NATIONWIDE & INTERNATIONAL 8-21-23 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

AL POSILLICO ANDREW SCHERL DEDRA NICKELL EMILY GARCIA JENNY HEMSTROM JESUS GONZALEZ KASSIE HOULIHAN LUCAS AMET LYNETTE WILSON MARIA NAZARIO

COVER STORY

SALVATORE SETTEPANI

6 HABITS OF HIGHLY PRODUCTIVE AGENTS EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE

A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES

NATIONWIDE & INTERNATIONAL EDITION

More than anything, Sal says, “I love to help people find their forever home or start their first investment. I enjoy the fact that I help people obtain something that they thought was unachievable,

and I’m a big advocate of giving it a try and making it happen for them. I’m always there trying to help people and educate them on how to accomplish their dreams.” ANDREW SCHERL AL POSILLICO DEDRA NICKELL MARIA NAZARIO

8/8/23, 8:56 PM

Al Photos

Missouri, reviews, peopleabilities know I am alwa If there’s thing saidNickell aboutof Kansas Andrew’s innate problem-solving Al Posillico’s journey into theone world of that can beDedra how City, they’re doing, and make sure they’re 16 that he knows 23tothriving 25 29 her real estate busiing out forrole them.” Scherl, it’s how have alsoofplayed in 30 shap- EMIL real estate was 7far Andrew from conventional, happy.” He understands the value com- a significant For more aboutgrounds Salvatore Settepani, ness in a bedrock that combines equal but it has been nothing short of extraordimunication and genuine ing connection, andEvery it take lemons and turn them into lemonhis career. day is a new adventure Determ measures of empathy, and Dedra’s empathy extends bey you can him at 917-559-9158 nary. From being theade. director of what Physical has dedication, become THE cornerstone of and his busiWith hereach calls a “terrible case for him, he loves it.clients He relates how sta passion to guide her everyday life. “I and well intoone thethe greate Medicine for a painofmanagement clinic disorder,” real estate, ness. “Whenever I am of mentoring young attention deficit his first closings involved an FHA loan. made g love helping people conquer their fears City community. ReeceNicho or sal@salsettepanirealty.com, andstarted youin the can in White Plains, NY,with to becoming a suc- changingand agents just getting business, I challenges. Whether that’s menEstate has recently recognized its constantly landscape, “The FHA appraiser came in and said the in W cessful REALTOR®, Al’sfind life has taken anonline at them two IS A GOOD new agents ortellhelping firstthings: time NO DEAL struggl has becomehim the perfect fit fortoring him.salsettepanirealty.com “With house looks great, but“Community it doesn’tAgent have inanAction,” unexpected, and remarkable, turn. “I was UNLESS homebuyers throughDEAL their financial hur-IT IS A GOOD DEAL champions several quarterly demane my ADD I’m all over the place,” he says oven,” he recalls. “We need an oven, the MARIA NAZARIO AL POSILLICO ANDREW NICKELL in SALVATORE anJENNY automobile HEMSTROM accident while workFOR SIDES; CURRENCY IS dles, this career lets me BOTH live aSCHERL life of andDEDRA aEMILY memberGARCIA of her brokerage, i LUCAS appraiser AMET LYNETTE WILSON with a he laugh. “For this job, you have to said, or they can’t approve the Emily’ JESUS service to everyone.” home buyer workshops, hous ing SETTEPANI in physical medicine,” recalls. “I GONZALEZ NOT ONLY MEASURED IN DOLLARS to like the factbecause that each day is completely neither the buyer norand theongoing sell- herfood campaigns, already had my real estate license AND CENTS.” He alsosale.” says When that “… if Jennifer’s volume wasremember, just shy of nine m is an exceptional Ever since he can Lucas entire life,” he explains. “I love comm real estate. Not only did she taka Lynette Wilson of Auburn, New York, As an individu In the bustling streets ofdifferent Nashville,from the of his business comes from referrals, a Four andknow a half years ago, Shethe alsooven, donates between $100 You34never eras was to provide Andrew was buying and selling for 33 myself at million the last.last you putwhile clientworksatisfaction thewilling top prior37 38 41 the year. Thishas year, she istwenty-seven on a helperTennessee, at Iheart. real estate maven Jesse testament his client’s trust.years Amet knew heingwanted tospent betoAmerica, in real nicatingmastered and getting to know people. ropes while reco growing over 50 annu in corporate Dedra was from every commission check toA referral business been up amazing. Ninety the rest ofgoing the world was shutting how down what you’re bemeet doing, you’re going to hasnaturally came with an ingenious solution, and the deal was time, is butmaking when Iwaves gotWhile out of rehab one oftomy patients ity of the financial success follows.” track toNative her goal 10 million. career in marketGonzalez with his estate. to the Smoky Mountains, year, every year, I work to keep those co gery, enduring a company mer her real estate career by turning perof central New byLicensed a friend who was launchfamilies who from need temporary ac of my business has come from previduring Maria was rev- percent said, ‘Why don’t come andpandemic, help me“When at my Nazario agency?’ do it, the and every transaction isapproached different.” in saved. “I drove down the nections.” street, I got an oven oneto servi unique approach to theyou industry. More Jesse’s forward-thinking keeps I hair write offer, my clients g at a commercial Lucas grew upstylist inanatheir family who worked Lucas isofdedicated and downs aare care sonal adversity into fuel for empathy, afledgling Woman ing own brokerage. “I hadapproach always wanted towhat go I dations while their children admitted toinC ous clients and referrals. I take pride in ving up to take off. The former was Apart from his real estate endeavors, Al is an animal did,a and within real a couple years, I opened upI’m mygoing own 2016,of Andrew comes from a sales background withinterests of my relatives, drove it his over, and put itand in and theheavily house just successful estate agent, his client’s best athesitant heart. to jump know to bat forcame them,” a taste ofthan the Ientrethe and industry. “My father from community is involve real estate,” she recalls, “butwilling I was “I’m a proud wife mother of two do, and I’m to go above and Mercy. use to working longin hours takinginto care of was marked by ahas remarkable compassion, andmore infinite interpersonal been a Plin lover and involved with thelean ASPCA, championing pet office Al is now with Keller Williams Jesse’s mission to be acustomers, for Utilizing technology to stay while acatalyst payroll services company. “Every time I signed up myself,” he says. “The appraiser came back the next Jennifer says. “I take the time to colen she became an with isRE/MAX.” into a commission-only career. I was able to get a salaboys. Being able to support other families is aa forwho my clients.” but she was tired of living paycheckunderstanding. Argentina and married mybeyond mother, “I worktaking with ‘More Souls For His Glor a four-month hiatus for “I really care about peoteen years in wealthheading and positive change harnessing the of the MLS and learning rescue efforts; “power I of always have at and least twohouse pet rescues ® Scarsdale, small, efficient team ofofthree. lect thelike information so I know was thengenerational shein knew ried position while working as an assistant of my career, and I know every little bit help to paycheck. “Real estate seemed a show good aaREALTOR day and said the was good to go.” , he orall she would me pictures ® lived in the States,” he explains. “He serving as a youth leader and min ly ascended the ranks, makingo I media, think when you lose aretain child,estate, or he enjoys REALTOR in his community. His journey from social he ensures atple. home.” When notand busy real Maria’s genuine passion for business and desperate fit for me. I jumped in headfirst, honestly, theof back end of industry, I clients gotwith mythe license within I’m presenting them the best light.” fill her passion of their family, or their kids, or all them at the the beach. didn’t have and a dime, soin he started to paint ter to times.” kids and teensa that do notwas have status within year—usually ae Lynette you’re going through something very adversity to triumph has shaped his as much equity as possible. His comAl has left his mark on the real with movies, gardening and spending for the In industry is to contagious. “I time at it’s been absolutely non-stop everestate since. It’srelaxing so enthusiasm three months ofwas starting out.” addition becoming saw this commitment otherOver sidethetoyears, houses. This allowed him to learn the home and families,” Lucas explains. “W Andrew’s love for real estate and his ability to naviAnd I realized their work-life balance pretty JENNY JESUS GONZALEZ KASSIE HOULIHAN LUCAS AMET LYNETTE WILSON years. The following year, she stellar track re difficult with a child, you just look at civic engagement and sincere support mitment to equity preservation extends to every like the getaway flexibility of has being able differ- “That and the best I ever made.” landscape, serving rewarding, the communities ofdecision Westchester his favorite location, Provincetown. licensed REALTOR®, Dedra gone ontotoseeobtain With isher position cemented in the industry, Combining herathe extensive experience I wantedfor to get out and framing and then all have missionaries in Sevier Co., Arge HEMSTROM those seeking prosperity. where he provides fiduciaries and challenging situations been driving force amazing. So I foundation looked attransaction, situation and started and is the on track tospan achieve the sm life differently and you look atthe people ofDedra three ent homes, and Ibe,” really enjoy excitement several designations within thegate including privatehave impact steadily blossoming, is County, parts of my the my favorite place totrue heindustry, says. and impressive skillset, Jennifer’s s. “Real estate has venturing into Rockland and of a sudden he found himself building tina, Bolivia, Venezuela, Guatema empowers clients to make sound housing decisions in the industry. Now, Emily is her best friend differently. Real estate can be a rough behind his success. Looking to the future, he remains thinking about real estate.” building businessheinis Accredited Buyer’s Representative (ABR), Certified forward to mentoring up and coming agents ew Bronx. When asked After aboutGonzalez the keyaaway tothriving his success, approach toinvestor. marketing isbeen smart and good andAsislife really often does, it led Jesse from that transcend class barriers. units for an He’s building Spain, and many more.” More Souls F the last three years in Myrtle Beach, venture—forming a real estate raised gra business with people driven by numbers optimistic his business and maintaining HomeAl Selling Advisor, Certified Homeworking Buyerabout Advisor, business continues to grow. “I’ve gottwo two exp still enjoys every day spent realgrowing estate. “I’m quick tolegal pointcareer out that he dotes of his clients. “I hands-on. “We do video walkthroughs his original path into on theall world ofin cabins the Smokies ever since.” When– but that’s Christ provides financial assistance SouthandCarolina, Maria has quickly who recently passed his real es explains. “I c and transactions just not me.” and a position as a ReeceNichols Consultant. Dedra is agents coming on board, and two brand new ag output. “Nonine matter Encouraged by and his iffather, a former who up atfirefighter 6:30 the morning, andstrong it’sJesse game on from to what, I want to keep that treat them allFueled as if they were my patients, with tender real estate in 2005. by a determination addition towith his dedication to realhis estate, CONTENTS the In seller isheOK it, in I’ll do established herself to asbreak a rising star Lucas turned 18, got his license and international organizations, pastors, a also the president of the Business Network International are in the process of taking their tests. Mento about that yea seven. It’shis still fun for me,” he says.touch,” As for the loving care,”barriers, he shares, I never sight offact, the personal he future adds, of“because sometimes, when had delved into real estate, Andrew decided to take through industry Jesse“and took charge of his engages community. A graduate of alose Facebook Live when I with sign a new m at Thrive Realty with Jeff Cook Real Estate. Inactively began representing hischapter father’s clients. Today he’s beenindustry, missionaries, whose sole is Itoam further the go (BNI) informally Kansas City, Missouri. different kind of purpose service, but excited tosup sh Emily through her u Before the been his business, he has aSheriff’s simple yet profound outlook. “As destiny in asset to discussed the Nashville Citizens Police and entering Academy, factand thatenrolled for most people this is a schools stressful situation. you get too big, you start losing that.” stands outhave themanagement plunge. He initially began working with a small the brokerage has already listing. This way, there’s immediate interest and we r has been with the same broker I’ve learned!” practicing for two years and only has plans to grow. pel of Jesus Christ. warmth, honesty, and a deep sen and her family, including her Lynette was exposed to real estate through several gener4) 7 REASONS WHY 20) HOW TO SPEED UP 35) UNTANGLING embrace the REO industry and step into foreclosure he embraces opportunities to contribute to civic long as I keep having fun, I will continue to do this until I’m used to doing transactions 30 or 40 times a year, possibility her engagement, setting up hereven mom-and-pop brokerage, where soaked up adedication wealth has paid tremendous divget really of good from people who years ago. “It’s a wonderful team,”the Herhediligence and clients. “I try to beang management. during the height of the Great well-being and public His speaking engageberher of the US Air Force), ations of agents. “My and grandmother are both ward own team in be both Charleston they tell mesafety. toHOMEBUYER I mother can’t do itgroup anymore.” mostHowever, people do this one, two or three times inand the YOUR PROSPECTS FIRST-TIME THE BIDDING WAR: may not actively looking.” never think but of leaving.” Serving of knowledge, and now works with eXp Realty, astop, viridends: Dedra has grown to or head her rental own within solo strictly with Looking forward, Lucas wants to grow. “I have Recession and foreclosure crisis sawattributes the works ment at theand prestigious Five Starovernight Conference in Dallas true to my clients,” she explai in Los Angeles). “I have asom l native Italians,” she recalls. “When my grandmother Myrtlein 2008, Beach.Jesse SheLucas her course of a lifetime.” thethe RobCharleston, team, and as an individualpretty agent,big plans. I would love to have my own brok County area, Jennifer makesa TURNING it atual,that brokerage, in S.C., investment properties, aEllerman that continues to serve opportunity to create network foster col-ethic,this September isniche another testament tomy hisgrandfather, commitAREN'T INTO TRANSACTIONS A BUYER’S & SELLER’S successcloud-based to would her strong work dedfor them as though I’m watchin moved to Auburn with they started buyhere in Auburn – the attorne she consistently averages between $6 and $10 million Astochallenging for what she likes most about real estate, ith a vastlaboration array ofand properties andication him well. “Investors come from California andothers. either ship instarted a couple of years and met be has able to be the best age market. Despite the by pandemsupport during these times. ment to posed sharing knowledge and together, inspiring giving 110% tochallenges her clients, approach led relationshi ing upthe property and my mother selling I’ve – I’m atohometown g After 21sheyears in the business, his passion for real inand annual volume servicing metropolitan Kansas City CLIENTS PERSPECTIVES Jennifer says it network. ispartner, the people relationships. “Itwo, igeonhole myself,” explains. build or buy a portfolio property,” he says. “We’ll put in the state of Tennessee,” he explains. “I’m very hung and strong referral “My ic, Andrew and his an “organic” team of transcend the usual business a real estate in the eighties. In 1988, I met my husband and surrounding locations. Her efforts are bolstered by estate and his clients translates to a healthy 90 percent knew I wanted to to help when I HABITS was younger map. It’s Fast all about theto people andJesse’s forward 2023, and vision has become a thepeople Jesse’s sights are set on expanding his business to new to be the best. I have a lot of work to go, but I want them under a property manager and create some passive 26) 6Already HIGHLY adapted seamlessly virtual landscape. a book of business that isOF over ninety repeat and at 17 years becoming friends. se Lynette close converted thisHer tum and married him in 1991. I percent was aand teen mother repeat and referral business. “I love doing this,” he reality with the REOPro network, over 16,700 test markets. mentoring agents in Florida butuniting wasn’t quite sure what that looked like,” she nd the relationships I’ve built.” 39) Aa single STEP-BY-STEP income for themreferral as well as great tax Lucas’s my clientele base and a team with other realto 13) EVERY PLAYER IS clients, and her benefits.” testimonials broadcast abuild seamold, and earned a degree in criminal justice as of kindness for others. “I’m beyond traditional boundaries enthuses. “I’ve been blessed twice to have professions Copyright Top Agent Magazine PRODUCTIVE AGENTS members nationwide. Agents, title attorneys, asset Arizona, he aims to empower more individuals and I know. This me. I like thetohustle. ed success is a testament to her explains. “Now work ethic andis commitment serving his clients arelevel Iofwant to provide the best possible service and reinve less experience that features a white-glove care. GUIDE CONVERTING inreplicate the real estate world is achieved not mother working 3 jobs.” decided to TO fol- dential organization called HEAL. real estate, Emily has de thatVALUABLE: I thoroughly enjoy. II Andrew’s love working with sellers and managers, and converge to share experiences, the success heWhen has inEventually, Nashville. she TOsuccess like the drive. I like the chase. I just love it.” surprising, most of her lenders business isButHOW clear indications as to why his business is 60 percent the buying and selling aspect. I’ll do everything to t try to make sure Iplan ampath ‘stellar beyond sale,’” sheher license in in dealing competitiveness for ashe collaborative spirit With a“Iall winning business and a heart for the comlow the family in real estate, earning addiction at local schools, with the commercial just due to his technical expertise; it’s also rooted in meeting new people and helping them realize INTERNET LEADS TO is not working, Jennifer is about family. “My “I’m bigleaving onbuyers, communication, and ® repeat and 40 percent referral, anmyself impressive feat for best of my ability. I’m very excited for what the futu BOOST YOUR TEAM’S exudes. “I concern with making lifelong relaatand 816-695-81 behind. Jesse firmly believes that “a risingconnection tide raises with munity betterment, Jesse’s impact promises to extend and hitting ground running. “This careerContact has to Dedra anyoneNickell who®will listen. I lov buyers, sellers, investors their dreams.” 31) 31996 TEAM BUILDING genuine his clients. “About 90the focus when I’m notletworking is giving my son can go a long way,” she says. “Ihis main tionships, rather than focusing on transactions. Whether any agent alone one working solo. Last year, Lucas and in everythi holds. My purpose as a REALTOR REAL LIFE SALES all boats,” and this philosophy underpins the network’s beyond state borders. email ern dedran@reecenichols.com, MORALE treated me well,” she explains. community, especially iforitvu techniques to her practice, percent of my business is referral-based,” he points the undivided attention he deserves,” she says. “We e they’resuccess family.” it’s a client appreciation event, a ‘Care Call,’ or just did about $3.5EXERCISES million in volumeTO and this year is on I do in life is to her show the love of Christ toorthe peop elevating its members’ careers. Instagram, Facebook, LinkedI Al’sincommitment to his clients goes beyond the transacthat pain. I know I’ll never ing to expand her reach and to be outside often asGonzalez’s possible. Whatever ittestament out.like “I’ve spent timeastousing social media andinformed sending keeping people with quarterly realaround estate me, and give God the glory in everything Iop do track breaking 10. Jesse journey is a to the power 42) DAILY HABITS REVITALIZE MOMENTUM tion. He maintains strong relationships with After working for a separate agency for five years, I’m training the next generat Contact Alengagement, Posillico at 914-953-8433, may be, I seamlessly justnewsletters, wantpast to clients, be perseverance, outdoors.” Looking fors JenniferAtapart within industry out mailers and but it’s really about buildthe helm of the Liberty House Realty, Jesse of community and gen18) WHAT THE FIRST staying in touch through phoneothers calls,with texts, emails and Lynette decided to estate obtainchampion, her broker’sor license. just Her to marketing see howCopyright else I can help.” strategies are i THAT INCREASE Jennifer plans to grow. “I want toand keep doing y to foster client relationships. “Iing ward, IN THE OFFICE email alposillico@kw.com visit “IWILL merges his passion for empowering hishow uine support. As Nashville’s real Top Agent M personal relationships between me my clients. As for he approaches marketing, Lucas is hands-on. “Ithe typically stop bydoing to see my grow clients 30 year,” THING YOU DO AFTER felt confident enough to go into business for myself,” have my own private marketin https://www.facebook.com/AlPosillicoSellsHomes/ https://www.linkedin.com/in/al-posillico-80b02717 what I’m and every she says. “I ven if it’sexpertise justin-person to let know inthem thevisits. Nashville Metro real estate market. he continues to make strides in the industry while Facebook or LinkedIn “For every listing,and I gethave my photographer to shoot walkIfsays. you “Idobring wella house by your thathis personYOUR MENTAL days after closing,” hevolume gift clients and seeI like For more Andrew she exudes. office in theinformation basement of about my shares, “they Scherl, check the algori anpeople impressive annual averaging between making a difference in the lives ofhemy those he“We serves. would like to be a they’re lead agent. being ayou part of“I a had g well. IWith keep informed,” WORK SAYS ABOUT YOU throughs of my units alongside photos,” says. al touch, obviously going to refer to their STRENGTH $15 and $20 flat-fee, full-serIn Jesse’s world, real estatehere transcends mere transachome right in Auburn, started my own company, and place my ads at the right ti please call 410-490-7937 or email team and would love to potentially have a showing genuine person, andmillion, I care Jesse’s about boutique, createHis a flier andrecord I send it everywhere I can. Every agent family andfor friends.” track speaks forfor itself; vice enterprise has built delivering tions; it becomes aeventually vehicle empowering others and and got recruited by a few referral partners.” Her social media presence is s partner to ensure that I can do everything on a higher . My clients are my priority anda reputation Andrew@CharlestonHouseNow.com, Copyright Top Agent Magazine that is in my region seestotaling my properties, Iwealth. text and email averages transactions a year, between genuine to fiduciary services. Over seventy-five percent a legacy ofand generational Today in polish 2023, Wilson Realty ten additional often approach her, noting he level. My 30 goal is to do creating more, improve, m the beginning closing.” Withhe visit hishouses Instagram, Facebook, or LinkedIn whenever the listing goes live, and I L. have a network andcraft.” $15 million. agents who have thrivedlisting with Lynette’s guidance, and commitment, it’s easy to see why$12my ofJesse investors who I send a newsletter to. Every I For more information about Gonzalez, please call celebrates 615-424-0961, Phone 310-734-1440 | Fax 310-734-1440 she eagerly their improvements on her triedhave, I go above and beyond to make sure everybody email JGonzalez@LHRLLc.com or visit LibertyHouseRealty.com and-true methods of doing business. “My agents are r more about mag@topagentmagazine.com Jennifer, please call (248) 514-0175, email jennifer@thriverealtyco.com, knows what’s there.” | out www.topagentmagazine.com brilliant, eager, and supportive. They are just incrediFacebook, or LinkedIn sit thriverealtyco.com, Contact Lucas Amet at Magazine (865) 456-0229 or No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent is social media – we’ve Copyright Top Agent Not surprising, Lucas ble sayswith building relationships isMagazine hisgot TikTok, Instagram, Contact Lynet (865) 429-2121, email lukeamet@c21mvp.com published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent YouTube, everything now – we still do a lot of favorite part of real estate. “I come from ain-house Christianemail lwilson Magazine cannot be held responsible for opinions expressed or facts and supplied by its authors. subscribe or change address, send century21mvp.com/Family/luke-amet or visit ahead open houses print advertising, butTowe stay of based family and I’ve been doing missions work my Copyright Top U.S. Agent Magazine or visit her Fa inquiry to mag@topagentmagazine.com. Published in the our digital pipelines as well.”

KASSIE HOULIHAN www.

ulihan is passionate, hard nd always goes above and r high level of integrity and nowledge ensure her clients uccessful experience. She is trade, but left the path after start her family. Instead of the classroom, she decided other endeavors, working as nager for ALMA and a propr for her family’s properties. pired by her mom, a talented gner and property investor, the business. Her experience has given her ve skill set as a REALTOR . Nearly 10 years ame licensed and knew this was what she was “Each year I grow and learn and build conI can say I love what I do,” she explains. really important place to me, and I care as my home as I do about my client’s, whether stment, a rental, part of their 3-5 year plan or home.” https://sallypriscophotography.shootproof.com/gallery/22087629/photo/2989948928

www.

https://www.facebook.com/ThriveRealtyCompany/

https://www.linkedin.com/in/jennifer-genord-1b7a9752/

t a few years on a team learning invaluable and market analysis skills, and is so grateful habits2 and systems she was able to develop. been an invaluable asset in creating her own

where the culture of profes camaraderie, and the robust her feel excited to be in the of her continued success. “ I found @, it is taking my b next level. It’s exactly wher

10/12

Community plays an int Kassie’s work and life. She ily are always finding wa their local neighborhoods a Whether it is making sack l homeless or organizing trip Starving Children for as many people as s she says “nothing is more important than Currently she is a member of the Edgebroo Association and volunteers on the parent of her children’s schools. She is also an Active Visions where she and her childr with residents at the center playing game doing art projects. Kassie hopes to join th Visions Foundation this year. Additionall K9s has landed her at many galas and family is currently awaiting their first fo Chicago Canine Rescue. “Once we get tha Copyright Top Agent Magazi promoting them and looking for their for Co Top Agent Magazine keep your eyes out!” https://www.instagram.com/nickellstellarhomes/

www.

https://www.facebook.com/p/Dedra-Nickell-100068320204598/?paipv=0&eav=AfZ07_hgAXYKgynsAt7I2bplxLHg2NbILjRM23whLpJ7gJ8AhTMhaTKTtgXhZNIxcS8&_rdr

https://www.linkedin.com/in/dedra-nick

www.

https://www.facebook.com/profile.php?id=10003

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry. But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem. 4

1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours. If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it? Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too. Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost. It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening. You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood. When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door. Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients. As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier. Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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SALVATORE SETTEPANI Top Agent Magazine

SALVATORE SET TEPANI “I look out for the best options for my clients and make sure their best interests are being served. Because I’m a home inspector, I know how to look at what’s going on with the house when I walk through with a client.” Sal Settepani got his start in real estate after getting out of the restaurant business he owned for over 15 years. At the suggestion of a neighbor who worked in real estate, Sal went into the home inspection business, starting his own company. 8

It wasn’t long before Sal decided to try his hand at sales, and he quickly realized that he had discovered his passion. In his first year working in New York, Sal sold 15 homes. The following year he expanded into New Jersey as well and Top Agent Magazine

sold 49. Sal draws on his experience as a home inspector to help clients get an expert perspective on the home they’re looking to buy or sell. In New York, Sal serves Staten Island, downtown Brooklyn, and Manhattan. In New Jersey he serves Monmouth and Ocean Counties, as well as some of North Jersey. Together, repeat and referral clients make up about 90% of Sal’s business, and it’s easy to see what keeps people coming back. “Clients appreciate

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my honesty,” Sal explains. “I look out for the best options for my clients and make sure their best interests are being served. Because I’m a home inspector, I know how to look at what’s going on with the house when I walk through with a client. I make sure that it’s going to be a true home, not a problem for them.” As a result, Sal says, “Most of my clients become lasting relationships when we’re done.” Staying in touch with those clients comes

naturally to Sal. In addition to holding client appreciation events, he keeps top of mind with them via gifts, cards, texts and connecting on Facebook and Instagram. The effectiveness of Sal’s communication is also apparent in the marketing he does for his listings. He invests in social media marketing campaigns as well as old-school print advertising to get the word out. “When it comes to selling, we do a full marketing plan for every house,” Sal says. “We make sure your house is ready to sell, giving it a fresh coat of paint, decluttering and staging.”

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“When it comes to selling, we do a full marketing plan for every house,” Sal says. “We make sure your house is ready to sell, giving it a fresh coat of paint, decluttering and staging.” Sal uses open houses to generate interest, and with this comprehensive marketing push it’s no surprise that his listings normally sell within 30 to 40 days. In the future, Sal says, “I am looking to scale. So far we have an 8-person team, and I would like to develop a 30-to 40-person real estate team with members who all have the same interests as myself. My goal is to sell 100-200 homes a year.” The team also recently launched their commercial division. Top Agent Magazine

and I’m a big advocate of giving it a try and making it happen for them. I’m always there trying to help people and educate them on how to accomplish their dreams.”

For more about Salvatore Settepani, you can reach him at 917-559-9158 or sal@salsettepanirealty.com, and you can find him online at salsettepanirealty.com www.

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly. Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious. Here are some things that you can do to increase morale and productivity in your workplace: 13

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

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team. An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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

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

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too. Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees. Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit. Top Agent Magazine

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MARIA NAZARIO

While the rest of the world was shutting down during the pandemic, Maria Nazario was revving up to take off. The former hair stylist was use to working long hours and taking care of customers, but she was tired of living paycheck to paycheck. “Real estate seemed like a good fit for me. I jumped in headfirst, and honestly, it’s been absolutely non-stop ever since. It’s so rewarding, and the best decision I ever made.” After building a thriving business in the last three years in Myrtle Beach, South Carolina, Maria has quickly established herself as a rising star with Jeff Cook Real Estate. In fact, the brokerage has already discussed the possibility of her setting up her own team in both Charleston and Myrtle Beach. She attributes her success to her strong work ethic, dedication to giving 110% to her clients, and strong referral network. “My

referral business has been amazing. Ninety percent of my business has come from previous clients and referrals. I take pride in what I do, and I’m more willing to go above and beyond for my clients.” Maria’s genuine passion for the business and enthusiasm for the industry is contagious. “I like the flexibility of being able to see different homes, and I really enjoy the excitement

my clients have when I call and say we have an offer or the offer was accepted. I love to satisfy my clients, put them in good financial situations, and get them into the home of their dreams.” Last year, she achieved an impressive sales volume of just under $20 million. Part of that success can be attributed to her savvy mix of marketing methods, including video, open houses, and heavy use of social media like Instagram and Facebook. “Social media is absolutely huge. All of my clients are friends on social media, so they’re constantly seeing the market and the trends. I always keep them all within arm’s reach.” Maria’s affiliation with Jeff Cook Real Estate has further deepened her commitment to giving back to the community. The firm donates to over 200 charitable organizations, and many agents, including Maria, donate a portion of their commission to charity. When she’s not working, Maria loves spending time at the beach with her family, cooking, and enjoying water sports. One of the major highlights of her life has been the adoption of her three-year-old son, who is her major priority and the greatest joy in her life. “He’s one of the reasons that I work as hard as I do. I would give this child anything in the world.” In the future, Maria hopes to inspire others who come from humble beginnings to achieve success through their passion for real estate. “I’d like to one day have a strong team with passionate people who share that same dedication to the industry that I do. I would love for people to come from a rags-to-riches situation where they get into real estate because they have a passion for helping people—and earn financial success along the way. I want a team of likeminded individuals who will kill the game!” Top Agent Magazine

Contact Maria at 203-841-9258, email nazariorealestate@gmail.com or visit her Facebook or Instagram

https://www.facebook.com/maria.moschello/about/ https://www.instagram.com/coffee.and.contracts/

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... 18

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

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

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

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

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

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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 20

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

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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AL POSILLICO 8/8/23, 8:56 PM

Al Posillico’s journey into the world of real estate was far from conventional, but it has been nothing short of extraordinary. From being the director of Physical Medicine for a pain management clinic in White Plains, NY, to becoming a successful REALTOR®, Al’s life has taken an unexpected, and remarkable, turn. “I was in an automobile accident while working in physical medicine,” he recalls. “I already had my real estate license because I was buying and selling for myself at the time, but when I got out of rehab one of my patients said, ‘Why don’t you come and help me at my agency?’ I did, and within a couple of years, I opened up my own office with RE/MAX.” Al is now with Keller Williams in Scarsdale, heading a small, efficient team of three.

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Over the years, Al has left his mark on the real estate landscape, serving the communities of Westchester County, venturing into Rockland and parts of the Bronx. When asked about the key to his success, he is quick to point out that he dotes on all of his clients. “I treat them all as if they were my patients, with tender loving care,” he shares, “and I never lose sight of the fact that for most people this is a stressful situation. I’m used to doing transactions 30 or 40 times a year, but most people do this one, two or three times in the course of a lifetime.”

Al Photos

how they’re doing, and make sure they’re happy.” He understands the value of communication and genuine connection, and it has become THE cornerstone of his business. “Whenever I am mentoring young agents just getting started in the business, I tell them two things: NO DEAL IS A GOOD DEAL UNLESS IT IS A GOOD DEAL FOR BOTH SIDES; and CURRENCY IS NOT ONLY MEASURED IN DOLLARS AND CENTS.” He also says that “… if you put client satisfaction as the top priority the financial success naturally follows.” 10/12

Apart from his real estate endeavors, Al is an animal lover and involved with the ASPCA, championing pet rescue efforts; “ I always have at least two pet rescues at home.” When not busy with real estate, he enjoys relaxing with movies, gardening and spending time at his favorite getaway location, Provincetown. “That is my favorite place to be,” he says. Al still enjoys every day spent working real estate. “I’m up at 6:30 in the morning, and it’s game on from nine to seven. It’s still fun for me,” he says. As for the future of his business, he has a simple yet profound outlook. “As long as I keep having fun, I will continue to do this until they tell me to stop, or I can’t do it anymore.”

After 21 years in the business, his passion for real estate and his clients translates to a healthy 90 percent repeat and referral business. “I love doing this,” he enthuses. “I’ve been blessed twice to have professions that I thoroughly enjoy. I love working with sellers and buyers, meeting new people and helping them realize their dreams.” Al’s commitment to his clients goes beyond the transaction. He maintains strong relationships with past clients, staying in touch through phone calls, texts, emails and in-person visits. “I typically stop by to see my clients 30 days after closing,” he says. “I bring a house gift and see Top Agent Magazine

Contact Al Posillico at 914-953-8433, email alposillico@kw.com or visit https://www.facebook.com/AlPosillicoSellsHomes/ his Facebook orhttps://www.linkedin.com/in/al-posillico-80b02717 LinkedIn Copyright Top Agent Magazine 23

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ANDREW SCHERL If there’s one thing that can be said about Andrew Scherl, it’s that he knows how to take lemons and turn them into lemonade. With what he calls a “terrible case of attention deficit disorder,” real estate, with its constantly changing landscape, has become the perfect fit for him. “With my ADD I’m all over the place,” he says with a laugh. “For this job, you have to like the fact that each day is completely different from the last. You never know what you’re going to be doing, how you’re going to do it, and every transaction is different.” Licensed in 2016, Andrew comes from a sales background with a payroll services company. “Every time I signed up a REALTOR®, he or she would show me pictures of their family, or their kids, or all of them at the beach. And I realized their work-life balance was pretty amazing. So I looked at my situation and started thinking about real estate.” Encouraged by his father, a former firefighter who had delved into real estate, Andrew decided to take the plunge. He initially began working with a small mom-and-pop brokerage, where he soaked up a wealth of knowledge, and now works with eXp Realty, a virtual, cloud-based brokerage, in the Charleston, S.C., market. Despite the challenges posed by the pandemic, Andrew and his partner, an “organic” team of two, adapted seamlessly to the virtual landscape. But Andrew’s success in the real estate world is not just due to his technical expertise; it’s also rooted in his genuine connection with his clients. “About 90 percent of my business is referral-based,” he points out. “I’ve spent time using social media and sending out mailers and newsletters, but it’s really about building personal relationships between me and my clients. If you do well by your clients and have that personal touch, obviously they’re going to refer you to their family and friends.” His track record speaks for itself; he averages 30 transactions a year, totaling between $12 and $15 million. Top Agent Magazine

Andrew’s innate problem-solving abilities have also played a significant role in shaping his career. Every day is a new adventure for him, and he loves it. He relates how one of his first closings involved an FHA loan. “The FHA appraiser came in and said the house looks great, but it doesn’t have an oven,” he recalls. “We need an oven, the appraiser said, or they can’t approve the sale.” When neither the buyer nor the seller was willing to provide the oven, Andrew came up with an ingenious solution, and the deal was saved. “I drove down the street, I got an oven from one of my relatives, drove it over, and put it in the house myself,” he says. “The appraiser came back the next day and said the house was good to go.” Andrew’s love for real estate and his ability to navigate challenging situations have been the driving force behind his success. Looking to the future, he remains optimistic about growing his business and maintaining his strong output. “No matter what, I want to keep that personal touch,” he adds, “because sometimes, when you get too big, you start losing that.”

For more information about Andrew Scherl, please call 410-490-7937 or email Andrew@CharlestonHouseNow.com, visit his Instagram, Facebook, or LinkedIn www.

www.

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 26

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

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

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

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second. We all do it! Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

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

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful. Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova27

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

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news? Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 28

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business. Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about. Top Agent Magazine

DEDRA NICKELL Dedra Nickell of Kansas City, Missouri, grounds her thriving real estate business in a bedrock that combines equal measures of empathy, dedication, and passion to guide her everyday life. “I love helping people conquer their fears and challenges. Whether that’s mentoring new agents or helping first time homebuyers through their financial hurdles, this career lets me live a life of service to everyone.” Four and a half years ago, while working in corporate America, Dedra was approached by a friend who was launching their own brokerage. “I had always wanted to go into real estate,” she recalls, “but I was hesitant to jump into a commission-only career. I was able to get a salaried position while working as an assistant and learning the back end of the industry, and I got my license within three months of starting out.” In addition to becoming a licensed REALTOR®, Dedra has gone on to obtain several designations within the industry, including Accredited Buyer’s Representative (ABR), Certified Home Selling Advisor, Certified Home Buyer Advisor, and a position as a ReeceNichols Consultant. Dedra is also the president of the Business Network International (BNI) chapter in Kansas City, Missouri. Her diligence and dedication has paid tremendous dividends: Dedra has grown to head her own group within the Rob Ellerman team, and as an individual agent, she consistently averages between $6 and $10 million in annual volume servicing metropolitan Kansas City and surrounding locations. Her efforts are bolstered by a book of business that is over ninety percent repeat and referral clients, and her testimonials broadcast a seamless experience that features a white-glove level of care. “I try to make sure I am ‘stellar beyond the sale,’” she exudes. “I concern myself with making lifelong relationships, rather than focusing on transactions. Whether it’s a client appreciation event, a ‘Care Call,’ or just keeping people informed with quarterly real estate Top Agent Magazine

reviews, people know I am always looking out for them.” Dedra’s empathy extends beyond her clients and well into the greater Kansas City community. ReeceNichols Real Estate has recently recognized her as a “Community Agent in Action,” and she champions several quarterly events as a member of her brokerage, including home buyer workshops, house repair campaigns, and ongoing food drives. She also donates between $100 and $200 from every commission check to sponsor families who need temporary accommodations while their children are admitted to Children’s Mercy. “I’m a proud wife and mother of two incredible boys. Being able to support other families is a big part of my career, and I know every little bit helps during desperate times.” With her position cemented in the industry, and her private impact steadily blossoming, Dedra is looking forward to mentoring up and coming agents while her business continues to grow. “I’ve got two experienced agents coming on board, and two brand new agents who are in the process of taking their tests. Mentoring is a different kind of service, but I am excited to share what I’ve learned!”

Contact Dedra Nickell at 816-695-8102, email dedran@reecenichols.com, or visit her Instagram, Facebook, or LinkedIn

https://www.instagram.com/nickellstellarhomes/

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https://www.linkedin.com/in/dedra-nickell-939595161/

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EMILY GARCIA Determined to succeed from the start, Emily Garcia has made great strides as an agent in West Michigan. After struggling with the physical demands of her previous job, Emily’s husband encouraged her to look into the world of real estate. Not only did she take the leap, but she also mastered the ropes while recovering from back surgery, enduring a company merger, and facing the ups and downs of a fledgling career. Emily’s debut year was marked by a remarkable 17 closings, even after taking a four-month hiatus for her surgery. She quickly ascended the ranks, making it to the ‘top producer’ status within a year—usually a feat that takes several years. The following year, she replicated her success and is on track to achieve the same this year, her third in the industry. Now, Emily is embarking on a new adventure—forming a real estate team with her husband, who recently passed his real estate exam. Emily stands out through her unique blend of genuine warmth, honesty, and a deep sense of responsibility toward her clients. “I try to be genuine and honest and true to my clients,” she explains. “I really watch out for them as though I’m watching out for myself.” Her approach has led to relationships with her clients that transcend the usual business associations, with many becoming close friends. Her service portfolio extends beyond traditional boundaries as well. Besides residential real estate, Emily has demonstrated proficiency in dealing with the commercial side of things, catering to buyers, sellers, and investors alike. She brings modern techniques to her practice, utilizing online marketing to expand her reach and optimize results. Her marketing strategies are incredibly effective. “I have my own private marketing team that I hire,” she shares, “they check the algorithms and social media and place my ads at the right times in the right areas.” Her social media presence is so extensive that people often approach her, noting her widespread visibility 30

online. But it’s not just about digital channels. Emily also utilizes the power of a personal touch through a monthly mailing that stands out among traditional real estate marketing efforts. “My grandma has a ton of recipes,” she reveals. “I mail those out monthly, and just call them ‘Grandma Lee’s Recipes.’ It’s been a huge hit.” The initiative has been so successful that people call just to join the mailing list and be part of this heartwarming outreach. When she’s not working or engaging in community service, Emily unwinds with a good book that captures her interest. She and her husband also enjoy exploring their state through day trips, seeking out new towns, great places to eat, breweries, and wineries. The future will focus on three principles that continue to prove successful for Emily’s work in real estate: faith, honesty, and integrity. She intends to keep her clients as her top priority, consistently ensuring they receive what they need and deserve. For Emily, the most rewarding aspect of her work is her interaction with clients, solving unique transaction issues, and providing a service that extends beyond just business. “I just love the people. Being able to work with them is the best part about my job.”

For more information about Emily Garcia, please call 616-836-2878 or email emily.garcia@cbgreatlakes.com Visit her Facebook, or LinkedIn www.

www.

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked. Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies. For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 32

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups. Encourage groups to think up team names, and organize trivia questions into themed categories. Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively. Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked. Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way. At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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JENNY HEMSTROM Jennifer Hemstrom is an exceptional communicator and a helper at heart. Having started her career in marketing and advertising at a commercial brokerage, she got a taste of the entrepreneurial life when she became an owner of a gym. It was then she knew it was time to fulfill her passion of helping people. “I saw this other side of life, and I knew I wanted to get out there,” she explains. “Real estate has been nothing but good and is really fulfilling to me.” Working with a team at Thrive Realty Company, Jennifer has been with the same broker since she began six years ago. “It’s a wonderful team,” she says. “I would never think of leaving.” Serving primarily the Tri County area, Jennifer makes it a priority to work with a vast array of properties and listings. “I don’t pigeonhole myself,” she explains. “I’m all over the map. It’s all about the people and the experience and the relationships I’ve built.” Jennifer’s continued success is a testament to her character and, not surprising, most of her business is repeat and referral. “I’m big on communication, and in this industry it can go a long way,” she says. “I treat my clients like they’re family.” One aspect that sets Jennifer apart within the industry is her innate ability to foster client relationships. “I always check in, even if it’s just to let them know the transaction is going well. I keep people informed,” she says. “I’m a genuine person, and I care about the people I serve. My clients are my priority and they feel that from the beginning to closing.” With her dedication and commitment, it’s easy to see why

Jennifer’s volume was just shy of nine million last year. This year, she is on track to meet her goal of 10 million. “When I write an offer, my clients know I’m going to bat for them,” Jennifer says. “I take the time to collect all of the information so I know I’m presenting them in the best light.” Combining her extensive experience and impressive skillset, Jennifer’s approach to marketing is smart and hands-on. “We do video walkthroughs and if the seller is OK with it, I’ll do a Facebook Live when I sign a new listing. This way, there’s immediate interest and we get really good engagement, even from people who may not be actively looking.” As for what she likes most about real estate, Jennifer says it is the people and relationships. “I knew I wanted to help people when I was younger but wasn’t quite sure what that looked like,” she explains. “Now I know. This is me. I like the hustle. I like the drive. I like the chase. I just love it.” When she is not working, Jennifer is all about family. “My main focus when I’m not working is giving my son the undivided attention he deserves,” she says. “We like to be outside as often as possible. Whatever it may be, I just want to be outdoors.” Looking forward, Jennifer plans to grow. “I want to keep doing what I’m doing and grow every year,” she says. “I would like to be a lead agent. I like being a part of a team and would love to potentially have a showing partner to ensure that I can do everything on a higher level. My goal is to do more, improve, and polish my craft.”

For more about Jennifer, please call (248) 514-0175, email jennifer@thriverealtyco.com, visit thriverealtyco.com, Facebook, or LinkedIn www.

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https://www.facebook.com/ThriveRealtyCompany/

https://www.linkedin.com/in/jennifer-genord-1b7a9752/

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JESUS GONZALEZ In the bustling streets of Nashville, Tennessee, real estate maven Jesse Gonzalez is making waves with his unique approach to the industry. More than just a successful real estate agent, Jesse’s mission is to be a catalyst for generational wealth and positive change in his community. His journey from adversity to triumph has shaped his commitment to civic engagement and sincere support for those seeking prosperity. As life often does, it led Jesse Gonzalez away from his original legal career path and into the world of real estate in 2005. Fueled by a determination to break through industry barriers, Jesse took charge of his destiny and enrolled in asset management schools to embrace the REO industry and step into foreclosure management. However, during the height of the Great Recession and foreclosure crisis in 2008, Jesse saw the opportunity to create a network that would foster collaboration and support during these challenging times. Fast forward to 2023, and Jesse’s vision has become a reality with the REOPro network, uniting over 16,700 members nationwide. Agents, title attorneys, asset managers, and lenders converge to share experiences, leaving competitiveness for a collaborative spirit behind. Jesse firmly believes that “a rising tide raises all boats,” and this philosophy underpins the network’s success in elevating its members’ careers. At the helm of Liberty House Realty, Jesse seamlessly merges his passion for empowering others with his expertise in the Nashville Metro real estate market. With an impressive annual volume averaging between $15 and $20 million, Jesse’s boutique, flat-fee, full-service enterprise has built a reputation for delivering genuine fiduciary services. Over seventy-five percent

of his business comes from referrals, a testament to his client’s trust. Jesse’s forward-thinking approach keeps his client’s best interests at heart. Utilizing technology to stay lean while harnessing the power of the MLS and social media, he ensures clients retain as much equity as possible. His commitment to equity preservation extends to every transaction, where he provides true fiduciaries and empowers clients to make sound housing decisions that transcend class barriers. In addition to his dedication to real estate, Jesse actively engages with his community. A graduate of the Nashville Citizens Police and Sheriff’s Academy, he embraces opportunities to contribute to civic well-being and public safety. His speaking engagement at the prestigious Five Star Conference in Dallas this September is another testament to his commitment to sharing knowledge and inspiring others. Jesse’s sights are set on expanding his business to new test markets. Already mentoring agents in Florida and Arizona, he aims to empower more individuals and replicate the success he has achieved in Nashville. With a winning business plan and a heart for community betterment, Jesse’s impact promises to extend beyond state borders. Jesse Gonzalez’s journey is a testament to the power of perseverance, community engagement, and genuine support. As Nashville’s real estate champion, he continues to make strides in the industry while making a difference in the lives of those he serves. In Jesse’s world, real estate transcends mere transactions; it becomes a vehicle for empowering others and creating a legacy of generational wealth.

For more information about Jesse Gonzalez, please call 615-424-0961, email JGonzalez@LHRLLc.com or visit LibertyHouseRealty.com www.

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

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

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent. Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations. When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options. Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario. During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest? When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 36

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

Seller’s Perspective: How powerful is cash? Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital. While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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KASSIE HOULIHAN Kassie Houlihan is passionate, hard working, and always goes above and beyond. Her high level of integrity and extensive knowledge ensure her clients a positive, successful experience. She is a teacher by trade, but left the path after ten years to start her family. Instead of returning to the classroom, she decided to focus on other endeavors, working as a project manager for ALMA and a property manager for her family’s properties. She was inspired by her mom, a talented interior designer and property investor, to get into the business. Her experience has given her an impressive skill set as a REALTOR®. Nearly 10 years ago she became licensed and knew this was what she was meant to do. “Each year I grow and learn and build confidence and I can say I love what I do,” she explains. “Home is a really important place to me, and I care as much about my home as I do about my client’s, whether it is an investment, a rental, part of their 3-5 year plan or their forever home.” Kassie spent a few years on a team learning invaluable negotiation and market analysis skills, and is so grateful for the good habits and systems she was able to develop. They have been an invaluable asset in creating her own brand and her own team. She is confident that her background in teaching, coaching and consulting will help her to attract some amazing agents who want to grow and succeed together. Now a broker with @properties, Kassie’s authentic enthusiasm, positive attitude, and professionalism attracts agents from both sides of the table to work collaboratively with her. “I love to connect with people— it’s one of my superpowers,” she says. “We cannot do this job alone, ‘teamwork makes dreams work’ is what I often say. Competitiveness has its place, but real estate is so personal for our clients, it’s better we don’t let our Egos get in the way of our client’s dreams. Karma, ‘you reap what you sow,’ guides me.” Kassie loves where she works and has found a sense of Home with @properties

where the culture of professionalism, fun, camaraderie, and the robust support make her feel excited to be in the office and sure of her continued success. “I’m so happy I found @, it is taking my business to the next level. It’s exactly where I need to be.” Community plays an integral role in Kassie’s work and life. She and her family are always finding ways to support their local neighborhoods and give back. Whether it is making sack lunches for the homeless or organizing trips to Feed My Starving Children for as many people as she can recruit, she says “nothing is more important than giving back!” Currently she is a member of the Edgebrook Community Association and volunteers on the parent organizations of her children’s schools. She is also an advocate for Active Visions where she and her children spend time with residents at the center playing games, visiting and doing art projects. Kassie hopes to join the board of the Visions Foundation this year. Additionally, her love of K9s has landed her at many galas and fun runs. Her family is currently awaiting their first foster dog from Chicago Canine Rescue. “Once we get that pup, I will be promoting them and looking for their forever home, so keep your eyes out!” She is dedicated and responsive to her clients’ needs, ensuring she delivers top tier service for every type of client. “There are a lot of feelings when it comes to a transaction,” Kassie explains. “I’m transparent and lean heavily on my strength as an educator to empower my clients with the information that will help them to make decisions confidently. As a result, my clients trust me. I really enjoy facilitating the process no matter how difficult it sometimes is.” It’s easy to understand how Kassie continues to see success. Looking forward, Kassie plans for continued growth and referrals. “Home is everything, you’re home with me as your REALTOR®. I am here to build relationships and give back.”

Contact Kassie Houlihan at (708) 278-3515, email kassiehoulihan@atproperties.com, https://www.facebook.com/kassiehoulihanrealtor/ http://linkedin.com/in/kassie-houlihan-realtor Facebook or LinkedIn or visit atproperties.com/site/KassieHoulihan, www.

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LUCAS AMET Ever since he can remember, Lucas Amet knew he wanted to be in real estate. Native to the Smoky Mountains, Lucas grew up in a family who worked in the industry. “My father came from Argentina and married my mother, who lived in the States,” he explains. “He didn’t have a dime, so he started to paint houses. This allowed him to learn the foundation and the framing and then all of a sudden he found himself building units for an investor. He’s been building cabins in the Smokies ever since.” When Lucas turned 18, he got his license and began representing his father’s clients. Today he’s been practicing for two years and only has plans to grow.

entire life,” he explains. “I love communicating and getting to know people. All year, every year, I work to keep those connections.” Lucas is dedicated to serving his community and is heavily involved. “I work with ‘More Souls For His Glory,’ serving as a youth leader and minister to kids and teens that do not have a home and families,” Lucas explains. “We have missionaries in Sevier Co., Argentina, Bolivia, Venezuela, Guatemala, Spain, and many more.” More Souls For Christ provides financial assistance to international organizations, pastors, and missionaries, whose sole purpose is to further the gospel of Jesus Christ.

Lucas works solo and strictly with overnight rental investment properties, a niche that continues to serve him well. “Investors come from California and either build or buy a portfolio property,” he says. “We’ll put them under a property manager and create some passive income for them as well as great tax benefits.” Lucas’s work ethic and commitment to serving his clients are clear indications as to why his business is 60 percent repeat and 40 percent referral, an impressive feat for any agent let alone one working solo. Last year, Lucas did about $3.5 million in volume and this year is on track to breaking 10.

Looking forward, Lucas wants to grow. “I have some pretty big plans. I would love to have my own brokership in a couple of years and be able to be the best agent in the state of Tennessee,” he explains. “I’m very hungry to be the best. I have a lot of work to go, but I want to build my clientele base and a team with other realtors. I want to provide the best possible service and reinvent the buying and selling aspect. I’ll do everything to the best of my ability. I’m very excited for what the future holds. My purpose as a REALTOR® and in everything I do in life is to show the love of Christ to the people around me, and give God the glory in everything I do.”

As for how he approaches marketing, Lucas is hands-on. “For every listing, I get my photographer to shoot walkthroughs of my units alongside photos,” he says. “We create a flier and I send it everywhere I can. Every agent that is in my region sees my properties, I text and email whenever the listing goes live, and I have a network of investors who I send a newsletter to. Every listing I have, I go above and beyond to make sure everybody knows what’s out there.” Not surprising, Lucas says building relationships is his favorite part of real estate. “I come from a Christianbased family and I’ve been doing missions work my 38

Contact Lucas Amet at (865) 456-0229 or (865) 429-2121, email lukeamet@c21mvp.com, or visit century21mvp.com/Family/luke-amet www.

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A Step-by-Step Guide to

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

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

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 40

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

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease. Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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LYNETTE WILSON Lynette Wilson of Auburn, New York, has spent twenty-seven years growing her real estate career by turning personal adversity into fuel for empathy, compassion, and infinite interpersonal understanding. “I really care about people. I think when you lose a child, or you’re going through something very difficult with a child, you just look at life differently and you look at people differently. Real estate can be a rough business with people driven by numbers and transactions – but that’s just not me.” Before formally entering the industry, Lynette was exposed to real estate through several generations of agents. “My mother and grandmother are both native Italians,” she recalls. “When my grandmother moved to Auburn with my grandfather, they started buying up property together, and my mother started selling real estate in the eighties. In 1988, I met my husband and married him in 1991. I was a teen mother at 17 years old, and earned a degree in criminal justice as a single mother working 3 jobs.” Eventually, she decided to follow the family path in real estate, earning her license in 1996 and hitting the ground running. “This career has treated me well,” she explains. After working for a separate agency for five years, Lynette decided to obtain her broker’s license. “I just felt confident enough to go into business for myself,” she exudes. “I had my office in the basement of my home right here in Auburn, started my own company, and eventually got recruited by a few referral partners.” Today in 2023, L. Wilson Realty houses ten additional agents who have thrived with Lynette’s guidance, and she eagerly celebrates their improvements on her triedand-true methods of doing business. “My agents are brilliant, eager, and supportive. They are just incredible with social media – we’ve got TikTok, Instagram, YouTube, everything in-house now – we still do a lot of open houses and print advertising, but we stay ahead of our digital pipelines as well.” Top Agent Magazine

As an individual agent, Lynette maintains over 50 annual transactions serving all of central New York. She was awarded a Woman in Business award in 2009, has been a Platinum Producer for eighteen years in a row, and a recipient of the REALTOR® of the Year award in 2011. Lynette was even able to maintain this stellar track record in 2021 when, in the span of three months, she lost her father, her best friend, and her daughter. “I also raised two grandchildren until 2021,” she explains. “I could write a whole book about that year.” She feels fortunate to have been supported by her community and her family, including her husband, their son (a member of the US Air Force), and their daughter (an actress in Los Angeles). “I have a lot of respect for the people here in Auburn – the attorneys I work with, the families I’ve met – I’m a hometown girl for life, and proud of it.” Lynette converted this tumultuous year into a source of kindness for others. “I’m a grassroots founder of an organization called HEAL. I have spoken about drug addiction at local schools, with the governor, and to anyone who will listen. I love doing these things for our community, especially if it helps people wrestle with that pain. I know I’ll never stop working, but now that I’m training the next generation of REALTORS®, I want to see how else I can help.”

Contact Lynette at 315-664-0026, email lwilsonrealty@gmail.com, or visit her Facebook or LinkedIn

https://www.facebook.com/profile.php?id=100039395992674&sk=photos

https://www.linkedin.com/in/lynette-wilson-9281b82a/

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive. 42

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

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters. BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking. STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never Top Agent Magazine

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth. BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times. BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common. 43

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