Top Agent Magazine Nationwide & International

Graham Harrop

5 Steps to Achieve Long Term Success as a Real Estate Agent

Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business. So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

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

5

SET GOALS

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

►Carla Cross, CRB, MA

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

What New Agents Expect

From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business. What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

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

Expecting ‘Dumb Luck’ to Carry You to Success

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

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

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

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

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

Are You Lead Generating on Purpose?

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

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business:

• 20 contacts to get one buyer or seller lead

• 8 times of putting people in the car to sell someone a home

• 3 listing appointments to gain one marketable listing

https://carla-cross.com

• 80% of listings sell

• 80% of transactions close

What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan

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

In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development. She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

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

LISA FOREHAND

LISA FOREHAND

Lisa’s standout qualities as a real estate agent stem from her emphasis on personal growth, team building, and genuine client connections.

Aserendipitous career move led Lisa Forehand from the world of accounting to the dynamic and fulfilling realm of real estate. After a decade in accounting, Lisa found herself craving more human connection and a different kind of challenge. Despite entering the real estate world during its rockiest period in 2009, Lisa persevered and eventually found her niche in vacation rentals. However, as her family grew and the real estate market recovered, she

discovered that her true passion lay in the real estate transactions themselves. As life shifted, Lisa found herself transitioning from managing vacation rentals to focusing solely on real estate. Her ability to adapt and flow with change led her to become a top producer in the industry. Last year, Lisa took her success to new heights by forming a team, prioritizing

not just financial success, but also fostering a work-life balance and helping others grow in the field.

The area Lisa serves is Gulf County, known as the “Forgotten Coast’’ of Florida. It is an hour away from Panama City Beach and offers a more relaxed, old Florida feel with its two stop

lights, mom-and-pop restaurants, and pet-friendly beaches. “It’s one of those towns that you feel like you’re stepping back in time, which is really nice,” Lisa explained. Her business thrives on repeat clients and referrals, with 90% of her clientele coming from organic connections. Lisa believes in staying in touch with her clients even after a transaction is completed. She uses social media, CRM systems, and occasional check-ins to maintain relationships with her clients.

Lisa’s standout qualities as a real estate agent stem from her emphasis on personal

growth, team building, and genuine client connections. She’s formed a team of dedicated agents that she supports and nurtures through tutorials and team bonding activities. Lisa is also committed to maintaining open communication with her clients. “I prioritize an opendoor style of communication,” she explains. This dedication to honesty and transparency is what sets Lisa apart and builds strong relationships with her clients. Furthermore, Lisa’s mastery of time management and her willingness to adapt to different communication styles, such as using text messages and social media, enables her to efficiently check in on clients and offer them personalized support. This level of care and attention to detail contributes to her success as a real estate agent and team leader.

When it comes to marketing listings, she primarily relies on the power of social media, especially Facebook and Instagram. She explains, “Facebook and Instagram are huge. It’s been the best organic marketing.” In addition to social media, she utilizes various marketing tools to showcase her listings, such as creating reels, videos, and using a CRM to send out blasts to her clientele. Her company also produces a quarterly map featuring a “hero shot” of the main listing, which is distributed along the coast and even at welcome centers like the Florida-Georgia line.

Born and raised in Port St. Joe, Lisa is heavily involved in her community. She has come to appreciate her small-town roots and wouldn’t trade them for anything. With her strong community ties, commitment to her team, and dedication to her clients, Lisa has carved a successful path in the real estate industry. Her journey from accounting to real estate is a testament to the power of following your passion and working hard to achieve your dreams.

Turn Open Houses into Destinations

People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

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

The neighbors-only open house

Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge. With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz.

A turnkey block party any time of year

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

Invite other professionals

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

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

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

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

Brean Small eXp Realty

She has now SOLD $100 MILLION in Real Estate

..and her next goal is to BUY $100 MILLION in Real Estate

BRE SMALL

Initially inspired by HGTV, Bre Small embarked on a path that shifted her from the medical field to real estate, seeking a lifestyle with more flexibility and control. “I was a chiropractor, and it got to the point where I wanted more freedom,” she explains. Bre and her husband began their journey in real estate by attending investing seminars and initially planned to flip houses. However, the reality of slim profit margins in Denver led Bre to pivot to becoming a residential REALTOR®. This shift capitalized on her knack for organizing community events like the popular Ken Caryl Ladies Night, which not only bonded her with her community but also amplified her reputation.

Eight years later, Bre stands as a top agent in Colorado with eXp Realty. She is an advocate for her community, Ken Caryl, describing it as “a family-friendly utopia” nestled in a mountain valley, renowned for its world-class amenities including pools, tennis courts, and expansive open

spaces exclusive to residents. Bre specializes in high-end properties, holding certifications like the Luxury Home Marketing Specialist and Certified Negotiation Expert, which equip her to cater to a discerning clientele, including many cash buyers in Denver’s competitive market. What truly sets Bre apart is her deep-rooted connection to Ken Caryl. She not only markets homes but fosters community spirit through local business events, which help maintain her impressive 99% rate of repeat

and referral business. “I pride myself in being a neighborhood expert,” she says.

Bre’s approach to marketing her real estate listings is highly targeted, taking advantage of digital media to its fullest. “I’m all about social media because now more than ever the world needs positive media and intentional branding,” she says. She actively uses videos and reels to maximize exposure for her properties. Besides her online presence, Bre conducts traditional marketing strategies like open houses and mailers, and also runs Facebook ads to target specific demographics. She capitalizes on her extensive network, making calls to potential buyers who have shown long-term interest in her highly sought-after neighborhood. Bre maintains a list of potential buyers who are often ready to move quickly due to the low inventory in her area.

When it comes to community involvement, Bre is focused on creating inclusive, enjoyable experiences for all her neighbors. She was second-runner up for Mrs. Colorado 2024, and plays a pivotal role in organizing major community events like the annual Fourth of July pool party, which draws hundreds for a day of fun, food, and festivities. Her commitment extends through the summer with Food Truck Fridays, enhancing community engagement with social gatherings that everyone looks forward to. In her free time, Bre loves to unwind by reading personal development books, doing pilates, hiking in her neighborhood, and spending quality time with her family.

Already nearing a remarkable milestone of $100 million in residential real estate sales, Bre is setting her sights even higher. She plans to venture into the commercial sector with the goal of acquiring $100 million in commercial properties, including storage and industrial spaces. Wherever her path takes her, Bre will enjoy every moment of it. “What I love most about what I do is that I get to build relationships with my clients and be their advisor for a lifetime.”

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...

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-

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

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.

LEIGH ANN DEMELO

LEIGH ANN DEMELO

In the fast-paced real estate markets of New York, there are few REALTORS® as passionate about their craft as Leigh Ann Demelo. Armed with more than 15 years of experience and an infectious enthusiasm, Leigh Ann has carved out a niche for herself as one of the most sought-after agents in the region. Leigh Ann’s entry into real estate was the result of a less-than-satisfactory experience looking for her own home. “When I was looking for my own home, I was very specific about what I wanted,” she recalls, “but my agent just couldn’t quite grasp it. So I thought, why not try my hand at this myself?” That experience, fueled by a genuine love for homes and an innate talent for connecting with people, propelled her into real estate.

Teaming up with her partner, Lauren Muller, Leigh Ann has solidified her presence in the industry, specializing in listing new construction in Rockland, Westchester and Orange counties.

What truly sets her apart is her unwavering commitment to her clients. About 75 percent of her business comes from repeat clients and referrals, she reveals. “Building trust and forming genuine connections is what drives my business forward,” she adds.

Leigh Ann has developed a robust marketing strategy that includes virtual tours and live-streamed videos, drone footage and social media campaigns,

leaving no stone unturned to showcase her listings. And her efforts haven’t gone unnoticed; she is a consistent top performer and production award winner in her company, including winning the Emerald Elite Award, as well as being named Best of the Best within her industry, and is a member of the Champions Club. With an impressive track record of up to 65 transactions per year, Leigh Ann often finds herself torn between new construction sales and resale transactions. “I’m sometimes torn between helping clients build their dream homes and the thrill of negotiating with other agents,” she shares. “Both roles fuel my love for this profession.”

Beyond her business acumen, Leigh Ann is deeply committed to her community, actively participating in various charities and events. From golfing fundraisers to supporting families in need, she is always ready to help a cause to benefit and give back to the communities she serves. In addition to collecting supplies for local schools, she is a participant in Meals on Wheels, which delivers meals to the needy. But in the midst of her bustling career and philanthropic endeavors, Leigh Ann finds solace in her hobbies. A car enthusiast, dog lover, rock climber, fitness enthusiast and avid golfer, she embodies the essence of living life to the fullest.

Leigh Ann imparts some pearls of wisdom gleaned from her journey. “Keep your word, stay adaptable and, above all, be likable,” she advises. “Success in this industry isn’t just about closing deals—it’s about building lasting relationships. It’s a bonus if you’re likable, and that’s where I get a lot of my referrals from.” Looking ahead, she remains steadfast in her commitment to excellence. “I’ll continue to provide the best service possible, helping clients find their dream homes and navigate the intricacies of real estate,” she says. “Because at the end of the day, I still love what I do.”

AGENT STRATEGIES TO GROW YOUR SOCIAL MEDIA PRESENCE

In real estate, where connections and maintaining relationships with clients are crucial, having a strong social media presence is essential for any REALTOR®. A wellcrafted agent profile on social platforms can not only showcase your expertise but

also help you connect with a wider audience, build trust, and ultimately grow your business. Here are some comprehensive agent-profile tips to elevate your social media presence and establish a strong online persona:

1CREATE AN ENGAGING AND INFORMATIVE BIO

Your bio should introduce you as a real estate expert and spotlight your specialties, service areas, and what makes you unique. Include relevant keywords so you will rank high in a Google search.

2 HAVE A PROFESSIONAL APPEARANCE IN PROFILE PICTURES

It’s important to have a clear, high-definition photo of yourself. You should look professional, but at the same time approachable. Wear clothes that align with your brand, and keep the background simple.

3 SHOW OFF YOUR ACHIEVEMENTS

Share your professional success, accomplishments, accreditations, and awards. This will enhance your credibility and make you appealing to potential clients. Those who visit your social media site will know you’re an expert.

4 MAINTAIN A PERSONAL CONNECTION THROUGH POSTS

Buying and selling real estate is a highly personal experience. It’s vital that you showcase your personality and relatability. Clients want to work with someone who they feel comfortable with. Incorporate your hobbies, personal anecdotes, and interests in your posts.

5 HIGHLIGHT YOUR COMMUNITY WORK

Whether you’re sponsoring an event, volunteering, or supporting local businesses, it’s beneficial to show your followers that you care for your community. It will help portray a positive brand image, and demonstrate a dedication to the areas you serve as a REALTOR®.

6 CREATE CONTENT THAT CAPTIVATES

Produce varied and interesting content, balancing listings with insights into the market, news, and tips for buyers or sellers. This will keep your followers engaged and help solidify your status as a top expert in the field.

7 ENGAGE FOLLOWERS

When people comment or message you, it’s important to respond. It’s also great to get conversations going on your social media pages by posing questions with your posts, running polls, or asking for opinions.

8 KEEP TO A SCHEDULE

Post regularly on social media, at times when your audience is most active. This will ensure your posts are being seen by the largest audience possible. And when your followers know when to expect your posts, they will remember to check it out.

9

POST BEHIND THE SCENES INSIGHTS

Offer a look into your everyday life in the real estate world, including preparing for open houses, client meetings, or your office setup. Maintaining an authentic presence will help you connect to your followers.

10 DON’T FORGET ABOUT STORIES AND REELS

Take advantage of Instagram and Facebook’s Stories and Reels. This is where you can post more spontaneous and creative content. Some of the highest engagement on social media happens on these platforms.

11STRATEGIC HASHTAG USE

Use hashtags that are relevant to what you’re posting. You can even create your own hashtag that reflects your brand. When you use a mix of the two, you’ll reach a larger audience.

12 COLLABORATE WITH PEERS

Don’t be afraid to partner up with local businesses, industry influencers, and other professionals. You can cross-promote content and create content together. This will introduce you and your brand to new audiences.

13 CREATE EDUCATIONAL CONTENT

Establish yourself as an expert by sharing knowledge about the real estate market,

process, or regulatory changes. Educating your audience not only demonstrates your expertise but also provides them with valuable information.

14 POST CLIENT FEEDBACK

Feature positive feedback from satisfied clients. Testimonials build trust and provide social proof of your skills and commitment to client satisfaction. Consider creating visually appealing graphics or dedicated posts to showcase these testimonials.

15 QUALITY VISUALS ARE KEY

Invest in high-quality visuals for your posts. Clear and appealing images are crucial in the real estate industry, whether you’re showcasing a property, sharing a personal story, or promoting your services. Professional visuals make a significant impact on social media platforms.

Remember, building a strong social media presence is an ongoing process that requires a blend of creativity, consistency, and genuine engagement. Regularly assess your analytics to understand what resonates with your audience, and adjust your strategy accordingly. By incorporating these agent-profile tips, you can effectively grow your social media presence, establish a meaningful connection with your current and potential clients, and differentiate yourself in the competitive real estate landscape.

MEGAN WILABY

MEGAN WILABY

Coming from a family of entrepreneurs, Megan Wilaby’s entrance into the business world started with owning tanning salons. It was a conversation with her high school friend, now her managing broker, that sparked the idea to enter the real estate field. Recognizing Megan’s profound understanding of markets, investments, and property management from her own ventures, her mentor suggested she join Ballpark Realty. She passed her licensing test on her first attempt. “I started out getting to know the neighborhoods, comping houses, and doing market analysis on them,” Megan explains. “And on top of that, I was working with buyers, sellers, and investors.” She quickly carved a niche for herself in the competitive real estate landscape.

With a focus on Snohomish County, Megan’s expertise shines through in her ability to cater to a diverse clientele, from seasoned investors seeking lucrative opportunities to first-time homebuyers embarking

on their real estate journey. Her standout qualities as an agent are evident in her impressive rate of repeat and referral business, with a significant portion of her clientele being on their third home with her. She not only fosters long-term relationships with clients but also builds trust with investors by efficiently managing their projects and providing hands-on support. What sets Megan apart is her proactive approach to client care, offering a curated network of trusted vendors for various

needs, ensuring a seamless experience for her clients. “I have people reach out to me whenever they need a referral to someone, whether it’s a flooring company or insurance company, they know they can come to me,” Megan says.

When it comes to marketing her properties, Megan employs the expertise of her team’s social media personnel to utilize platforms like Facebook and Instagram. By tapping into the vast reach of social media, she maximizes visibility for her listings, ensuring they are showcased to a broad audience of potential buyers. This digital marketing strategy complements her impressive annual sales volume, which has consistently climbed to high figures.

Megan’s community involvement shines through her office’s initiatives, such as organizing a backpack drive at the start of the school year and offering free Santa photos during the holiday season. These events not only bring joy to the community but also foster a sense of connection and support among neighbors and clients. Additionally, Megan and her team participate in charitable drives during Christmas and Thanksgiving. “Each year we do a big drive. All the agencies donate their time or money, and we put together Christmas gifts for the families that might have lost a parent or lost their home.”

The vision for Megan’s future is centered on professional growth and personal fulfillment. Her success and expertise have been highlighted on various platforms, including the Podcast Flipping Filthy, and at the Future is Female PNW event, where she was invited to share her story about going from $1,000,000 in business debt to $1,000,000+ in net worth. Through collaboration with her dedicated team and a commitment to efficiency, Megan is poised to surpass her transaction goals and continue making meaningful contributions to both her clients and her community.

4 Qualities of Exceptional Employees

Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

1. They have the confidence to be innovative

There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance

A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward. While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork

Even though an exceptional employee might be a rising star, they realize that success is

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely. Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners

A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU.

Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

TOWANA HENRY

Towana Henry’s journey into real estate was born out of resilience and determination. As a military spouse faced with the challenges of divorce in the early 1990s, she found herself in Valdosta, Ga., where she stumbled into the world of real estate while working as an office manager for Century 21.It was there, amidst the hustle and bustle of transactions and the signing of checks, that Towana realized her own potential. “I can do this,” she said to herself, and with that belief firmly in her heart, she dove headfirst into the world of real estate sales.

But life had more twists and turns in store for Towana. As a single mom navigating the rough waters of the mid-1990s when interest rates soared,she pivoted into the financial industry, eventually finding her way into loan origination. Yet, fate had a grander plan for her. In 2003, just before the lending industry faced a crash, Towana found herself at the helm of a remarkable opportunity, venturing into the title insurance realm and expanding her horizons even further, and eventually back into real estate sales. All told, she has nearly three decades of experience in the real estate industry, currently working primarily as a list-

ing agent. “We live in a military community, every county has a military base,” Towana says. As the wife of a retired 23-year special forces Green Beret, this population holds a special place in her heart.

Born and raised in beautiful northwest Florida, today Towana’s service encompasses a large region from the beautiful white sands of Pensacola Florida to the Emerald Coast beaches of Destin. What sets Towana apart is not just her area knowledge, impressive sales figures or her extensive experience but her genuine passion for people. “I just love people,” she says. “I know it’s cliched, but it’s true.” From volunteering at a school called Vision of Hope, where she assists young people who have learning disabilities such as autism And Down’s syndrome, to teaching Sunday school with her husband,Towana’s dedication to making a difference extends far beyond the confines of the real estate world. And her impact doesn’t stop there. Her involvement in various boards and associations speaks volumes about her commitment to her community. From being nominated as the Affiliate of the Year for the Pensacola Association of REALTORS® to her tenure on the board of direc-

tors for the West Florida Home Builders Association, Towana’s accolades are a testament to her leadership within her field.

Working as the team leader at Keller Williams Realty Gulf Coast in Pensacola for three years, Towana left in 2013 to work with RE/MAX, where her journey continued to be successful. But it wasn’t long before she was drawn back to Keller Williams. “Faced with the shifting market and my vested interest with Keller Williams, I made the decision that I needed to return to the company that was known for its technology! So, even with all of my experience, I knew that with technology being the driving force behind today’s real estate industry, Keller Williams would definitely make me one of the best in the business. In 2023 I made the decision to return to KW, the most technologically driven real estate company in the world. I know combining my experience with today’s technology will only enhance my ability to help my clients and continue to make me one of the best in the business!” Towana has received various awards throughout her career,including the Hall of Fame Award from RE/MAX. Afterward, she received the Platinum Award.

But perhaps what truly sets Towana apart is her forward-thinking approach to real estate. Although she embraces technology, she is also true to the tried-andtested methods of old-school marketing. “Old school is always the best way,” she says, recalling the early days of real estate. “When I first became a REALTOR® the MLS was in a book. On Sunday we all dropped the kids off after church and we were in open houses. It was standard every Sunday afternoon. I can still remember the first time I received a lead from an e-mail.”

As she reflects on her journey and looks towards the future, Towana’s optimism is still one of her greatest assets. “I’ll never retire,” she adds with a laugh. “I enjoy what I’m doing too much. Why would I ever want to leave it?” With a family and “a lot of grandchildren” who bring her boundless joy, a career that fuels her passion and a community that she holds dear, Towana Henry is living proof that in the world of real estate, success is not just measured in sales figures but in the lives touched and the difference made.

Be Their REALTOR® for Life:

How to Build a Relationship with Your Clients That Will Last a Lifetime

In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon. Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

1. Use Your Friendliness and Optimism to Win Them Over:

No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush

out any potential concerns they might have. After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to:

Eye contact: Be careful with the level of eye contact you use with clients when first meeting. Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

contact to determine how comfortable they are. When someone avoids eye contact that could mean they are not engaged in the conversation. A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Here are a few tips for how to sound

4. Prove your honesty and credibility:

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

Christine Lynn of Birmingham, Michigan, combines her enthusiastic disposition with a penchant for data-driven systems to fuel a thriving real estate business throughout the state of Michigan. “I serve people first, and my people live and work everywhere in the state. Sometimes it’s purchasing a vacation home in the Upper Peninsula, or assisting the adult children of a client – I need to be prepared to work anywhere. I want my clients to feel supported every step of the way. Their success is my success.”

CHRISTINE LYNN

Eleven years ago, Christine was recruited into the real estate industry via personal connection. “My original business partner had been in real estate for fifty years,” she recalls. “She wanted to bring someone with cutting-edge business savvy to add to her longterm market knowledge. It was a beautiful pairing.” Christine applied her systematic business practices to the industry, and she began partnering with contractors and specialized team members to bolster her digital footprint with syndication, high-resolution photography, staging, marketing, and advertising.

In 2019, Christine attended the University of Michigan and in 2020 received a Master’s Degree in Business. “I consider myself a ‘business scientist,’” she exudes. “I bring a high level of business acumen to real estate transactions, and I am always studying the latest trends and following data to adjust my approach and put together the most profitable systems for my clients.” Relying on numerical systems pushed Christine to prioritize pristine digital representation: highlighting homes with hand-tailored staging and incredible professional photography has helped her accomplish

a sales volume of over $44 million in the past three years.

While she prides herself on being an empowered, successful business woman, it is Christine’s empathy and candor that resonate throughout her testimonials. She readily spreads knowledge and prosperity to her extended community as a champion for the next generation of women business leaders. Christine is a former board member of the American Association of University Women, a current board member of Optimist International Birmingham, and the current President and Scholarship Chairman for the University of Michigan Alumnae Club of Birmingham. “I’ve received so much education and training from others – I have a strong desire to give back and help mentor the next generation.”

In addition to the next generation of real estate agents and business executives, Christine is proud to privately support the next generation of scientists! Her adult children range from twenty-three to thirty-one, and they have all pursued careers in engineering and biochemistry. When she is not supporting her clients or traveling the world to visit her family, Christine enjoys hiking and fitness of all kinds. Her work ethic and dedication shine throughout her personal and professional endeavors, and it’s no surprise to learn that her real estate business is grounded in a book of business that is over ninety percent repeat and referral clients. “My plan for the future is to stay the course: use new data and market trends as my compass to help me equip clients and empower them to be critical decision-makers. When people experience success and feel valued and connected, they will always come back to you!”

4 Ways to Win the Battle Against Procrastination

One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1 . Make Your Intentions Known

As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2 . Take a Baby Step

When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3 . Work in Windows

If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4 . Switch Up Your Environment

If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

Jenni Johnson credits one marketing tactic to her incredible success in real estate: “Free Tacos with Purchase.”

After trying several marketing strategies to boost her business, “Taco’s sold themselves, who doesn’t love Free Taco’s” she says, highlighting her commitment to her clients with gestures of appreciation, like sending gift certificates for tacos and maintaining close friendships long after the deal is done.

JENNI JOHNSON

Johnson’s journey into real estate has its roots in social work, a field in which she worked for many years before forming her own business as a housing consultant for the elderly. Her innate desire to assist families through life’s transitions led her to found Senior Housing Consultants, a company dedicated to easing the process of senior living arrangements. It was here that her path intersected with real estate when she recognized the value of having a real estate license to offer comprehensive services to her clients. “About a year after launching both Senior Housing Consultants and offering the continuity of services with Real Estate, the real estate world exploded,” she recalls. She knew she could not continue to do both, so she transitioned full time into real estate serving the rural areas of northern Michigan. “I loved the real estate world,” she adds. “It came down to a decision that I could no longer sustain both and continue to offer exceptional service.”

Her focus on northern Michigan is perfect for her lifestyle. Johnson describes her market as a medium-

sized community with a lot to offer, “This area is about community, it’s about the people that live, work and play here.” In a world driven by transactions, Jenni stands out for her emphasis on building rapport with her clients, educating them and helping them to feel empowered and at ease. Today, nearly all her clients come from repeat or referral business. “This business is about relationships,” she stresses. For Jenni, real estate is also about building trust, offering peace of mind and guiding her clients through one of life’s most significant decisions.

Jenni’s list of contributions to her community is impressive. She has served on many local boards to being an ambassador for her chamber of commerce, she has immersed herself into the fabric of life in northern Michigan.

Outside of the hustle and bustle of real estate and community engagements, Jenni finds contentment in the natural wonders of her surroundings. “We have all four seasons here, so I enjoy all of them,” she shares, with weekends spent boating, snowmobiling and hiking with her family, anything just to be outside.

As for the future, Jenni’s vision is clear: sustainability and balance. “I’m am so happy where I am,” she says, “continuing to be as busy as I am, but also not too busy to enjoy life. I don’t have the desire to become a broker or open a brokerage. I enjoy what I’m doing right now.”

For further information about Jenni Johnson, please call (231) 349-2435, email Jenni.Johnson@city2shore.com, or visit her website

https://www.city2shore.com/agents/1232810/Jenni+Johnson

KEY MISTAKES TO AVOID FOR A SUCCESSFUL HOME SALE

Steering clear of these common home selling errors is essential for a seamless and effective transaction. Here are some top home-selling mistakes to avoid:

1 Picking the Wrong Agent

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

2

Improper List Price

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

3 Not Making Repairs

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

4 No Home Staging

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

5 Not Tending to Curb Appeal

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

6 Lack of Marketing

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

7 Low-Quality Listing Photos

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

8 Dishonesty

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

9 Having Emotions Involved

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

10 Ignoring Market Trends

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

11 Not Being Flexible

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

12 Unprepared Showings

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

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

Meghan Adam’s real estate career began a few years ago, when a friend noticed her potential for this work. “I had a friend in real estate who encouraged me to give it a try, and it’s been a fantastic journey since then,” Meghan says. With her license in hand, she quickly made a name for herself in Central Louisiana, serving the heart of the state and its surrounding parishes. Her success is rooted in her ability to connect with clients, offering a personalized and professional experience that keeps them coming back.

MEGHAN ADAM

Working solo, Meghan centers her approach on building close relationships with her clients. “I’m very outgoing and love talking about real estate with everyone. It helps that many of my clients are like family,” she explains. Staying in touch through mail-outs, pop-bys with little gifts, and regular check-ins via text, Meghan also sees many of her clients at church, keeping her connected to her community. Her genuine care and attention make each client feel valued, fostering loyalty and trust. What Meghan loves most about her job is the opportunity to help people achieve their real estate goals. “I love helping people and seeing them reach their dreams, whether they’re buying or selling. It’s rewarding to guide them through the process, providing the support and knowledge they need to make informed decisions.”

When it comes to marketing, Meghan’s skills shine on Facebook, where she has cultivated a significant following of 3,800 people. “I thrive on Facebook marketing. Running ads and posting regularly has been

a game-changer for getting listings out there,” she says. This strategy has helped her achieve impressive sales volumes, with $5.2 million last year and $3.7 million just halfway into 2024. Meghan’s engaging posts and targeted ads reach a wide audience, attracting potential buyers and sellers alike. Her online presence not only showcases her properties but also her expertise, making her a go-to resource for real estate in Central Louisiana.

During her off hours, Meghan enjoys singing on her church’s worship team, camping, kayaking, and traveling with her family. “We recently took a cruise to Mexico and loved it. Our next trip will likely be to California,” she says. Meghan is also deeply involved in her community. Her brokerage participates in initiatives like Together Tuesday at local schools and breast cancer awareness events. She organizes fireworks giveaways for holidays and engages in community events like the Home Builders Association of Central Louisiana’s home and product show.

Meghan’s business goals are clear: surpassing her previous achievements each year. “I aim to beat my past performance. Last year, I reached top producer status and capped at 100% commission in August. This year, I did it by March,” she states. Recognized for her expertise in social media, Meghan was chosen as a panelist for an upcoming local real estate conference. She is also focused on earning additional certifications, including her Military Relocation Professional (MRP) and Accredited Buyer’s Representative (ABR) designations.