NATIONWIDE & INTERNATIONAL 9-11-23 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

ASIM ALI BILL COOLEY CHANNON THURMOND DIANE LUONG JULIA NEAL KATIE BATSON & JORDAN LANIER BARKMAN KELLY LATZ KYLE KELLER LISA LOVELAND MAGDA CHWALEK COVER STORY

DEBORAH JAMES

6 HABITS OF HIGHLY PRODUCTIVE AGENTS MY CRYSTAL BALL: You CAN Predict You’ll Be Successful Selling Real Estate

HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers. Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent. During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce. Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to How will you market the property? Each agents’ opinions. Top Agent has a unique set of online or local

marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however. You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours. What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price. They’ll also educate you on how best to balance both market time and list price relative to sales histories your area. Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements. Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches. Top Agent Magazine

What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses? Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client. Either approach is wonderful; you get to decide what suits you. Now, let’s list! 6

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DEBORAH JAMES Top Agent Magazine

Top Agent Deborah James has been in the business since 1995 and is the leader of a highly specialized new construction team with Heritage House Sotheby’s International Realty. Deborah James has made Monmouth County, New Jersey, the newest luxury waterfront destination. Getting her start in real estate while earning her graduate degree from Columbia University, James has always had an eye for the potential of waterfront properties. As a graduate student, she purchased properties and oversaw their development, working closely with architects, builders, interior designers, and landscape architects. Deborah has been in the business since 1995 and is the leader of a highly specialized new construction team with Heritage House Sotheby’s International Realty. Deborah has brought hundreds of savvy buyers to Monmouth County to introduce them to a new level of living in Monmouth County, New Jersey. Bloomberg News recently confirmed the Jersey Shore is now a luxury destination. The Jersey Shore continues to bring new businesses to grow its economy. Netflix recently struck a deal to build one of their biggest film studios in the world at a long-closed U.S. Army base in Fort Monmouth. Deborah not only spearheads development but also helps with the financing and investor 8Copyright Top Agent Magazine

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relations to enable redevelopment in areas where old dwellings and abandoned buildings dot the waterfront transforming the land into highly desirable locations. Deborah also uses her expertise to assist NJ Repertory Company find housing for actors and celebrities while obtaining sponsorships for the development of NJ Repertory’s new performing arts center in Long Branch, New Jersey. New Jersey Repertory Company has been a cultural arts

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icon in Long Branch, NJ since 1997. Her dedication and love for her area is apparent, and she is an advocate for athletic programs and education in Long Branch as well as assisting with the development planning and funding needed for a handicapped beach mat that allows wheelchair accessibility onto the beach in Long Branch. She speaks of the importance of her work in supporting the local towns. “Without new development and redevelopment, many

“I develop strong relationships with my clients and their families,” James comments, “they want to be in the know and trust I will develop properties that will exceed their expectations and add great value to their real estate portfolios.” towns will struggle financially,” James states, “and new development helps infuse the towns with tax revenue, increases current property values, and enables the creation of new jobs.” Since Deborah has found her niche for waterfront and oceanfront luxury development. She finds that at least 20% of her buyers go on to purchase properties for their real estate portfolios at her other developments. “I develop strong relationships with my clients and their families,” James comments, “they want to Copyright Top Agent Magazine 10

be in the know and trust I will develop properties that will exceed their expectations and add great value to their real estate portfolios.” James targets this clientele with listings that have clean videography and photography that are promoted through Sotheby’s International, which has a wide global outreach as a leading real estate brand. She also utilizes various social media platforms as well as her personal website to share her properties, throwing out a wide net of marketing initiatives. Her sales volume per year can run from 10 million worth Top Agent Magazine

of contracts at the start of a new construction project to well over 80 million when developments are complete. Her new construction projects can take anywhere from 1-3 years to develop, with an average listing ranging from $2.5 to $5 million. James currently has over 70 million in listings. “I love taking a piece of land and creating a lifestyle that will attract people who would never [before] think of living there,” Deborah

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muses. She thrives on seeing projects through to fruition and bringing new buyers in to revitalize areas. Outside of work, James is a true local — she swims, kayaks, and bikes along Ocean Avenue. She loves to run in Monmouth County watching her new developments come to life. She like many locals believe northern Monmouth County is a hidden gem on the Gold Coast which should now be on everyone’s radar as a luxury destination within an hour from New York City.

To contact Deborah to discuss her waterfront properties, please call directly at (203) 258-3398 or email deborah.james@sothebysrealty.com To check out her one-of-a-kind listings, go to her website at waterfrontluxuryexpert.com or heritagehousesothebysrealty.com www.

www.

Follow her on social media instagram.com/deborahjames.topnationalagent www.

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job. You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction. Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance. Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client. This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer. This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 14

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly. Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on. There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed. Top Agent Magazine

ASIM ALI Top Agent Magazine

ASIM ALI

Asim Ali exemplifies compassion for his clients, setting a high standard in Chicagoland real estate. He recalls a special client who he worked with. “She was in a homeless shelter and came out of an abusive relationship,” he relates. “After a lot of hard work, including straightening out her credit, we were able to get her a loan. To go from homeless to owning a home hit me hard. It made me so happy to see the difference I was able to make for a person in her situation. I want to help people who feel as though they don’t have hope; I want them to know there’s always hope out there.”

United Kingdom, Asim’s path to becoming a real estate standout began when he came to the United States with his family at the age of 15. Witnessing his parents’ ventures into real estate investments ignited a fire within him. He recalls, “My parents would buy properties and invest in real estate, and it always inspired me.” Soon he mastered the art of buying, selling, investing and renting. Encouragement from those around

Asim is inspiring hope in his clients throughout the northside of Chicago, his primary market. But he doesn’t want to limit himself to any neighborhood or area, he adds. “I want to be supportive and be there for every person, so I’ll go wherever they need me to go, even if I have to drive miles away.” Born in the 16

him led him to a pivotal decision: “The real estate brokers I worked with all encouraged me to get my license, so in 2020 I became a REALTOR®.” That began Asim’s journey, embarking on a path that aligned perfectly with his innate knack for understanding his clients’ desires. “I can relate to the clients,” he says with confidence. “I understand what they’re looking for, and it gives me a lot of happiness to be able to put someone in their dream home.” His service extends beyond buying and selling; for Asim it’s about enriching the community. “I really enjoy helping people,” he says with genuine conviction. His focus on clear communication, both with clients and professionals, is a testament to his dedication to making the home-buying journey as smooth as possible. “When I see my buyers get their keys, and I see their happiness, that’s what really makes what I do worthwhile.” It’s not all business for Asim. He’s a food enthusiast, with a favorite Mexican restaurant, Hoffman Estates’ Los Fernandez, capturing his heart. His penchant for exploring cultures also extends to his travels, particularly his love for Asian countries like Thailand and the Philippines. Asim’s involvement in his community is a reflection of his values. He actively participates in church volunteer work, food drives and various initiatives aimed at creating a positive impact. Asim’s life story, from an inspired immigrant teenager to a compassionate REALTOR®, is a story that continues to unfold with every key handed over and every heart touched. As he puts it, “You can find your dream home because every dream is possible.” Top Agent Magazine

For more information about Asim Ali, please call 708-890-5352, or email Asim@kazmalhomes.com, or visit his Facebook

https://www.facebook.com/people/Asim-Ali/100060386050121/?paipv=0&eav=AfaDBn_BDkGw0H4rn9mzkf6OqCVBakRlVlb8HrYo2RhRmmAjiKVCk1o6XEm7r4qt6xw&_rdr

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. 18

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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LISA LOVELAND

Lisa Loveland’s energy is contagious, lighting up any room she walks into. The dynamic Boston Realtor® is on a mission to make real estate simple, seamless, and fun for her clients. It was a lifelong interest that she turned into a wildly successful second career. After spending years in technology sales, Lisa found herself burned out and ready for something new. “Real estate had always been a hobby of mine. Once I started, I loved it right away. That was 22 years ago,” she recalls.

my clients trust me because I’m a straight shooter. I’m analytical and a good negotiator. I set honest and realistic expectations up front.” Lisa also places a priority on educating, advocating, negotiating, and listening to her clients. Unlike some agents that negotiate from a win-lose perspective, she focuses on structuring a positive outcome for everyone involved.

As a seasoned Realtor® serving downtown Boston, Cape Cod, and the surrounding areas, Lisa enjoys taking care of the many moving parts behind the scenes of a real estate transaction so that her clients can relax and feel comfortable with the process. Over the years, her turnkey, full-service approach has earned her a loyal repeat customer and referral base of more than 90%. “I think 20

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When she’s working with clients, Lisa takes a calm, positive approach with a sense of humor and is always there to answer every question her clients have as well as anticipate and ward off any potential stumbling blocks. The goal is full transparency. In fact, one of her firm’s mottos is “no surprises at the closing table.” As she explains, “So many unexpected things can happen during a transaction. I make sure that my clients know what to expect every step of the way.” The Loveland Group has built a large, trusted network of vendors who can help both buyers and sellers with anything they need, from staging to painting and home repairs. Lisa particularly enjoys working with buyers because of the opportunities it allows for unbridled creativity to create the perfect home. “If you can’t find the property they need where they want it, you can expand the search into other neighborhoods. Or, if you find a property that’s only 80% of what they want, you might be able to make it exactly what they want with a few fixes.” Lisa uses the latest technologies, market research, internet marketing, and social networking sites to maximize exposure. In addition to the traditional MLS channels, she markets her listings with videos and podcasts and a variety of social media including Facebook, Twitter, and Instagram. In her free time, Lisa loves entertaining, tennis, and working out. Looking ahead, she’s proud of all she’s accomplished and has plans to keep the momentum going. “I want to continue doing what I’m doing at a steady pace—with a little bit more worklife balance,” she says. Top Agent Magazine

To reach Lisa Loveland, please call 617-834-0137, or email lisagloveland@gmail.com Visit her Website, facebook.com/lisa.g.loveland or twitter.com/lisagloveland www.

www.

My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either. 22

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business. What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business? When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

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

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

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

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Are You Lead Generating on Purpose? Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals? Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

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

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions. Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right. 24

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BILL COOLEY In the rolling hills of East Tennessee, Bill Cooley’s transition into real estate was not just a professional move, but a heartwarming family affair, spurred by the guidance of his wife, Pamela Cooley, a respected agent since 1993. After moving from Washington State in 2002 and taking a leap of faith from his career in management, Bill dove headfirst into real estate. Today, he and Pamela have their own group, The Cooley Team, which includes Bill & Pam Cooley, plus Pam’s son Travis Hardy and Bill’s daughter, Gwen Gavin. Serving the serene Loudon County, just 30 miles south of Knoxville, their primary domain is Tellico Village, a designated retirement haven with three fee-less championship golf courses and the breathtaking Tellico Lake reservoir. In a time when the real estate market is booming, especially in East Tennessee, what sets Bill apart isn’t just his knack for homes, but his genuine, authentic connections. “I’m not just an agent,” he explains. “I’m also everyone’s friend.” He has a particular connection with the retired law enforcement community, having sold to 15-20 officers in the past few years. Bill’s approach is refreshingly honest. He describes himself as a tour guide, enjoying the opportunity to chat with and assist people. Instead of merely closing deals, he encourages clients to “let their hair down” and fully embrace the next chapter of their life. “When they come to Tellico, I tell them they have done their due diligence in life, raised their family, had successful careers, and now it’s their time to enjoy themselves.” Keeping in touch with past clients is an important aspect of his work as well. Bill throws an annual party, creating an atmosphere of gratitude and community, reinforcing the sense that, with Bill, real estate is about people first. When it comes to marketing listings, Bill believes in a blend of traditional and modern methods. Their broker, Michael Rupert, who once made waves in LA as Top Agent Magazine

a marketing genius, plays an instrumental role. Michael’s expertise stretches from working with esteemed brands in the past to currently handling marketing for their agent listings, particularly through significant platforms like Zillow and realtor. com. “90 to 92% of all our marketing is through Zillow and realtor.com,” Bill explains. In a more traditional vein, Bill has taken to local advertising, sharing, “I also market on billboards in our local area.” Magazines play a role in their strategy as well, with their team currently being featured in the local ‘Neighbors of Tellico Village.’ Looking ahead, Bill and his wife see the horizon of a well-deserved semi-retirement, intending to ease out of the day-to-day grind within the next few years. They’re laying the groundwork for their children to take the lead, ensuring a seamless transition and continued legacy. Bill’s sentiment rings clear: “I’m too blessed to be depressed.” His passion for his work and the joy of working alongside family has made his journey in real estate truly exceptional.

For more information about Bill Cooley, please call 865-599-9457 or email billcooleyrealty@gmail.com. Visit facebook.com/ BillCooleyBHHSLakesideRealty

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

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

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

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

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CHANNON THURMOND From licensed optician to prominent real estate agent, Channon Thurmond’s journey into this industry is truly captivating. Starting her career as a sales representative for Marchon Eyewear, the road life became taxing, especially with her husband’s demanding schedule. Yet, destiny had other plans for her. While house hunting for her parents, a chance encounter with REALTOR® Carrie Harbuck sowed the seeds of her real estate ambitions. Fast forward to today, Channon stands proud as the owner of Johnston Realty Group Inc., with a team of seven dedicated agents, including her husband. Serving Americus, Georgia, and surrounding areas, Channon and her team are no strangers to the challenges and triumphs of the current real estate market. Channon’s impressive 12-year career in real estate is deeply rooted in lasting connections, with a remarkable 60 to 75% of her business coming from repeat and referral clients. “A great deal of my business is third generation – grandparents, parents, and now their kids,” she explains. What fuels this continued trust? A diverse portfolio of services that includes commercial land, residential properties, and an upcoming rental management program. Beyond her dedicated services, she and her team’s involvement in the broader REALTOR® community is notable. Channon serves on committees, and members of her team hold significant leadership roles, with Channon poised to be the Board President of the Board of REALTORS® in 2024. Loving her region, Channon makes sure to give back. She has previously served on the board of the local Humane Society and now shows her support through ongoing donations. Channon’s community involvement also extends to the Sumter County School System, contributing branded t-shirts for sports teams and supporting breast cancer awareness initiatives. Johnston

Realty Group Inc. makes its mark throughout the community, from advertising on the tennis courts to supporting both the private and public school systems. When it comes to marketing her properties, Channon has always been a step ahead. “I am open to everything,” she says. Though not heavily relying on platforms like Facebook and Instagram, she took the pioneering step among her peers to expand her listings’ reach. “I was the first firm in Americus that branched out and joined the Georgia MLS along with our local board,” she mentions. This move enables her and her agents to market their properties on two MLS platforms, enhancing their visibility. The efficacy of her methods is clear, with the firm boasting a remarkable $10 million in volume last year. Looking to the future, Channon has ambitious plans for the larger real estate community she’s part of. She envisions expanding into property management and further growing her firm. More than just expansion, Channon prioritizes equipping her agents and those in the Americus Board of REALTORS® with better access to education and tools. She recognizes the pitfalls of becoming complacent and believes that consistent education, attending conferences, and cross-interactions with other professionals can invigorate agents, leading them to offer superior service to their clients. Channon’s approach to real estate isn’t solely about finding the dream home for her clients—it’s about discovering the perfect fit that aligns with their financial capacity and lifestyle. Her honesty and willingness to play “devil’s advocate” sets her apart. For her, the true reward isn’t merely the sale but in ensuring her clients find a home that genuinely complements their life and brings them lasting joy.

For more information about Channon Thurmond, https://www.facebook.com/profile.php?id=100057781084916 please call 229-928-8293 or email channon.thurmond@gmail.com, visit her Facebook Top Agent Magazine

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DIANE LUONG Diane Luong wants to see her clients achieve their dreams. “About seventeen years ago I purchased my first house, and my family deemed me a real estate expert and started coming to me with questions,” she explains. “As I was going through that, I realized it was a career in which I could offer a good level of service to my clients. So I took a week and got my license, and I love it.” Based in central Massachusetts, Diane works solo with the bulk of her business in Worcester County. However, as she rarely turns away business, she has served clients all over Massachusetts and well into Connecticut. Her repeat business is at least 50 percent and her referral is 15 percent, strong numbers that she partially attributes to her affiliation with Homes for Heroes®. “It’s a national program that recognizes and rewards the efforts and service of law enforcement, firefighters, healthcare professionals, EMS and teachers,” Diane says. “Some of my existing clients are in those fields of occupation and they really appreciate the Hero reward.” As for clients who are not in those fields, Diane says they compliment her level of service. “I go above and beyond what many agents do.” To ensure she stays in touch with clients, Diane sends a mid-year check-in that contains relevant industry information such as home improvement tips, when to refinance, and home remodel ideas to increase value. She also invites all past clients to any community events in which she participates. As for her approach to marketing, Diane utilizes a mix of internet and print marketing. “I know a lot of people think that print is a little archaic, but I find that anywhere you advertise with print it goes to the online presence as well,” she explains. “I also have a marketing consultant who

takes a global-scale marketing approach through social media platforms, as well.” Understandably so, Diane’s volume is between 28 and 40 transactions a year, a clear testament to her dedication to her clients and extensive knowledge of the industry. As for what she likes most about real estate: “Seeing clients achieve their dreams and goals. Whether they are selling or buying, getting into a firsttime home, selling an estate property—it’s all about the client.” It’s no surprise that Diane is deeply committed to her community and is involved in multiple organizations and programs. “I sit on an advisory board for a local nonprofit called Planting the Seed Foundation. We’re right in the middle of doing a Stuff the Bus campaign where we collect school supplies to give to underprivileged children,” she explains. “I am also involved with a nonprofit affiliated with our local police department called The Manny 267 Foundation in honor of a local officer. I’m really ingrained in my community with them.” When she is not working or offering her time to the community, Diane loves to camp and travel. “My husband and I have a twenty-eight foot camper, and we like to go camping with friends, as well as traveling to see friends and family throughout the country,” she says. “We also spend a lot of time with our four-legged kids, our puppies. They’re my relaxation.” Looking forward, Diane plans to continue her involvement. “I’m heavily entrenched in growing exposure for Homes for Heroes®. Our mission is a very simple one where we want to recognize and reward everyone hero who serves. It’s incredibly important to respect and honor those who serve our community.”

For more about Diane, call 774-239-2937, email dluong.realtor@gmail.com, http://linkedin.com/in/dianeluong http://facebook.com/dianecaseyluong LinkedIn, or Facebook or visit dianesmybroker.com, www.

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Easy Blog Topics for Your Real Estate Blog Today, blogging looks a lot different than it did back in 2007, when the platform was just beginning to take off. Successful bloggers don’t choose blog topics on a whim. They think strategically and develop pillar content that their target audience will come back to again and again. Real estate bloggers should be less concerned with whether the same post already exists (it does) Top Agent Magazine

than with how they can be more informative and helpful than their competition. Your personality is likely the thing that your clients connect with, and your blog is another place where you can let it shine. Pillar content refers to those evergreen posts that never get old because they are always timely. Think about those questions that you’ve had to

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answer a hundred, if not thousands of times— that’s your pillar content. Wouldn’t it be nice if you could direct your clients to a blog post or, better yet, they discovered the answer on your website rather than you having to constantly repeat yourself?

Or maybe you helped a client sell their house for much more than they were expecting by conducting a series of small and inexpensive renovations. Tell your readers how you did it.

Evergreen Content

Your clients are likely new to the area. Inform them about upcoming community events or mom-and-pop shops they may have never heard of. Are there hiking trails or parks nearby? What’s the best place to grab a cup of coffee before work or a beer after? You can spotlight these places regularly as a monthly series.

This should really make up the bulk of your content. The possibilities are endless, and you could easily come up with an entire year’s worth of content with only a few hours of brainstorming. Here are some examples: You could provide your readers with a list of questions they should ask when interviewing a realtor, the steps to becoming a real estate investor, real estate facts all first-time homeowners should know, steps new parents should take to prepare their home for a baby, recommended vendors for home maintenance, or common real estate terms defined. You could explain to your readers what they need to know about home staging, which home renovations add the most value to their home, how to research schools or crime rates in specific neighborhoods, what a home association is, or how to start flipping houses and buying foreclosures.

Case Studies Sometimes realtors work with a client for years before they are ready to buy a home. Personal finance blogs are a thing for a reason. People want to see exactly how someone else achieved a shared goal. If you have a close relationship with a client who you helped become a homeowner, consider interviewing this client and writing up a case study that shows exactly how the two of you worked together to achieve this goal. 32

Stay Local

There are plenty of real estate news outlets that will be posting about the state of the market—but they won’t be talking about your specific community, and that’s where your blog comes in. Of course, if you only blog about community functions or properties on the market, then as soon as that event is over or that listing is sold, your content ceases being useful. The best real estate blogs balance their content by posting a little about all the above. Maintaining a high-quality blog means your prospective clients don’t need to visit several websites to have their questions answered because you’ve done the work for them. It’s a tool that helps you make a great first impression. If you still need help coming up with blog topics for your real estate blog, consider sending a survey out to your clients. You can send it via email and post it on social media. Ask your clients what real estate problems they need help solving and write your content with their responses in mind.

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JULIA NEAL Julia Neal’s real estate journey stands out as a testament to embracing life’s unexpected turns. After earning her Bachelor’s degree in Science in 2013, she envisioned a path dedicated to helping others through a health-focused career. But a fortuitous offer from a friend’s property management company changed everything. Here, Julia was immersed in the real estate world, from signing leases to attending marketing events. Inspired by the transformative teachings of Darren Hardy’s “The Compound Effect,” she saw her potential in this new field. By September 2015, Julia had her real estate license in hand. Now, as an integral part of Maryland’s top-performing real estate team, she serves areas from the Baltimore Metro to southern Pennsylvania and boasts an impeccable 100% repeat and referral business. Her approach to real estate is refreshingly client-centric. “Starting out I really wanted to focus on customer service and client experience, first and foremost,” she says. With a deep emphasis on personal connections, Julia ensures every client feels like they’re her most valued. It doesn’t stop at the sale, either. Her regular client appreciation parties, crafted monthly newsletters, personal outreaches, and engaging content are a testament to this enduring relationship. Julia is also meticulous about showcasing her listings, understanding the necessity of a stellar first impression. “We all know we have just a few seconds to capture a potential buyer’s attention,” she says, emphasizing the importance of professional staging and impeccable photography. Her adept use of social media and networking with other top agents, alongside off-market offerings, exemplify her versatile and modern approach to selling homes. On her social media, she makes it a point to highlight local businesses, a gesture aimed at boosting their visibility and encouraging others to shop local. The events she organizes proudly feature local touches, from hosting at a nearby farm creamery to showcasing local Top Agent Magazine

music and refreshments. Julia’s philanthropic spirit is evident, as she donates a portion of her proceeds from every transaction to local charities, even allowing her clients to select from the beneficiary organizations. When she’s not diving deep into the world of real estate, she cherishes moments with her young son Lucas, husband Chris, and two dogs, Hunter and Lily. Morning workouts, yoga sessions, and nature walks with her family keep her rejuvenated. Amidst this mosaic of personal and professional pursuits, her ambition remains clear: to be a foundational pillar in her community and a beacon for those seeking top-tier real estate services, all while continuing to enhance the client experience. “I just love my clients and who I get to work with and support,” she says. For her, the joy lies not just in the business, but in the genuine impact she has on people’s lives. “My goal has always been to help and influence others in a positive way.” With a keen understanding of the current competitive landscape, Julia takes pride in the fact that over 80% of her clients get the first house that they write an offer on, a strong signal that she’s doing everything right in today’s competitive real estate market.

Contact Julia Neal, at 410-491-7141, email julia@thewhomegroup.com or visit her Facebook, Instagram, or LinkedIn https://www.facebook.com/HomeswithJulia/

https://www.instagram.com/homeswithjulia/

https://www.linkedin.com/in/julia-neal-5309b926/

KATIE BATSON & JORDAN LANIER BARKMAN In the bustling real estate hub of Topsail Island and its surrounding towns, two dynamic personalities are making waves. Katie Batson and Jordan Lanier Barkman, a powerful duo with a combined 15 years of experience, owe their career starts to family connections. Katie was introduced to real estate through her aunt, Teresa Batts, the mayor of Surf City (who is now their boss), while Jordan found her way in through a friendship with Teresa’s son. Initially intending to work as an assistant, Jordan soon found herself partnered with Katie, and the pair have since built a thriving business. With a territory that stretches to Surf City, Topsail Beach, and North Topsail Beach, and the help of their assistant Gabrielle, they’ve become go-to names for those looking to navigate the exciting property landscapes of these coastal gems. Jordan and Katie’s unique approach to real estate is grounded in personal connections and a willingness to go the extra mile. Growing up in Surf City, the duo utilizes their deep-rooted knowledge of the area and lifelong relationships with locals, leading to a remarkable 75% of their business coming from repeat and referrals. “Most of those people are people that we grew up with, or their parents that we’ve known our whole lives.” Unlike many in their field, they’re unafraid to take on unconventional projects, ranging from non-buildable lots worth $20,000 to luxurious $3 million mini storage listings. Their belief in never turning away business, regardless of the type or price of the property, sets them apart. They also have a knack for finding the perfect property for specific buyer requests, even if it involves cold-calling to locate an off-market home. When it comes to marketing, they take a strategic and individualized approach. Their process begins with putting listings on the MLS, but they don’t stop there. “Typically before we put them on the MLS, we’ll send it out to a list of people that we’d like to work with,” Jordan explains. If it’s a commercial piece of land, they prioritize those in their network who they know are specifically looking for 34

such a property. By trying to connect listings with their contacts first, they aim to work out deals that may never even reach the wider market. Their method demonstrates a savvy approach that combines conventional listing strategies with a personalized touch, resonating with both sellers and buyers in the community. During their off hours, Jordan and Katie shift their focus to their most cherished role - being parents. With young children at home, including a brand-new baby for Katie and a year-and-a-half-old baby and four-year-old son for Jordan, family takes center stage in their lives. “When we’re not working, we pretty much pour ourselves completely into our family,” they share. Jordan and Katie’s real estate partnership extends far beyond simply buying and selling homes–it’s about building relationships and becoming an integral part of their clients’ lives. Acting as a “one-stop shop,” they are readily available to assist with any needs, from recommending a plumber years after a sale to directing newcomers to local resources in Surf City. Their honest approach, even if it means potentially losing a sale, resonates with clients and builds trust. “We’re not afraid of telling a client if we don’t like a property,” they assert, “We put our clients’ long-term happiness above all else.”

Contact Katie Batson and Jordan Lanier Barkman at 910-520-3715 or email katiebatson94@gmail.com, jordanlaniernc@gmail.com, visit their Facebook, Instagram

https://www.facebook.com/TeresaBattsRealEstate/ https://www.instagram.com/teresabattsrealestate/

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

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

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

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

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

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well. By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too. Theme Your Event Whether the area’s high school sports team has made it to the state champion36

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

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KELLY LATZ Kelly Latz of Howard Hanna, Ohio, brings a combination of product versatility and customer service to her rapidly growing real estate enterprise, which has recently spread across state boundaries and serves numerous communities. “I just like watching people achieve their goals. There is nothing more satisfying to me than helping a first-time homeowner close on a home, listing a client’s home who needs to rightsize, or just getting a chance to listen to someone else’s story and make a difference. I came to real estate late in life, but it’s changed everything for me.” While she grew her real estate business, Kelly worked full-time as an agent and as a Community Outreach Manager at the largest Northwest Ohio Daycare and Preschool. “I worked with about 1700 children, 94% of the children were 200% below the poverty level, so when the daycare was sold to a big corporation, I decided to start my non-profit called Kelly’s Kiddos and continue focusing on real estate.” Since that day eight years ago, Kelly has blossomed to become a top producer of Howard Hanna Real Estate Services, which handles a variety of transactions ranging from Kalamazoo, Michigan, all the way to Sandusky, Ohio. “I’m an equal opportunity REALTOR®,” Kelly exudes. “I always look forward to exploring, and I’m aiming to have my license in Florida by December of this year.” Presently, as an individual agent, Kelly averages thirty-five annual transactions, and in 2022 she cleared $11 million in collective volume. “The first question I try to ask each client is: ‘What is your real estate goal?’ Everybody has personalized needs, and I like creating different marketing plans for investors, people who are right-sizing, upsizing, everything. My speciality is really knowing who you are and what you need.” As her endeavors gradually spread throughout the country, Kelly is excited to share her industry knowledge with Top Agent Magazine

up-and-coming agents. “I’ve got two potential team members who are doing their coursework as we speak, and we’re setting the groundwork for our collective goals and aspirations on the team. I want to continue helping agents and clients alike chase their dreams – this is just one more path toward sharing myself with others.” Kelly also goes to great lengths to spread her expertise with the general public: she has a robust digital footprint on Facebook, Instagram, and LinkedIn; not to mention a radio personality with Party 103.3, she is actually called “The Princess of Property.” With her position cemented in the industry, Kelly’s plans for the future center on shifting the spotlight to creating a team, her outstanding clients, her twin grandchildren, and her long-running nonprofit organization: Kelly’s Kiddos. “I am grateful that I never had to turn down a child’s need whether it is school supplies, a warm coat, or even the family’s Christmas, we will do our best to help. We also collaborate with another nonprofit to organize food baskets around the holidays and school supplies at the start of the year. Last year, Walmart gave me 1000 bookbags to give away – I’m just blessed to be a part of it all, and to still help.”

For more about Kelly, please call 734-308-7707, email kellylatz@howardhanna.com, or visit her Instagram, Facebook, or LinkedIn https://www.instagram.com/kellylatz/

https://www.facebook.com/kellylatzhowardhanna/

https://www.linkedin.com/in/kelly-latz-844166133/

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 38

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 innova39

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 40

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

KYLE KELLER Kyle Keller of Phoenix, Arizona, grounds his real estate business in practices that combine his hometown, insider’s expertise with an unparalleled dedication to service, and a systematic approach to marketing. “We’ve been selling homes for the last 22 years, and the track record speaks for itself. We communicate well, we follow through on everything we say, and that level of trust and consistency will eventually set you apart – no matter the industry.” As a lifelong resident of Arizona, Kyle believes his love of real estate is as much an inheritanc as it is a vocation. “My parents used to always take us around to model homes when we were kids,” he recalls. “I don’t know if that sparked something, but I’ve always wanted to be an entrepreneur and to help people. So I got licensed in 2001 when I was 21 years old and I’m still selling homes!” Today in 2023, Kyle leads the Kyle Keller Team with Keller Williams Realty, which consists of three additional agents (two of whom are the very same parents (Geoff & Bev) who introduced him to the world of real estate) and one full-time administrator (Elisa). Over the last 7 years, they’ve averaged 58 transactions annually totaling $20 million + in volume. They service the entire Metro Phoenix area, which includes Phoenix, Glendale, Peoria, Scottsdale, Paradise Valley, Tempe, and ALL other surrounding cities. “We just love helping people,” Kyle says. “We strive to be a trusted resource with all things real estate. We share what we know and connect people with the right professionals when they need a Title Company, Lender, Painter, Handyman, etc.” This disposition helps him maintain a book of business that is over 90% repeat and referral clients – 170 of whom have left Kyle a 5 Star review on Zillow! Kyle’s robust interpersonal network is a result of both his private and professional endeavors. He has fixed and flipped over 75 homes himself, and currently Top Agent Magazine

owns 17 properties (1 Primary, 16 Rentals, and one 13-unit Multi-Family building in Kansas). He leverages this depth of experience while marketing listings for clients, and he garners competitive offers by sticking tohis tried-and-true marketing strategy. “We have a 50-point plan for what we do, and our listings go out to over 750 different websites. We do open houses and circle prospecting to cover all the bases, and we always follow up with personalized messages or phone calls.” Each year, the team celebrates their client relationships with a “12 Days of Christmas” giveaway across Kyle’s social media platforms. As Kyle gradually adopts a more permanent mentorship role on the Kyle Keller Team, he’s excited to continue expanding his investment portfolio, spending time with his wife Monique and his children (Sienna and Kade), and extending his impact on the broader Phoenix community. “There’s a charity called H.E.L.P. (Homeless Engagement Lift Partnership) that provides aid and comfort to the homeless here in Phoenix. We’ve helped their charity a couple of times, and since we’re in the business of helping people with their real estate needs, it feels like a natural fit for us!”

For more information about Kyle Keller, please call 623-570-KYLE(5953), or email kyle@kylekellerteam.com. Visit facebook.com/kylekellerteam or linkedin.com/in/570kyle www.

www.

Are You Doing Business As YOU On Facebook? Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page? Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?” The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use. Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times. We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers. They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you). 2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us. Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

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. 42

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MAGDA CHWALEK Magda Chwalek of Arlington Heights, Illinois, fuels her real estate endeavors by combining her systematic approach to business with a pioneering spirit that focuses on the next generation of REALTORS®. “I’m a very honest and simple girl – I have a strong work ethic and I keep everything as straightforward as possible for my clients. I’m always accessible, I have a very good team of people behind me, and we can adjust our techniques to the needs of every individual.”

and that we can all benefit from the databases we are building together.” In addition to helping young agents establish themselves, Magda is proud to support the blossoming talents of her three adult children. “My daughter graduated from University of Alabama with a marketing degree, and my son designed our logo. I try to keep them involved when it suits their strengths, and they keep me in touch with the latest and greatest in social media.”

Prior to becoming a licensed REALTOR , Magda enjoyed a career in the banking industry. “I spent seventeen years doing mortgages and working as a relationship banker,” she recalls. “I went through the banking crisis in 2008, so now I am always thinking about the financial goals of my clients and making sure every home is the right fit. When I was introduced to the real estate side, I immediately fell in love and got licensed in 2017. This was just meant to be.” Her dedication to financial security has helped Magda clear an average annual volume of $5 million, fueled by a book of business that is over ninety-eight percent repeat and referral clients. “I go wherever the business takes me – I travel all over Illinois, and I’m also licensed in Florida.” ®

Today in 2023, Magda is the managing owner and managing broker of Gen Z Realty LLC. “I opened the brokerage to work with new agents that want to learn the industry without any distractions,” she exudes. “I make sure things are run organically,

With a constant influx of youth and novelty, it’s no surprise to learn that Gen Z Realty has established a robust digital platform on Tiktok, Instagram, and Facebook to garner competitive offers for their clients. “I also try to keep in touch with my clients with texts and postcards,” Magda explains. “Every November I send out a calendar, and most of my clients become my friends so they just feel comfortable reaching out if they need anything. I’m a very honest person, so my database has grown steadily throughout the years.” With her business established in Illinois and growing in Florida, Magda is excited to broaden her impact by working more closely with the Arlington Heights Chamber of Commerce and continuing to embrace the vanguard of the constantly shifting landscape of real estate. “I love the unknown, and the energy that other people provide when they step into that mystery. Every agent and every client brings a different experience, and no two days are the same – I love connecting with people on different levels and being a part of that journey!”

For more information about Magda Chwalek, please call 224-210-0373, email genzrealtyllc@gmail.com, or visit her Instagram, Facebook, or LinkedIn https://www.instagram.com/genz_realty

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