NATIONWIDE & INTERNATIONAL 6-6-22

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

BEYOND

CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

MAKE SOCIAL MEDIA MARKETING Your Calling Card

Is Finding a

BRITTNEY BOYD KATIE BARNINGHAM BRITTANY BERKHEIMER LINH CHAO TERRI COLE JULIE DEMILLE HEATHER DITLEVSEN MIREILLE DOYON CRYSTAL FLORIDA ANGIE HAUG KELSEY KRIMMER BROOKE LACLAIR BRANDY LANDON TRACY MANCE PAM MOSS GLORIA PIERCE PAM POTTS ALEX QUATE RYANN REINHOFER TAFFNEY WILSON

COVER STORY

NICHE MARKET STEVEN Right for You?

HARGROW

How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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STEVEN HARGROW

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STEVEN HARGROW “I truly love being there for people. Whether I’m helping my agents to grow their business, or helping my clients buy or sell their home, I can’t imagine a more fulfilling career.”

Born and raised in the Hampton Roads area, Steven Hargrow took an interest in real estate at 25 years old, while purchasing his first home. A doer by nature, he took an 8

active role in his transaction, collaborating with lenders and home inspectors to find the perfect house for his needs. Inspired by that process, he decided to step away from Top Agent Magazine

his position in corporate America and pursue his real estate license in 2007, quickly building a network of buyers, sellers, investors, and developers that spans the region.

Having been ranked as one of the top producers in his community, he decided to take his work to the next level and launch SLH Real Estate in 2021. The rest is history.

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Today, Steven is the Owner and Principal Broker of SLH Real Estate, where he assists clients throughout Chesapeake, Virginia, and the surrounding areas. Licensed to serve in both Virginia and North Carolina, he possesses the knowledgeability, business acumen, and outgoing personality needed to help any client, living up to his proven 9

motto: “Dedicated to Giving You a Elsewhere, Steven is just as helpful when assisting his buyers. Drawing Positive Experience.” from his acute knowledge of the loWhen listing a property, Steven cal market, he carefully guides them equips his clients with a compre- to the right investment for their best hensive strategy. After helping them interests. In fact, he even keeps in prepare their home for the market, touch long after the closing through he shares it via a blend of highly tar- frequent check-ins and personalized geted digital and social media cam- cards—all to cultivate a lasting relapaigns. Moreover, no matter what, tionship and provide his clients with he is there for his sellers, catering ongoing support in their new homes. his approach to their distinct needs “I treat every transaction as if it were and ensuring a seamless transaction. my own,” he says. “Whatever my

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clients want, I want the same thing.” their home, I can’t imagine a more fulfilling career.”

Over the years, Steven has earned a fantastic reputation across Virginia Outside of real estate, Steven is deepand North Carolina, with the en- ly committed to his community, contirety of his volume now coming tributing to food drives, toy drives, from repeat clients and referrals. and assorted charities throughout the Personally averaging over $50 mil- year, with plans to increase SLH Real lion in annual volume, he remains Estate’s local outreach in 2022. When focused on the leading standards he’s not with clients or giving back, that have consistently set his team he can be found exercising, going to apart. “I truly love being there the movies, or spending quality time for people. Whether I’m helping with his wife and three children. my agents to grow their business, or helping my clients buy or sell Going forward, Steven has a strong Top Agent Magazine

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vision for the future of his business.

In the months ahead, he intends on adding new members to his team while extending his core values of integrity and compassion across Virginia and its surrounding states.

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“I guarantee success—period,” he says. “If my clients or agents follow my recommendations, I can ensure a fruitful transaction for all parties involved. Even better, we’ll have a great time along the way.”

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COLEMAN & COLEMAN, PLC is proud to congratulate

STEVEN HARGROW

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

jamie@colemanbrotherslaw.com www.colemanbrotherslaw.com

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Bryan Miles is proud to congratulate

Steven Hargrow

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

Bryan Miles | Loan Originator | NMLS# 397019 757-285-7800 |Bryan@ovmfinancial.com

ovmfinancial.com/BryanMiles

www.

5040 Corporate Woods Dr, Suite 100, Virginia Beach, VA 23462 #MLO-10752VA, #NC I-159895

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress Top Agent Magazine

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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BRITTNEY BOYD We all know the apple doesn’t fall far from the tree. But what happens next?

Well, with enough sunlight and water it turns into a tree of its own. Brittney Boyd is proof of that. Her parents, Frank and Molly Boyd, have been in real estate for 30 years, and the seed they planted so many years ago has blossomed into a top agent. “With both of my parents in the real estate industry, I grew up around it my entire life. I remember visiting my Dad at open houses and walking into the walk-in closet saying, ‘And this is the walk-in closet’, so it’s pretty much in my blood.”

Brittney wasn’t immediately drawn to real estate, but once she discovered her passion for helping others in achieving their homeownership goals, she felt right at home. “I decided to get my real estate license the summer after graduating from Arizona State with a degree in business communications,” she says. “I took the nine-day crash course and jumped into the family business from there.” About a year in, the Phoenix native decided to learn a new side of the business and became an Executive Assistant/Transaction Coordinator to a luxury agent in the Valley. “That position taught me a lot about the importance of marketing and forming client relationships.” As her friends began to reach out interested in purchasing their first homes, Brittney shifted gears and rejoined the family business. From there, they had the opportunity to join forces with Hague Partners, 72 Sold, which has taken their business to the next level.

The fun part for Brittney is helping her clients through the often stressful process of buying/selling their properties and making it more of an enjoyable experience.

“Each scenario we face in this industry is different,” she

says. “So it’s important for me to empathize with each client and get on their level so I can best serve them. Because it’s often our client’s biggest purchase they will make in their lifetime, it’s very rewarding when that dream becomes a reality for them and we can watch them achieve their financial goals.” Brittney works on a three-person team, along with her mother and father. Together they provide their clients with top-notch service before and after the sale. “I think what’s unique about our team is we have this family dynamic where we bring our clients onto our team during the transaction and they are treated like our own family. It’s a lot of fun and we are grateful to be in business together.”

Like family, Brittney makes it a point to keep in touch with her clients. “I’ve been doing pop-bys for my past clients, whether it’s dropping off a pumpkin on Halloween or a checklist offering spring cleaning tips, it’s important for me to stay in touch with them beyond the transaction to let them know I am still here for them.” she says. And while the bulk of her business, 70-80 percent, comes from repeat and referral customers, Brittney still markets to local communities and her first-time homebuyer niche on Instagram. She hits all the social media platforms to market her listings, and adds a personal touch by calling the neighbors in the prospective communities of her upcoming listings to let them know about the home prior to it hitting the market so they can inform their family and friends.

Looking ahead, Brittney plans to grow the team and continue providing buyers and sellers with the exceptional service they deserve. “We love what we do,” she says, “and in this industry we believe character is the new currency.”

For more information about Brittney Boyd, call 602.292.2273 or email brittney@haguepartners.com 18

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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.

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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.

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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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BROOKE LACLAIR Originally from Colorado, Brooke Laclair has always possessed an entrepreneurial spirit. Soon after graduating from Johnson & Wales University in Denver with Bachelor degrees in Accounting and Financial Management, she would relocate to Texas and launch a career in the corporate sector, serving as a Traffic Coordinator for a Maritime Company. Over time, though, she began seeking a new opportunity that better combined her elite business acumen with her penchant for client service. Inspired, she decided to pursue her real estate license in 2012. Sure enough, Brooke would find fast success as an agent, garnering REALTOR® of the Year honors within her first two years in the business, and by 2018 she was recognized in the 40 under 40 for Corpus Christi. For both accolades, she was nominated and selected by a panel.

Today, Brooke is a REALTOR® with Prime Real Estate, where she assists clients throughout Corpus Christi and the surrounding communities. As one of the leading agents in her region, she possesses the integrity, insight, and tireless work ethic needed to meet the needs of any transaction—including residential and commercial real estate, as well as property management.

When listing a property, Brooke thoughtfully guides her clients each step of the way. After helping them fully prepare their home for the market, she shares her listings via a highly targeted blend of digital and social media campaigns, leveraging her sizable presence on platforms like Instagram and Facebook to give each seller an added advantage.

Brooke is just as attentive when assisting her buyers, drawing from her in-depth knowledge of the region to uncover the right investment for their best interests. In fact, she even keeps in touch long after the deals are done

to cultivate a lasting friendship and provide her clients with ongoing support in their new homes. “I love helping others,” she says.

“From first time buyers to clients coming from challenging financial situations to out of state investors, I take so much joy in finding answers for them. After all, at the end of the day, this business is about serving others.”

Over the years, Brooke has earned a fantastic reputation throughout Texas, with the majority of her volume coming from repeat clients and referrals. Having completed nearly $10 million in volume in 2021 alone, she remains committed to the core values that have anchored her award-winning career. “I don’t bring problems to the table; I bring solutions. I’m always available to my clients, whether that simply means answering my phone or addressing any concerns they may have.”

Outside of real estate, Brooke is dedicated to her community. Having been President of the Board for Habitat for Humanity and served on the Board of Directors for CCAR, she contributes to numerous local outreach events and organizations throughout the year. When she’s not with clients or giving back, she can be found traveling, spending quality time with her family, or enjoying all the wonderful cuisine and culture Corpus Christi has to offer.

As for the future, Brooke intends on further building her team while expanding her work with rental properties. But more than anything, she is excited for all the new clients and connections that await on the Texas coast. “The amount of support and growth I’ve experienced here in Corpus Christi has been absolutely amazing,” she says. “Over the years, I’ve been able to meet so many new and great people in our community—and I’m truly blessed to have them in my life.”

To learn more about Brooke Laclair email laclair.b@gmail.com or call 361-765-1003.

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Jeremy Stafford is proud to congratulate

Brooke LaClair

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

Jeremy Stafford | LIC# 25452 Real Estate Inspection 361-813-2029 jeremy@rusticajenterprises.com www.rusticajenterprises.com

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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PAM POTTS Top Agent Magazine

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PAM POTTS

Just over three years ago, Pam Potts found herself becoming a burnt-out healthcare worker and was looking for a change. Then she got her license in real estate. This positive change helped her feel she had found another way to help people. She fell in love with being a REALTOR® and has never looked back.

Her solo practice is in its third year. She is based in Pittsburgh, Pennsylvania, which is a great place to live with its scenic views, award-winning restaurants, and excellent healthcare. For Pam, it is the home where she was born and raised. This familiarity with the area is part of the reason she has a nearly 100 percent repeat and referral business.

Another reason is due to her large association with friends and family on social media. “People like that I care and will listen to them. I am not 28

pushy and let them set the pace and focus on their choices. I often say, ‘Let’s envision this house,’ and people love that. It also helps that I have a very bubbly and outgoing personality.”

To stay in touch with clients she primarily uses social media so that they can see her business and see what she is up to. She also sends out anniversary and holiday cards as well as dropping off seasonal gifts. She finds plenty of

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creative ways to keep in touch which keeps her on her clients’ minds. If they are looking to buy or sell she knows they will think of her. Social media is also her main tool to market, along with her website. When boosting a campaign she finds most listings sell within a day or two of people seeing the open house or seeing the listing on social media. Her methods have grown her business each year with 2020 having a volume of $3.3 million and 2021 with $5.1 million.

What Pam likes most is getting to meet different people. She loves to be a fun facilitator. “I love that I get to explain cost sheets and options, which keeps people from getting taken advantage of. I love to help them shop around for rates. When I purchased my house many things were not explained to me, so I take the time to thoroughly go over the process and walk them through the steps so they can understand what is going on. I just love to be this resource for others.”

Living in this community where she was born has her focused on many community-based endeavors from sports arenas and sponsoring kids. She loves seeing the growth of her neighborhood where her friends and family live. When not working she spends time with her husband and family. She has fun walking her golden doodle, hanging out with friends, and volunteering at her church. Her future plans focus on her love of giving back.

She plans at some point to start an awesome team to help educate them on how to be good real estate agents who know how to facilitate their clients in understanding all parts of the transaction. She looks forward to continuing to promote real estate in a positive light.

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To find out more about Pam Potts: O: 724-468-8841 | C: 412-208-5529 Email: pampottshorizon@gmail.com Website: pampottsrealtor.com https://

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5 STEPS TO ACHIEVE LONGTERM SUCCESS

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

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

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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.

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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.

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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.

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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KATIE BARNINGHAM Born and raised in the Great Lakes area, Katie Barningham has always possessed an entrepreneurial spirit. She would first take interest in real estate when presented with an opportunity to meet with her now-Broker, Jenna Galegher and discuss the possibilities of changing her career path in sales. Combining her outgoing personality and her strong communication skills, Katie would seize on the opportunity and learn the business from the ground up, quickly building a network of clients and colleagues that spans the region. She’s been going strong ever since.

Today, Katie is a REALTOR® with Windseeker Realty, where she assists clients throughout Bayfield County, Ashland County and the surrounding areas. Drawing from her lifelong roots in Wisconsin and penchant for client service, she has cultivated a boutique process to meet the needs of any transaction—from residential real estate to commercial real estate and vacant acreage.

When listing a property, Katie equips her clients with a comprehensive strategy. After helping them prepare for the market, she shares their listing via a highly targeted blend of digital and social media campaigns.

Meanwhile, she leverages proven resources like printed posters to the surrounding neighborhoods, as well as her own extensive sphere of influence, to give each client an added advantage.

Elsewhere, Katie is just as hands-on when assisting her buyers. Drawing from her years of experience in the Bayfield community, she thoughtfully guides them to the right investment for their best interests. In fact, she prefers to keep in touch with her clients long after the deals are done through frequent check-ins and

even handwritten notes, ensuring that they are fully satisfied with life in their new homes.

Since delving into real estate, Katie has earned a fantastic reputation throughout Wisconsin, as evidenced by her growing rate of repeat clients and referrals. But through it all, she remains focused on the leading standards that continue to set her apart in the business. “I truly cherish the process of working with my buyers and sellers,” she says. “Having been born and raised in the area, I love getting to know my clients and helping them uncover the hidden gems in our community.”

Outside her career, Katie is dedicated to her hometown.

On top of serving as a Board Member for the Cable Area Chamber of Commerce, she enjoys contributing to local wilderness preservation efforts throughout the year. As a Board Member of the Wisconsin Tavern League, she also owns and manages a bar in Grandview with her boyfriend. When she’s not with clients or giving back, she can be found spending time with her four dogs, hunting, or hiking—enjoying all the scenery Wisconsin has to offer.

As for the future, Katie has exciting plans for her business. With her volume continuing its steady growth, she intends on expanding her work within the Grandview area, scaling the compassionate outlook that brought her to real estate in the first place. “Our business is all about personal relationships,” she says.

“Going forward, I can’t wait to meet new clients while maintaining the friendships I’ve already established.

At the end of the day, there could be nothing more rewarding than fostering those real-life connections over the course of our transaction.”

To learn more about Katie Barningham, email katie@windseekerrealty.com, visit windseekerrealty.com or call (715) 292-7518. www.

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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 Top Agent Magazine

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

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

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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

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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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.

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BRITTANY BERKHEIMER With the new responsibility of homeschooling during the pandemic, Brittany decided to take the opportunity to do some learning herself. While considering new career paths, she knew she wanted to focus on interacting with people. Real Estate came to the front as an answer. Continual learning has always been a passion for her, and she quickly trained herself online and landed her license. She took a position with RE/MAX Property Specialists in the Poconos area of Pennsylvania and hit the ground running. As a major broker, floor leads were coming in as expected.

What surprised her was the number of referrals from friends and personal connections that showed up. Even working as a solo agent through the region, she was able to top $3.3 million in transactions in her first year, proving to herself that she was on the right path.

One of Brittany’s fascinations is new technology. She’s extremely well versed in social media marketing and marketing in general, but she likes to focus on what’s the latest trend. Whatever the newest thing is, even if it’s not going to work for her and her clients, she wants to know what it is, keeping tabs on what other people are doing or planning on doing, and getting the jump on the latest marketing tech before anyone else in the area is doing it. This type of proactive attack on visibility keeps her and her properties at the cutting edge of marketing.

While emails and contact schedules are a go-to for most agents, it doesn’t work for Brittany. Instead, creating real and long lasting relationships is her first goal.

She’s a people person and uses that to her advantage as much as any new technology. Bonding with clients and finding the reason they click is a top priority.

Real estate transactions are not about the business to her, but rather about the people. She builds the one on one connections, caring about families she deals with and finding natural reasons to connect and keep Top Agent Magazine

in contact with her client base.

She uses the entire range of marketing tools available from her followers on Facebook to drone work to the RE/MAX site, MLS and she finds even Craigslist works for her. Branching into other marketing options, she’ll produce work in Canva and Adwerx distribution. All of this with the goal of finding the perfect house. The territory is largely vacation homes, and she’s been told her impressive knowledge of the area is just another element that sets her apart from other agents. Hearing that makes it all worth while, like when a client is sad that a deal is over because they won’t need to be calling every day just to experience the relationship that’s been built.

The growth and experience has been amazing so far, and she is thankful for the incredible amount of support and training from her colleagues. Always eager to grow and learn, she’s now looking at getting her broker’s license as a step towards becoming an associate broker. If she finds a moment to breathe, maybe she’ll head to the beach for a quick vacation before all that.

Then, it’s off to the next travelling dance competition with her daughters, or to the jiu-jitsu mats with her husband and son.

To contact Brittany Berkheimer, call 570-972-2940 or 570-657-5323 or email BrittanyBerkheimer@remax.net — RE/MAX Property Specialists, 906 PA 940 Pocono Lake PA 18347 35

LINH CHAO Before becoming a Realtor®, Linh was a mortgage agent due to her financial background. When her mentor recommended that she try sales, Linh changed careers and ventured into real estate shortly after her mother was diagnosed with dementia.

She felt the career change would allow her the time she needed to provide the extra care her mother now required.

Linh attributes her success to ensuring that every transaction is as easy and stress-free as possible for all her clients. Linh has a record of going above and beyond and treating each client like family. She loves being a part of the journey families and individuals take as they make a change in their lives. Linh goes the extra mile and takes time out of her schedule to help with whatever is required to facilitate the transaction. After closing, Linh keeps in touch with past clients regularly and in many cases takes them out to lunch. Linh’s real estate business is almost entirely derived from repeat clients or client referrals. Her honesty, professionalism, and positive outlook make Linh’s clients feel comfortable with her knowledge and expertise. Going into her 7th year as an agent in a very busy market; Linh is building a team that includes her fiancé, Bill Doyle, who also works in the real estate business.

has recently committed to donating a portion of every real estate transaction to Comfort Bears, an organization for children battling serious illnesses or trauma.

In her free time, Linh steps up to assist Habitat For Humanity with home builds within the Brantford and Norfolk communities. When not working or dedicating time to the community, Linh loves to travel and explore new places. Linh has conquered Mt. Everest and hopes to go back. She also has plans to trek Mt. Kilimanjaro and the Camino de Santiago.

Looking ahead, Linh plans on focusing more on community and community service. “I find that there are so many ways Realtors® can help the community.

I don’t just want to be that person that sells houses.

I care about people a lot and I want to do my part to make a difference.” Linh understands that buying and selling is one of the biggest decisions in people’s lives and has the patience and expertise to guide her clients from the pre-approval stage through to final ownership. Linh is always grateful and embraces every opportunity that is given.

Linh and her team service the southern Ontario area, with a focus on Brantford, Brant County, Norfolk County, Oxford County, Kitchener, Waterloo, Cambridge, and Greater Toronto Area. When marketing a listing, Linh uses a mix of Adworx and social media. She finds that Adworx works particularly well due to its keyword tagging. Like most Realtors®, Linh invests in great photography and video for her clients.

Linh is a big supporter of helping others through troubling times. She volunteers her time to several community efforts including Our Kitchen Brant which caters to less fortunate children. Linh also actively supports the Ronald McDonald Charities and 36

For more information about Linh Chao email linh.chao@century21.ca, call (519) 998-0150 or visit LinhChao.com www.

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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.

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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

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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 38

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.

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TERRI COLE Terri Cole started working for a local real estate firm in 1997 while attending college at the University of South Carolina.

She completed her real estate license in 2000 and became a broker in 2004. The next year, Terri had an opportunity to purchase the venerable Oswald White Agency. She took the leap, rebranded the business as Cole & Associates and later purchased the building that now serves as company headquarters. Today, in a competitive real estate market, Cole & Associates is one of the top brokerages in town.

Located in Walterboro, a suburb of Charleston, Terri and her team cover the entire Low Country region of South Carolina including Charleston, Beaufort and the surrounding resort islands. This area offers a desirable mix of natural beauty, coastal landscapes, outdoor recreation and vacation opportunities, historic architecture, museums, shopping, local cuisine and Southern charm. When she’s not working, Terri loves spending time on her parents’ farm, taking care of the horses and riding with her mom.

She and her husband are active members of their church and enjoy an occasional evening out in nearby Charleston. Terri also cherishes time with family and values being part of the small town community where she lives and works.

After more than 20 years in business, Terri’s repeat and referral rate tops 90%. She tries to work directly with her former clients whenever possible. Terri

says that her clients often feel more like friends or even like family. She cares about what happens to them beyond the sale and finds it rewarding to help someone to secure a home, realize their dream or even get out of a bad situation, if needed. The “art of the deal” is therapeutic, says Terri, with a satisfaction and dedication to serving others that goes beyond earning a commission.

Terri finds it easy to stay in touch with past clients in their close-knit community. She might run into someone in town, at church or at a local festival or event. Ultimately, Terri hopes that her clients have a positive experience working with her that leaves a lasting impression so they’ll think of her next time they’re buying or selling property. In a hot housing market, Terri makes a point of pre-marketing listings by offering sneak peeks and keeping her clients in the loop before a property hits the MLS and the offers start pouring in.

With her own private company and a strong team of women working together in a unique, family-style office, Terri is prepared for continued success and growth in the future. She’d like to see her own nieces take an interest in joining the business. Terri loves creatively marketing properties, meeting new people and helping clients to find a home that’s just the right fit. Her knowledge of the local market, impressive sales record and dedication have made Terri one of the top selling brokers in Colleton county.

To learn more about Terri Cole, call 843-549-6611, email terri@teamcoleproperties.com, or visit the Cole & Associates website at teamcoleproperties.com www.

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JULIE DEMILLE Providing top notch service and guidance to every client she serves, Julie DeMille has established herself as a top agent in the greater Green Bay area. She entered the field after being part owner of a plumbing company and wanting to explore new paths. With her fatherin-law working as a REALTOR®, she was inspired to explore real estate. Her entrepreneurial spirit, business acumen and determination translated well into this field, and she soon flourished. Nearly two decades later, Julie is continuing to thrive. Providing one-on-one support, she is largely referral-based, as those who work with her enjoy spreading the word. Honest at every step, she only wants what is best for her clients and will go above and beyond to ensure they’re happy.

When it comes to marketing her properties, Julie utilizes all the major real estate websites, as well as her brokerage’s site. High quality photographs are provided for each listing, and each feature is highlighted in the description. Julie also creates and hands out brochures that include highlights of the home and surrounding area, photos, price, and more. “I have them at every open house so we can leave a good impression on every buyer that walks through the door.”

“When someone hires me to help them buy or sell, I really put my entire self into it,” Julie explains.

Understanding how important this transaction is in her clients’ lives, she takes the time to educate them so they can make knowledgeable decisions. With her motto being Professionalism at Your Doorstep, Julie’s priority is bringing happiness to her buyers and sellers. “The best way to put my head on my pillow at night is knowing I put my client’s best interest first,” she says. Julie doesn’t think of her work as a series of transactions.

Instead, she focuses on the relationships she builds.

Julie hopes to continue surpassing each previous year’s volume as time goes on, which she has been able to do for the past six years. Showing no signs of slowing down, her passion for what she does is as strong as ever. “It’s still so exciting to help my clients. I find it so rewarding.”

Even in today’s competitive market, Julie is able to reach her buyers’ goals. One recent client said, “The Green Bay market moves quickly. Julie was able to schedule timely showings so that we had an opportunity to see the properties in which we had interest. She provided guidance and direction regarding properties that were appropriate for us. When we made a decision, Julie helped us finalize the offer, which was accepted in about 24 hours. She then provided guidance and answered questions regarding the paperwork that followed the accepted offer.”

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Having raised two children in the area, Julie loves her community and is always thinking of ways to give back.

She was part of the PTA while her kids were in school, and is currently the president of her homeowner’s association. During her free time Julie and her family enjoy traveling throughout the US in support of their favorite sports team. In the summer months, Julie loves boating in the popular vacation destination of Door County, Wisconsin, where she also does business.

For more about Julie DeMille, please call 920-366-9035 or email julie.demille@olej.com TopAgent AgentMagazine Magazine Copyright Top

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

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

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

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

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

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

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

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

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

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

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

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HEATHER DITLEVSEN Driven to help others, Heather Ditlevsen is thriving as an agent in the greater Chicago area. She fell in love with real estate at a young age, checking out homes for sale online and showing her parents. After graduating from college with the intention of attending medical school, she decided instead to pursue her childhood dream. “One summer night my friends and I were sitting around a bonfire, and I said, ‘I’m going to sign up for real estate classes,’” Heather explains. By the following week, she was enrolled in the expedited licensure program. She began reaching out to top agents in the region, eventually connecting with Josh Lipton. Once she passed her test, she met him for coffee and discussed what was next. “He showed me one of the new constructions he was working on, and I knew then that I wanted to join him,” she explains. “He asked when I can start, and the rest is history.” Today, she and Josh are dominating the Chicago market, handling all types of properties from new construction and downtown condominiums to single family homes in the suburbs.

Almost all of Heather’s business derives from repeats and referrals, as the service she provides is unparalleled. The cornerstone of her business is honesty, as she finds it incredibly valuable to educate her clients.

“I’m not going to sugarcoat things,” she explains.

“I will tell them when something is a great investment and I will tell them when it’s not.” Heather knows how important this decision is in her clients’ lives, and she wants to ensure that they’re making informed choices. Throughout every step, she stays in constant contact with them, updating them and answering questions before they are asked. “Clients always come to me and thank me for keeping them in the loop,” she says. “As agents, we always have to remember that we do this full-time, but our clients Top Agent Magazine

don’t. They have other jobs, so they shouldn’t have to be checking in with us and asking what’s going on. We should be telling them.”

When it comes to her sellers, Heather is able to offer exceptional marketing through her brokerage. They advertise listings on all the top real estate websites on a national and international level. Each property has high quality photography and listing descriptions that help potential buyers envision the space. By implementing these strategies, it’s not uncommon for properties to attract multiple offers and sell within days of being listed.

As Heather looks towards her future, she sees herself getting more involved on the development side of the industry. “I would love to start owning and developing properties,” she says. Heather also wants to continue expanding her reach and helping more clients accomplish their real estate goals. “I’m just really focused on building my business. I plan to keep on hustling and I can’t wait to see where it takes me.”

You can contact Heather at (312) 520-2921 or heather.ditlevsen@compass.com 43 Copyright Top Agent Magazine

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

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 46

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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MIREILLE DOYON Mireille Doyon, a residential and commercial REALTOR® in Québec, has solidified her niche in the real estate market over the course of her lengthy career.

She began practicing in Québec at the age of eighteen, and worked closely with an agent in Vancouver for several years, before obtaining her license in Florida to work in Palmetto Beach. Afterwards, she took a ten year hiatus to start her family (proudly raising her three children), and now that she’s back home in Québec City, she is eager to use her broad industry knowledge to strengthen her thriving business.

touch base weekly, and he always knows what’s going on with the properties I’m selling, because I’m available twenty-four hours a day.” While some might shy away from the high demands of such an unpredictable market, Mireille embraces the lifestyle, and has good reason to believe she is poised for success in the upcoming years, particularly with the current changes being implemented in Canada’s real estate industry: “We are getting new laws here, which means I will be able to work all over … I’m just excited to grow my territory!”

Mireille is a solo agent affiliated with RE/MAX, and her geographical service area covers the entire province of Québec. Her business is fueled by word-ofmouth and repeat customers; particularly one private funding company that relies heavily on Mireille for advertising and selling foreclosed properties. “I like the foreclosure market a lot – it’s very complicated for most other agents, but for me, I mastered it early, and just got used to it. Dealing with bankruptcy and selling foreclosure is something I really enjoy.”

By specializing in this particular aspect of the industry, Mireille has created a steady stream of yearly transactions, averaging forty to fifty sales each year.

Additionally, it brings Mireille the variety that keeps her engaged and constantly learning: “The diversity.

That’s what I like the most – I can sell a mansion, or a farm, or just an empty lot – I do anything and I love it, because it’s always different. If I were to sell only big nice houses, I would get bored!”

The opportunities for upcoming growth are boundless, and Mireille expects a strong upward trajectory over the next few years. Her relationship with RE/MAX has proven to be incredibly helpful for marketing, and opportunities for community connections, which have helped her discover areas of Québec City that she never knew existed. Between her multifaceted business enterprise and her passion for rollerblading, Mireille Doyon aims to search every unexplored corner of her province!

Her combination of expertise and around-the-clock availability make Mireille a top REALTOR® in her specific arena. “My main client gives me foreclosures everywhere in the province, and I think they come back to me because I always deliver high quality service. We have an established system – we Top Agent Magazine

To learn more about Mireille Doyon, visit mireilledoyon.com, email mireille.doyon@remax-quebec.com, or call 418-456-5433. www.

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CRYSTAL FLORIDA With a compassionate attitude, strong negotiating skills, and almost a decade of experience, Crystal Florida guides her clients through the world of real estate with ease and comfort. Starting in the business right out of college, Crystal got her broker’s license because she wanted to start owning her own properties and also help others around her build wealth through real estate. After she started working with family and friends, Crystal quickly found that she loved helping others through real estate, and her business has continued to grow at an impressive rate ever since.

Along with her team of eight other agents, including two licensed assistants, Crystal serves the East Bay area. Her business is almost entirely referral-based, a clear sign that clients trust Crystal to take care of them. Clients know they can rely on Crystal’s experience and all the resources that come along with her years in the business. “Having gone through the process myself of owning and renovating condos, multi-family and single-family homes, I have many different contacts that my clients are able to utilize,” Crystal explains. “Through my experience in the industry, I have built a rapport with other agents, which helps to create more transparency when I’m negotiating on behalf of my clients.”

Crystal’s wealth of experience also means that she maintains strong relationships with her past clients.

She stays in contact long after the closing and checks in to see how they are doing, holding client appreciation events to reconnect. The strength of Crystal’s network becomes an asset for her clients when it comes to marketing: in addition to marketing her listings via postcards, email blasts, open houses and digital advertising, Crystal reaches out personally to agents she knows to proactively search for interested buyers.

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All this spells results for Crystal and her clients. Last year her team did about $50 million in volume, and since adding more team members in the last few months, they are on track to do $80-90 million this year.

Crystal loves giving back to her local community, and she is active in local organizations working with homelessness and mental health. When she is not working or giving back, Crystal enjoys spending time with her family and friends, hiking, and playing basketball, golf, and tennis.

Looking toward the future, Crystal says, “I plan to continue to get my team to do more production year after year. My goal right now is getting my team to outperform me, and so far this year, they are!” More than anything, Crystal looks forward to continuing to serve her clients. “I love that in real estate every day is different,” she says. “I love helping people, looking at houses, working with numbers, and all the emotions that go along with our day-to-day business. It’s never a boring day, and there’s always something to look forward to!”

To find out more about Crystal Florida, please call 925.785.6488, email crystal.florida@compass.com, or visit compass.com/agents/crystal-florida www.

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Creative Meditation

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

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

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

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 • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 49

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:

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

2 Repeating a mantra can be very calm-

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

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

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

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

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

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ANGIE HAUG A lifelong resident of Bucks County, Angie Haug has always possessed an entrepreneurial spirit. She would begin her career in advertising and digital marketing, where she cultivated the business instincts and leadership skills she would later need to excel as a REALTOR®.

Twenty-three plus years into her real estate career Angie has achieved a ranking among the top 1% of agents in Bucks County.

Angie leads a team with Keller Williams Real Estate, where she guides clients throughout Bucks County and the surrounding areas. She has fostered a culture around the core values of integrity, openness and expertise, which allow her to meet the demands of any transaction - from residential real estate to luxury properties and farmland to name a few.

When listing a property, Angie and her team offer clients a comprehensive strategy. She coaches her sellers to prepare their home for the market, providing them with a suite of professional photography, copywriting and marketing services. She leverages her in-house social media expert to share her listings via a highly targeted blend of digital campaigns. Angie notes, “I center my workflow around the distinct needs of each property, ensuring a seamless transaction to fulfill my client’s best interests.”

Angie is just as attentive when working with buyers, drawing from her decades of experience to uncover the right property for their needs. The current competitive climate has motivated Angie and her team to pivot and revamp their strategies to continue to win properties for their buyer clients. “Buying or selling a home is one of the most stressful things a person can experience. I strive to put my clients at ease from the start,” she says. She thinks one of the best parts of being a Realtor is the variety of people she meets and forms lasting relationships with as she helps them achieve their homeownership goals and dreams.

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Angie has earned a fantastic reputation throughout Bucks County, with the vast majority of her volume coming from repeat clients and referrals. Angie’s sales range from first-time homebuyers to having sold the highest priced residential property in Bucks County to date. She remains focused on the leading standards that earned her the Keller Williams Double Gold Award of Excellence in 2021. Angie was recently inducted into the Keller Williams Pioneer Circle of Agents who have been with the company for more than 15 years and have had a substantial influence on growing the success of Keller Williams.

Angie is deeply committed to the community, she and her team gain great satisfaction from helping with local food drives, coat drives, and other charity events throughout the year. When she is not with clients or giving back, she can be found relaxing on the beach, traveling or spending quality time with her family.

Looking to the future, Angie is expanding her team, developing forward-thinking marketing strategies, continuing to grow the luxury brand at Keller Williams and contributing to the growth of her Doylestown and New Hope offices.

To learn more about Angie Haug, please call (215) 534-9368, email realtorangiehaug@gmail.com, or visit AngieHaug.com www.

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KELSEY KRIMMER Wisconsin REALTOR® Kelsey Krimmer does not have to wonder what her past clients think of her. The numbers speak loud and clear. “Basically the entirety of my business is repeat or referral. I really pride myself on making those relationships with my clients.

“That was kind of one of the main things that I really wanted to hone in on in my career,” she says. “I really like to make genuine, organic relationships with people.”

Kelsey’s relationship with real estate began early. The first seed was planted watching her mother, who used to work in the real estate industry. “She kind of got me thinking that maybe this is something I would like to pursue,” she says. So when she graduated from the University of Wisconsin - Parkside in 2016 with a degree in Communications, she decided to get her license. Since then, Kelsey has been providing personalized service to Racine and the rest of southeastern Wisconsin.

Each buyer is different, and Kelsey likes to help them all. Whether they are looking for a permanent home or creating passive income with an investment property, Kelsey understands this is one of the biggest purchases most people will make. “I really love helping people find their dream home,” she says. “Being a part of their home buying or selling journey and making them feel comfortable while doing it is my number one goal.”

With that in mind, Kelsey winds up forming relationships with her clients and keeping in touch with them after the sale. While she does send out mailers, Kelsey likes to talk or text directly with her past customers.

“Because I like to make good relationships with people, I know it goes a long way reaching out to them personally here and there to check in,” she says, “that’s just how I was raised.”

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Kelsey also uses her relationships to market new listings. She has a website and has dabbled with Google Ads and Adwerx, but she prefers social media. She says “Instagram and Facebook are key components for sharing my new listings. I have a website and I will post them on there as well, but social media really helps the public see them and share them to their friends and family. Our market is very competitive so people know if they see something they know someone is looking for, they let them know to jump on it.”

Kelsey would like her story to serve as inspiration to future agents. She got her broker’s license in May 2021 and plans on growing a team and helping them do the same. “I would like to see agents get their broker’s license too and have them have their own companies. I’m so surprised that more agents don’t take the leap to do the broker thing. It can be a little scary being on your own,” she says. But, “I definitely believe in what I want to do and I think it could be something really, really big.”

To learn more about Kelsey Krimmer, please call 262.497.1198, visit thecuratedkeycollective.com, or email curatedkeycollective@gmail.com http://

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

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

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

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

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

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

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

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

Just make sure that you establish some foundational boundaries so that you maintain an 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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BRANDY LANDON With her passion for educating her clients and preparing them for success, it’s no wonder Brandy Landon started her career as a teacher. “Education has always been important to me,” Brandy explains. “I was inspired by a school counselor who encouraged me in high school. I had never thought college was an option for me, but I went on to earn a master’s degree in school counseling.” While teaching school, Brandy started a successful bookkeeping business on the side. “I always knew I had the entrepreneurial spirit and wanted to own a company,” Brandy says.

When she decided to give real estate a try, it was a runaway success and she closed 28 transactions in her first year. “I went out the gate running, and it’s been awesome! Within my first year I started my own company from scratch, and here we are going strong four years later.”

As Broker/Owner of Milestone Premier Properties, Brandy heads a team that specializes in not just sales, but property management and construction as well. She and her team serve Grayson County and the surrounding counties in north Texas. Brandy’s personal production is 100% referral-based, an impressive feat that shows how much trust and confidence her clients place in her.

“People have to know, like, and trust who they’re working with, and I make sure everybody in the community knows what I do,” Brandy says. “I have to earn their business and do a great job for them, and client satisfaction is one of the core elements of my business. I go above and beyond for every client, no matter the price point. I treat every client with the same respect and integrity as I do any other, and that’s what clients love about us.”

Brandy and her team market their listings heavily on social media and via word of mouth. “I make sure I know what people around here are looking for, and I stay connected with all the local agents,” she says.

“If I have a listing coming up, I may know an agent who has a buyer who would be interested. I try to pay attention to what everybody is saying and what their needs are.” The results bear out the effectiveness of Brandy’s approach: in addition to her ever-expanding property management business, her personal production averages over 80 transactions per year.

Outside of business, Brandy loves staying actively involved in her community. She served on the board for the Texoma Family Shelter and remains an avid supporter, and also helps out with a wide range of community events. When she is not working or giving back, Brandy loves traveling, spending time on Lake Texoma where she recently purchased a lake home, relaxing with her family and her Goldendoodle, Artem. She also recently started her own blog to share her experience in Real Estate, Travel, and being a Girl Boss.

Looking toward the future, Brandy has big plans.

“Eventually, I would love to franchise my business because I think what we’re doing is very different and nontraditional,” she says. “We’re bright, we’re bold, we’re out there, and I want to replicate that in as many cities and states as possible.” Above all, Brandy looks forward to continuing to help her clients achieve their goals. “I love being able to help people. That’s what we’re here to do. It’s about finding out what our client is looking for and being able to find a creative solution for them. No matter what their situation is, we will do whatever it takes to get them what they need.”

To find out more about Brandy Landon, please call 903-818-7589, email brandy@mpptx.com, or visit her online at brandylandon.com and learn more about her company at milestonepremierproperties.com www.

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TRACY MANCE Prized for her honesty and the way she cares for her clients through every step of the process, Tracy Mance is a REALTOR® to watch in New York’s Capital Region.

Upon retiring from her 21 ½ year career as a law enforcement officer, Tracy saw that she could transfer the people skills she had honed through that line of work to the world of real estate. “I’ve always had an interest in real estate, having bought and sold quite a few of my own homes through the years, and I’ve found that there is a correlation between my communication skills from law enforcement and what I bring to real estate,” Tracy says. Since becoming licensed in January 2021, Tracy says, “I’m having an absolute blast!”

Based in Albany County, Tracy serves the surrounding area and is equally comfortable working everywhere from urban settings to pastures and green fields.

Repeat and referral clients already make up about a third of her business, an impressive feat, and that rate continues to grow as more clients see what a smooth experience Tracy provides. “Clients appreciate my honesty,” Tracy explains. “I don’t do high pressure sales and I take a lot of time and care to explain the process to my clients. Whether they’re buying or selling, I want them to feel secure about their decision, and I encourage them to ask as many questions as they have. If I don’t have the answers, then I can point them in the right direction.”

Tracy continues to build on these relationships long after the transaction is over. She stays in touch with clients via phone calls, texts, and social media to check in and see how they’re doing. This leads to strong word of mouth, not to mention valued friendships. “My clients and I become friends through the process, and I always tell them that the friendship doesn’t stop just because they close on their house,” Tracy says.

Being available for clients is crucial in a hot market, and Tracy hustles to fit her clients in for showings as 56

soon as a property becomes available—as she says, “In this market, you don’t have three days to wait!”

Outside of real estate, Tracy loves to spend time with her friends and family, not to mention working on her own home. She enjoys traveling with her mom, who has become her “travel buddy” in recent years.

She loves spending time with her 25-yearold son and she recently rescued a German Shepherd-mixed puppy.

In the future, Tracy plans to continue growing her business and serving more clients. “I’m comfortable in any setting and throughout my career I’ve worked with all kinds of people. I pride myself on being easygoing and low-pressure,” Tracy says. “Homebuying is stressful, and an agent needs to be a negotiator, a counselor, an investigator—all traits I have from law enforcement.

Real estate comes naturally to me because I am helping the same people, just in a different way. It’s extremely satisfying in the end. After putting the work in, to see how happy somebody is, and know I helped them get there.”

To find out more about Tracy Mance, please call (518) 362-8388 email tracyamance@gmail.com or visit tracymance.com www.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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PAM MOSS Back in the ‘70’s, Pam was working in the aerospace industry in Newport Beach. The marketing director she worked for sat her down and asked her why she was wasting her time working there – she needed to get out and get into real estate. With a healthy ‘why not’ attitude, she did just that. She started working in Corona Del Mar, taking listings for a relocation program, got into a bit of a tussle with the local title company and ended up working for them with a nice salary and a company car as the first female title rep in the US. That experience taught her more about sales than sitting in a real estate office could. She learned cold calling, the organizational skills to be successful, and the importance of being honest, sharing everything you know, and admitting when you don’t, but finding how to get the answers. From the start, Pam always felt it was important to give back to the community, and was teaching investment analysis at the local college. Her clear and honest way of handling business keeps her repeat and referral business at about 80%.

The most striking repeat client was her very first transaction tracking her down and recontacting her thirty five years later to handle another sale for him.

People come back to Pam because she knows her stuff. She’s contacted to consult with attorneys in LA about complicated title and escrow snarls and she’s worked all over southern California, from the desert to Orange County and San Diego. Her clients appreciate that she’s blunt, never rude, but digs deep into the details of a property and lays it all on the table.

She’ll research the soil, what authorities will need to be worked with, and any problems she foresees, digging into the escrow and environmental questions and present everything she finds, whether or not it’s what the client wants to hear. There’s no sugarcoating with Pam. Top Agent Magazine

The strength of her business is that honesty and the relationships built on it. She maintains the relationships with phone calls and postcards as well as catching up with clients at community events. An elected official as director to Rainbow water, she’s at every town hall meeting as a figure of authority. She’ll spread her vast knowledge by writing articles and blogs, a collection of knowledge accumulated from a long and successful career.

Pam enjoys solving each client’s unique situation like a puzzle, making sure the client gets exactly what they need and have the tools and knowledge to handle their property. She’ll go as far as UN-selling a property to a client by trudging out in the rain to video the problems she’s found, only to then sell them another property that hadn’t even been listed yet. Because it’s the right solution for that client.

In the end, helping find people the hidden treasures that are out there is nearly as fun as her daily horse ride, and she has no plan on stopping that anytime soon, either.

For more information about Pam please call 714-296-9300 and email Pmoss.broker@gmail.com

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GLORIA PIERCE Gloria Pierce is an upbeat real estate agent with a reputation for success.

Raised by a single mom with six kids, Gloria grew up watching her mother flip houses for a living. Upon completing her degree and getting her first corporate job, Gloria shares that she disliked the rigidity of a 9-to-5 schedule. She wanted more freedom to run her own business and invest in her family. After connecting with her first brokerage, Gloria shares, “I just fell in love with it.”

Gloria’s existing makeup artistry business served as a segway into her new real estate career. She shares how she got her first client just one week into being a licensed agent. Her makeup client turned real estate client set her up for her first closing. Gloria says, “The stars really aligned for me. It just happened in a nice, organic way.” With newfound confidence in the industry, Gloria went on to achieve her first six figures within 18 months. Her strong referral base currently fuels 60-70% of her clientele and her annual volume is upwards of 15.5 million.

When asked what keeps clients coming back, Gloria laughs, “I spoil them rotten.” She continues “I always tell clients that I am worth every penny. Let me razzle-dazzle you!” Gloria is an agent that clients can trust and she stays in close communication throughout the process, “I’m just a phone call away.” She upholds herself to the golden rule and treats clients with the same care and concern as she would want herself. Gloria likes “feeling needed and helping people,” and enjoys being her clients’ “superhero” as she brings their dreams into reality. She shares that her decade-long career as a waitress truly prepared her for customer service and handling day-to-day problems.

Gloria does not use lead-generating systems and instead prefers natural, organic referrals. She serves the entire Permian Basin and her brokerage is based out of Big Spring, a small Texan oil town.

Gloria shares that she is “willing to make the drive to serve smaller towns,” which opens up more opportunities for clients. Gloria currently works as a solo agent, and recently brought her husband into the real estate industry two years ago. In the footsteps of her hardworking mother, Gloria now flips homes and has recently expanded into Airbnb investments. Her current listings can be found on her social media platforms, under the hashtag #soldbyglo.

Gloria is an influential part of the community of Big Spring. She regularly sings the national anthem for the city and donates to the local high school, where she graduated herself. Gloria also works closely with the Rotary Club, from which she benefited from a scholarship as a young college student. Serving the council for the Community Vision Board of Big Spring and sponsoring the local radio station giveaways are among her other community initiatives. Gloria shares how she grew up living in low-income housing and how she experienced firsthand the joy that came from the community’s generosity.

In her free time, Gloria enjoys traveling and spending time with her children. When asked about her future plans, Gloria laughs, “I was raised by a single mom, so I was always a hustler.” She shares that her business has gotten better every year. In 2020, she even hit her goal of “a million a month.” Her plans for the future include growing client relationships and building a legacy for her family. She notes, “It doesn’t matter what brokerage you’re with, it’s who you are as an agent.”

To contact Gloria, call 432-935-1090, email gloriarpierce@gmail.com, or visit zillow.com/profile/Gloria%20PierceGloria www.

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Is Starting a Team the Right Solution for your Business?

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

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

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

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

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

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

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

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans62

actions in sometimes stressful circumstances.

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

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

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

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ALEX QUATE REALTORS® who come to the business after serving in another career often bring habits and best practices with them. That’s what Alexandra Quate – a REALTOR® with RE/MAX Partners in Greensboro, North Carolina, covering the Triad area – has done. Formerly in the cosmetics industry, Alex created and transferred a customer care service program over to a CRM in her real estate business.

“There are two parts that really drive business back. The first, is creating a memorable high-touch, high-value experience with your clients. When I meet potential clients, I find out their needs to determine if they fall into an active or nurture category. It’s important to follow-up. By making sure I take notes on what they share, I am able to send a personalized handwritten thank you card to them, and that makes a big difference. I mean, when’s the last time you got a handwritten thank you card?” Alex said with a laugh. “In this day and age, it’s easy to get overwhelmed with all the noise from email marketing. You have to find a ways to stand out.”

She went on to say the second part is putting a face behind the name. “I treat clients like family. The worst feeling you can leave clients with is the feeling of being ghosted.

I don’t want them to feel like our relationship is over once we get to the closing table. I stay in touch with them in fun ways and want them to feel like they can call me for any of their real estate needs and to celebrate life wins! I want to be a cheerleader for them.” She added, she’s never have to pay for leads in her career and relies on her SOI to bring in 100% of her business with a mix of 80% referrals and 20% repeat clients.Since getting her license in 2017, Alex has averaged $6 million plus a year in volume and already this year has done $3.9 million with another $2.8 million in the pipeline or under contract.

Alex has always had a passion for design and architecture.

She and her mother would go to Parade of Homes and

open houses. Alex was always impressed by how stagers made the homes look like they leapt off the pages of a magazine yet still retained a homey feel. She loves the idea that homes tell stories and hold memories, “like the girl being twirled in a blue dress before home coming” or “bringing home the newest addition to the family”.

When she and her husband sold their first home, she was inspired by her real estate agent, who told Alex she had the chops to be a REALTOR® herself. That agent is now her mentor.

“I’m a solo agent but the group of women I work with have become like a team. We all have families, everybody is human, and has lives. It’s important to have support and people you can trust to treat your clients the same way you would when you are unavailable,” said Alex.

Alex is extraordinarily involved in her community, especially in her Jamestown neighborhood. She helps organize two annual yard sales followed by cookouts so neighbors can get to know each other and helped support local businesses by arranging for food trucks to come to the development during COVID. Alex also set up a holiday light decoration competition in the neighborhood and is active in Lasagna Love, a nationwide group in which people volunteer to make lasagnas for other families in need. Phew, right? But she still finds time to play with her three-year-old, loves to hike, read, paint and, of course, she loves helping her clients.

“The best part of my job is being able to make someone feel comfortable in one of their biggest life decision and knowing that you have made it a positive experience for them.” she went on to say that being able to be both creative and business oriented through staging and design brings an added element of value for her clients.

Alexandra Quate can be reached by cell at (336) 831-3776 or the office at (336) 854-2400.

Her email is alexquate@remax.net and her website is alexquate.remax.com https://

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RYANN REINHOFER We’ve all heard the saying, “Do what you love, and you’ll never have to work again?” Well, Realtor® Ryann Reinhofer has taken that mantra to heart combining her lifelong passion for the Equestrian world into a successful Real Estate niche.

“Some of my earliest childhood memories centered around horses and they’ve been a constant part of my life ever since, to which I’m extremely grateful.” While contemplating a career change in 2002, Ryann found herself reflecting on her mother’s real estate influences. Eventually, the proverbial light bulb went off in her head. Ryann soon found herself asking, “Why not combine my ability to speak an equestrian’s language with their specific real estate needs?” As she embarked on implementing her plan, it became more and more apparent that this was a long-overlooked consumer base.

Ryann specializes in properties to suit the country minded lifestyle, and as such, knows the nuances of zoning allowances, agricultural tax deferments, well and septic systems as it’s incorporated with her daily professional activities. Based in the Pacific NorthWest, Ryann currently manages a team of eight and she is looking to onboard additional teammates to meet the current demands of her client base. One of the perks of owning your own brokerage is getting to pick who you want to work with. Ryann has assembled a like-minded group of women with a common goal, to maintain the boutique service experience for all of their clients.

Coincidentally, the work ethic, discipline, responsibility, and respect garnered through the caring of animals lends itself quite well to the rigors of real estate.

A lot of hard work has paved the way, from that first glimmer of an idea, to where things stand today with the formation of Thoroughbred Real Estate Group. It was paramount for Ryann to create a boutique brokerage atmosphere, one which centered on the client, and where no one gets lost in the shuffle. Keeping in 64

line with that sentiment, all the brokers receive one on one training with realtime responsiveness to questions and concerns. The supportive and collaborative work environment thrives on everyone succeeding and knowing their craft at the highest level!

Ryann enjoys being able to connect the dots and find something that’s good for her clients and their animals.

Consistently growing, but with no intention of ever becoming so large that the personal touch is lost, Ryann services all the Northwest region across Oregon and Washington. The specialized demand for Ryann’s services isn’t waning and, in fact, it’s growing faster than ever! Ryann has built a team of Brokers who stand out, Realtors® who prefer to walk acreage, assess stables, or bring vision to the development of estates. Recognized locally and nationally through their participation in Equestrian related associations, events and activities; Ryann’s team at Thoroughbred Real Estate Group looks forward to providing you with results because Home is Where the Hooves Are!

To learn more about Ryann Reinhofer call (503) 709-2370, visit tbregroup.com or email ryann@TBREGroup.com www.

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 66

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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TAFFNEY WILSON Sitting down with just Taffney Wilson is impossible. Sitting down with Taffney, her husband and colleague Matt, the Wilson Realty Team, and the surrounding Dallas, Texas area is all but inevitable. Her eagerness to talk about her family and clients oozes into every facet of her work, and with her current aspirations turned toward her children (who she hopes will just “take the business and run!”), she has much to share about the path that has led her to a successful career as a REALTOR®.

Taffney’s selflessness is an innate attribute and lifelong profession: before she entered the real estate industry, she spent fifteen years as an elementary school teacher, and only left the world of education because, thirteen years ago, she needed the flexibility!

Her team now includes her husband Matt, who, after a successful career in the oil and gas business, readily added his expertise as a home builder; their son Taylor, who joined as the Lead Buyer’s Agent after graduating from the University of Arkansas in 2015; and their daughter Kailee, who graduated from University of Mississippi in 2016, and manages the team’s marketing, transactions, and client care. “It’s so fun – I kind of thought our son would join us, but I never thought our daughter would join us! It’s awesome that we get to work with them every day – it’s fun to see your kids excel in a business that you’ve kind of led them to.”

Along with Jana, who does Listing and Buying, and Lizzie, their Listing Coordinator, Team Wilson has all of the bases covered, practically in-house.

While she works and travels across the broad geography of Texas, Taffney forms intimate relationships with her clients, trying to increase the size of her family. She recalls her husband’s playful gibe: “He used to say our clients are like puppies and I want to bring all of them home. They just become our friends when we work with them.” Socially, they connect with their clients and neighbors by hosting coffee events and carnivals for kids, and they perpetually support their clients by Top Agent Magazine

leveraging Matt’s connections to local contractors: “Any time somebody needs something – like a painter or a landscaper – people always call us. And they know that I trust them in my house, so they can trust them, and they’re going to do a good job.” This part-of-the-family attitude has set The Wilson Team above the competition, driving sales that are over eighty percent referral based, and totaling just over $32 million.

Taffney and her team are eager to continue building the family business, and sharing their success: “We give a portion of all of our closings – we have two different charities that we give to: one of them, Creek and Timber Legacy, they provide outdoor learning, hunting, and firearm therapy for veterans, active military and first responders … and we also give to JOYE, they build schools and give educational opportunities in Gambia and the US.” The Wilson Team commits themselves to supporting their clients, their local neighbors, and the larger global community. “We’re always looking out for our client’s best interest, and we’re blessed to get to do something that we love to do. We just enjoy it.”

To learn more about Taffney Wilson, please call 469-222-6012, visit theteamwilson.com, or email taffneywilson@kw.com www.

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