NATIONWIDE & INTERNATIONAL 6-12-23 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

AMY SCHAEFER AMY STAHL ANTHONY SARDELLA APRIL & TERRY IVIE BRENNA GIBSON DAWN WILSON DEANNE KOUBA DAY JANA FARISS JEN NELSON JOAN KAGAN JOIE BOYKINS JULIE MARTIN LIZZY MCDANIEL MARCI YANKELOV MARY BETH EISENHARD MELISSA BRUCE NICK WITVOET RANDY POPE SHELLEY TOUJOUSE ROSS TOM JOHANSING VANESSA SETZER YARDEN RONENVAN HEERDEN

Is Finding a

NICHE MARKET Right for You?

THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance

5 REASONS WHY YOU NEED A MENTOR HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE

WILL FORGET

COVER STORY

LISA LOPEZ

There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? 4

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

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

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

Is the neighbor’s landscaping an eyesore? Here’s your recourse. Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach. Start by thinking small and operating from a place of authenticity and neighborly service. You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

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

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

Noisy, nosy, or annoying neighbors? Don’t be discouraged. Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

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

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LISA LOPEZ Top Agent Magazine

L I SA LO PE Z

Lisa works as a solo agent and prides herself on her high-level concierge service. “I go above and beyond,” she explains. “I don’t just show your house, I sell your home.” Lisa Lopez has a passion for real estate and helping families. She started on her own, purchasing her home, investing, and helping friends and family be8

fore she began her professional career. After five years, she took time off to focus on her family before eventually returning. “I decided to come back Top Agent Magazine

because I love it,” Lisa says. “I love real estate. I love helping people.” Today, Lisa has been licensed as a Real Estate Consultant specializing in luxury real estate with Sotheby’s for eight years. Born and raised in the Las Vegas area, she knows the community in and out. While she lives in Summerlin and conducts most of her business there, Lisa serves the entire Las Vegas area. Her knowledge and love of the community,

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as well as her extensive connections, are a large part of her growing success. “This is the best place to be in the Las Vegas area,” she says. “It is such a great community and I want to support this lifestyle.” Established 30 years ago, the community is full of perks. It’s nestled against the stunning Red Rock Canyon, home to more than 300 parks, more than 200 miles of trails, and offers top-tier shopping and dining.

“I love helping people and making them happy. It’s my job to complete the transaction— you shouldn’t stress about the selling of your home.”

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Lisa works as a solo agent and prides herself on her high-level concierge service. “I go above and beyond,” she explains. “I don’t just show your house, I sell your home.” Her commitment and dedication is a clear indicator of her 95% repeat and referral business, as well as her unique approach to marketing. “I have my own YouTube channel and also collaborate with many influencers,” she says. With the seller’s permission, Lisa will then highlight the home on social media, in Top Agent Magazine

LA Times and New York Times ads, and in email blasts. She also promotes walking tours and holds large broker opens to market her listings. The level of service she gives is what Lisa loves most about her career. “I love homes and architecture, and I like negotiating for the best possible outcome for my clients,” she explains. “I love helping people and making them happy. It’s my job to complete the transaction—you shouldn’t stress 11

about the selling of your home.” Lisa’s love for her work and city has led her to advocate for the community. She adopted an inner city school through Spread the Word Nevada and each month provides every student with a new book of their choice. She is also highly involved with SafeNest, which is dedicated to ending domestic violence. “I will help in any way, shape, or form,” she says. When she is not working or serving her community, Lisa spends her time working out and participating in anything fitness or health. She loves traveling and being with friends and family, hiking, and going anywhere near water. And as for her future plans, Lisa hopes to grow. “After only three years back in, real estate has changed. My plan is to keep growing. To keep educating people,” she says. “I want to expand my business to eventually help others grow theirs.”

To learn more about Lisa, call 702-683-0875 or visit the Las Vegas Sotheby’s International Realty site at lasvegassir.com/eng www.

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. Top Agent Magazine

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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BRENNA GIBSON Top Agent Magazine

BRENNA GIBSON

Brenna Gibson leads the real estate game with a profound ethical shift. Frustrated by the existing status quo, she built her own residential group with the core principle of valuing clients over commissions. To her and her team, a transaction is not just an exchange of assets but a poignant intersection of their client’s past and future. Gibson Residential Group at eXp Realty comprises 11 members, partitioned into two sections – one focused on branding and the other on receiving coaching and mentorship. Operating in a vast territory stretching from Colorado Springs up to the Wyoming border, Brenna’s impact is widespread and highly valued. The testament to her success and respect lies in the numbers, with a remarkable 85% of her business last year stemming from repeat clients or referrals.

has made an indelible mark with her team motto, “We don’t matter. The lender doesn’t matter. The only one that matters is the client.” The defining factor of Brenna’s approach lies in her relentless attention to detail and unwavering customer care. A quote from her aptly encapsulates this philosophy: “Our focus is on service, providing customer care, advocacy and more attention to the minutiae than anyone else can possibly think of.” To ensure her team aligns with this ethos, she spends two hours each week teaching them contracts and

In a field often criticized for self-interest, Brenna paints a distinctive image of a real estate agent’s role – a custodian, an advocate, and a service provider. She 16

client advocacy. Her qualifications set her apart as well – she is not only a nationally certified negotiator and client advocate but also holds an Employing Broker license. Brenna embraces the digital wave with gusto, recognizing it as the driving force in the contemporary real estate landscape. “It’s all digital. Digital is where everything is nowadays, and it is the primary focus,” she reveals. The backbone of her marketing approach is heavily invested in digital promotion, ensuring that her listings get the visibility they deserve in a fast-paced, online-driven market. Adding another layer of expertise to her team, one of her agents not only excels in real estate but also owns a marketing company, Revolution 12 Creative Studio. This unique arrangement amplifies their marketing prowess, with each transaction benefitting from his expert advice. When it comes to community, Brenna plays pivotal roles in local associations and mentoring programs. She is an active member of the Neighborhood Group Leaders Association and coaches and mentors single moms. Emphasizing the importance of community service, she requires her team members to volunteer at various local institutions such as churches and humane societies. Looking towards the future, Brenna remains steadfast in her mission to continue advocating for her clients and influencing new agents to do the same. Her business strategy revolves around ensuring that buyers and sellers are protected, never exploited. As someone who has been both a buyer and a seller, she understands firsthand the importance of safeguarding her clients’ interests, and she finds it incredibly rewarding. “Every day is like Christmas Day for us. We get to experience all the excitement with our clients, watching them move from their past home and into a new future. It’s a phenomenal gift.” Top Agent Magazine

To find out more about Brenna Gibson, please call 720-600-2852 or email brenna.gibson@exprealty.com

How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 18

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon. But how do you maximize that hourlong reprieve amidst a busy schedule? Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed. Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order. Top Agent Magazine

PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list. 20

Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow. Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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RANDY POPE

Randy Pope, Founder of Mississippi Land & Lakes LLC, has built a broad team of interdependent industry professionals to create a one of a kind, thriving business that is a unique comprehensive recreational land design, development and management company. Randy graduated from Mississippi State University with degrees in forestry and wildlife management. In 2004, after a successful 30 year career in Land and Timber procurement, the Timber industry began softening and the Recreational land Industry exploded. After developing our first project, The Whippoorwill Lodge, Randy realized how difficult it would be for a new landowner to successfully develop a trophy recreational property. It would require numerous consultants and architects who would not know each other and thus would not communicate or coordinate together. This potentially could create a nightmare scenario but, if all these skill sets and resources existed under one roof these services would dramatically change the way recreational land development is handled. This is how the concept was born. And many land owners in multiple states have since benefited from this unique comprehensive approach.

the Mississippi Land and Lakes business model. We were astonished at the incredible synergy created by our team being able to cross over and back between comprehensive recreational land development and the traditional real estate industry. This is where our relationship with Hill Real Estate Company began.” Three strategic members of the MSL&L Team hold real estate licenses with the Hill Real Estate Group. 1. Cathy Haguewood- Associate Broker, 2. Lauren Palatini- Real Estate Agent, 3. Randy Pope- Real Estate Agent. To be successful in a complicated multifaceted business requires very special, brilliant, and driven teammates. Cathy Haguewood has worked with Randy for 39 years. Cathy is the chief financial officer for Mississippi Land and lakes and handles all legal, insurance and accounting functions of the business. Cathy also

Everything Mississippi Land and Lakes does begins with the land. “It was our belief that becoming licensed real estate agents or brokers should be a natural fit with 22

holds the very important position of real estate closing coordinator as a licensed associate broker with Hill Real Estate. Everybody knows Miss Cathy. “Mississippi Land and Lakes is very excited to add Lauren Palatini to our team.” After graduating from Rutgers University with a degree in Ecology moved to Mississippi and bought 180 acres of land that she is developing for multiple outdoor activities. “We were so impressed with her that we hired her! Since the move she has become a licensed real estate agent with Hill Real Estate to further support our professional team”. Prior to her move from New Jersey Lauren worked as an Outdoor Program and Outreach Coordinator for L.L.Bean, A Land Steward for Rutgers University and a Therapeutic Horse Handler in NJ. “She is a strategic team member! She handles all of the technology matters for the company, focusing on strategic mapping of properties to support development and sale functions with both Mississippi Land and Lakes and Hill Real Estate Company.” Lauren is also in the field working on all MSL&L Development functions and projects in addition to handling her real estate clients. When listing land for sale for the Hill Real Estate Group the team puts on their Mississippi Land and Lakes hats for the very important initial highest and best use evaluation for future value added improvements. “When we put our Hill Real Estate hats on to begin showing properties for sale having the H.B.U.V. allows the team to articulate their vision of a trophy recreational development to the buyers.” In many cases, this solves all concerns on the buyer’s part and creates the opportunity for the land sale to move forward. Mississippi Land & Lakes prides itself on its one stop shop, start-to-finish development pipeline. This starts with the land sale through Hill Real Estate Group LLC and finishes with the Mississippi Land and Lakes development which they typically achieve within six months. “Often times our land buying customers become development clients and then hire us as long term managers for their trophy properties. Many times these long term business relationships develop into important friendships.” Mississippi Land and Lakes boasts a principled business ethic that honors the land that they steward. Just as the Native Americans did “We think this land is sacred, thus we treat it that way. We are excited to grow the business the same way we develop our property: thoughtfully, respectfully, and naturally with passion.” Top Agent Magazine

For more about Mississippi Land & Lakes, call 601-483-2299 visit mississippilandandlakes.com or email chaguewood24@gmail.com http://

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

grahamharrop.com 24

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality 26

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

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

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again. TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

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

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

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AMY SCHAEFER Spirited by a legacy of property selling, Amy Schaefer stands as a testament to destiny’s embrace. Her real estate journey began when she was a young woman, brimming with questions and curiosity for the industry. Yet it wasn’t until her 40s that she took the leap and followed in her late father’s footsteps, a veteran REALTOR® of 13 years. Now, with 17 years under her belt, Amy has shaped a solo career that thrives on personal connection. She serves the picturesque Cedar Valley, encompassing Waterloo, Cedar Falls, and other intimate towns within a 35-mile radius, even extending to the larger town of Waverly. The area couldn’t ask for a more dedicated agent. Amy has built her stellar standing on a cornerstone of loyalty. She offers far more than a transactional service; she becomes a confidante for her clients, establishing relationships built on trust and thoughtful attention to detail. “I work by referral,” she explains. Her secret lies in her commitment to nurturing these connections, reaching out to past clients, lenders, and those who continuously refer her. She has a system in place that keeps the line of communication open, be it through phone calls, personalized notes, birthday cards, or anniversary messages. Hosting client-centric events also finds a place in her repertoire, constantly reminding her clientele of her presence and dedication. With 80-85% of her business stemming from repeat clients and referrals, it’s evident that Amy’s relationship-oriented strategy has proven successful. When it comes to marketing her listings and work, Amy also goes above and beyond. She invests her resources in creating and distributing monthly newsletters and what she dubs ‘E-reports’. “It’s a monthly email covering a broad spectrum of topics ranging from home repairs to cybersecurity.” They are not always real estate-centric, but they offer valuable insights to her clients. “It’s a great way to reach out to them,” Amy explains. 28

While Amy’s heart undoubtedly belongs to real estate, it also beats for her community and family. Through her association with RE/MAX Home Group, she participates in collecting donations for the local food bank. Additionally, she contributes to causes like the Humane Society and ringing the bell for the Salvation Army’s Red Kettle campaign. Beyond her profession, Amy cherishes the moments she spends with her family. She and her husband of 32 years have three adult children and two young granddaughters. They thrive in the company of their loved ones. As she looks to the horizon, Amy envisions a future punctuated by continuous growth and skill building. Currently studying for her broker’s exam, she aspires to further fortify her expertise. Amy emphasizes the importance of continuous learning, frequently participating in real estate classes, attending coaching sessions all over the country, engaging in Women’s Entrepreneur groups, and absorbing wisdom from books and podcasts. Beyond personal development, she also sees the expansion of her team, aiming to add one or two licensed agents to sell alongside her. As she expands, there’s no doubt she will continue to love what she does. “What I like most about what I do is serving my clients and building relationships. It’s what I’m passionate about.”

For more about Amy Schaefer, please call 319-433-8766 or email amyschaefer@mchsi.com TopAgent AgentMagazine Magazine Copyright Top

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in. While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business. Teaching lessons to others reinforces your own professional values. Showing the ropes to young agents is a great way to brush-up on your foundational skills. Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits. Mentorships allows you to see the big picture.

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

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life. You’ll benefit from seeing things from a new perspective. Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes. Mentoring young agents makes you a better leader. As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 30

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

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AMY STAHL Amy Stahl is a caregiver at heart. After 20 years as an Orthopedic Physical Therapist and Educator, she decided it was time for a new career path. “I was looking for another way to bring value to other people’s lives,” Amy explains. “I’d always been interested in real estate, so I got my license in 2016. I jumped in with two feet. It’s been a tremendous fit for my lifestyle and for my family. It brings me a lot of joy.” Working with C3 Real Estate Solutions, Amy has many resources and credentials and handles all her own transactions from start to finish. “I’m a very detail-oriented person,” she says. “I don’t stop trying and do what it takes to get it done.” She has resided in Fort Collins since 2000 and serves primarily the Northern Colorado market, an area she considers an ideal family-oriented and active community. Amy’s deep knowledge of the region is part of why her repeat and referral business is a remarkable 95%. Most likely a reason for her continued success is that Amy lives and works by her philosophy of “giving value to others.” The C3 company’s motto of “Character, Culture, and Commitment” also resonates well with her. “I like to define myself as honest, ethical, and with high integrity,” she explains. “I embrace the culture and everything Colorado has to offer and I share that with others. I’m true to my word. I put my clients first. It takes great cooperation, effort, and professionalism with everyone involved in a transaction to make it feel seamless and positive. I care about my clients, my affiliates, my relationships, family, my people.” When the transaction closes, the relationship will continue. Amy says she loves to stay in touch. “I like clients to realize and acknowledge that the relationship I have with them means more to me than the business. I always tell them you’re either going to be really tired

of seeing and hearing from me or you’re going to become my dear friend.” Meeting in person, sending personal notes, calling or texting, and giving gifts are only a few of the ways Amy keeps in contact. “I believe in the Law of Attraction. What you focus on expands. What you put out there you get back.” Her commitment also extends into her high-level marketing. Amy utilizes professional HD photography, videography, aerial drone footage, staging, graphic-designed printed brochures, full-page print ads, and many facets of social media, and holds open houses and broker tours. Continued education is highly important to Amy, and she continues to grow personally and professionally constantly. She has achieved the Certified Luxury Home Marketing Specialist Million Dollar Guild designation (CLHMS Guild), Certified Residential Specialist (CRS), Certified Negotiation Expert (CNE), Ninja Selling, and Bifini training, just to name a few designations. She was a Rookie of the Year Finalist in her first year in the business. She participates in the company and community involvement as often as possible. Outside of work, her favorite thing to do is spend time with family and enjoy the outdoors, whether via cycling, camping, taking their boat out on the lake, or cheering on her children in their competitive sports. She also loves to travel, allowing herself the joy of meeting people and immersing herself in their cultures. As for the future, Amy will continue to serve others. “I live every day to the fullest, take each day as it comes, and embrace life,“ she says. “At the end of the day, if I meet or exceed the expectations of my clients and other agents, I have had successful transactions and made lifelong relationships, I’ve done my job.”

For more about Amy Stahl, call (970) 222-4845, email Astahl@c3-re.com, or visit: c3realestatesolutions.com/agent/amy-stahl, zillow.com/profile/Amy, or amystahl.com www.

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ANTHONY SARDELLA Anthony Sardella of Montreal, Québec, has launched a successful real estate enterprise by combining his entrepreneurial spirit with a systematic approach to client service and a penchant for interpersonal connectivity. “I just love meeting new people – talking to them and hearing their stories makes me happier than anything else. Once we bring in the notary to sign closing documents, seeing the smiles on their faces brings me tremendous joy.” For Anthony, real estate is as much an inherited vocation as it is a profession. “My parents owned a business, and my father was responsible for sales,” he recalls. “I guess you could say I’ve always had sales in my blood. The simple truth is that real estate just seemed like the best fit for me – I like talking, and I like helping people’s dreams come true.” He launched his career at twenty-four years old, and in his first year and a half, he has completed sixteen transactions totaling between $10 and $11 million as a solo agent for Londono Realty Group, bolstered by a book of business that is already over sixty percent referral based. He services Montreal and Laval with his dual licensure in both residential and commercial real estate, specializing in single family homes, condos, and multiplex revenue properties. No matter the property or location, Anthony brings his attention to detail, a breadth of industry knowledge, and an organized approach to the table. Anthony attributes the bulk of his success to his diligence, coupled with strategic marketing techniques. “I take my clients through the process step-by-step. If we meet up and share the same goals, then I’ll take a tour of the property, show them my listing presentation, offer staging services, and go from there. I have a photographer that does professional drone videos, and I make sure I’m there for every visit along the way.” During the transaction, Anthony communicates with his clients through market updates and property 32

viewing statistics, and after leaving the closing table, he leverages a robust digital footprint to keep up with his clients through Facebook and Instagram. This virtual strategy is supported by a physical presence that relies on blanketing specific neighborhoods with flyers, regularly hosting open houses, and actively targeting prospective buyers. In addition to his clients and colleagues, Anthony also extends his interpersonal network to the greater community. He is a constant supporter for both an Alzheimer’s Charity Group and Leukemia Organization, and he aims to extend his impact as his business grows. “In the next couple of years, I’d like to work with additional brokers, expand my team, and evolve the business together. I also plan to grow my business into the United States by getting my license in Florida.” When he’s not building his enterprise, Anthony enjoys athletics and spending time with those closest to him. “I’m a big sports guy and a big family guy! If I’m not spending time with my family or my girlfriend, then I’m out playing golf, or watching sports.”

For more about Anthony, call 514-531-8792, email anthony@londonogroup.com, or visit anthonysardella.ca, Facebook: www.

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Instagram: instagram.com/sardella.realestate www.

Creative Meditation

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

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

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

• When driving to a showing or to meet a client

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

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

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts. These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument. Here are some examples of meditations you can try.

1 For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business. 2 Repeating a mantra can be very calm-

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

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

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

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis. When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity. Top Agent Magazine

APRIL & TERRY IVIE April and Terry Ivie of Rockwall, Texas, combine to form Ivy League Realty: a dynamic real estate firm founded on a bedrock of empathy, service, interpersonal relationships, and above all, faith. “Life isn’t anything to us without family,” says April. “We have an order to make it all work: God first, family second, and business third. If we keep that all lined up, then the money will come.” Prior to entering the real estate industry, April and Terry fell in love as young teenagers. “We got married in 1992 at nineteen and twenty-two years old,” April recalls. “After four years and two young girls, Terry had worked his way up to corporate management at a pizza restaurant, and I was working in the medical field.” Their lives came to a traumatic halt in 2000 when, on her way home from work, April was struck in a head on collision and suffered several life threatening injuries. “The doctors said I would never walk again – let alone work – but God had other plans.” After years of surgeries and rehabilitation, April sought professional pathways that would accommodate her and her family. Terry opened his own restaurant while April began restoring homes, and eventually April decided to get her real estate license. “I quickly learned that this business wasn’t about the paycheck – especially early on, since I started in 2009 and the market was crashing. It was about taking care of others, and helping them during their time of crisis. It really helped me to heal emotionally from my own trauma to serve those around me, and that’s kept me going ever since.” During periods of financial tumult, April and Terry frequently gifted most – if not all – of their commission to help others through periods of transition, and their generosity has paid off spiritually and financially. Today, Ivy League Realty operates in Texas and Oklahoma, and the duo owns a successful short term vacation rental business in Hochatown (formerly Broken Bow), Oklahoma. “We bought our first cabin Top Agent Magazine

in 2012, and we’ve developed our own community up there, with a big virtual network of other agents through Facebook, just by being myself. A lot of people are afraid to do that online, but I still get referrals from agents because of the effort I’ve made in helping my colleagues become successful. I don’t do that kind of work for money – I just do it because that’s my passion. The only agent I sponsor at my brokerage is my husband because nobody is better at taking care of people than him!” With their real estate enterprise cemented (and celebrated most recently on an episode of Bravo’s show ‘Below Deck’), April and Terry are excited to grow their community impact alongside their families. They have been married for thirty years, enjoy the company of their grandchildren and their Goldendoodle (“Ivy”), and are looking forward to imparting their hard-earned wisdom to friends and family alike. Terry explains, “Real estate is not just about selling, it’s about having a lasting relationship with clients and helping them with the most important purchase of their lives. It’s not about the commissions, it’s about doing everything possible to help people in their buying or selling journeys.”

To learn more about April & Terry Ivie, please call 214-524-8552 or email aprilivie@yahoo.com 35

DAWN WILSON For many of us, September 11, 2001, was the end of an era and the start of a new one. It impacted all of us in different ways. For former attorney, Dawn Wilson, it was the start of a new career. After practicing law for several years prior, 9/11 became a self-awakening for Dawn who realized she wanted to focus on making a more positive impact in people’s lives. She knew of several people who had unsatisfactory experiences when buying and selling real estate and wanted to help people have a more positive experience when dealing with one of the most significant assets they would ever buy or sell. With an undergraduate degree in banking and finance, a law degree, and extensive experience handling contract work and drafting agreements, Dawn had the background and skills needed to make a career change. And that she did. Today, many years later, Dawn continues to use her previous experience as an attorney to negotiate and obtain the best outcome for her clients. She assists buyers and sellers throughout Northern Virginia, Maryland, and D.C. She has also taught classes on home buying and selling and classes to people wanting to become real estate agents. “I love helping people,” states Dawn. “I love making it as easy as possible for them when they buy or sell and helping them achieve the best possible result. “ With a 95 percent referral rate, most of Dawn’s clients come from word of mouth. Dawn treats them as real human beings, answering their calls when they phone, going above and beyond as needed. As Dawn puts it, “I ensure the transaction goes through, and I take care of any bumps along the way.” Dawn also spends a lot of time with her clients, hosting different events and activities throughout the year that

pertain to their different interests. Often, she even attends her clients’ various milestone celebrations. This establishes a lifetime bond giving her followers a reason to become repeat customers who also send their friends, family, and co-workers to Dawn for assistance. When asked how she helps clients, Dawn replies, “We have a very broad international reach through my company. We are on websites all over the world. We have a huge database of people I send out information to, and we utilize both online and print advertising. Since I have been in the business for so long and have so many contacts and relationships that has been a real benefit to my clients.” She helps her clients to portray the property they are selling in the best fashion. She works with fantastic stagers, professional photographers, and videographers. “We can stage shots by moving furniture around, bring in different furniture, and make the home attractive to potential buyers.” Her techniques must be working because she continues to be a top producer. Where can Dawn be found when she is not offering her expert services? As a very active member of her community, Dawn serves as a board member on the local chapter of the national non-profit, Rebuilding Together, which helps low-income people with necessary repairs to their homes for safety and health reasons. Many of those who benefit are seniors and veterans. She also volunteers and offers monetary support to local non-profits her clients support. In her downtime, Dawn enjoys reading, yoga, dancing, pickleball, disc golf, and traveling. In fact, she has been to six out of the seven continents with only Antarctica left to visit.

If you would like to reach out to Dawn Wilson, you can contact her via email at dwilson@ttrsir.com or by phone at 703-217-4959

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar. Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first. Top Agent Magazine

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.” You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result. Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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

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

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

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed. It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead. 1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments. 1.5 hours – Spend this time prospecting and appointment setting. 1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines. 8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive. As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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DEANNE KOUBA DAY Deanne Kouba Day of Brighton, Colorado, has built a thirty-one year real estate enterprise by combining deep interpersonal relationships with a tried-and-true formula that relies on responsiveness and transparency. “I like meeting new people, negotiating, and handling numbers – I love all of it. But I think what’s set me apart has been my responsiveness. I always answer the phone no matter what time of day, and if I don’t immediately know an answer, I find it as soon as possible and call back immediately. It’s a simple enough approach, but people appreciate when you can consistently deliver that kind of service.” Originally, while enjoying a full-time career, Deanne shared her passion for real estate with a close friend at a party. “It kind of started on a fluke,” she recalls. “I mentioned that I always wanted to get into the industry, and the woman I was talking to said, ‘Oh you’d be perfect!’ The next morning I signed up for my classes.” Over the course of the next three decades, Deanne established her practice servicing territories northeast of Denver, and she found a niche leveraging her insider’s expertise to specialize in acreage and land sales. “I’ve lived on acreage most of my life, so I do a lot of vacant land sales and homes on acreage. Some agents struggle with those specifics – like wells and septics, or the marketing techniques for these properties – but my husband is a custom builder, so I’ve been around that for the past thirty-five years.” Day & Company has received the Excellence Award from the Denver Metro Association of REALTORS® for the past ten years running (boasting an average annual volume of $11.5 million), but Deanne and her team show no signs of slowing their trajectory. “I’m kind of one of those workaholics,” she exudes. “I have my sights set on adopting a CRM to help my team, and my daughter-in-law is experienced with social media platforms and says there is plenty of opportunity for growth.” Her tenacious work ethic is reflected by the numerous Top Agent Magazine

awards she has received, including the Five Star Award, America’s Top 100 Agents, and 10 Best Real Estate Agents in Colorado. While most of her agents have been with her for over ten years, Deanne is excited to continue growing her team; particularly because her daughter received her license this past year! “Eventually I will start stepping back as she learns the industry, but for now I’m focused on supporting all of our agents. In the past we would do open house lunches to invite lenders, agents, and title companies to come tour our listings – we’re in almost twenty different real estate Facebook groups, and we market our opportunities there as well.” This combination of digital and physical advertising has Day & Company poised to maintain their positioning in the burgeoning markets surrounding Denver. When she’s not supporting her business, Deanne connects with her community by spending every possible moment active and outdoors. “In the past I did all manner of coaching – tee ball, softball, football, baseball; you name it – and I taught CCD classes and volunteered at the schools for many years. These days I love to go on hikes and support my Denver Broncos!”

For more about Deanne Kouba Day, please call 303-667-8617 or email homesbuydeanne@gmail.com 39 Copyright Top Agent Magazine

JANA FARISS Jana Fariss’ entrance into the real estate world began when she was just 17 years old. After a sudden move from Austin to Dallas, she quickly found her footing, starting her journey with a leasing company. This early exposure not only paved the path toward her future career but also instilled in her the grit and resilience of an entrepreneur. After working with a successful real estate investor and learning the ropes, she obtained her license in 2004 and became a broker just two years later. Today, she is the heart and soul of a family-owned real estate company 1411 Homes in Oklahoma City. Supported by her husband, adult children, and daughterin-law, Jana’s firm maintains a boutique brokerage mentality while benefiting from their partnership with eXp Realty. It was her daughter who introduced Jana to eXp Realty, a technology and global real estate company. After a thoughtful analysis, she embraced the change. “It provides everything that we need to scale our business and takes all that off of our plate,” Jana reflects. True to her entrepreneurial spirit, she does not limit herself to a single location. “My mantra in real estate is I always wanted to excel beyond being your neighborhood REALTOR®,” she says. With eXp Realty’s international cloud-based brokerage, she can now transact in all 50 states and around the world. She’s even co-brokering a building in the Philippines and a transaction in Houston. Having transitioned from a wholesale investor background to retail real estate brokerage six years ago, Jana now celebrates a growing base of repeat and referral business. Her extensive experience in investing

and property rehabilitation, alongside her husband, has positioned her uniquely in the field. With every client returning, she sees a future filled with potential. Jana’s marketing strategy is as diverse as it is effective. “We do a lot of social media marketing,” she shares. But for Jana, it’s not just about wide exposure; relationships are at the core of her business ethos. She believes in maintaining a strong rapport with other agents and ensuring listings are meticulously prepped and priced. Open houses are a significant part of her strategy, creating traffic and inviting potential buyers to explore the homes. The results are seen in her impressive sales volume. “This year, we’re probably going to hit over $20 million in volume as a group,” she says. As a dedicated member of her community, Jana serves as the president of the Nichols Hills chapter of BNI, a global business network. Additionally, Jana and her family own a portfolio of homes and apartments, where they often offer support to tenants facing financial hardships, a personal way of giving back to their community. When she steps away from her bustling real estate business, Jana enjoys spending quality time with her family. Looking to the future, she envisions expanding into new realms of real estate. Her partnership with a commercial broker paves the way for their upcoming plans to design a business model that empowers smaller brokerages. “We just want to grow an organization that shows people how to get to the next level in real estate, and focus on educating.”

For more information about Jana Fariss, please call 405-474-0411 or email jana@1411homes.com

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader. 1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. 41

Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. 42

Don’t forget to always take in what you can do to be a better team leader as well. 3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers. Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business. 4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either. Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business. Top Agent Magazine

JEN NELSON AND THE NELSON GROUP Growing up with her dad working in real estate, Jen Nelson was fascinated with the business from an early age. “I would always tell my parents they needed to redo their house, and suggest value adds for them,” Jen recalls with a laugh. So it was a no-brainer in adulthood when Jen entered the business in earnest, first as an investor and finally as an agent. “I’ve always loved real estate,” Jen says. “Being an investor myself, I love working with investors, as well as all buyers and sellers.” Jen and her outstanding team serve the PhoenixScottsdale metro area, known as the Valley of the Sun. Consisting of about 5 million people, it is the fifthlargest metro area in the United States. An amazing 97% of the team’s business comes from repeat and referral clients, and it’s easy to see what keeps clients coming back. “We have such amazing and wonderful clients, and we really care for them,” Jen explains. “We always do what’s right for the client. We want to take care of them, surprise them along the way, and celebrate the little wins so that they feel appreciated. We want to make sure our clients know how honored we are to work with them.” When it comes to marketing their listings, Jen and the team cover all the bases to ensure maximum exposure. “We treat every listing the same and offer the same services,” Jen says. In addition to traditional print marketing that includes phenomenal color brochures and detailed floor plans with measurements, they produce no fewer than three videos for each listing, which are then given exposure across the team’s social media channels. “We study the algorithms of thirdparty sites and make sure our videos are compliant with those platforms’ formatting, because that affects how the client’s home is shown,” Jen says. Top Agent Magazine

In the future, Jen is excited to continue helping her team develop and grow. “Real estate is a 24/7/365 job, and in order to serve our clients best, it really does take a team of people,” Jen says. “I’m excited to continue taking market share so that we can provide the clients with an amazing experience and elevate the industry. Excellence is our bare minimum.” Ultimately, Jen says, “Real estate is a great industry, and I’m thrilled to be a part of it. I love everything about it, especially being client-forward and getting to interact with the client throughout the buying and selling process, making sure they’re being heard and are getting what they want. I love helping my clients into the next season of their life, whatever that looks like for them. It’s spectacular, and it never gets old! Whether I’m giving someone the keys to their new home or bringing the champagne because they sold their home, it’s a special feeling.”

Jen Nelson and the Nelson Group can be reached at (602) 806-9672 or JenNelson@RealtyExecutives.com or visit NelsonGroupSW.com www.

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JOAN KAGAN Joan Kagan discovered she had a knack for real estate after investing in it herself. “I was always fascinated by the industry. I had bought and renovated property and enjoyed the process,” she recalls. Back in 2008, Joan looked at an apartment that wasn’t right for her. But she told another buyer looking at the property how she would renovate it. “He ended up buying it and doing exactly what I suggested,” she says with a laugh. “He never stopped thanking me.” That was more than 15 years ago, and once she got her real estate license, Joan never looked back. More than 80% of that business came from repeat clients and referrals. “I’m fortunate that I’ve reached a point in my business where I can choose to work with the nicest people,” she says. As a Licensed Associate Real Estate Broker, Joan’s clients seek her out for her vast knowledge of the New York real estate market. She has also earned a first-class reputation in the industry for being an “agent’s agent”. While some agents see other agents as competition, Joan views them as collaborators. “One of the things I’m most proud of is when I have buyers in a multiple bidding situation and the other agent says to me, ‘Joan, I want to do the deal with you— because I know that you’re going to get the deal to the finish line,’” she explains. “These are really complicated transactions, and a lot of things can go wrong,” she continues. “You need someone who has been through the mill and knows how to avoid all the potential problems. You have to be able to work together collaboratively with the shared goal of getting that property sold.” Joan’s marketing approach incorporates both high-tech and high-touch tools such as social media, open houses, phone calls, email and face-to-face meetings. This year, 44

on International Women’s Day, she also held a panel discussion on financial planning for women at an off-market listing. The turnout was fantastic. “It provided really important value for people and was also a great way to promote the listing. We’re definitely going to do it again in the future,” she says. Real estate is invaluable in that it possesses a unique potential to provide people with both financial and emotional security, according to Joan. “We all need that place where we can feel safe, free, unwind and connect with the people we love, and have a respite and retreat from the world,” she remarks. Joan raised her three sons on the Upper West Side, where she still lives and continues to volunteer with the Jewish community. In her spare time, she also enjoys fitness classes, running in Central Park and exploring galleries and museums. Looking ahead to the future, she plans to expand her team, which now includes a Director of Operations and two agents. “I’m very, very careful about who I hire,” she remarks. “I need to make sure that our clients are in good hands and that we continue to provide great service that’s of value to our clients.”

For more information about Joan Kagan, call https://www.theagencyre.com/team/the-joan-kagan-team 917-992-9433, visit The Joan Kagan Team or email joan@theagencyre.com

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks. But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately. 1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming. 2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud! 3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 46

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits. 4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone. 5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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JOIE BOYKINS Joie Boykins envisioned a career in real estate back in high school. “I would go look at houses with my mom, and I knew I wanted to become an agent after graduation,” she explains. “I was already thinking about what my logo and company name would be.” Since then, Joie has tirelessly worked to make her dream a reality, gradually building a formidable team that now includes her daughter, son, and sister-in-law. While Joie’s geographic reach spans all of Richmond and Northern Virginia, the tight-knit team functions as a support system for one another, fostering success across both commercial and residential properties. Joie’s excellent service is evident in the significant percentage of her business that comes from repeat and referral clients. As a natural problem solver, she is always ready to find solutions for her clients. “I’m like the Olivia Pope of real estate,” she says. Joie’s dedication to education is another standout quality, as she not only teaches real estate school but also mentors newer agents and ensures her clients are well-informed throughout the process. Staying connected to her past clients is a top priority as well. She maintains these relationships through various means, from popping up in their neighborhoods to celebrating their birthdays and anniversaries. Joie’s social media engagement and personal involvement in clients’ milestones, such as graduations, help her connect on a genuine level. When it comes to marketing her listings, Joie employs a multi-faceted approach to reach the widest possible audience. She recognizes the power of

social media platforms, such as LinkedIn and Instagram, to showcase her properties, but she also understands that not everyone is active online. To ensure maximum exposure for her listings, Joie goes the extra mile. “In addition to social media, I also make sure we’re in magazines and other print material,” she explains. By combining online and offline strategies, Joie skillfully navigates the marketing landscape to provide her clients with the best results. Joie is not only a dedicated real estate professional but also an active member of her community. She serves on the Grievance Committee for her local Association of REALTORS®, is a member of the National Association of Real Estate Brokers, and is involved in the Richmond Area Homebuilders Association of REALTORS®. Joie also holds esteemed accreditations such as an Accredited Buyer’s Representative and a luxury property designation. Away from work, Joie cherishes spending time with her family. As a happily married woman of 29 years, she enjoys traveling and creating lasting memories with her loved ones, proving that a well-balanced life is integral to her overall success. Looking ahead, Joie has ambitious plans for the future of her business. As the leader of the International Groundbreakers, she aims to expand her team beyond the United States, tapping into her company’s presence in over 20 countries worldwide. With her dedication and visionary approach, Joie’s impact in the world of real estate is set to grow even further. “I love that I can develop long-lasting connections with my clients, it’s so rewarding.”

For more information about Joie Boykins, please call 804-248-0109 or email joie.boykins@exprealty.com

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JULIE MARTIN Julie Martin of Mobile, Alabama, has built her twenty-eight year career in real estate on a bedrock of unparalleled customer service and local expertise. “At this point in my career, everybody I’m working with are friends, family, and repeat clientele. It’s a satisfying job to be able to help people, and that’s how I’ve approached this business from the beginning. I’m grateful that I can help agents as much as I help my clients – that’s the most satisfying part of my job; helping other people become successful.” Prior to entering the real estate industry in 1995, Julie worked as a volunteer while raising her family. “I think I was selling World Book Encyclopedias at that time, back before the internet,” she recalls, “and volunteering at the school. When my son transitioned to middle school he told me, ‘There is no reason for you to come in to the middle school.’ So it was time for a change!” She became a licensed REALTOR® and began servicing both Mobile and Baldwin counties. The area she lived in had a lot of waterfront properties so she learned to be a waterfront expert. “I worked for a business here locally for six and a half years, and then I got my broker’s license and opened my own company, Port City Realty, that I ran for the next twenty years.” Julie’s main goal at Port City Realty was to assist agents in becoming as successful in real estate as they wished to be. “Real estate can be an all consuming career. It’s important to learn how to be successful in business while having a successful life.” She helped her agents specialize in many different types of real estate in Mobile and Baldwin Counties, ultimately opening four offices. She led a team of her agents to become one of the largest REO divisions in South Alabama. This position, combined with a diligence to organic and digital marketing, has helped Julie

and her agents connect with investors, agents, and families throughout her area. At the end of 2019 one of her agents suggested she look at EXP Realty. “I immediately wanted to be a part of this company but, how could I go from being a broker/owner to working at another firm? I could tell right away that the agents would make more money, and have more opportunities, but what about me? I had spent 20 years building a successful business. How could I walk away from that when business was so good? I didn’t walk away. With my agents, I walked towards a better way to do our business. We now have more tools and resources than ever before. I still have my agents and now I have more time and resources than ever to help them be successful.” Julie took the mentoring training and became a Certified Mentor. Then she became Express Offers Certified. Then Success Magazine was purchased by EXP World Holdings and opened a Success Coaching Division and Julie took the training and became a Certified Success Coach. As she approaches three decades in the industry, Julie aims to continue to grow her organization within EXP Realty. She is excited that now she does not have to overlooks the administrative, legal, and financial aspects of running a business, and she can concentrate on doing what she loves the most: helping her buyers, sellers, and agents find success. When asked what she likes to do when not doing real estate Julie said “Besides travel, which I do a lot, I like to walk around downtown and throughout the historic neighborhoods in Mobile. It’s a beautiful city. There is always something going on. It’s the birthplace of Mardi Gras and the folks in Mobile love nothing more than a celebration.”

To learn more about Julie Martin, visit juliemartin.exprealty.com, email julie.martin.exp@gmail.com, or call 251-665-4665. https://

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

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

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

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

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

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

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

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 50

4. Networking

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

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LIZZY McDANIEL Top agent Lizzy McDaniel found her perfect place in real estate by following her heart. After working for several years in retail, she found herself dissatisfied with its transactional nature and the overemphasis it often places on upselling the customer. “I wanted a career that provided the opportunity to offer a higher level of customer service to people while also allowing me to take care of my family,” she explains. “And I wanted the freedom to be able to take the extra time to make sure I understood what my clients were looking for and actually help them to reach their goals.” She found what she was looking for when joined The Kreigner Group, where she specializes in relocation and consulting services as a buyer’s and listing agent. Last year, she closed almost six and a half million dollars in sales servicing clients in Knox County and its surrounding areas. “They are a wonderful group of people with great integrity who are a pleasure to work with,” she says. As she enters her seventh year in the business, Lizzy continues to see an increase in referrals and repeat business from customers who come back to her for help with their next real estate transaction. She’s passionate about giving her clients the knowledge they need to make a wise financial decision in the current market, whether they are buying, selling, or investing. “People know after they work with me that they’re not just a dollar sign,” she says with a smile. “I listen to what they want and honor it throughout the transaction. I will advocate strongly for them, but I’ll never push them to spend more than they can afford, or to buy a house quickly that’s not right for them.”

Lizzy sees her job as an agent as more than just business. “However much I get paid, my hope is to help my clients make much more by advising them honestly and advocating well as they buy and sell. Real estate is one of the biggest financial decisions most people make, and I want it to be a profitable adventure for my clients.” When she’s not posting new listings or showing houses, Lizzy enjoys traveling, eating gourmet food, and studying permaculture landscapes. She and her son are also members of a Wild and Free group. “We love the outdoors and being active, and we love to build community. I’m a firm believer that strong, tight-knit communities greatly enhance our society, our wellbeing as humans, and our wellbeing as a nation,” she says. She’s also a proud sponsor of Knoxville’s iconic Dogwood Trails this year. As she looks to the future, Lizzy says that she is always in the process of analyzing her goals and readjusting them as needed. But one thing that will never change is her commitment to earning her clients’ trust by making their needs her top priority. “Whenever my name is mentioned, I want people to say, ‘Yes, I’ve heard of her. I know her integrity, her excellent quality service, and how well she conducts business. And she’s the top contender to be my next realtor,’” she remarks. In the meantime, Lizzy will continue to build her reputation locally and organically through word of mouth and doing the right thing for her clients, one day at a time. “What I love the most is that now I have the opportunity to value my clients--and also to value my own needs as a wife, mom, and realtor,” she says.

To contact Lizzy McDaniel at The Kriegner Group, call 865-964-7361, email lizzymcdaniel.realestate@gmail.com, or visit teamkgrealestate.com/lizzy-mcdaniel https://

MARCI YANKELOV REALTOR® Marci Yankelov landed in real estate after surviving the dot.com meltdown in the early 2000s. She reinvented herself, starting on a new path that would allow her to incorporate her marketing skills and creativity with her passion for entrepreneurialism and helping others. Real estate was the perfect fit. Now, two decades later, she has not only built a successful business as a solo agent representing the Baltimore Metropolitan area, but she has done so in a way that has helped scores of people around her.

Photography by Zhee Chatmon

As a 4th generation Baltimore City resident, Marci has a long family history in the area. Her family owned a butcher shop on historic Lombard Street and older residents still remember shopping there. Known for its distinctive neighborhoods, each with its own flavor, Baltimore offers the perfect opportunity for her to help sellers and buyers with a diverse range of properties including residential, smaller commercial and mixeduse buildings. An investor herself, Marci runs a weekly lunch meetup with the Maryland Investors Network which connects investors of all levels. With her reputation for excellence and her network of long-standing connections in Baltimore, Marci is now able to count more than 60% of her business as coming from repeat clients and referrals

details that people really appreciate,” she explains. For example, she hosted an event to take her clients on a mural art tour led by local artist, Liz Miller. These types of events support local business and connect the community. In her spare time, she co-founded the Baltimore Supper Club, a cooking group for home cooks of all levels, from novice to a local Chopped Champion. The group really took off during the pandemic and provided a platform for people to connect over a love of cooking,” explains Marci. They currently have almost 9,000 members.

Marci currently lives in the city with her little dog, TJ who people joke is her personal assistant. His predecessor, Jackson was often seen on appointments and even went to the closing table on multiple occasions. As the real estate market continues to shift and evolve, Marci is determined to stay ahead of the curve. She is focused on providing a top-notch service to her clients while expanding her business in Baltimore and nationwide by referral. Over the years, she has accrued many skills, but she has one that she is particularly proud of. Marci says, “My superpower is my ability to connect people. People know they can call me and I usually know someone who can help them with what they need.”

Marci›s commitment to community involvement spans from volunteering for several organizations fighting food insecurity in the city to being the volunteer coordinator at her local dog park. This community involvement allows her to connect with people across many social and economic backgrounds. In her own community, she serves on the board of the Bolton Hill Community Association. When it comes to marketing her listings, Marci has experience with traditional methods. However, her creativity and background in corporate marketing and event planning allow her to think outside the box. “It’s the personal 52

Contact Marci at 443-858-9113, email marci@movewithmarci.com or visit facebook.com/movewithmarci www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives. But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling. With that in mind, see how you fare when it comes to post-workday habits... Top Agent Magazine

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

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul. Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge. This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option. Just make sure that you establish some foundational boundaries so that you maintain an 54

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

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine. Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress. In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance. People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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MARY BETH EISENHARD, THE EISENHARD GROUP Serving Northern Virginia, Mary Beth Once a client is inducted into the “EisenEisenhard created The Eisenhard hard Group Family of Clients” they are Group to help families at all levels offered the opportunity to participate in with their real estate needs. Buying multiple client parties throughout the or selling, locally or nationally, their year, some of which include: ice cream mission is to help families transisocials, a Washington Nationals baseball tion smoothly into their next chapter. game, a Fall Festival at a local farm, a Having been in real estate since 1993, pie party at Thanksgiving and an annual Mary Beth sits at the helm of the team Gratitude Gathering in January to celeshe has grown, overseeing the trajecbrate top referring clients. tory of expansion and quality of care Katie & Mary Beth Eisenhard and service to their clients. Mary Beth To complement her career, Mary Beth began her real estate career in Southern California in serves as the President of her Business Network Inter1993; then started again in Huntsville, Alabama, in national (BNI) chapter. Through this group, she attends 2000; and moved to the Northern Virginia market in weekly meetings with other entrepreneurs, expanding 2003. In over 30 years, Mary Beth and her team have her network and sharing insight and expertise on the assisted over 2,100 buyers and sellers. market. A few years ago, Mary Beth also founded the Gratitude Ladies, a group dedicated to giving back to Currently, The Eisenhard Group is composed of Mary the community by supporting local non-profit organizaBeth, her daughter, who has 18 years of experience tions. In the group, members pitch their favorite local in the real estate industry, and three other dedicated nonprofits and then select an organization to receive a agents with a total of 20 years of experience. In June $4,000 donation once a quarter. To date, the Gratitude 2022, Mary Beth added an operations manager to Ladies have gifted over $90,000 to local nonprofits. oversee all that The Eisenhard Group does. 100% of The Eisenhard Group›s business is generated through Mary Beth is also an active member of Saint John referrals, which is a testament to the excellent care they Neumann Catholic church in Reston and regularly provide their clients. “Since 2001, we’ve stayed true to serves as a lector. Outside of her community involveour ideals of working by referral,” says Mary Beth. “If ment, Mary Beth spends time with her four children we take good care of our clients, they bring us all the and ten grandchildren (scattered across the country in business we could ever want or need.” The Eisenhard California, Nebraska, and Florida)! Group treats their clients like family, and as a result, they are seen as a trusted advisor for all their clients’ Last year, The Eisenhard Group closed $43 million in real estate needs. sales by way of 74 home transactions. Mary Beth has achieved a high level of success in her career and is lookTo market each listing, Mary Beth hires a professional ing to the future growth of her team, with her daughter photographer/videographer who produces high-quality eventually taking on the role of Team Lead. In the meanvideo tours, floor plans, photographs, and at times even time, Mary Beth continues to build her team of top agents drone footage. Additionally, each listing gets its own in Northern Virginia. The Eisenhard Group really believes website page as well as printed materials and exposure in meeting their clients’ needs. “We are not transactional, on social media. we are relational,” she says. “I want us to always improve the lives of the families that we are honored to served.”

To learn more about The Eisenhard Group, call 571-723-7653 or visit marybeth.com www.

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MELISSA BRUCE “It’s a kind of funny story,” Melissa Bruce responds when asked how she got her start in real estate. “I started my very first job when I was sixteen working with an appraiser…years ago when he didn’t even have a digital camera!” From running back and forth to get the appraiser’s film developed, to working as a county mapper, a residential appraiser for Montgomery County, to ultimately helping other agents through her position at the County Board of Realtors, Melissa has always danced around the real estate business. She earned her real estate license in 2018, and has since gotten her broker’s license and opened her own brokerage in the last year. Serving the twin cities of Auburn and Opelika, Alabama, as well as the surrounding region, Melissa and her team had a volume of sales over $17 million in Bruce Real Estate Group’s first year of business. Auburn is home to Auburn University — and Melissa has seen an increase of parents and grandparents retiring to the city, since their children are remaining in town post-graduation. Melissa’s repeat and referral business is approximately 80%, which she attributes to the attention her team pays to marketing to their retention list. As she got her start as a buyer’s agent, Melissa has now seen that many of her original buyers are selling, and they come to her team for assistance. Bruce loves to help new people when they come to the area. “I love showing them around,” she gushes. She tours her clients around the area to share different schools, hospitals, shopping centers, and more to welcome newbies to Auburn-Opelika. Bruce has a friendly demeanor that draws in her clients, and she loves to keep up with clients’ families on social media as they grow and get acclimated in their new homes. She prides herself on her team’s listing presentation, which she states is “really strong.” Not only does the team cover all the costs for professional photos, a home stager, and 56

an appraiser to measure square footage, but they also encourage local business by giving gift certificates to clients for local handyman services if they need repairs or renovations. “We’ve got a great buyer’s guide that we put out,” Melissa shares. “First-time home buyers love the buyer’s guide because it answers a lot of questions they didn’t even know they needed [answered]!” Melissa finds many different ways to partner with local charities. After closing a sale, Bruce Real Estate Group makes a donation to a charity of their clients’ choice. Melissa’s team also interviewed local charities with their personal videographer. With this footage, charities are able to create marketing and promotional materials to share their various missions with the public. Bruce felt it was “a great way to learn what all of the local charities are doing for the community,” and shares their unique stories on her website and social media accounts. Outside of her work, Melissa loves life as a mom and a wife. She is the mother of five daughters, who are all involved in extracurricular activities. Her team is moving to a new, larger office, and she hopes to grow her business and bring more agents on board in the near future.

Call Melissa at (334)864-1030 to connect or email melissa@brucerealestategroup.com. To see more of her team’s listings, go to BruceRealEstateGroup.com www.

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

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

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

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

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

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well. By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too. Theme Your Event Whether the area’s high school sports team has made it to the state champion58

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

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NICK WITVOET Nick Witvoet of Cedar Lake, Indiana, has launched a successful real estate enterprise in three short years by combining his penchant for digital advertising with a heartfelt desire to fuel the success and ambitions of his clients, family, and friends. “Seeing people get to their end goals and achieve their dreams is what gets me up in the morning. Every client has a different goal, whether that’s investing, upgrading, or downsizing – helping people get to that finish line is the absolute best.” During the COVID-19 pandemic, Nick chose to pivot his career, and decided to pursue the vocation he had always admired. “I’ve wanted to do real estate since I was in high school,” he recalls. “When COVID hit, I got furloughed, and I took that as a sign to chase my dreams. I took my classes, passed my test, and got licensed in 2020.” Since then, Nick has built his business alongside his Team Leader Anil Bhalla and Listing Lenders Northwest servicing all of Northwest Indiana and portions of Illinois (particularly the suburbs of Chicago). He boasts a book of business that is 100% repeat and referral clients, and in 2022, he cleared $6.5 million in collective volume. Nick attributes his immediate success to an unwavering desire to exceed expectations. “I like going above and beyond for my clients. I have a constant level of communication during the transaction, and I make things as seamless as possible without them having to worry about each and every detail.” In addition to this hand-tailored service, Nick brings a systematic approach to virtual marketing that blends visual design with professional photography. Each of his listings features photographs, a 3D Zillow Virtual Tour (with hand selected music), and exterior drone footage for prospective buyers. “I also make sure to contact my social media base – especially since my business is all based on my sphere. I do an MLS Top Agent Magazine

approved pre-listing post to generate interest, and on the first weekend after a house gets listed, I make sure to run open houses all weekend.” This combination of broadly cast marketing and unparalleled client satisfaction has recently been recognized by his brokerage, and Nick has accepted a position as a Managing Broker for the Indiana side of his team. “I’m looking forward to expanding my knowledge base for my colleagues and my clients. The more I learn, the more opportunities I see to expand. I am aiming to build my portfolio of luxury listings, and eventually get licensed in Florida to tap into that market.” Beyond his clients and professional networks, Nick goes to great lengths to support his extended community. As a member of Faith Church, Nick regularly volunteers for their charitable events, particularly for their Special Needs Ministry. When he’s not growing his business or supporting his neighbors, Nick enjoys golfing, and spending time on the warm beaches in Florida. “I love the ocean, and one day I hope to spend time doing pop-bys with my clients down there!”

Contact Nick Witvoet at 219-718-7674, visit listingleadersnw.com/agent/nickwitvoet or email nick.witvoet@outlook.com www.

SHELLEY TOUJOUSE ROSS Shelley Ross of New Orleans, Louisiana, has built her real estate enterprise on a bedrock that combines professionally honed sales experiences with a penchant for empathy and flexibility to carve out a niche in her industry. “I spoke to a client yesterday – I helped in the past with her uncle’s property – who called me about her mother’s home. She was crying when she called, but before she hung up she said, ‘Thank you Shelley. I love talking to you, you always make me feel better, and now I know which direction to go.’ That’s my favorite thing about what I do. I can help people see their options, and let them see which path is best suited for them. My sales numbers aren’t as important as making people happy – that’s what drives the referrals, and that’s what gets me up in the morning.” Prior to entering real estate, Shelley was an entrepreneur and brick and mortar store owner. “I started off in retail when I was fifteen years old, working for my mom who had a boutique,” she recalls. “I opened up my own business at the Riverwalk Marketplace in downtown New Orleans when I was twenty-four, but things just weren’t the same after Katrina.” With some guidance and encouragement from a friend, Shelley decided to get her real estate license in July of 2013, servicing all of Metro New Orleans and, as of 2021, the southern portions of Mississippi. Today in 2023, Shelley boasts a book of business that is over ninety-five percent referral based; a significant portion of which is fueled by her expertise as a succession specialist. “I work with probate attorneys and real estate sales professionals,” she

exudes. “I also have my appraisal license and a certificate from California as a probate specialist.” Shelley’s systematic approach intertwines professional photography, 3D floor plans and drone pictures for all her listings when applicable, and robust social media advertising with caring specialists who prioritize sensitivity and discretion. “It takes a unique personality and a lot of networking to work in this specific area. There are a lot of big emotions, and many of my clients live out of state, but I sell fifteen to twenty succession properties a year so I know I’m doing something right.” In addition to building her sphere amongst clients and colleagues, Shelley goes to great lengths to impact her greater community by regularly participating in her Catholic church. Her past involvement includes running booths at their local fair, donating to local businesses, and sponsoring traveling sports teams with her four children. “We used to travel with them all the time, but three of them are in college now and one of them is in high school, so they’re off on their adventures. I already have the twenty-year-old licensed in real estate. My oldest son, who’s twenty-two, and my nineteen-year-old are both getting licensed this summer. All of them are going to help me grow this to the next level and expand the brokerage. There’s so much opportunity for growth in this industry, and so much that I wasn’t taught when I was young. I want to mentor as many agents as possible – that’s why I’ve structured things around a flat $500 in my brokerage, rather than a percentage. I want to see everyone in New Orleans grow with me!”

To learn more about Shelley Toujouse Ross, visit rossrealtynola.com, email shelleyrossrealtor@gmail.com, or call (504) 491-7246 www.

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The Top Agent Magazine

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver. With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do. If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show62

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective. If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial. Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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THE TOM JOHANSING TEAM | RE/MAX PREFERRED GROUP Serving the west and northwest sections of Hamilton County, Ohio, Tom Johansing and his team have built their reputation on a foundation of trust and service. Tom has been in the business since 1987, and with the help of his Broker at RE/MAX Preferred Group, and his own all-star team, he helps buyers and sellers accomplish their real estate goals. “Katie Aker and Erin Evans, both full-time licensed agents, have 30 years of combined financial industry experience with a focus on client service and loan origination and processing. Mary Kay Avery, a licensed agent herself, is my right-hand person, and has been with me for 10 years,” Tom says. “If it wasn’t for my team, I wouldn’t be able to do half of what I do.” Tom and his team approach real estate with integrity and compassion, and they deliver positive results for clients. Around 95% of Tom’s business comes from repeat and referral clients, a testament to the confidence he and his team inspire. “Clients keep coming back because we treated them with respect going over and above what is expected of a REALTOR®.” Tom explains. “It’s because we genuinely care about them, which shows in the way we’ll drop what we’re doing to show them a house or meet with them to discuss the sale of their home.” Tom and his team conduct their business with honesty and respect. They make sure to nurture those important relationships in the long term. Every day Tom personally writes notes to clients to stay in touch. Along with a bimonthly newsletter, sports magnets, and wall calendars, these personal touches keep Tom and his team top-of-mind with their clients and let them know they are being thought of throughout the year. When it comes to marketing listings, The Tom Johansing Team’s approach combines new and old-school methods to ensure optimum exposure. In addition to marketing on social media, and syndication to over 30 national real estate websites, they also send postcards to the surrounding area when a house is listed and when it’s sold, print Top Agent Magazine

color listing brochures, utilize professional photography, and host open houses. Outside of real estate, Tom likes staying involved in his parish, St. Ignatius Catholic church, where he is a lector and a Eucharistic minister, in addition to being involved in a charismatic prayer group where he plays guitar and leads praise and worship music every week. When he’s not working or giving back, Tom enjoys golfing and reading. He and his wife of 39 years have 3 married daughters and 6 grandchildren that help keep his free time busy! For Tom, the joy of real estate is the ability to work with people. “I like meeting people, talking to them person to person, and getting to know them,” Tom says. He adds that although technology has its place in the business, the most important aspect of real estate is that human element. “Technology can take you away from what I think makes you a successful agent,” Tom says. “Technology is great when it’s needed, but if you rely on it 100% of the time, you never get to know the people you’re serving, and that’s important. I love meeting people and talking to them, especially talking about real estate. After 36+ years, that’s what I know best!”

To find out more about The Tom Johansing Team, call Tom at 513-207-1008 or tomjohansing@gmail.com. Find them online at tomjohansing.remax.com https://

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VANESSA SETZER An Army veteran whose husband is in the Coast Guard, Vanessa Setzer understands the unique needs of military personnel and veterans in the real estate market. Vanessa discovered her passion for real estate after moving to Virginia when her husband was transferred here. A family member persuaded Vanessa that she would be good at real estate, and she quickly fell in love with it. That was in 2015, and since then Vanessa has become a trusted guide to real estate in her local area. Vanessa serves the Hampton Roads area. “With a Marine base, Army base, Air Force Base, and a couple of Coast Guard bases, we have a lot of military in the area, which I connect with because of my background,” Vanessa says. “I like to call it a ‘big small area,’ because many of the people here who are not with the military were born here. Once you’re here, you stay here.” Impressively, 100% of Vanessa’s business comes from repeat and referral clients. It’s easy to see what keeps people coming back. “I have a big heart,” Vanessa explains. “I treat each and every client like they’re a family member, and I think that has gotten me a lot of my repeat business. I get a lot of military clients who are transferring in or just joining, many of whom are very young. I treat them like one of my own, and they see a different side of real estate in me. I’m humble, and I don’t treat a sale as just a sale. I treat it as a new chapter in someone’s life that will affect them for the rest of their life. My clients see that in me, and that’s why they continue to come back to me and refer others to me.” Vanessa’s specialty is helping military clients navigate the process. “Having been transferred as many times as I have and finding it so stressful to have to find a house in just a few days, I wanted to take that load off of 64

those who are transferring and make it as stress-free as possible,” Vanessa says. Vanessa loves to give back to her community. She is an advocate for Homes for Heroes, donating a portion of her commissions to nonprofits that help veterans, military members, first responders, and teachers. When she’s not working or giving back, Vanessa enjoys working out at the gym and spending time with her family. As for what the future holds, Vanessa is currently working on her broker’s license and would love to eventually open a brokerage. “I love being a mentor to people, and I want to open a brokerage that has a different outlook that’s not just based on making money. There are so many agents who get into the business and don’t do it ethically, and that is what I want to change in the future.” Above all, Vanessa looks forward to continuing to assist her clients. “I just love helping people,” she says. “That’s the whole reason I got into real estate.”

Contact Vanessa Setzer at 757-266-3946 or setzersellshomes@gmail.com. You can find her online at setzersellshomes.com www.

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

wouldn’t exactly inspire productivity or morale, would it? The fact is humans take all sorts of social, behavioral, and emotional cues from our environments. And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners? Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible. You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time. 66

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

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated. If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture. Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations. Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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YARDEN RONEN-VAN HEERDEN You might say that Yarden Ronen-van Heerden was destined for a career in real estate. Coming from a 20-year career in dance and dance management, Yarden’s shift toward real estate was fueled by a deep love of homes and working with people. As he puts it, “I wanted to do something new, exciting, and refreshing.” Now an agent with Compass in Westchester, NY, and a member of The Hillary’s Homes Team in Chappaqua, Yarden explains that his passion for helping others was a kick-off point to launch his new career in real estate. “I enjoy working closely with people,” he says. “And I love homes! Every house is unique, particularly here in Westchester. We have a diverse range of property types - from sprawling Colonials to architectural Contemporaries and historical Victorians - making working with such a mix of properties very rewarding.” Yarden cannot say enough about the natural beauty and many other amenities available in his market. “This region is known for its beautiful landscapes, including a variety of nature preserves and, of course, the Hudson River and the various towns and village’s welcoming communities,” he says enthusiastically.

gives back to the community that has given him so much by supporting the Ossining food pantry as part of Feeding Westchester and working with the Old Croton Aqueduct historic trail to maintain its beauty. As for the future of his business, Yarden’s prospects are bright. He plans to continue building his network and enhancing his marketing strategies while maintaining excellent client service. In 2022 he was awarded the prestigious 5-Star Professional Westchester Rising Star. The Hillary’s Homes Team has been ranked in the top 1.5 percent of small real estate teams nationwide by RealTrends’ “America’s Best Real Estate Professionals.” The team provides social and digital marketing opportunities for their clients to attract the most qualified buyers and sellers while staying up-to-date on the latest research, analytics, and trends. “I bring honesty, focus, and compassion to every interaction, whether clients are seeking a better quality of life outside the city or are relocating from out of state. I’m here to help make their dreams come true.”

“In real estate, drawing on life experiences and applying them daily can help,” Yarden remarks. “My previous experience in arts management has taught me so much about the value of strategic thinking and strong negotiation skills, which are critical in the real estate industry. As a former professional dancer, I learned the importance of attention to detail, dedication, repetition, and hard work. These qualities have translated well into my work as a real estate agent here in Westchester.” Yarden’s passion for his community is evident in his work. “Westchester is the perfect place for people moving out of New York City, looking for space, a yard, and proximity to the train,” he explains. That is why he Top Agent Magazine

To learn more about Yarden, please call (347) 239-7040 or email yarden.ronen@compass.com 67 Copyright Top Agent Magazine

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