NATIONWIDE & INTERNATIONAL 9-25-23 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

Are You A VALUE-ADDED AGENT? UNTANGLING THE BIDDING WAR:

A BUYER’S & SELLER’S PERSPECTIVES

FEATURED AGENTS

ARRICK & SARAH PELTON MELISSA HUBBARD ANGELA LOONEY ASHLEY CHAIA BEAU MIRACLE CAITLIN SCHLAFFER HANIFA McGAFFIE TAMMY FULCHER TARA SMITH TAYLOR HART

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS COVER STORY

TINA DEBOER HOW TO BUILD A TEAM

THAT WILL WIN BIG NO MATTER ITS SIZE

Creative Ways to Say

THANK YOU

NATIONWIDE & INTERNATIONAL EDITION

ANGELA LOONEYASHLEY CHAIA

Sometimes a negative event inAshley life will since we Chaia of Hartford, Connecticut, has back. We’ve been that way and ever I market commercial 21her own niche in the commercial 27 carved transactions, lead you to one of your best decisions. first opened our30 doors.retail Giving back to multi-fa real estate properties – That’s certainly the case for Angela Loo- industry by bringing her vast the community allowsdevelopment us to help those experience Ashley pairs hands-on, c ney, who became a realtor almost 20 as a private investor to support with a need. And why wouldn’t we this want her “Iclients years ago after a bad experience. was and grow alongside Premier to help when we can? approach We get towith havea adeep indus Real Estate Group. “Real estate is a dream career that we love, because she holds the Commercial an in the academy for the sheriff’s departof people in me. I never know what’s going to our community.” Those Real Estateefforts Certification ( ment at the time. When I builtjob myforfirst ongoing happen on any given day – it keeps me on include supporting everything Certified Realfrom Estate Negoti house, I needed to pick certain colors, my toes, and I look forward to the more designations; she is an activ options, and siding. I made my selections musical events and fishing tournaments complex transactions. I just closed a deal the Connecticut Real Estat with the builder. That week I left for to hosting Easter Egg hunts, donating that had fifty city violations attached to it – Association, Connecticut Pr law enforcement academy. Unfortubackpacks to schools, and more. ARRICK && SARAH TINA DEBOER ARRICKthe MELISSA HUBBARD ANGELA LOONEY ASHLEY it took me five months to finish, but I got the job done. CHAIA ers Alliance, and Central Connecticut MELISSA nately, they didn’t have wanted,” PELTON I’m one of theFULCHER few people I know who looks forward Commerce; and she was recently awar c what ITAMMY PELTON CAITLINSARAH SCHLAFFER TAYLOR HART HUBBARD Angela remembers. Instead ofto waiting Angela believes thatfor herCrexi’s background in Monday mornings!” producer 2023 Platinum Brok until Angela was off work later in the the military and law enforcement has According to Tara, her Tara Smith of Lenoir, North Carolina, million in volume halfway through Tammy FulcherCaitlin of Grand Rapids,taps into uniquely the first-time ecade ago, Caitlin Schlaffer was a The branches on Taylor Hart’s fama chance Hanifa McGaffie’s journey into the she shares. “I’m able to negotiate well for y lies a robust CRM,Michigan, Beau thatlifetime regular weekensures to discuss her real For estate agenther decided to alltohelped shape business philosophy. who go 33 real estate 34 37of 41 43 2023 –communicate allsame based primarily word-she combines introduction theI world of her real estate When is “People not busy growing her bus marketing pay dividends has builtherathis, successful realAshley, estate business ily38 tree have the labels goingon local res homebuyer market, using her active and e mother starting out in her career world of Atlanta is a testament them, I’m level-headed, nd dedemail campaigns, phone follow-ups, and pick out corporate her choicesexperience for her. And Angela disliked them. into the military and who are in law enforcement tend of-mouth and referral business. professional was born of tumultuous circumstances. “I decided to porting her colleagues, Ashley travels to back fourknow generations – and they all that,” Ta educational approach on social dental assistant, trying bestoftoseizing opportunities and to theher power well, and Imedia just plain my business.” paired with elbow greas by combining geographic flexibility with entrepreneurial spirit “Iandisliked them until the and day I moved out.home I cried more to have servant’s heart. taught to gets protect, care ® a college move back after graduating from with aintoWe’re visit her family, to the gymanother as ofte$ say “REALTOR .” Hart was born -owned event Her invites are efficiently delivered. platforms. “I’m always trying to educate ide for her daughter.following Her forayone’s into passions. vibrant Hanifa’s dedication shines through in ground, and insider know with a lifetime of professional sales Beyond individual relaa predilection intertimes overfor thatintimate house than I candegree tell you.” for, and highlighting serve others, and it because it’s theofright in Criminology and where Psychology,” she recalls. anddo dedicates a portion her time ashe family parents and gen-we ner’sand cho provide value when I’m estate began unexpectedly whenand sheunwavering personality commitment her posting,” repeat clients whothing haveboth engaged her birthed And when itpersonal comesrelationships to and marketing their tionships, Tammy also goes to great to and fuel takeandFoundation. pictures with my IiP experience aherpenchant for interper“My father passed away unexpectedly, things more Make-A-Wish “Recently h to and do.” In in her free time, Angela her husband erations before him were the real says.business. Her personal extends for beyond d herself tirelessly to trying to make her clients have made her a they standout services multiple transactions. lengths to hand-tailor her marketing thriving estate “I do touch and his or apart. devastated, and when I“Last inherited children decorate their rooms, and I’ve listings, take aa sonal detailed approach. As real result, Angela decided toless getfellher realI was estate enjoy kayaking, camping, being outdoors, and spendBeyond measurements with floor networking. “Younger agents are estate business in the bustling houssale, as she’s known sending meet and searching for ain second approaches forbest each listing and everyoff to Disney World. Whatever th quite a the differently than figure the industry. With more things thanlicense. week I made met with clients who havewith had four the for ranch washandpaid off, I had make the of the dad ofIn kids “Ibit couldn’t fix MLS my situation. But Iyou aing coming their family. theevery future,listing,” she plans she to mitted to market oftotime central Ohio. “My in the then-boyfriend Miracle Realty utilizes multiple exudes always asking me, ‘How dothat talk client. “It’s nottime a and one-size-fits-all agents. I written don’t seecards people as on yearly anniversaries andto Caitlin’s suggested a decade of experience, Hanifa hasmost notmitment transactions with me,” she adds. “The rea® situation.” Ashley spent eight weeks pouring to make it come true!” an eye last year to myself that when I was a realtor, no one grow her business, but in a thoughtful way--with has been a REALTOR for almost 40 kind of isservice. A knack tailored approach ularly communicating wi leads, in or professional transactions, orout pipeline people like that? itinto soher easy for reaching on How specialis occasions. For administrative nhelp of his thebrother withonly systems, invests photogestablished herself as a successthey keep coming back that“His they father’s home, and discovered her everonbebuilding treatedrapport the way Ienergy hadson been treated. That on keeping caring culture she has so carefully culti- to the C years,” explains Taylor. dad was is critical forthe ensuring the best result. fillerswould – I focus Caitlin, clients morph into friends, withthe at Clearview Realty. What was® but has for marketing potential investment ® properties. I come from a very soc you to take a conversation and turn it ful REALTOR alsoand become a know I can get job done.” ss uncle raphy videos, and taps into the vast for “I 45that’s years. Mya about mom’s a REALTOR wasin18relationships. years ago,Every and I’m still trying to do my best vated. care more growing Whether for seller or for a the correct way and to hand and trust day, aa bond built on trust. She states, “I want nt to be a side project quickly trans® SMITH BEAU MIRACLE CAITLIN SCHLAFFER HANIFA M cGAFFIE TAMMY FULCHER TARA TAYLOR HART source of inspiration for those looking to community, but we taught mewethe of dig into client?’ With 31 years of corporate dad was a REALTOR for 50 years, and then myto say when helping people.” Angela’s personal business is our culture than I do about being able havejoy buyer. This approach is different from just email I put my integrity and my authenticity at the forepassed audience on social media. “We’re verymore to always provide value than what’s ed into a passionate pursuit. Ashley decided to mom’s sharpen herher hard earned ® Staying connected with clients is aagents. navigate the She world of property. dad’s dad was also apriREALTOR . I’m one of bigColumbus blasting your database or your CRM.” front,now and that really comes for As people.” 100% repeat andthrough referral. Principal Broker and XX number ofeducation It’s not about how we canlearning getPolice Dep people and so sales experience, genetics, and training! toher take heavy in social media,” Beau says. Theyand with CT REIA: a the local Connecticut community thatonly one full-time themselves,” he share expected of me,” thatority dedicated ethos ed license, developed a profound few REALTORS to have forSpringfield, Hanifa. She employs a® range ofhad Founder of Purpose Realtybig & Auction in or how much money we can make. When you take care everyone you meet.” I don’t care how or small the business is, I’ll work works with investors. “I took the training, learned resonates deeply clientele. est in the field, and“Almost began focusing wewill heard countless st her in business continues to needs grow, aims to PriorTennessee, tobeyond entering realgives estate, enjoyed a As job lives.” family ableoftoa dare, reach local realms, 10 years ago,are on kind thoughtful methods to of ensure she all Tammy ofwith her her new business leads totheir your their clients and Tammy your community, the rest take ® asspent much as I could, and bought my firstestate three-family with anyone anywhere, because you know.” .real estate,” Hanifa says becoming a full-time REALTOR the interactions they w eventually launch aofreal team that embraces lengthy career in corporate world. “Iagents. about I got started intargeting with aBay laugh. “I andand are met even after the deal is just done,never including impromptu her team ofthe new seasoned care itself.” a formidable team even places like the Area LA property. ThatCaitlin’s wentTaylor well, so I started looking at larger methodologies while investing in comtwenty years in global and international corporate When to marketing listings, tenacity and hunger had to learn propelled the community and th took the plunge into real estate 12toyears In addition supporting her profess just moved intoher myforward. home and had beenitin comes a very bad pop-bys.her “I call them myunorthodox wellness checks,” she says. “I and that’s when Iand met Michelle Lorenzetti.” The onal through specialized property blasts. munity success. Herpart passion for support extends marketing and branding,” she meticulous recalls. “Iunits, tookand a year thingand we’ve ever done ago is now of the Hart Family Team with approach is equal parts innovative. he closethree of herlicensed first year, she had impressively sealed Tara is a proud sponsor volunteer Prior to formally entering real estate, Tara enjoyed a car accident. A friend of mine knewoffI had an interest in “My passion is helping them grow their businesses.” like to keep track of birthdays, anniversaries and importtwo the formed professional kinship, andcommunity, Ashley intohisthe greater Rapids to decide which industry wasoractually ideal a close father andGrand two brothers at HowardparticuHanna Real “Whether it’s a was luxury listing more modestly priced al estate deals, amassing sales ofand twoheand a half miluad cater to the real She’s to others, inown fact, when real estate, suggested I get my license.” Itcommitted acareer anthelping milestones, too.” Thisathat personal touch keeps her inwomen the Canine Rescue in Lenoir lengthy intoasales. “I had successful career intwo shadowed Michelle every day for the next years, larly as a champion forSince at-risk and children. fit for me –so I’ve always wanted build my Taylorand and ahisparticip team ta Estate Services. fulfilling his genealogical home, my marketing is always top notch,” she asserts. transitioned to real estate full time and was rightly 4) ARE YOU A VALUE-ADDED AGENT? 28) 5 STEPS TO ACHIEVE LONG TERM she holds educational seminars for her staff, opens , spanning regions At the heart of Beau’s real estate journey isauthentic a she casual suggestion that turned into abusiness life-changing deciand hearts of her she clients, forging lasting relationlearning every nook and cranny of the industry from “I’m very passionate about organizations thatclients helpCommerce while truly being minds my self. Real Chamber of with technology sales,” recalls. “but I was burnt out marketing, asthe well,Cal dou destiny, Taylor’s commitment to his has Not one to compromise, she always avails professional red with the Circle of Excellence bronze award. Her SUCCESS AS A REAL ESTATE AGENT them up to any realtor who wants to attend. “It doesn’t those groups.” estate letsthe me combine of thethat professional and one of the best in the business. sion. Despite her initial reservations, Hanifa embraced ships extend beyond the transaction. marketing, even passion him, joy of all assisting ledbusiness to career impressive results,What with his personal contri- media Forum. “I became involved with F on corporate life so I made a mid-life change photography and videography, even diving into video er quickly doubled in her second yearfor and service. has been For personal skills Ifollowhaveifdeveloped theHanifa’s years matter me they’re member of while ourpassion brokerage or to the 13) challenge, enrolling in a realFOR estate class theto trulyaover fuels is the impact she has on herhovering around $15 matter of hours. “My s IF IT’S GOOD THE SOUL, bution the team’s volume first-time homebuyers or aiding clients in building editing herself to craft engaging virtual tours. Social wing ever since. Rescue here in our county about fiv and got into Residential Real Estate. My mom was a making lifelong friendships at the same time.” Today in 2023, after two years as an officially licensed not. We invite everyone in, and hope they will learn ing week and acing her test on the first try. She hasn’t ®clients’ financial journeys. “I knowannually. this sounds million The cliched, family team as a wholeWAR: typ- have put a sign in most 31) UNTANGLING THE BIDDING ® IT’S GOOD FOR THE BUSINESS specifically Facebook Instagram, play aWhy pivstarted by fostering puppies the REALTOR in the seventies my sister a very REALTOR ,and Ashley averaging millions in$30 annual about property–it’s generational wealth is media, unmatched. Drawing from something they can use toI and grow their business. not says withuntil a laugh. looked back since. but love helping people,” sheis says genuine enthuically sellswith anisimpressive to $40 million a year he ® Afterrole becoming licensed REALTOR in heart of Sussex County is where Caitlin has chosen otal ininformation her aadvertising strategy. Beyond digital, ® October AtheBUYER’S SELLER’S PERSPECTIVES volume, fueled byina real book of & business that is run en- I started share and help everyone?” For more information about Ashl then volunteering once a wW in Charlotte, North Carolina.” successful REALTOR change what we did. estate. siasm. “More importantly, I really enjoy working with unity relationships. his own experiences as a veteran, Beau recognizes of 2018,still Tammy launched her career with two differCaitlin values traditional methods, showcasing ast her expertise. Residing in Wantage and having tirely on repeat propand referral clients. “Premier focusplease call with our(860)-593-959 videogo andtoour A seasoned finance TO professional, Hanifa initially began Tail Resale where all proceeds t After getting licensed in mid-2016 and relocating her people and helping them attain their financial goals.” Her 18) HOW BUILD A TEAM THAT ent teams at Keller Williams to learn more about the at a staggering 70% the profound significance of the American Dream ertiesAngela’s in the Home and Estates magazine, hostingasopen iously lived in Andover and Hamburg, she’s deeply esher onbusiness off-market listings for investors. We do tours orTaylor email ashleychaia@yahoo other passion is using aTheir platisn’t limited toAngela numbers alone. Contact atWORKSPACE 615-838-3958, her WILL real estateWIN career BIG part-time while working ahone senior 35) 3 WAYS TO MAKE YOUR roots real estate trace back to success herin grandparents’ wisindustry andas toITS her skills, andin eventually joined sales and donation intake as well as family from Charlotte into the Carolina Foothills of NO MATTER SIZE with them when they come from New York or DC, houses, and harnessing the power of mailers. “Whenever nched in the Sussex landscape. Caitlin remarks, at clients and referof at homeownership, making cornerstone of form fora good. have aon reputation inownership the emphasizes their devotion to clients, with repeat and A family man and avid Five she Starit Real Estate“We as an independent agent. “I community consultant Deloitte. Over the years, transitioned angelalooneysellshomes@gmail.com, dom property asFOR a means to gain WORK YOU andclose cleaning. In March 2020 I adop Tara chose to springboard her business byaccounting cen-wealth. Iwent have listings, I usually will hit that neighborhood with many people think of farmlands and peace and quiet timeof with his wife an referral for to 90 percent. that ifLenoir, you something, call Purpose Realty & business intomarking this with need a specific mindset,” she exudes. ained a great repuMiracleherRealty’s ethos. into dedicating time fully to real estate, the This philosophy continues to guide Hanifa as she assists her Website ortailored Facebook or LinkedIn ‘just listed’ and ‘just sold’ flyers.” n they think of New Jersey, but that’s what Sussex hasn’t been without o old puppy from the rescue named Rub tering her work in Mooresville and the Lake Norman This loyalty is fostered through communiAuction, or call Angela. We are huge believers in giving “I’ve never made a cold call or gone door-knocking, 25) WHY EMPLOYEE APPRECIATION start of a home remarkable chapter in her career. With a terinvestors, families and individuals in securing their untysays, nodshe to has the is.” Aaplace called since childhood, ing period while build cations, client events and unique promotions. “We and I don’t do random mailers. I target specific peomy WILL ride-or-die buddy ever since. Earlie market. “I didn’t know anyone inDAILY Lenoir soHABITS Iand chose toadding 39) THAT ritory encompassing sprawling metro Atlanta area, futures through real estate ownership now MATTERS &theofCAN him work at a call ce Looking ahead, has a clear for her future ex seasons and an array farms redboasts overpicturesque the years. hold a lot of client events,” says Taylor. “For theTop pastAgent Looking ahead, BeauBOOST envisions scaling up ple I wantYOUR to workCaitlin with – Miracle people I feelvision I can relate Copyright Magazine asked me to join the enough Board of Directo affiliate with Allen Tate Realtors in Mooresville, North INCREASE YOUR MENTAL STRENGTH her expertise extends far and wide, from the heart of the financial advisory to her list of services she provides. money for his to,the andreal whoestate can likely relateWith to me. Those are the in real five years we have hand delivered a pumpkin pie for in industry. a budding interest charming local establishments. Contrary to its serene BOTTOM LINE inely entrenchedcity in to the Realty maintaining a Ipersonal touch. With – which hugetough honor.” It was halfway my old home serenewhile Blue Ridge Mountains. Her business people investing, feelCarolina. I canshe trulyand serve best. I also recently am between very took Thanksgiving months, w to alland our pastDirector clients. We’re alwaysis a really estate her husband the ance, the real estate market in Sussex is as bustling osting aspirations to recruit toacquiring agents launch thrives on making referralsit and repeat clients, a 50 testament toand Looking forward, Hanifa envisions a future where targeted when it comes to finding off-market homes For more information about Tammy Fulcher, career,” he recalls. “Bu my new home and offered a42) terrific new agent training trying to find new ways toher do something unique.” YOU leap, their first rental property. For Caitlin, ny majorclient hub inappreNew Jersey, a gem for close CREATIVE WAYS TO SAY THANK forin my90 buyers. It’slocations hard these into theinvestors trust she has cultivated. “Almost percent of to put business expands both vertically andcall geographically. “Ior visitinvolves latest unique client campaign request- work really paid off, 616-890-8214 her pating in local hapnew branches, including likeintangibles ntial homeowners and alike. it’s notcoveted just about personal growth, she’s fueled by Their herplease program.” words, but the way she I approach real love estate at works forpoint ing referrals past clients, which gives the clients into place.” my business has been repeat business or referral,” would some to have myfrom own brokerage, tammysellswestmi.com website: desire to assist others in their homeownership dreams. ommunity involve- Carmel and San Luis Obispo, Beau’s future blueme.” This approach has helped Tammy clear $5.9 proudly states. a commercial arm, investor arm, and add propContemplating the idea ofwith expanding her reach, sheanconin’s authenticity shines through in every aspect of Today in 2023, Tara has established herself For asgoal amore solo heartfelt connection print also includes expanding property manageerty management to the mix.” is to not information about Taylor Hart, please call 6 siders the potential of assembling a dedicated team to Hanifa’s eal estate dealings. Remarkably, around half of her Copyright Top Agent Magazine agent by balancing her business equally between buyCalifornia. But as his empire Hanifa’sment secretacross lies herand client-centered approach. only build a successful business but alsotaylorhart@howardhanna.com, the wealth and help eveneven more families on their real estate journeys inor email t base stems from referrals, indicating thein trust visit his Instagram, F sellers nearby and distant. “I work for The transparency keeps clients coming backersto and me,”to dreams of her clients. faction of her former“My clients. As a millennial herself, the future. grows, Beau sees himself transitioning the bro-

BEAU MIRACLE

TARA SMITH

HANIFA M GAFFIE

CONTENTS

http://angelalooney.purposerealtyauction.com

https://www.linkedin.com/in/angela-looney-120b28114

www.

Phone 310-734-1440 | Fax 310-734-1440

https://www.instagram.com/taylorhart_herrealtors/?hl=en

https://www.facebo

mag@topagentmagazine.com |Shop www.topagentmagazine.com in Lenoir, North Carolina, and I cover mportant, Beau also ker side, ensuring that the coreProperty values of service all the surrounding counties and678-836-6156, even dabble in the of the publisher. Top For No more information about Schlaffer, call 862-266-7107 further information about Hanifa McGaffie call of thisFor issue mayCaitlin beundiluted. reproduced inplease any manner whatsoever without prior consent online. Employing a portion and community remain Charlotte market when it makes sense.” This or email Agent caitlinschlafferrealtor@gmail.com Magazineemail is published Feature Publications GA, Inc. Although are flexitaken to ensure the accuracy her at by hanifa@ujimarealtygroup.com, or visit precautions ujimarealtygroup.com ble approach has helped Tara average over $8 million of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its formation about Beau Miracle, Dre#01896847,in annual volume, which she bolsters using a maniauthors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. Top Agent Magazine please call 559-674-0091 cured digitalCopyright presence on Facebook, Instagram, Contact Tara at 704-8 Copyright Top Agent and Magazine LinkedIn. “I work to promote my brand through social or email beau@miracle-realty.com email taraleesmith16 2 Top Agent Magazine media so that when I do promote listings people are or visit taraleesmith.c paying attention.” www.

www.

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

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients. • I have a written listing presentation. • I am honest. • I am trustworthy. Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? 4

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional? • Because you want to set yourself apart. • You want to create client loyalty. • You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business! • Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words. If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time. Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!). • Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home. 2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation. The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally. And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit? What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails. What’s the impre agent? Are they professional? Do they state the company n TIP: represent your culture and image? Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points. In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales. Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com. 6

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TINA DEBOER

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Top Agent Tina DeBoer serves buyers and sellers throughout Boise and the surrounding areas, where business is booming with transplants from California, Oregon, and Washington. Tina DeBoer was born an entrepreneur at heart. At nine years old, she started her own successful babysitting business, and everything that she did since led her to building a successful real estate career. After earning a Bachelor of Arts degree from Boise State University, the dynamic agent held professional roles in sales, marketing, business development, and finance. “In the back of 8Copyright Top Agent Magazine

my mind I had always thought a lot about real estate, and I liked the idea of independence. The beautiful thing is that all of those previous positions were really the perfect educational preparation for becoming a real estate agent,” she recalls. Now she serves buyers and sellers throughout Boise and the surrounding areas, where Top Agent Magazine

business is booming with transplants from California, Oregon, and Washington. “It seems like everyone is moving to Idaho! It’s an amazingly beautiful place to live. We have all the entertainment options and restaurants you could want, along with mountains and lakes for the outdoor enthusiasts.” Tina goes

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wherever her clients need her, no distance is too far, selling everything from bare land, acreage properties in rural areas, to townhomes and condos in the city. “I love the diversity of experience and knowledge that I have developed by working in all of the various areas.”

As a self-described “relational” agent—not a transactional agent—Tina focuses on meeting the needs of her clients first. As a self-described “relational” agent— not a transactional agent—Tina focuses on meeting the needs of her clients first. From staging properties to cleaning, holding hands and providing emotional support to clients in difficult times, she strives to make their entire experience as smooth and stress-free as possible. “It’s those acts of service that make me love what I do. I approach my business with Copyright Top Agent Magazine 10

the heart of a servant, and I believe that’s what’s made me so successful.” When it comes to marketing, she also takes a proactive approach. She even pays for a full-service inspection before her listings go on the market, which helps avoid potential issues during the inspection phase of the transaction. She also walks each property Top Agent Magazine

with her sellers and provides hints and ideas they can implement to make the listing as successful as possible. Last year, she closed almost $10 million in sales, with a repeat and referral business of more than 90%. “My business has really exploded just from directly marketing my sphere. I’d like to

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raise the bar in the industry so people see real estate agents as someone they can trust.” An active member of the community, Tina has served on the boards of several nonprofit organizations. In her free time, she loves riding her Harley, camping & ATVing,

traveling, and scuba diving. One of the recent highlights of her life was in helping all seven of her grandchildren become certified in scuba diving and taking them all on a trip to the Caribbean. Never one to rest on her laurels, Tina is always striving to raise the bar for herself. “I think it’s dangerous to ever stop

learning or growing. After every transaction I sit down and ask myself what I can learn from that experience, and how I can improve even more. I want to continue to take excellent care of my clients, grow my referral business, serve my community—and someday, maybe, find a work/life balance!”

To reach Tina DeBoer, please call 208-880-3639, email tina@tinadeboer.com or visit tinadeboer.com www.

https://www.instagram.com/tina.deboer/ or Instagram or LinkedIn https://www.linkedin.com/in/tinadeboer/

Photography by David Fish of Blufish Photography

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night? The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning. REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing. Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says. “There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.” The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home. For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!” Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie. We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

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ARRICK & SARAH PELTON Top Agent Magazine

ARRICK & SARAH PELTON

Unlock the secrets of the real estate world with Arrick and Sarah Pelton, a dynamic duo who combine their expertise and passion to make your property dreams come true. At The Pelton Collaborative, they dive headfirst into your unique needs, keeping you involved every step of the way in your buying, selling, or investing journey. With Sarah’s background as the previous VP of Learning and Development at Baird & Warner and Arrick’s knack for simplifying the complexities of real estate, this power couple ensures you’ll have the knowledge to make the best decisions for yourself. Their story began in 1999 at The University of Iowa, where collaboration was the foundation of their relationship as leaders in Greek life. Now, with over 20 years of living in Chicago’s western suburbs, Sarah and Arrick are seasoned locals who can’t wait to share their love for this region with their clients.

with clients on a personal level and complement each other’s strengths sets them apart. Arrick is incredibly detailed and organized, while Sarah ensures that the quality of their service comes through in all they do. Their strong leadership training and experience enable them to have tough conversations with clients, defusing potential issues before they escalate. As Sarah explains, they “understand how to guide people through the process” and ensure clients are empowered to make informed decisions. Moreover, their deep roots in the communities they serve, combined with their extensive knowledge of technology and the national real estate landscape, allow them to provide clients with a wealth of information. As Sarah puts it, “We share specific information tailored to our client’s needs and provide easy-to-use technology, which really helps them make the best decisions possible.”

Arrick and Sarah’s outstanding 85% repeat and referral business rate speaks volumes about their unique approach as real estate agents. Their ability to connect

Relationships are everything to Sarah & Arrick! Whether it be connecting in person or online, they always want to make sure that they stay connected

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and provide value to those they know. “Because our business is built upon repeat and referral business, it’s important to us that our friends, family, neighbors, and past clients know that we are here for all their real estate needs, regardless of whether they are currently looking to make a move,” notes Arrick. In addition to their individual efforts, Arrick serves as president of the local chamber, connecting them with the local business community. This involvement not only strengthens their ties to the neighborhood but also provides additional knowledge and resources to better serve their clients. When it comes to marketing listings, Sarah and Arrick leverage their extensive connections and involvement in the local community and the real estate community to ensure their clients’ properties get the visibility they deserve. Sarah and Arrick have ambitious plans for the future of their business after their recent launch of The Pelton Collaborative, with an immediate focus on branding, infrastructure, and expanding their online presence. “Right now, it’s just trying to get all those pieces off the ground,” Arrick says. Their short-term goal is to grow the business while continue to focus on a high level of quality and service. Everything we do is not only about serving our clients, but also about building

an amazing life and creating opportunities for our children, Gavin & Olivia. In terms of team growth, Sarah and Arrick currently have a transaction coordinator and a listing launch specialist, but they envision expanding their team further. “Arrick is an incredible team leader and mentor and I have a strong background in the real estate training space, so it is only natural to think of having other people on our team and growing,” Sarah explains. Their ultimate goal is to create a strong, thriving business that can accommodate their vision for expansion while taking incredible care of their clients.

For more information about Arrick and Sarah Pelton, please call 708.288.9992 or email thepeltoncollaborative@bairdwarner.com

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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.

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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MELISSA HUBBARD Top Agent Magazine

MELISSA HUBBARD

Top Agent Melissa Hubbard with RE/MAX Realty South is licensed across Tennessee, Alabama, and Georgia. They say if you want to get something done, ask the busiest person you know. That definitely describes Melissa Hubbard. The dynamic agent with RE/MAX Realty South. She is a problem solver who’s always on the go. “I stay on top of things. I get back to my clients immediately whenever they have questions. I feel like I go above and beyond, because half of the time (their questions) don’t have to do with real estate, but I’ll always find out the answer. I think that’s what sets me apart from other agents.”

Estate license almost four years ago. Being in building she was familiar with the inner workings of the industry. “It was natural that I fell into real estate because I love houses, and I

Melissa started her career in the construction field at age 18 and got her Real 22

love land. I can see how people can move things around to improve them, so if they don’t have a vision, I can help with that.” She also encourages her clients to be persistent. “Sometimes buyers, especially first-time buyers, will get discouraged when they start searching and can’t find the right home. I always tell them, it is out there, and when you walk into your home, you’ll know it’s your home. When you walk on your land, you’ll know it’s your land.” Licensed across Tennessee, Alabama, and Georgia, Melissa’s commitment sees no borders. “Every mile I travel, be it across Marion, Franklin, Sequatchie, or Hamilton Counties, or even beyond into places like Blue Ridge, Georgia, it’s to ensure my clients find their dream space.” While she doesn’t rely heavily on advertisements, her work ethic speaks volumes, bringing her a stream of dedicated clients. “Building relationships are important to me, I often find myself forging deep connections with my clients and becoming friends.” Despite her impressive distinction as a top agent in her area, Melissa remains grounded. “Awards are heartening, but my true joy stems from helping my clients.” Because she works hard and plays hard, Melissa tries to set aside vacation time a few times a year to spend time with family and relax, But she often ends up working when needed even when she’s supposed to be recharging her batteries. “I love what I do so much that I plan to do it forever. I don’t try to plan ahead next year or the future, because life changes all the time. You just have to go with the flow.” Top Agent Magazine

Contact Melissa at 423-637-0492, email at melissaleahubbard@gmail.com visit melissa-hubbard.remax.com or Facebook or LinkedIn https://

https://www.facebook.com/profile.php?id=100063292685007

https://www.linkedin.com/in/melissa-hubbard-91a929264/

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

grahamharrop.com 24

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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 26

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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ANGELA LOONEY Sometimes a negative event in life will lead you to one of your best decisions. That’s certainly the case for Angela Looney, who became a realtor almost 20 years ago after a bad experience. “I was in the academy for the sheriff’s department at the time. When I built my first house, I needed to pick certain colors, options, and siding. I made my selections with the builder. That week I left for the law enforcement academy. Unfortunately, they didn’t have what I wanted,” Angela remembers. Instead of waiting until Angela was off work later in the week to discuss this, her real estate agent decided to pick out her choices for her. And Angela disliked them. “I disliked them until the day I moved out. I cried more times over that house than I can tell you.” As a result, Angela decided to get her real estate license. “I couldn’t fix my situation. But I made a commitment to myself that when I was a realtor, no one would ever be treated the way I had been treated. That was 18 years ago, and I’m still trying to do my best when helping people.” Angela’s personal business is now 100% repeat and referral. As Principal Broker and Founder of Purpose Realty & Auction in Springfield, Tennessee, she gives all of her new business leads to her team of new and seasoned agents.

back. We’ve been that way ever since we first opened our doors. Giving back to the community allows us to help those with a need. And why wouldn’t we want to help when we can? We get to have a career that we love, because of people in our community.” Those ongoing efforts include supporting everything from musical events and fishing tournaments to hosting Easter Egg hunts, donating backpacks to schools, and more. Angela believes that her background in the military and law enforcement has helped shape her business philosophy. “People who go into the military and who are in law enforcement tend to have a servant’s heart. We’re taught to protect, care for, and serve others, and we do it because it’s the right thing to do.” In her free time, Angela and her husband enjoy kayaking, camping, being outdoors, and spending time with their family. In the future, she plans to grow her business, but in a thoughtful way--with an eye on keeping the caring culture she has so carefully cultivated. “I care more about growing the correct way and our culture than I do about being able to say we have XX number of agents. It’s not about how big we can get or how much money we can make. When you take care of your clients and your community, the rest will take care of itself.”

“My passion is helping them grow their businesses.” She’s so committed to helping others, in fact, that when she holds educational seminars for her staff, she opens them up to any realtor who wants to attend. “It doesn’t matter to me if they’re a member of our brokerage or not. We invite everyone in, and hope they will learn something they can use to grow their business. Why not share information and help everyone?” Angela’s other passion is using her business as a platform for good. “We have a reputation in the community that if you need something, call Purpose Realty & Auction, or call Angela. We are huge believers in giving Top Agent Magazine

Contact Angela at 615-838-3958, angelalooneysellshomes@gmail.com, her Website or Facebook or LinkedIn http://angelalooney.purposerealtyauction.com

http://angelalooney.purposerealtyauction.com

https://www.linkedin.com/in/angela-looney-120b28114

27 Copyright Top Agent Magazine

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

FIND A MENTOR

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

CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

BUILD A SOLID FOUNDATION

SET GOALS

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

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

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ASHLEY CHAIA Ashley Chaia of Hartford, Connecticut, has carved her own niche in the commercial real estate industry by bringing her vast experience as a private investor to support her clients and grow alongside Premier Real Estate Group. “Real estate is a dream job for me. I never know what’s going to happen on any given day – it keeps me on my toes, and I look forward to the more complex transactions. I just closed a deal that had fifty city violations attached to it – it took me five months to finish, but I got the job done. I’m one of the few people I know who looks forward to Monday mornings!”

and I market commercial investments, retail transactions, multi-families, flips, development properties – everything.” Ashley pairs this hands-on, client-centered approach with a deep industry expertise: she holds the Commercial and Investment Real Estate Certification (CIREC) and Certified Real Estate Negotiator (CREN) designations; she is an active member of the Connecticut Real Estate Investment Association, Connecticut Property Owners Alliance, and Central Connecticut Chambers of Commerce; and she was recently awarded as a top producer for Crexi’s 2023 Platinum Broker Award.

For Ashley, her introduction to the world of real estate was born of tumultuous circumstances. “I decided to move back home after graduating from college with a degree in Criminology and Psychology,” she recalls. “My father passed away unexpectedly, and things more or less fell apart. I was devastated, and when I inherited the ranch that was paid off, I had to make the best of the situation.” Ashley spent eight weeks pouring time and energy into her father’s home, and discovered her knack for marketing potential investment properties.

When she is not busy growing her business or supporting her colleagues, Ashley travels to California to visit her family, gets to the gym as often as possible, and dedicates a portion of her time and income to the Make-A-Wish Foundation. “Recently I helped several children decorate their rooms, and I’ve sent a couple of kids off to Disney World. Whatever the wish, I like to make it come true!”

Ashley decided to sharpen her hard earned education with CT REIA: a local Connecticut community that works with investors. “I took the training, learned as much as I could, and bought my first three-family property. That went well, so I started looking at larger units, and that’s when I met Michelle Lorenzetti.” The two formed a close professional kinship, and Ashley shadowed Michelle every day for the next two years, learning every nook and cranny of the industry from one of the best in the business. Today in 2023, after two years as an officially licensed REALTOR®, Ashley is averaging millions in annual volume, fueled by a book of business that is run entirely on repeat and referral clients. “Premier focuses on off-market listings for investors. We do tours with them when they come in from New York or DC, 30

For more information about Ashley Chaia, please call (860)-593-9595 or email ashleychaia@yahoo.com Top Agent Magazine

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 32

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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BEAU MIRACLE In the heart of Miracle Realty lies a story steeped in family history and dedication. The company, a veteran-owned establishment since 1976, was birthed by Beau’s pioneering uncle and his father. It saw its roots deepen in the early ‘70s with the inauguration of the Madera office. In 2001, Beau’s uncle retired, and after Beau’s father passed in 2011, he made the decision to take the reins, wanting to steer the family legacy forward. Today, leading a formidable team of 10 full-timers, with an additional three licensed referral agents, Beau and his squad cater to the real estate needs of Central Valley, spanning regions from Kingsburg to Madera. For Beau, real estate isn’t just about property–it’s deeply interwoven with community relationships. A testament to this rapport is that a staggering 70% of his business arises from repeat clients and referrals. “Miracle Realty has maintained a great reputation in the community,” Beau says, a nod to the trust and respect they’ve garnered over the years. Their success lies in being genuinely entrenched in the community’s pulse. From hosting client appreciation events to actively participating in local happenings, Beau’s emphasis on community involvement isn’t just a strategy, it’s a heartfelt connection that keeps clients returning. While getting out in the world is important, Beau also makes sure the team is present online. Employing a

robust CRM, Beau ensures that regular email campaigns, phone follow-ups, and event invites are efficiently delivered. And when it comes to marketing their listings, they take a detailed approach. Miracle Realty utilizes multiple MLS systems, invests in professional photography and videos, and taps into the vast audience on social media. “We’re very heavy in social media,” Beau says. They are able to reach beyond local realms, even targeting places like the Bay Area and LA through specialized property blasts. At the heart of Beau’s real estate journey is a passion for service. For him, the joy of assisting first-time homebuyers or aiding clients in building generational wealth is unmatched. Drawing from his own experiences as a veteran, Beau recognizes the profound significance of the American Dream of homeownership, making it a cornerstone of Miracle Realty’s ethos. Looking ahead, Beau envisions scaling up Miracle Realty while maintaining a personal touch. With aspirations to recruit close to 50 agents and launch new branches, including in coveted locations like Carmel and San Luis Obispo, Beau’s future blueprint also includes expanding property management across California. But even as his empire grows, Beau sees himself transitioning to the broker side, ensuring that the core values of service and community remain undiluted.

For more information about Beau Miracle, Dre#01896847, please call 559-674-0091 or email beau@miracle-realty.com Top Agent Magazine

CAITLIN SCHLAFFER A decade ago, Caitlin Schlaffer was a single mother starting out in her career as a dental assistant, trying her best to provide for her daughter. Her foray into real estate began unexpectedly when she found herself tirelessly trying to make ends meet and searching for a second job. Caitlin’s then-boyfriend suggested she help his brother with administrative duties at Clearview Realty. What was meant to be a side project quickly transformed into a passionate pursuit. She earned her license, developed a profound interest in the field, and began focusing on becoming a full-time REALTOR®. Her tenacity and hunger to learn propelled her forward. By the close of her first year, she had impressively sealed 15 real estate deals, amassing sales of two and a half million, transitioned to real estate full time and was rightly honored with the Circle of Excellence bronze award. Her career quickly doubled in her second year and has been growing ever since. The heart of Sussex County is where Caitlin has chosen to cast her expertise. Residing in Wantage and having previously lived in Andover and Hamburg, she’s deeply entrenched in the Sussex landscape. Caitlin remarks, “Not many people think of farmlands and peace and quiet when they think of New Jersey, but that’s what Sussex County is.” A place she has called home since childhood, Sussex boasts picturesque seasons and an array of farms and charming local establishments. Contrary to its serene ambiance, the real estate market in Sussex is as bustling as any major hub in New Jersey, making it a gem for potential homeowners and investors alike. Caitlin’s authenticity shines through in every aspect of her real estate dealings. Remarkably, around half of her client base stems from referrals, indicating the trust and satisfaction of her former clients. As a millennial herself,

Caitlin uniquely taps into the first-time homebuyer market, using her active and educational approach on social media platforms. “I’m always trying to educate and provide value when I’m posting,” she says. Her personal touch extends beyond the sale, as she’s known for sending handwritten cards on yearly anniversaries and reaching out on special occasions. For Caitlin, clients morph into friends, with a bond built on trust. She states, “I want to always provide more value than what’s expected of me,” and that dedicated ethos resonates deeply with her clientele. When it comes to marketing her listings, Caitlin’s approach is equal parts meticulous and innovative. “Whether it’s a luxury listing or a more modestly priced home, my marketing is always top notch,” she asserts. Not one to compromise, she always avails professional photography and videography, even diving into video editing herself to craft engaging virtual tours. Social media, specifically Facebook and Instagram, play a pivotal role in her advertising strategy. Beyond the digital, Caitlin still values traditional methods, showcasing properties in the Home and Estates magazine, hosting open houses, and harnessing the power of mailers. “Whenever I have listings, I usually will hit that neighborhood with ‘just listed’ and ‘just sold’ flyers.” Looking ahead, Caitlin has a clear vision for her future in the real estate industry. With a budding interest in real estate investing, she and her husband recently took the leap, acquiring their first rental property. For Caitlin, it’s not just about personal growth, she’s fueled by her desire to assist others in their homeownership dreams. Contemplating the idea of expanding her reach, she considers the potential of assembling a dedicated team to help even more families on their real estate journeys in the future.

For more information about Caitlin Schlaffer, please call 862-266-7107 or email caitlinschlafferrealtor@gmail.com 34

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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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HANIFA McGAFFIE Hanifa McGaffie’s journey into the world of Atlanta real estate is a testament to the power of seizing opportunities and following one’s passions. Her vibrant personality and unwavering commitment to her clients have made her a standout figure in the industry. With more than a decade of experience, Hanifa has not only established herself as a successful REALTOR® but has also become a source of inspiration for those looking to navigate the world of property. “Almost 10 years ago, on kind of a dare, I got started in real estate,” Hanifa says with a laugh. “I had just moved into my home and had been in a very bad car accident. A friend of mine knew I had an interest in real estate, and he suggested I get my license.” It was a casual suggestion that turned into a life-changing decision. Despite her initial reservations, Hanifa embraced the challenge, enrolling in a real estate class the following week and acing her test on the first try. She hasn’t looked back since. A seasoned finance professional, Hanifa initially began her real estate career part-time while working as a senior consultant at Deloitte. Over the years, she transitioned into dedicating her time fully to real estate, marking the start of a remarkable chapter in her career. With a territory encompassing the sprawling metro Atlanta area, her expertise extends far and wide, from the heart of the city to the serene Blue Ridge Mountains. Her business thrives on referrals and repeat clients, a testament to the trust she has cultivated. “Almost 90 percent of my business has been repeat business or referral,” she proudly states. Hanifa’s secret lies in her client-centered approach. “My transparency keeps clients coming back to me,”

she shares. “I’m able to negotiate well for them, I’m level-headed, I communicate well, and I just plain know my business.” Hanifa’s dedication shines through in her repeat clients who have engaged her services for multiple transactions. “Last week I met with clients who have had four transactions with me,” she adds. “The reason they keep coming back is that they know I can get the job done.” Staying connected with her clients is a priority for Hanifa. She employs a range of thoughtful methods to ensure their needs are met even after the deal is done, including impromptu pop-bys. “I call them my wellness checks,” she says. “I like to keep track of birthdays, anniversaries and important milestones, too.” This personal touch keeps her in the minds and hearts of her clients, forging lasting relationships that extend beyond the business transaction. What truly fuels Hanifa’s passion is the impact she has on her clients’ financial journeys. “I know this sounds cliched, but I love helping people,” she says with genuine enthusiasm. “More importantly, I really enjoy working with people and helping them attain their financial goals.” Her roots in real estate trace back to her grandparents’ wisdom on property ownership as a means to gain wealth. This philosophy continues to guide Hanifa as she assists investors, families and individuals in securing their futures through real estate ownership and now adding financial advisory to her list of services she provides. Looking forward, Hanifa envisions a future where her business expands both vertically and geographically. “I would love at some point to have my own brokerage, with a commercial arm, an investor arm, and add property management to the mix.” Hanifa’s goal is to not only build a successful business but also the wealth and dreams of her clients.

For further information about Hanifa McGaffie call 678-836-6156, email her at hanifa@ujimarealtygroup.com, or visit ujimarealtygroup.com www.

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TAMMY FULCHER Tammy Fulcher of Grand Rapids, Michigan, combines her lifetime of professional corporate experience with an entrepreneurial spirit and a predilection for intimate interpersonal relationships to fuel her thriving real estate business. “I do things quite a bit differently than most agents. I don’t see people as leads, or transactions, or pipeline fillers – I focus on building rapport and trust in relationships. Every day, I put my integrity and my authenticity at the forefront, and that really comes through for people.” Prior to entering real estate, Tammy enjoyed a lengthy career in the corporate world. “I spent about twenty years in global and international corporate marketing and branding,” she recalls. “I took a year off to decide which industry was actually the ideal fit for me – I’ve always wanted to build my own business while truly being my authentic self. Real estate lets me combine all of the professional and personal skills I have developed over the years while making lifelong friendships at the same time.” After becoming a licensed REALTOR® in October of 2018, Tammy launched her career with two different teams at Keller Williams to learn more about the industry and to hone her skills, and eventually joined Five Star Real Estate as an independent agent. “I went into this with a specific mindset,” she exudes. “I’ve never made a cold call or gone door-knocking, and I don’t do random mailers. I target specific people I want to work with – people I feel I can relate to, and who can likely relate to me. Those are the people I feel I can truly serve best. I also am very targeted when it comes to finding off-market homes for my buyers. It’s hard to put these intangibles into words, but the way I approach real estate works for me.” This approach has helped Tammy clear $5.9 38

million in volume halfway through 2023 – all based primarily on wordof-mouth and referral business. Beyond highlighting individual relationships, Tammy also goes to great lengths to hand-tailor her marketing approaches for each listing and every client. “It’s not a one-size-fits-all kind of service. A tailored approach is critical for ensuring the best result. Whether that’s for a seller or for a buyer. This approach is different from just email blasting your database or your CRM.” As her business continues to grow, Tammy aims to eventually launch a real estate team that embraces unorthodox methodologies while investing in community success. Her passion for support extends into the greater Grand Rapids community, particularly as a champion for at-risk women and children. “I’m very passionate about organizations that help those groups.”

For more information about Tammy Fulcher, please call 616-890-8214 or visit her website: tammysellswestmi.com 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 39

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 40

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

TARA SMITH Tara Smith of Lenoir, North Carolina, has built a successful real estate business by combining geographic flexibility with a lifetime of professional sales experience and a penchant for interpersonal networking. “Younger agents are always asking me, ‘How do you talk to people like that? How is it so easy for you to take a conversation and turn it into a client?’ With 31 years of corporate sales experience, genetics, and training! I don’t care how big or small the business is, I’ll work with anyone anywhere, because you just never know.” Prior to formally entering real estate, Tara enjoyed a lengthy career in sales. “I had a successful career in technology sales,” she recalls. “but I was burnt out on corporate life so I made a mid-life career change and got into Residential Real Estate. My mom was a REALTOR® in the seventies and my sister is a very successful REALTOR® in Charlotte, North Carolina.” After getting licensed in mid-2016 and relocating her family from Charlotte into the Carolina Foothills of Lenoir, Tara chose to springboard her business by centering her work in Mooresville and the Lake Norman market. “I didn’t know anyone in Lenoir so I chose to affiliate with Allen Tate Realtors in Mooresville, North Carolina. It was halfway between my old home and my new home and offered a terrific new agent training program.” Today in 2023, Tara has established herself as a solo agent by balancing her business equally between buyers and sellers nearby and distant. “I work for The Property Shop in Lenoir, North Carolina, and I cover all the surrounding counties and even dabble in the Charlotte market when it makes sense.” This flexible approach has helped Tara average over $8 million in annual volume, which she bolsters using a manicured digital presence on Facebook, Instagram, and LinkedIn. “I work to promote my brand through social media so that when I do promote listings people are paying attention.” Top Agent Magazine

According to Tara, her advertising and marketing pay dividends because they’re paired with elbow grease, boots on the ground, and insider know-how. “I never take pictures with my iPhone, and I do measurements with floor plans to go with every listing,” she exudes. “I’m also regularly communicating with other agents. I come from a very social family who taught me the joy of getting to know people and learning something about everyone you meet.” In addition to supporting her professional networks, Tara is a proud sponsor and volunteer of the Foothills Canine Rescue in Lenoir and a participant at the local Chamber of Commerce with the Caldwell Women’s Forum. “I became involved with Foothills Canine Rescue here in our county about five years ago. I started by fostering puppies until they got adopted, then I started volunteering once a week at Waggin’ Tail Resale where all proceeds go to the Rescue. I do sales and donation intake as well as merchandising and cleaning. In March of 2020 I adopted a 4-monthold puppy from the rescue named Ruby. She has been my ride-or-die buddy ever since. Earlier this year they asked me to join the Board of Directors as Marketing Director – which is a huge honor.”

Contact Tara at 704-806-1561 email taraleesmith16@gmail.com, or visit taraleesmith.com www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. Top Agent Magazine

TAYLOR HART The branches on Taylor Hart’s family tree all have the same labels going back four generations – and they all say “REALTOR®.” Hart was born into a family where both parents and generations before him were in the real estate business in the bustling housing market of central Ohio. “My dad has been a REALTOR® for almost 40 years,” explains Taylor. “His dad was a REALTOR® for 45 years. My mom’s dad was a REALTOR® for 50 years, and then my mom’s dad’s dad was also a REALTOR®. I’m one of the few REALTORS® to have had only one full-time job in their lives.” Taylor took the plunge into real estate 12 years ago and is now part of the Hart Family Team with his father and two brothers at Howard Hanna Real Estate Services. Since fulfilling his genealogical destiny, Taylor’s commitment to his clients has led to impressive results, with his personal contribution to the team’s volume hovering around $15 million annually. The family team as a whole typically sells an impressive $30 to $40 million a year in real estate. Their success isn’t limited to numbers alone. Taylor emphasizes their devotion to clients, with repeat and referral business accounting for close to 90 percent. This loyalty is fostered through tailored communications, client events and unique promotions. “We hold a lot of client events,” says Taylor. “For the past five years we have hand delivered a pumpkin pie for Thanksgiving to all our past clients. We’re always trying to find new ways to do something unique.” Their latest unique client campaign involves requesting referrals from past clients, which gives the clients

a chance to win a $150 gift card to a local restaurant or store. “To add to that,” Taylor continues, “we donate another $150 to the charity of the winner’s choice.” Beyond real estate, Taylor is also committed to community service. His team last year donated 10,000 winter hats to the Columbus Police Department to hand out. “We gave back to the community, but we did it in a way that allowed the Columbus Police Department to give out the hats themselves,” he shares. “It was my dad’s idea, and we heard countless stories from police officers on the interactions they were able to have with kids in the community and their families. It was the coolest thing we’ve ever done.” Taylor and his team take an innovative approach to marketing, as well, doubling down on video and social media marketing, even when homes were selling in a matter of hours. “My seven-year-old probably could have put a sign in most yards and got the home sold,” he says with a laugh. “But we didn’t let the market change what we did. We probably went even further with our video and our social media marketing.” A family man and avid Bengals fan, Taylor cherishes time with his wife and two children. His journey hasn’t been without obstacles, though. A challenging period while building his real estate career saw him work at a call center in the evenings to earn enough money for his upcoming wedding. “I had six really tough months, wondering if I was in the right career,” he recalls. “But all that prospecting and hard work really paid off, and after that everything fell into place.”

For more information about Taylor Hart, please call 614-746-8930, or email taylorhart@howardhanna.com, visit his Instagram, Facebook, or LinkedIn https://www.instagram.com/taylorhart_herrealtors/?hl=en

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