Dawn decided to step down from her position as a call center director and launch her career as an agent. Sure enough, she would find quick success in real estate; in fact, within her first three years, she was nominated for REALTOR® of the Year honors by her local Board of REALTORS®. From there, she would go on to receive the New Face of the Year award in 2019 and the REALTOR® of the Year distinction in 2020.

She’s been going strong ever since.

Today, Dawn is an agent with Hartland Farm and Home Realty, where she assists clients throughout Northeast Georgia and South Carolina. There, she has established a boutique workflow to meet the demands of any transaction.

In particular, she has a distinct passion for older homes and fixer uppers, sporting designations for Short Sales & Foreclosures.

When listing a property, Dawn utilizes a multi-platform strategy to give her clients an added advantage. After helping them fully prepare her home for the market, she shares it via a blend of highly targeted digital and social media campaigns. Utilizing everything from TikTok to live video, she personalizes her approach to each client, ensuring a seamless transaction catered to their needs.

But Dawn is just as attentive when assisting her buyers, leveraging her in-depth knowledge of the region and years of customer service experience to uncover the right investment for their best interests. Moreover, she keeps in touch long after the deals are done through frequent check-ins, IMG-6264.jpg

postcards, and even the occasional holiday gift—all to cultivate a lasting relationship and make sure her clients are satisfied with their purchase.

Over the years, Dawn has earned a fantastic reputation throughout Georgia and South Carolina, with the vast majority of her volume coming from repeat clients and referrals. Having completed $2.5 million in volume in 2021, she remains committed to the core values that brought her to real estate in the first place. “My clients know I care,” she says. “From start to finish, I’m here for them, giving my all to their transaction.”

Outside her career, Dawn is deeply committed to her community. On top of serving in the Hartwell Chamber of Commerce, she also uses her sizable social media presence to promote local restaurants and businesses, supports nonprofit organizations like the Humane Society, and volunteers to help individuals and families in need during the holiday season. She has also been on the Georgia Upstate Lake Board of REALTORS® since earning her license, currently serving as its Vice President. When she’s not with clients or giving back, she can be found fishing on the lake, visiting the many scenic parks around Hartwell, or spending a cozy evening at home with her two dogs. On top of that, she enjoys cooking, and her taco tuesday dinners are a fan favorite on social media.

Now in the process of earning her Broker’s License, Dawn intends on fostering a mentorship network within her community, sharing her standards of service with the next generation of Georgia real estate professionals. Most of all, though, she looks forward to the new opportunities that await. “Simply put: I’m here to help,” she says. “At the end of the day, I could think of nothing more rewarding than guiding my clients through their transaction—whether they are a new buyer or a seasoned investor. I just love seeing them fulfill their dreams in our bustling market.”

For more about Dawn Paradise please call (706) 949-2465, email dparadisesold@gmail.com, or visit hartland-realty.com www.

Top Agent Magazine

61 Copyright Top Agent Magazine

BETHANIE PETERS Buying or selling a home can be a joyful experience, or it can mark a period of upheaval and stress in our lives.

Whether you are moving to begin a new job, upsizing to accommodate a growing family, or downsizing because of a loss, you can be sure that Realtor Bethanie Peters has been in your shoes. “My husband and I have dealt with the same curve balls as everyone else,” Bethanie explains. “I’ve learned from all of the decisions I’ve made, and I love sharing that knowledge with others to make their path a little easier.”

Bethanie grew up watching both her grandfather and her mother help people with their various real-estate needs, and always knew she wanted to do the same thing some day. While raising her own children, she stuck to direct sales, but as soon as her son went off to college she got her license. Bethanie has been in the business for 6 years now, and today serves clients across Northeastern Ohio. Most of her business is in Carroll, Harrison, Stark, and Tuscarawas counties, but she often drives as far as two hours out to help a client. She averages between $4 and $5 million a year in sales volume, with a healthy 50 percent of that business coming from referrals or repeat clients who are thrilled with the service she provides. One happy buyer described her family’s experience like this: “Bethanie is amazing! Very professional and down to earth! I’ve always heard finding and buying a home was hard. This by far was the smoothest and fastest purchase we have ever made! She found the home we were looking for, and within days we put in an offer and it was accepted! Anytime we wanted to see the house she was willing to make accommodations for us to do so.”

When it comes to marketing her listings, Bethanie advises her clients on how to stage their homes to appeal to the most buyers. Once the house is ready for presentation, she follows up with professional photographs to capture the property’s best features, providing potential buyers with as much online information as possible through drone shots and virtual tours. She markets the listings on the MLS, dedicated real estate websites like Zillow or Realtor.com, and on the social media platforms. She also produces videos on YouTube.

Bethanie and her husband remain very active in the community where they both grew up, donating time and money to their church and coordinating their advertising to bring attention to other businesses in the Atwood Lake area. She also stays in touch with her clients through social media or texts, and is there for whatever they need, whether or not it is real estate related. When not working, Bethanie enjoys horseback riding and spending time with her husband.

She also loves visiting her children. Her son Lane is a 2021 graduate of West Point Military Academy, currently stationed at Fort Sill in Oklahoma. Her daughter Sage is a junior at West Point and will graduate in 2023.

As for the future of her business, Bethanie is always looking for ways to improve on the already exceptional service she offers, recently investing in marketing training to make sure her listing strategies are the best in the industry. She also looks forward to mentoring other agents, and plans to build a team of agents who share her commitment to serving clients with passion and integrity.

For more information about Bethanie Peters, please call 330-575-1947 or email bethaniepeters@yahoo.com

62

Top Agent Agent Magazine Magazine Copyright Top

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

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

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

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

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

Top Agent Magazine

63

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

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

64

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

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

Top Agent Magazine

Top Agent Magazine

RACHEL THOMAS Rachel Thomas’s passion for real estate started many years ago. “My dad owned a building in my hometown, and when it came time to sell it, our family met with a real estate agent. That peaked my interest,” Rachel recalls. “I worked as a hairstylist for 15+ years, and I love talking to people! I reached out to the REALTOR® and we discussed the opportunities in this profession. She encouraged me and advised me that I had the personality and work ethic to make this my new career. I pursued my license and obtained it four years later-one of the best decisions I have ever made. My passion is forming relationships where clients become more like family.”

With Exp Realty, Rachel serves the Acadiana and surrounding areas. More than 99% of her business comes from repeat clients and referrals. This encouraged her to branch out on her own in March 2021. “It was a major decision to leave a team with the same brokerage,” Rachel says. “I prayed and believed in my heart that it was time to step out and go out on my own! Since that decision, I have made top producer three times in 2021, which is a huge accomplishment-especially being relatively new in this industry. It’s so rewarding and yet I still have goals to obtain.”

Clients keep coming back in part because they love Rachel’s attentive and informative communication.

“Communication is key to earning a client’s trust and making sure they have a good transaction. Clients tell me that they came back to work with me again because I have made the process easy for them and answered all of their questions. Buying a house is one of the biggest purchases you will make in a lifetime, and it can be scary! I guide my clients through every single step, and it’s a heartfelt blessing to walk them through the process!”

Top Agent Magazine

The close net local community is one of the things Rachel loves most about her area. “Our culture here is all about family and spending time to enjoy the traditions of our culture.” Rachel never meets a stranger and makes her clients feel like she has known them forever.

“In Our Cajun culture, we like to make people feel welcome by inviting them over and cooking for them.” Rachel enjoys being active in her local church, and she and her husband, Cain, love to stay fit together among their community at Rockbox, a local gym in Lafayette.

Looking toward the future, Rachel says, “I plan on building a team and being a team leader. I would love to be able to mentor people in real estate.” Above all, Rachel says she looks forward to continuing to serve people in the community in all aspects. “The best thing about real estate is helping people find the home that they love. If I can help people get into a better situation and find their family a safe place that they can call their home, my job is complete. To me, that means everything.”

To find out more about Rachel Thomas, please call (337) 831-1734, email Rachel.thomas@exprealty.com or visit la.exprealty.com/agent www.

65

CARRIE WELLHOUSER Top Agent Carrie Wellhouser originally began her real estate journey in 1995. Back then, she was the owner of a corporate relocation company and as a principal partner; she was licensed in order to refer out real estate transactions. In 2017 Carrie decided it was time to hang her own principal broker license in order to personally sell real estate. Since then she has been a premier agent at Luxe-Forbes Global Properties where she fosters a luxury concierge service experience for her clients. Working as a solo agent; Carrie has several assistants that help her serve all of Oregon.

Specializing in the Portland metro area, West Linn and Lake Oswego; Carrie has a phenomenal 100% repeat referral based business.

Carrie has 3 decades of hospitality, lifestyle management and entrepreneurial experience that really sets her apart from her peers. Based on her executive positions; she has a strong understanding of profit and loss and is a wise adviser when it comes to luxury real estate investments. Her years of work in corporate relocation has helped her develop a full service concierge client experience that caters to both executives and professional athletes. “I’m a one stop shop for anything you need from rentals, to cars, vendors, logistics, travel…I’m the concierge broker.”

In her sphere of influence; Carrie is privy to a host of marketing tools and a network of premier agents that has helped her amass approximately $17M in volume in 14 transactions. For Carrie, successfully reaching clients in the luxury market consists of a mix of email

campaigns, social media outreach and hosting in person client events. She also relies on publications such as ‘Luxury Home Magazine’ and community sub groups to further garner the attention of luxury buyers. Being a member of Sports Star Relocation means that she is also part of a close knit group of Realtors® that have amassed a reputation for offering true “white glove” concierge service. This effectively positions her as one of the most sought after agents nationwide.

Volunteering and giving back is important to Carrie which is why she helped develop Women of Impact.

In short, Women of Impact is a group of 25 women who (through a rotational system) contribute philanthropically to 25 different organizations that either focus on social outreach or cater to women and children in local and international communities. “I love people, I love working with people and successful partnerships.” In her free time Carries enjoys visiting her family farm in Stafford, Oregon with her children, grand-children and husband. She has a love for animals (especially bunnies and alpacas) and looks after her wellness holistically through yoga, spa treatments and the occasional retreat.

Looking ahead, Carrie would like to continue to focus on building relationships with luxury home buyers seeking concierge level services. Her future plans also include increasing her volume up to $40M in sales personally. With continued marketing, sticking to an already successful business plan and hiring more staff; Carrie plans to scale and remain a top producer.

To learn more about Carrie Wellhouser email carrie.pdxrelo@gmail.com, visit www.wellhouser.com or call 503-267-6687

66

Top Agent Magazine

Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

Top Agent Magazine

Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

Top Agent Magazine ®

67

sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 68

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

Top Agent Magazine ®

Top Agent Magazine

BRITTANY WILSON Down along Alabama’s beautiful Gulf Coast, life is a little more spectacular.

With its colorful sunsets, white-sand beaches, fresh seafood around every corner, and views that go on forever, it’s the kind of place people dream of moving to, and property there practically sells itself. But don’t tell that to Realtor Brittany Wilson.

“Many people have saved their whole lives to move down here, so it’s a big deal for them.

They deserve to be treated in a way that respects how hard they worked for that dream. I’m dedicated to going above and beyond for my clients, to making them feel special, and ensuring they have a wonderful experience throughout the whole process.”

Brittany herself first experienced the area as a parttime resident when she came with her parents to spend time in their second home. She fell in love with Gulf Shores and in 2016 she moved there permanently, taking work with a rental company where she learned a lot about the real estate industry. She got her Realtor’s license soon after and quickly moved to helping buyers and sellers full time.

Today she represents clients throughout Baldwin County, including Gulf Shores, Orange Beach, and Foley, specializing in both resale and new home sales with Bellator Real Estate and Development and its sister company Truland Homes. In 2020 she was recognized as a Rising Star by Real Producers Magazine, and last year she closed $18 million in sales volume, much of that business already coming from repeat clients or their referrals. Her reviews tell the story of what keeps people coming back. One happy buyer’s gushing praise is typical: ““Brittany was an amazing realtor!!!

Whenever I had a question or concern she was right on top of it! She made purchasing my first house such an easy and smooth process, I wouldn’t have been able to do it without her!”

Top Agent Magazine

Brittany works hard to give every client a personalized experience, paying close attention to their expressed needs and making sure they get the best value on their investment. Her sellers enjoy a strong marketing plan that includes advice on home staging, professional photographs of the property, and maximum exposure to buyers through social media, her brokerage’s website, and the dedicated real estate websites. She also emails potential buyers within her sphere and sends mailouts to every home in the listing neighborhood to alert residents to the opportunity.

All of Brittany’s clients profit from her community-building efforts. Because Gulf Shores is such a small town, she often bumps into them when she is working to help the local schools, or in her capacity as President of the Agent Advisory Council where she helps identify new charities, plan awards banquets, and acts as a liaison between brokers and agents. As for the future of her business, Brittany wants to keep growing, and expand her social media presence. She looks forward to many years of providing her clients with exceptional service.

“I love when I’m able to help someone achieve their dream of moving here, and it feels especially rewarding when it is a new homeowner. I like meeting new people, and seeing new houses—every day is an adventure!”

Contact Brittany at 251-616-0724 or email bwilson@gobellator.com 69 Copyright Top Agent Magazine

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

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

ENGAGE WITH OPEN-ENDED CONVERSATION

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

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

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture.

The internet plays a powerful role in funneling When online back-and-forth goes stale, commumodern clientele your way, but in order to take nication drops off quickly. If you’re following full advantage of the web’s reach, you’ll need up via e-mail, social media, or text, be sure to to tailor your follow-up technique. Mastering keep topics focused squarely on the potential the fundamentals of digital communication is client. Ask open-ended questions to give your the first step to converting digital interest into lead the opportunity to loosen up and engage concrete business. Keep these tips top-of-mind on a personal level. There’s no better way to as you build your online presence and mine the cement a digital lead than to take a pointed vast world wide web for an endless wealth of interest in the specifics of their situation. Doing clientele. Earning a command of digital lead so transforms the impersonal invisibility of the conversion is the surest way to bolster your internet into a true connection. business in the ever-evolving digital era.

Top Agent Magazine 70

Top Agent Magazine

MATT & SHALIN CAREN Matt & Shalin Caren are experienced Realtors® who have been helping clients buy and sell homes in the Phoenix Valley area since 2012. This fun couple met in upstate New York while working for the same property management company.

When Shalin’s parents decided to move to Arizona it was a great opportunity for Matt & Shalin to get away and hangout in a new State. They loved the weather so much that they moved shortly after. While taking real estate classes together; they worked as property managers and built a foundation for making the home sales process in the Phoenix area an enjoyable and rewarding experience. Now, most people call Matt & Shalin because they have either seen their stellar reviews or worked with someone that has worked with them.

After over 10 years of living in Goodyear and Litchfield Park; they’ve gotten to know the area very well. Customer satisfaction is what Matt & Shalin do best and it comes from years of experience serving buyers and sellers primarily in that area. Repeat and referral business makes up about 40% of Matt & Shalin’s volume and as a team they had $20.2M in sales across 42 transactions last year. For every one of their clients, they send a personalized gift year after year on birthdays. “Not just the first or second year.

Some have been getting birthday gifts from us for 5 years or more.”

When it comes to marketing; there’s no single lane highway for Matt & Shalin. If it’s a high-end home, they may choose to take out ads in luxury real estate publications or perhaps use their Certified Luxury

Home Marketing Specialist® designation to promote their luxury listings across The Institute for Luxury Home Marketing® ‘s network which they’ve been a member of since 2020. Other types of listings may need a different approach to get the home sold quickly and for the most money.

Like many Realtors®; Matt & Shalin are very outgoing.

Being friendly and developing great relationships with clients at the start of their home buying or selling journey is the best part of the business for Shalin. She just recently closed with clients in their 50’s that bought their first home. Shalin’s favorite memory of the sale came when the buyers expressed to her how grateful they were for her help and the work she put in. Matt’s love for the business, in part, is helping homeowners determine what the best methods will be for selling their home at the highest price.

Outside of real estate, Matt & Shalin enjoy sponsoring and participating in community run sports events.

Their 6-year-old daughter has played in a number of youth sports leagues so they’ve recently begun sponsoring the winter and spring basketball seasons as well as the spring soccer season. They also sponsor a local run as well as some local golf events. Being involved is a great way for Matt & Shalin to promote their real estate lifestyle and show people what they are all about as both agents and as a local family in the community.

Matt & Shalin enjoy vacationing on their down time and just recently purchased a vacation home in Flagstaff, AZ. The stark change in climate means that they can enjoy the snow in the winter and cooler temperatures during the summer. In the future, Matt & Shalin will continue to promote their brand with the goal of becoming a household name for Realtors® in their area.

To learn more about Matt & Shalin Caren please call (602) 777-6683, email Info@TheCarenTeam.com or visit thecarenteam.com www.

Top Agent Magazine

71

mailto:mag@topagentmagazine.com

72

Top Agent Magazine