NATIONWIDE & INTERNATIONAL EDITION
Turning Your Profession into a PASSION
5
Fresh New Approaches to Content Marketing
A STEP-BY-STEP GUIDE TO
CONVERTING INTERNET LEADS TO REAL LIFE SALES
FEATURED AGENTS
CHRISTY DEGENHART DIETRE FFRENCH DONNA LAMPKINS MARGARET TRAUTMANN MICHELLE KIRWIN MICHELE SPARKS MICHELLE RENÉ NICK GIORGI NORA HENNESSY PAOLA PORTILLO
HOW TO BUILD A TEAM
THAT WILL WIN BIG NO MATTER ITS SIZE
COVER STORY
BJ BURROWS
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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:
• People don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?
• Can you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?
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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons. First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a
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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal. To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:
1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine
others can join in the cause. Then it becomes a huge win for all.
2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar. Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.
3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included
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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.
4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience. Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your
ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.
5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded. We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.
Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 6
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BJ BURROWS Top Agent Magazine
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B J BURROWS
“Solving problems, reaching goals, and helping our clients and REALTORS® reach a winning solution.”
BJ oversees five offices and fifteen agents, plus several employees as the broker/owner of Burrows Tracts in Elmwood, Nebraska. “We’re a small brokerage, but we provide the same full-service that a large brokerage would.” It’s in BJ Burrows’ nature to look out for others. Years ago, after earning a degree in IT and working in corporate jobs, BJ started learning about investment properties in order to help his wife’s family weather some difficult times. Not only 8
was the real estate process interesting to him, but he enjoyed seeing the genuine impact he made on their lives. The more he learned, the more BJ became certain that he wanted to be a REALTOR®. Today, BJ oversees five offices and fifTop Agent Magazine
teen agents, plus several employees as the broker/owner of Burrows Tracts in Elmwood, Nebraska. “We’re a small brokerage, but we provide the same full-service that a large brokerage would,” says BJ. While BJ works as a broker, he also continues to sell properties. Around 90% of his clients come from referrals who heard about the top level service he provides as a REALTOR®. “Our business is very relational, not transactional,” says BJ. “I am friends with many of my clients.” At
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this point, BJ’s network of buyers and sellers is so extensive that many properties are sold before they even hit the market. BJ also goes above and beyond to act as a resource to clients after the sale for everything related to the industry. He frequently makes recommendations for vendors, contractors, and more. BJ’s wife serves as the in-house photographer for all their listings. Additionally, she manages their marketing and media efforts, always putting a personal touch
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on their branding. “She really makes the listings shine,” says BJ. They also take drone footage and use Matterport technology to do 3D virtual walk-throughs. Very active in his community, BJ is involved with multiple boards and local associations from economic development to the Chamber of Commerce. He frequently participates in sports and church fundraisers and organizes scholarships
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for high school students who are graduating. His brokerage also volunteers with many different local charities. For fun, BJ enjoys everything outdoors-related, including fishing, hunting and camping with his kids. BJ loves sticking to a plan and for the next few years, that includes thoughtful expansion of his brokerage. In the near future, he’s aiming to recruit some new agents. Top Agent Magazine
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He’s already licensed in two states beyond Nebraska — Kansas and Iowa — and wants to continue to grow their reach there. As his business grows, it’s important to him that everyone around him is also benefitting. “I’ve made a good living
making people feel good and I want the agents at my brokerage to experience the same,” he explains. His motto says it all: “Solving problems, reaching goals, and helping our clients and REALTOR®s reach a winning solution.”
To learn more about BJ Burrows, call 402-525-7722, email bj@burrowstracts.com, or visit burrowstracts.com www.
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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine
of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-
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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE
and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again. TAKE RISKS
CONNECT WITH LIKE-MINDED PROFESSIONALS
One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.
Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active
Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.
Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.
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MICHELLE KIRWIN
When Michelle Kirwin was ready for a change after working at a hotel chain, she made a career shift. With her experiences in investment properties and home renovations, coupled with the ability to take classes to get licensed in her free time, real estate became the obvious pivot. Now five years later, Michelle could not be happier with her career path! Serving the Oxford County region in Ontario, Canada, Kirwin anticipates completing anywhere from 50-60 sales in her sixth year as an agent.
looking out for the clients’ best intentions.” The genuine relationships that she cultivates with her clients have resulted in a repeat and referral business percentage of over 80%. Kirwin estimates that only about 15% of her clients come from open houses or through cold calls. Michelle works as a solo agent, but is “blessed to work with lots of other agents,” either on
Kirwin calls upon her breadth of knowledge and experience in owning, flipping, and renting properties in order to have a niche in the market. Over the years, she has made many connections with local tradespeople in the renovation world, so she is a great point of contact for her clients even beyond purchasing their homes. “I’ve never sold a house because I need a paycheck,” she comments, “I come from a point of 16
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co-listings, or inter-brokers listings. She takes advantage of social media to both stay in touch with past clients and share her new listings. She uses Facebook primarily to push her listings, but also is connected with Facebook groups in her area where Realtors can publish their listings. Aside from the digital landscape, Michelle loves connecting with people in real life. She loves hosting open houses, and will host multiple in a weekend, which she believes is a great way to get people through the doors. Kirwin also hosts many community events and is a big part of her community, whether through an annual pumpkin drive, the Realtors Care Food Drive, or even personally volunteering with Meals on Wheels. She also hosts the Kirwin Cares Charity Golf Tournament, which is now in its 3rd year, in support of Easter Seals Ontario. “I have a 5-year goal to raise 100,000 for this organization,” she explains. Kirwin is deeply connected with the people in her area who she serves both through her work and in her volunteer efforts. “I don’t know how to say no,” she laughs. “I’m not a good no-person.” Earning the title of the top producer in Oxford County during her third year as an agent, Kirwin is “still loving what [she does] as much as [she] did three months into the job.” She thrives off the excitement the buyers get when they get what they want, and feels like it is a privilege to be a part of those transactions with her clients. Outside of work, Michelle is raising her teenage son and tries to spend as much time with him as possible. She also loves to play golf and baseball, and keeps an active social life through sports, which in turn, helps her business. She strives for more of a work-life balance, and would love to take time to travel. She sees herself eventually having a partnership with like-minded agents, but “[she] hasn’t quite learned how to delegate yet.”
Contact Michelle at (519)608-3099 or email michelle.kirwin@century21.ca To check out her listings, visit heritagehouse.c21.ca/directory/agents/michelle-kirwin
http://
Follow her on Facebook, Instagram, or LinkedIn
www.facebook.com/makingmyhometownyours http://instagram.com/kirwin.michelle www.linkedin.com/in/michelle-kirwin-340ab9150/
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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales. 18
So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.
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Hire the Right Team Members
Put Your Team Members in the Right Positions to Win
You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.
Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.
To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal. Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude. Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance. Top Agent Magazine
Communicating Your Vision to Your Team
Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to
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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it. It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.
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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible. Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.
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CHRISTY DEGENHART It’s been said that a great real estate agent is also part psychologist, and that’s certainly true of Christy Degenhart. As a Sales Broker with Re/Max Realty Affiliates in Gardnerville, NV, Christy’s built a successful career drawing on her psychology education, marketing background, emotional intelligence, and exceptional customer service. She’s developed a thriving client base serving former California residents who are moving outside of the Lake Tahoe area for its spectacular beauty, slower and safer pace of life, and lower real estate prices. Last year, she personally closed 48 transactions valued at more than $28 million. She ranks in the top 1.5% in the nation for sales volume, was voted #1 Real Estate Agent for over 7 years by the Record Courier (a local paper), and was voted in the top 20 of all female REALTORS® in northern Nevada for 2020 and 2021. Her bachelor’s degree in psychology with a minor in marketing and communication helps her understand her clients and provide the best service possible. As a licensed broker, Christy is committed to going above and beyond. “Building a sense of community here starts with me,” she says. “I’m a relationship builder. Most of my clients become lifelong friends. I love going out and about and running into them wherever I go in the community.” According to Christy, it’s an honor that people trust her to navigate them to the next stage of their lives, particularly when that change is a difficult one. “If the reason they’re moving is a happy one, that’s great: I can facilitate happy all day long. But I also love helping people who may be not in the best of situations by bringing them peace of mind and helping with the entire process from beginning to end. I want to make the experience of purchasing a house special for them. That’s what makes me happy: giving my clients a wonderful experience that they weren’t expecting.” Christy also works hard to differentiate herself from her competition with the most up-to-date marketing and communication tools. She relies heavily on social media and video to target market her listings to a specialized audience, and she’s currently the only real estate agent in the Top Agent Magazine
area who’s using videography with drones. She’s also creating a You Tube series of 2-minute videos so people can better visualize what each of the different neighborhoods looks like so that they know what it’s like to actually live there. An active supporter of the community, Christy has found a number of fun and creative ways to help those in need. She’s been a celebrity waiter to help the homeless, sponsored a hot air balloon to provide children and families with grief counseling, done a Dancing with the Stars event for charity, and volunteered for the Carson Valley Arts Council and the Carson Valley Arts Foundation. As she plans for the future, she’d like to mentor other agents in a new and novel way. “I want to create a training program for buyer’s agents to teach them how to pick up on their clients’ emotional cues and become aware of what they’re feeling: all the little things to look for to read someone. That’s is something that I’ve never seen a training program teach.” There is also a strong possibility that her son--who is now 17 and already making plans to become a buyer’s agent—might carry on her torch by partnering with her current buyer’s agent. “In the next 10 or 15 years, I will start to phase out and retire, and I can see the two of them together taking over my company. I look forward to that.”
Contact Christy Degenhart at 775-297-6825 or email Christy@degenhartrealty or https://www.facebook.com/ChristyDegenhartRealtor/about https://www.linkedin.com/in/christydegenhart https://www.instagram.com/christy_degenhart/ visit her Instagram, Facebook, or LinkedIn 21 Copyright Top Agent Magazine
DIETRE FFRENCH With a 22-year career in real estate, Dietre Ffrench has made great strides. She brings the unique perspective of her design and architecture background to her work, helping clients find homes in Georgia’s DeKalb and Gwinnett counties, as well as in the city. Her decision to enter real estate was spurred by a desire for a higher quality of life, a deeper impact on her community, and greater earnings potential. As a licensed broker, Dietre confidently navigates the complex real estate market, offering her clients unmatched expertise and a profound understanding of their needs. Choosing to work solo, she has built a strong network of fellow agents, and she’s considering adding a few select members to her team to further refine her work. Decades into her career, Dietre remains passionate and driven, seeing each new day as a challenge and an opportunity. Around 70% of Dietre’s business stems from repeat and referral clients. This high rate of return clients is a testament to her commitment to honest, organic communication. Her approach to real estate is marked by care, time, and transparency. “I do a lot to educate clients on the process and prepare them for the decisions that they’re making,” she says. “I’m there to guide them and make them feel completely empowered.” Her unique skill set, which marries architecture and design, is particularly beneficial to her investor and builder clients. She partners with them right from the conceptualization phase, ensuring their projects align with the target demographic. Her involvement in the selection of finishes and colors, both interior and exterior, reflects her commitment to minimizing property time on the market and maximizing returns.
When it comes to spreading the word about her listings, Dietre takes a multi-step approach. Her strength lies in providing reliable and high-level services. Aligned with a brokerage known for its marketing opportunities and exposure, she is able to reach a wide range of potential buyers. One of the many types of properties she typically handles - modern new constructions and resales - has garnered her a niche following, who keenly anticipate her listings. She places a significant focus on quality photography, understanding the crucial role it plays in today’s online-dominated real estate market. “If the photos aren’t engaging, people won’t be inclined to look at the property,” she says. A dedicated mother of two teenage boys, Dietre’s community involvement primarily revolves around supporting her children’s activities. She holds the position of Booster Club President at their high school and volunteers for various school-related causes, such as football and soccer clubs. Additionally, she contributes to local city events, like the Tucker Day community festival. Dietre is also an active member of Alpha Kappa Alpha Sorority, Inc., participating in numerous volunteer activities, from marathons to highway clean-ups. Looking toward the future, Dietre’s plans involve growth and diversification. She intends to build a small, branded team that could potentially offer a professional pathway for her children. With her unique skill set, particularly her work with builders, she hopes to establish a consulting arm to help investors better target their offerings. Above all, Dietre remains committed to her core purpose of helping clients make informed, empowered decisions in real estate, ensuring their satisfaction, and building a lasting, successful business.
For more about Dietre Ffrench, please call 404-663-9701 or email https://www.instagram.com/dietreffrench dietreffrench@atlantafinehomes.com, visit her Facebook, Instagram or LinkedIn
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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine
perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good. In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.
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What is employee appreciation and how do you enact it? Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months. Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output. By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment. How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 24
an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines. If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis. Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity. While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention. Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.
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DONNA LAMPKINS Donna Lampkin’s evolution from a hospitality role to a dynamic career in real estate is a compelling story of personal metamorphosis. Two decades ago, a light-hearted comment from a friend saw her trading the restaurant business for the world of real estate, embarking on a path that she describes as nothing short of a ‘blessing.’ Today, with 19 years under her belt, Donna stands as a testament to resilience and ambition, with a wealth of successful transactions to her name. Her commitment to a hands-on, personalized approach truly distinguishes her. Donna works independently, convinced that direct involvement is key in navigating clients through their real estate journeys. Serving the vibrant melting pot of Kingsport, Johnson City, Bristol Gray, and more, Donna’s work is largely referral-based. She has a simple yet profoundly effective philosophy: do what you say you’re going to do. Her secret to success lies not in the grandeur of colossal marketing efforts or automated correspondences, but rather, in the cherished old-school values of professionalism, punctuality, and responsiveness. Donna’s passion for her work shines through in her constant communication with clients, always calling them back as soon as possible. “I also get my clients in to see properties right away, because the market moves very fast,” she explains. Her integrity in her dealings sets her apart – she firmly believes in delivering honest, straightforward feedback to her clients, unafraid of speaking the truth, as she only wants what is best for them. Her dedication extends beyond transactions as she remains connected with past clients through seasonal greetings, magazine mailings, and occasional personal calls, even dropping by with a holiday
gift. But most importantly, it is Donna’s sincerity and authenticity that have resonated with her clients, many of whom have become dear friends. When it comes to marketing her listings, Donna’s strategy is a harmonious blend of modern digital techniques and traditional methods. “I do utilize social media,” she says, recognizing the power and reach of these platforms in today’s tech-savvy world. Additionally, each of her listings boasts its own website, complete with high-quality, professional photographs, and engaging copy. A notable figure within her community, Donna believes in giving back and getting involved. A few years ago, she participated in the local Dancing with the Stars event, a fundraiser for the Jeremiah School, a specialized school for autism. To her delight, Donna emerged victorious. During her free time, Donna relaxes with her friends and engages in activities that fuel her personal growth. A proud member of the John Maxwell team, she not only strives for self-improvement but also advocates for it within her community, teaching personal growth to others. Through this, she aspires to help individuals realize their potential, overcome fears, and harness their inherent strengths. As Donna looks toward the future of her business, she envisions a continuity of the very practices that have shaped her successful career. She says, “I plan to keep doing exactly what I’ve been doing.” Donna attributes her success to the personal relationships she’s nurtured over the years, never considering herself a salesperson, but rather, a dedicated professional seeking to serve her clients best.
For more information about Donna Lampkins, please call 423-416-0458 email dlampkins1959@gmail.com or visit her Facebook or LinkedIn Top Agent Magazine
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MARGARET TRAUTMANN Margaret Trautmann is well aware of the hidden treasure that is the Gold Coast of Long Island. With 32+ experience serving the Long Island North Shore, Trautmann boasts an impressive track record. One of her notable past listings includes the iconic Woolworth Mansion. Margaret’s passion for real estate blossomed at a young age when her mother briefly pursued a career as a real estate agent while searching for her own dream home. The sight of exquisite houses and mansions during various open houses captivated Margaret, leading her to pursue a career in the field. She embarked on her journey in a boutique agency, spending the first five years immersing herself in the area she served, exploring every nook and cranny. Later, she transitioned to a larger company with grander listings, where a senior REALTOR® (Mary Belline) mentored her, sharing listings and imparting business wisdom. Ultimately, Margaret found her place at Compass three years ago and couldn’t be happier with her decision. Margaret’s deep connection to the North Shore of Long Island extends beyond her real estate business. She actively participates in several organizations, both in charitable and professional capacities. As a listing agent, she primarily relies on referrals and personal connections, which keep her consistently busy. “After over three decades in this business, my contact list is overflowing,” she remarks. She maintains communication through various channels like email, traditional mail, and phone calls. Additionally, Margaret remains involved in the community, participating in a wide range of sports activities, attending charity events, and enjoying local dining experiences. It’s not uncommon for her to encounter potential clients while engaging in these activities. Working for a prominent real estate company like Compass makes marketing her listings a breeze. After 25 years at her previous firm, Trautmann settled into Compass where
she opened up the Locust Valley office as a Founding Agent and she couldn’t be happier with her decision. She has happily spent 3+ years there and continues to expand her business with Compass. Margaret collaborates with a marketing expert (Allison Byrne) on her team to leverage social media and innovative mailing strategies to engage her former clients. She also advertises regularly in local newspapers and strategically places her posters at train stations along the North Shore, seizing every opportunity to spread the word about her business. These marketing tools enable Margaret to maintain a steady and lucrative workflow. Depending on the year, her annual sales volume ranges between $35 million and $50 million. Her years of experience have equipped her with the ability to navigate the ever-changing market. Despite the constant fluctuations, her favorite part of every real estate deal remains reaching the finish line. “When the deal closes, it’s such a relief to know that I’ve successfully helped get to the finish line,” Margaret asserts. “It’s a great feeling when you put people together in a situation where everyone walks away happy. The relief comes from each side walking away happy, and the next chapter begins.” In her leisure time, Margaret actively supports the Grenville Baker Boys & Girls Club, an organization her children and now her grandchildren are involved in. She remains engaged in various sports activities and is currently enthralled by pickleball. “It generates new business and helps me release the daily stress from Real Estate,” she chuckles. Looking ahead, Margaret aspires to spend more time flipping houses with her husband, a busy contractor. They have previously undertaken a remarkable project together and would love to embark on similar ventures in the future. As a seasoned REALTOR®, Margaret’s foremost advice is to foster teamwork, regardless of the individuals involved, and to walk away from each deal with dignity, always looking forward to future collaborations.
To get in touch with Margaret, please call (516) 361-4646 or email margaret.trautmann@compass.com
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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 28
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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MICHELE SPARKS With a career spanning nearly 24 years, Michele Sparks has made a name for herself as a leading real estate agent in Riverside, Calif. Starting as an assistant for a broker, she quickly realized her passion for the industry and decided to obtain her license. Taking a leap of faith, Michele ventured out on her own, and within a couple of years, she soared to become the number one agent in Riverside. Since then, she has grown her business exponentially, earning a reputation as an unstoppable force in the field. When asked about her secret to success, Michele attributes it to her commitment to client satisfaction. “My repeat and referral business accounts for about 95 percent of my clientele,” she states. “As the children of my clients grow up, I’m now selling them houses.” As a solo agent, Michele understands the value of collaboration. She leverages her extensive network and nurtures relationships with other agents in the area. Her involvement with the Sotheby’s referral network has proved invaluable, allowing her to market her listings not only to the public, but also to agents who have potential buyers. Michele consistently achieves an impressive, annual volume of $30 to $40 million. “I enjoy the diversity and constant learning,” she explains. “Every transaction is different and it is never the same thing every day. The last couple of years I’ve been learning to do a little more of the agricultural land and commercial real estate, so every year I’m learning something different and that’s what I like about it.” Outside of work, Michele is deeply committed to her community. Whether it is supporting sports-related activities for children or participating in charitable events within the community, she actively seeks ways to give back. “Anything that I can do for the communities I represent, I do,” she adds. “And I’ve been involved in pretty much anything that has to do with my kids’ sports and activities.” Top Agent Magazine
Looking to the future, Michele has ambitious plans for her business. She aims to further develop her property management company and capitalize on the growing luxury market. The Sotheby’s brand provides her with the perfect platform to focus on high-end properties, which has seen tremendous growth in recent years. Additionally, she intends to explore commercial properties, particularly those related to businesses, agricultural land, and multi-unit residential buildings. Recently honored with RealTrends’ prestigious Thousand’s award, which recognizes the top 1.5 percent of real estate agents in the nation, Michele’s accomplishments are truly remarkable. She has managed multiple real estate offices over the years, has been a broker, and was vice president of Prudential California Realty. She managed it all by building relationships, she says, which are key to success in the business. “Over the years I’ve developed a lot of relationships,” she shares. “I’ve closed almost 1,100 homes over the course of my career, and I make sure to keep in contact with all of my past clients.”
To contact Michele, call 951-367-9431, email her at msparks@pacificsir.com or visit her website: thesparksteam.com www.
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MICHELLE RENÉ In the heart of Coeur d’Alene, a picturesque resort town nestled in the Panhandle portion of northern Idaho, top-producing real estate broker Michelle René has been leaving her mark since 2017. Following an insightful personal journey into property investment, she dove headfirst into real estate, eager to help others navigate its complexity. Today, six years into her profession, she is the founder of Destination Living and leads a small, dedicated team comprised of another agent and administrative personnel. Noted for its distinctive four-season allure, Coeur d’Alene shines in all seasons, with winters highlighted by a flurry of Christmas activities and active nearby ski resorts. “The summers here are also magical,” Michelle says. “The resort is bustling with activity, the downtown area is alive with street fairs and great eateries, kids and adults of all ages are playing at the lakeside beaches, and boaters are out enjoying the lake. In my opinion, it’s one of the most beautiful places on earth.” Whether it’s a destination retreat or a forever home, Michelle and her team know the key to unlocking the best Coeur d’Alene has to offer. Michelle exemplifies what it means to connect with clients. Around half of her business stems from referrals and repeat customers, a testament to the trust she’s managed to cultivate over the years. “I stay in touch even after the transaction, keeping them up to speed on what their home is worth as well as local market updates and community events,” she explains. By sending out regular postcard updates and emails, she ensures they feel valued and informed. She also organizes client appreciation events periodically, creating memorable experiences like a Christmas fireworks viewing party. Michelle’s recently opened downtown office in the heart of the resort
community has allowed her to become even more accessible to her clientele. This strategic location has amplified her ability to organize events and stay top-of-mind among her clients and community. “I take great pride in being very involved in the local community,” Michelle says. “I feel it gives me an edge in my business.” In Michelle’s world, real estate is more than just a transaction—it’s a relationship that keeps evolving. Working with all types of buyers and sellers, including investors who want to find income-producing properties, Michelle aims to exceed expectations. When it comes to marketing, Michelle adopts a unique and flexible approach, tailored to the specific characteristics of each listing. “I do quite a bit to market my listings,” she reveals. This includes routine measures like utilizing the MLS and other syndication services, but she doesn’t stop there. Her inventiveness shines in the specialized mailings, social media, online marketing, and the unique open houses she hosts. Whether it’s an after-hours wine and cheese event for the neighbors or an organic gardening class at a property that houses a hobby farm, Michelle crafts experiences that intrigue and entice potential buyers. In the future, Michelle envisions her business expanding and thriving. Each year has seen her climb higher than the last, and she has plans to scale up her team to meet the burgeoning real estate demands in Coeur d’Alene. “I’m looking at growing the team over time, which will happen organically as the business grows.” An ambassador for her beloved town, she invites people to explore Coeur d’Alene and its distinctive charms, such as the Floating Green on the lake and the vibrant Sherman Avenue, where her office sits opposite the iconic clock tower.
For more information about Michelle Rene, please call 208-699-5350 or email Michellerene@windermere.com, visit destinationliving.co, Facebook or LinkedIn http://
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https://www.linkedin.com/in/michellerenebroker/ https://www.facebook.com/destinationlivingco
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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. Top Agent Magazine
DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean
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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.
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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.
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NICK GIORGI After four years of being licensed, Nick Giorgi remains dedicated to his original mission: To help, serve, and educate people. “In 2019, I inherited my father’s property. I was working with an agent and it really sparked my interest,” he explains. “I found it to be a challenge and something different. The opportunity to be there for people in such an exciting moment is absolutely rewarding to me.” Nick works as a solo agent and serves the entire Las Vegas metropolitan area, including Summerlin, Henderson, and North Las Vegas. His extensive knowledge of the community is one reason his repeat and referral business is a highly impressive 100 percent. His commitment to his career and his clients is another. “I believe in being present and being there for people. It’s about education for me and helping people build generational wealth.” When it comes to marketing, Nick is hands-on and always several steps ahead. “I take the time to evaluate the situation, make sure that I have photos taken a couple of weeks before and have the marketing campaign set and ready to go to maximize sellers’ profits,” he says. “I do online marketing including to out-of-state buyers. That way houses get the most exposure. We also do a price-based analysis on the property so people understand their market value.” Not surprisingly, Nick is on track to close 47 transactions this year, a notable accomplishment for anyone let alone a solo agent. In terms of his community, Nick is heavily involved with several organizations. He sits on the Board of Directors for Lambda, a non-profit dedicated to providing “an environment of success for the Lesbian, Gay, Bisexual, Transgender, and gay-friendly business community” and is involved with the Las Vegas Chamber of Commerce. Furthermore, he is the Young Professionals Network Vice Chair for Nevada REALTORS®, which aims to help new agents become the best version of Top Agent Magazine
themselves while also growing their own businesses. As for his favorite part of real estate, it is his place within the industry, as it affords him the chance to serve others. “I do this on a day-to-day basis, while the average consumer does this every seven years. You get the opportunity to be there for them and to walk them through this process,” he explains. “I get to educate them and give them the tools for the best outcome. It’s really rewarding when you help someone achieve a goal they may not have thought was achievable. It fills my cup to be there for someone. It’s a win-win for everyone involved.” When Nick is not giving back to his community or working, he loves to spend his time outdoors. “Being out in the pool in the dry summer heat is quite relaxing to me,” he says. “And hiking–there are great recreational trails surrounding and within the city.” Looking forward, Nick plans to grow. “My objective is to help, guide and educate as many people as I can,” he says. “I am at the point where I’m looking to form a team. I want to bring on some newer agents to help them grow, learn the business and achieve their personal goals.”
Contact Nick at (702) 308-5584, email RealtorNickGiorgi@gmail.com, visit nickgiorgi.urbannestrealty.com, Zillow, or Facebook https://
https://www.zillow.com/profile/NickGiorgiRealtor https://www.facebook.com/RealEstatewithNickGiorgi/
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NORA HENNESSY Nora Hennessy’s journey in real estate began unexpectedly during the covid pandemic when she took on a summer leasing job for a family friend. While studying Health Sciences at Saint Louis University, Nora discovered her love for the industry, finding joy in selling apartments, handling photography and staging, and engaging with the community through social media marketing. What started as a simple summer job quickly turned into a full-blown career path. “I really loved it,” she says. “It was one of those things where it just clicked. I kept in touch with my boss from the leasing company, and she encouraged me to get my broker’s license. My real estate career started as just a simple summer leasing job.” In just her first full year in the business, Nora has already achieved remarkable success with a sales volume of $3.1 million, more than halfway to her goal for the year. She recently joined a team at the Gold Coast office of @ properties. “I love where I’m at right now,” says Nora, “and I love being part of a team. It’s great to collaborate with like-minded professionals who share the same passion for real estate.” Specializing in downtown Chicago, Nora covers a wide range of areas, including the Loop, Lakeview, Gold Coast and Lincoln Park. Her business thrives on wordof-mouth recommendations. “My clients are people first, and then they’re clients,” she shares. “I do everything I can to help them find the perfect home based on their wants and needs.” She adds that most of her business already comes from referrals. “It’s always the best compliment to get a referral from someone.” Nora is a self-proclaimed go-getter and puts in the extra effort to ensure her clients’ needs are met. Her genuine passion for real estate keeps her motivated and energized, willing to go the extra mile. “I truly love my job,” she enthuses. “It’s not just work for me. It’s like a hobby and a job rolled into one. I’ll work day and night 34
to get things done because I genuinely enjoy what I do.” Nora’s commitment to staying connected with her past clients is noteworthy. She has devised a personalized follow-up plan that includes sending friendly cards and tailored recommendations based on her clients’ interests, creating strong bonds and ensuring lasting relationships. When it comes to marketing her listings, she likes to combine digital and social media marketing with time-honored events like open houses, sending out postcards and customizing her marketing to her clients. “I also love using QR codes, as well,” she adds, “which scan directly to the listing’s web site.” Nora serves as vice president of membership for Sarah’s Circle, an organization which provides housing and support services for women experiencing homelessness in Chicago. Additionally, she volunteers her time to the marketing team of the Salute, Inc. associate board, a non-profit group dedicated to assisting veterans with housing costs and essential everyday needs. If there’s one thing that keeps Nora going, it’s her natural enthusiasm and energy for her real estate profession. “I might not have the energy to cook a nice dinner,” she laughs, “but I always have the energy for this job, because I love it so much.”
Contact Nora at (708) 818-8764, email norahennessy@atproperties.com or visit atproperties.com/site/NoraHennessy www.
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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. Top Agent Magazine
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 35
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 36
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. Top Agent Magazine
PAOLA PORTILLO Paola Portillo of Los Angeles, California, combines her private passion for investing with a systematic marketing approach and an unwavering dedication to customer service to fuel her real estate business. “I believe in a white glove level of service for any and every industry. Even though we work with so many different people, you have to take the time to get to know your clients on a personal level – understand their desires, and know how to best serve and educate them. If you personalize the experience, take your time from A-to-Z, and always keep them in the loop, they will talk about you to their friends and family!” Prior to formally entering real estate, Paola enjoyed a career as a television director and producer. “It looks like a big transition on paper,” she reflects. “But it’s a very similar experience, just with different people! We’re all trying to work together to put together an end product we can be proud of.” This familiarity with production and design has helped Paola establish a robust marketing footprint that combines social media platforms and physical flyers to ensure that her listings garner competitive offers. After twelve years in the real estate industry following her television career, Paola currently serves as a solo agent for Sync Brokerage servicing Pasadena, San Marino, and stretching into Woodland Hills. Her enterprise thrives on a book of business that has over seventy percent repeat and referral clients, and she regularly connects with investors and developers to bolster her endeavors. “It all got started when I was introduced to a developer by a close friend. I came to love the residential side of the industry, and I plan to get into flips and investments myself once I find the right team of like minded agents.” In addition to connecting with her colleagues, Paola goes to great lengths to build interpersonal connections with her extended community. “I am everywhere that people are getting together,” she exudes. “Parks, Top Agent Magazine
cities, festivals – anywhere that I can offer information. I’m not always reaching for a transaction; I’m just there to educate people and spread knowledge, particularly for first time home buyers. I want anybody who is listening to me to walk away with something they can use!” By organically expanding her sphere of influence in physical and virtual spaces, Paola supports a steady trajectory that emboldens her ambitions. When she’s not growing her business, Paola enjoys traveling and exploring the world every chance she gets. The demands of the industry, particularly for someone who is actively creating systems and networks to break fresh ground in the world of investing, are varied and interdisciplinary. “I love the day-to-day of this lifestyle. I meet new people every single day, my schedule is always booked, and you have to be the kind of person that answers your phone whenever it rings. It’s refreshing to wake up every morning knowing that the day ahead is full of adventure and novelty!”
To get in touch with Paola Portillo, please call 310-592-3043, email paolaprealtor@gmail.com, or visit her Facebook, LinkedIn or Instagram @propertybyportillo 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. 38
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 Top Agent Magazine
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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