NATIONWIDE & INTERNATIONAL 7-10-23

NATIONWIDE & INTERNATIONAL EDITION

5

FEATURED AGENTS

TIPS TO GET NEW CLIENTS

IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS? HOW TO SEND SMARTER EMAILS COVER STORY

BABLOO CHACKO CALEB CLASSEN HOLLISHA GREENSHANNON JENNIFER RAYOUM MARK BELIVEAU MEGHAN ADAM TRACY VIBERT WILLIAMS SANDRA MORALES FEATURED LENDER

CHARLENE JONES

JACKIE McKEEL

NATIONWIDE NATIONWIDE& &INTERNATIONAL INTERNATIONALEDITION EDITION

CALEB CLASSEN CHARLENE JONES

“I I When a bank robbery altered her career traenlightendc abroad. He is a member of his local Originally hailing from India, REALCharlene herself in the move up Licensed jectory, in both Virginia and 7 17 Jones 18 21 church,found and is involved in a global TOR® Babloo Chacko immigrated W Florida, Top Agent Jackie McKeel high-stakes world of mortgage brokering. propert Catholic youth group.

He is also a to the United States in 1995, where is a REALTOR and Property S of the local he then spent the next twenty years Manager“I an assistantmember manager of aRotary bankClub, which securi withwas The Friends it a lot ofCharlene community service and working as a healthcare professional. Group, powered

by Herron Real that was held up atrequires gunpoint,” buyer engagement with local events. Further In 2015, he decided to sell his health- Estate, and The Bryant Group lo was Babloo nicknamed ensur Professionals,“The where robber from home, is part of the leadcare business and start working in real Real Estateexplains. clients throughout is the FBI as ership the “Shootist”.

The that has within role of an organization estate, a move that was brought on by she assistsby the Jacksonville and Hampton provided aid in India and Nepal.

In his his interest in sales and genuine love Roads areas. m Shootist robbed 56 banks along the west “It’sKin r YouWhether don’t have toyou talk to Candice are purcha spare time, he loves to travel the world of people. Today, working on both coast over an 8 year period. It was one of on myhe oc very long to realize what makes the commercial and residential sides A Navy Veteran and top producer in the and be with his family. “Every time we rental property, or are a se the lengthiest strings of robberies in the US sure that Jacksonville real estate market, Jackie McKeel of the best Realtors in the country frt visit somewhere, it expands our horiof the business, Babloo serves as a has always been passionate about helping othJACKIE MCKEEL BABLOO CHACKO CALEB CLASSEN CHARLENE JONES or even a first time home warmth and quickness to laugh puts y first take an interestto in thethe real FBI. After that“Iday, decided cuss best fits zons,” he says. teachIthis to my kids trusted real estate advisor in middle ers. She wouldaccording si estate industry soon after transitioning out ease immediately, and the enthusiasm as well as The the importance of investing Tennessee and beyond. of the military. an opportunity that toSeeking become a loan officer.” pivotal event steered considering purchasing in complemented her entrepreneurial spirit, but id has for helping her clients shines thr in real estate from a young age.” afforded her the time towards to be there for herachilher mortgage career spanning over 25 years, What also distinguish or Connecticut you are g accepted a position as a transaction You’ll also value the matter-of-fact At this point in his career, around 70-80%dren, ofshe Babloo’s p coordinator for a leading brokerage in the calling to help people fulfill their dream exhibiting a true an industry often dom Looking to the future of his business, Babloo is plan-which business comes from repeat and referralarea,clients.

Hean opportunity talkshetodiscusses REO specialist An her profession. where she had to learn the W business fromof the ground up.ning Inspired bybuild these a team homeownership.

It’s been her resilience and determisends handwritten no to that he can mentor and grow with. believes this high percentage is due to the success of experiences, she would pursue her license in “The thing I love most isn’t referral much difference bet and hascome gone on to lead the top military loa His target sales goal $50 million annually, and he is“There his solution-based approach. “When my 2018 clients nation which shaped herisreputation in the industry.

Today,reallyand partners, relocations team in the area. She’sCONTENTS been going when relationships it all comes to the resource meeting kinds of great way to achieving this number.

“Creating aagents to me with a goal in mind, I make it my mission to wellisonahisfounding strong ever since.

Charlene member at TheCarlos Fortress Group with tho th Bobbi Ortiz is oneCandice of those people you team that excels at commercial, investment, and reshelp them reach it,” he says. One of Babloo’s specialcan offer,” explains.

“So it c Today, JackieTotal is a REALTOR and Property satisfaction I get from hel inis1977 Home Finance, LLC. The company was formed as a loan officer evi es idential sales is the next step,” says Babloo.

“I for work ties4) is guiding clients under age of forty in buying Manager with The Friends Group, powmeet whom helping people is second down to whoSEND you think will work ha 27) HOW TO 5 TIPS TO theGET IS A the where ered by Herron 19) Real Estate, and TheSTARTING Bryant to help better serve clients with competitive pricing and Her exceptional talen and save money,” Antho really hard everyday to make best decisions for their first homes. He not only knows exactly how to forimpulse you.” v Group Real Estate Professionals, where she nature—an he gets to exercise my per assists clients at throughout the Jacksonville business andRIGHT my clients.” advise them onCLIENTS making smart home investments a my TEAM THE SMARTER EMAILS NEW programs.

“I’ve worked for bank owned mortgage comappreciate herinvesto dedica work with a lot of and Hampton Roads areas. Licensed in both or brea tiw daily as a Realtor with Coldwell Banker young age, but he enjoys it. “I teach a Virginia lot ofand young And are make approach. no mistake—no one m Florida, she has cultivated a panies and retail mortgage companies in which you “I want “Real them in the right position SOLUTION FOR Choice Properties. feel very luckyalmo toW people to use real estate as an income replacement harder than “I Candice.

You could since I to their restrictions. Most companies don’tshe’s follow about them.” program,” he explains. “Then, by the time theysubject are been in the industry since she wa wake up every day and have the opporbeonprofitable. On theAfter reta clm IS little BRANDING 14) MY YOUR guidelines and have their 31) own overlays forty or fifty, they CRYSTAL have multiple homes and arethe set agency BUSINESS? things for her mother, who was tunity to help someone find their dream Springs to TO use the knowledge ofshe c m for BALL: life.” credit score and extra documentation that clientscareer must Charlene isn’t began When in earnest in 2007and as THE TAKE YOU CAN go home,”WAY Carlos explains.

“It’s especially gained asgive an REO in meet in order to obtain the loan. It was time to as change to backShe toagent the44 co an unlicensed assistant. got he for YouPREDICT can tell that Babloo prioritizes BE his client relarewardingthat, when that person is a first23) A STEP-BY-STEP YOUR BUSINESS TO YOU'LL working with her mother 20d clients that. We follow the agency’s (FHA, VA, Fannie Mae, CDLP (certificate infi find a solid home atuntil a rea tionships above all else, even after the sales process

it for the long areer at only 18 wo years into the himself up to be ienced agents in

BABLOO CHACKO

®

have co “I reall at the e how the

In term to expa Caleb was born his rela ado Springs, an and hel well versed and Colorad mainly works of his ti he also serves homele time homebuyer, seeing their surprise THE NEXT LEVEL? SUCCESSFUL SELLING Freddie GUIDE MacTO andCONVERTING Jumbo Investors) guidelines eliminating in this segment of th and excitement when find house the REAL surrounding the the extra work, costs and stressTO to our clients. in we thewith localaChambe “B INTERNET LEADS ESTATE A graduate in commu that is perfect for them.”

Northern Virginia Bu so Connecticut REAL LIFE h one of the top ing.

The Fortress GroupSALES offers an array of products to theirEastern clitime, she can Wh beStat fou foh Carlos gotrate into inattending 2013,Rea aft working with Agnelli ents. Charlene has a keen eye for shopping the best forthe industry charities, an in the He her had been lo themindustry. with their marketin her clients, she operates with the freedom andrestaurant flexibility enjoying family. ms in the state his com newranges challenge, wanted a career thatvw that a mortgage broker affords. Her expertise across thebut broker, and upon gra him to meet lots of people while continu Phone 310-734-1440 | Fax 310-734-1440 it VA, conventional, high balance, new construction (360 Looking towards the says his referral tunity t time job with the broke a valuable service, something he had enjo day locks), renovation, First Time Home Buyer (FHA) growing but in a stra th mag@topagentmagazine.com | www.topagentmagazine.com good opportunity toHewor his years in the hospitality industry. wa and Jumbo loans, always eager to accept the challenges quantity,” she explai h g. “I got rock cl andheprovide an invaluabl Phoneplaced 310-734-1440 | Fax 310-734-1440 with the Realtor worked with when pur that come with helping clients acquire their dream homes. appreciate our vision it home, who encouraged him tomy look into tors and homebuyers.

I db to share knowled mag@topagentmagazine.com | www.topagentmagazine.com en eb says. “Our marketing isa financial whatfriend whoblack lab anywhere t agenther himself.

He got hismake license and ne Charlene is has built business can an educat looked back.” to back.

“It’s been rewarding. through referrals. She uses her extensive experience to veryand products.”My ex the restaurant business taught how r free staging, cleaning, videog- likes lifting weights aW Anthony has beenmea Realt people and learn their particular needs. It’ For more information about Charlene Jones, please both Massachusetts anis to understandinsomeone and what they’re hy. Our videos are of the highest or email charlenejones@jonesforloans.com, visit he closed $2 million in ujo s in order to serve them well.” ®

Copyright Top Agent Magazine

is complete. For example, he is always available to discuss properties with clients, whether by email, phone, or text. After he’s handed over the keys to their homes, he uses a client retention program that serves as a reminder to follow-up with them periodically.

Finally, Babloo takes advantage of MLS and social media to educate, inform, and share his listings.

Actively supporting numerous charitable endeavors, Babloo gives back to communities both locally and

g her talents to Georgia. Today estate Candic 4 agents with Virtual Properties Re Bobbi clients all over the Atlanta Metro are Group, Gwinnett and Walton counties. In 2 Springs million in sales volume, with around of El P business coming from referrals or r Dougla To learn more about Babloo Chacko, joy Candice takes in helping them an busines delivering the highest quality that of serv please call 313-617-4320 or sp them coming back.

“Client email bchacko71@gmail.com

I get th

“I approach every transaction as if busines says Candice. “If my clients can’t sl generat Copyright Top Agent Magazine No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine I’ll be there for them no matter how and I th is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top get, because if they’ve done thethem work fe Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. in the financial position to be able to To subscribe or change address, send inquiry to mag@topagentmagazine.com. job is to help them cross that finish li This fa Published in the U.S.

team. H

2

Her relationship with clients doesn’ agent a line, however. Candice naturally Andbuil Bo ships with people, and many clients and is h Top Agent Magazine friends by the end of the process. years.“A T Chrissyo tell them I’ll see them in a couple www.

close over $5 million by

HOLLISHA GREEN-JENNIFER SHANNON RAYOUM LAURA EVANS STACEY COULTHARD GROVE HOMES GROUP RACHEL HUDGINS

e, Hollisha GreenA&M University, and she has worked I am trying to save thebegan islandReal that way of to get is factors bythis boat.

“There are One thethere keyQuarter contribu urney into real estate in 2002 22 25Hudgins 26accomplish estate has Situated been part of Paige is by implementing Rachel in Marietta, The aspect and American Horse Association northern edgeis ofbased -row seat to the real with theat the Alabama A&M Community 68 59 as Evans 64 success 60 63 and does Jennifer’s love,”mydeclares Laura whileshe no bridges the island.

It’s a and very Georgia, business all across theto most excitin Grove’s life for Arizona’s decades.

After Paige ough marketing strategies.

“We sp isbetween her strong fo nifer when, a waitress, Maricopa County, very well the bond rider an ttributeRayoum interest Development Corporation on She developing west side of the state. developed an ent, and eve graduated ® from the University of the wordIamongst our brokerage w discussing her beloved Smith Island. peaceful existence. can ride my bike of having the righther resources t the town of Wickenburg dad.

We were a real with a REALTOR newlittle construction in underserved, underbuilding relationships client hance encounter interest as a importance child, when ever and learns Georgia in 1991, she decided to earn her in real estate we have with a listing,” Paige says.n With less than 200 fulltime residents, around the whole place.” she used to ride with her uncle, a realtor, finds sellin riding She’sAn an expert at offindin knownshe worldwide for its prices. lisha explains, and her interestrealinestate privileged areas Forlifestyle. b Although took at a affordable also advertise onentrepreneur hundreds webs of her business from repeat er that sparked thelicense.is asevents, he made and the rounds showing houses.for hercomes ing.

She lov property buyers. many rodeo has Smith known as the last inhabAside from her work, Laura is passionadviceIsland that ledis her the past two years, Hollisha has served on break to raise her children, she was intake professional photos, and make ing two health cla Rachel admired her uncle and his busipeople, esp and referrals, showcasing the trust ennifer recalls moment, saying, volved in the building years. the home looks its best.” made the for county a her premier se inisland college.

Later, theindustry Planning Commission forate the City toofsay, ted off the the shore of Maryland, about being involved in the local ness piqued interest; needless possibly th years has ever helped ® “So I was always staying updated on Rachel obtained her license and has now made.

When it comes to her listings, Stacey destination for western-style gEALTOR her second house, Huntsville. She also volunteers her time isfaction her“IDuring clients have herandseD said that Bay. I hadThe theisland perfect ocated on Chesapeake community. am involved ininPaige virtually current market trends,” she says.

After anyand freestaging time, been working asifanyou agent forsellers 19GROUP years.on preparing in helping gain clients and RACHEL HUDGINS OKSANA BOGOTT STACEY COULTHARD LAURA EVANS AUSTIN LAPP GROVE HOMES their hom riders everywhere.

And ckluster experience teaching real estate to students at a local BRENTJennifer’s MAHAGAN CANDICE KING NATANEL MALKOUKIAN commitment to staying in ality to get into real estate, the wide“M ra s recognized worldwide by its and famous everything that this island!” her asked kids were grown and she had remarstayhappens active in on the community. status as a real are a horse enthusiast looking to thedaughbuyer.

Withinvolved the help inspired her to get Lapp has never high school.

When she’s not working orcontemporary w ried, Paige decided to begin again in real year old started the CDAWG Founda Rachel works with a partner – her Austin been a one-sizetrack to close around $12 million in HOLLISHA JENNIFER RAYOUM MARK BELIVEAU multi-layered Smith Cake, the Shewatching isManagtheclients manager ofCurrently the Smith Island with her and providing exce ever thought of it.Island I said yes estate. and deTop Agent Natanel Malkoukian – problems have come up.”

She also stays manage ng for“My Having entered the world of real estate working directly with the lo energy and derful assistants, she creates professional to move to the center of the action, you are going to workin rself. agent did giving back, Hollisha enjoys asing your first resources Agnelli provides as one of the ter, Peyton about who just started in money Joining Century 21, her knowledge new which raises children can’t a fits-all kind71 ofGREENRealtor. Since getting sales volume by end of 2021,forAustin SHANNON 77the 78 who 72his 75of NewLamb, ticipated in ® client official state dessert, and its Cultural Center, owns the island’s only ingappreciaDirector at Nest amongs inabundant touch through annual erwould one in 2019, Brent Mahagan is a caring to try to put together aREA fund January – team’s and aDevelopment buyer’s agent, Zach Fox. activities,” of the home and the surrounding property want to contact Realtor Stacey Coulthard. construction led to her being a part of a new extracurricular Paige explains.

“So w customer service has allowed her to do it, and she helped me get nd I just thought, ‘If sports, traveling, and spending time with license in 2013, he has seen people move getsinabout half of his business chia from Realty easoned investor, largest brokerages the area enables charity with The team averages $10 to $13 million in Seekers International in New York – is a tion events, or via interactions on social y.

Her home division.

Soon Paige became so busy that she always giving back to that, and I’m also a board professional who goes out of his way the wrestling team so that reshly caught seafood.

To Laura, it’s hair salon, she is a notary, an electoral to market the listing on the MLS, social m do it—and I can do her husband and children. for many and so knows repeat clients or referrals.

It’s a diverse These qm with SANDRA tain lasting connections.

“Iofjust love with and different a fewreasons, months later annual sales, and their rate of repeat and a uniforms member offoster th ebuyer, if you are toMORALES spend more time generating new ® hardworking, intelligent real estate profesmedia.

Candice keeps all him ofthe her clients you at classes encouraged her husband, David Grove, to earn his ber of the 400 North Association REALTORS TRACY VIBERT WILLIAMS to provide his clients with best serget new next yea and has even up that market knowledge is only part of native who has clientele, and Austin caters to the websites. local dedicated real Sheteamed also r A Maricopa County spent much ofjudge, imply her “That’s home—and as loyal resand veryestate involved with hergl many llisha says. referral business israpid an astonishing 95%.

Rachel attrisional who has made a ascent in his updated on the latest market developm she license.

It wasn’t long before Paige and Dave formed Producer Circle,” ncareer Massachusetts inventory for buyers.

Those resources are people achieve their American dream crea he test.”

For the next 5her years she inhorse, the Christmas toy drive.

She vice.

With aworked knack for outside his background, Brent sup what clients need from their agent. farming community characterized by the ® butes this to the large sphere of influence both she and his servi agents potential buyers inand her sphere life on the back of Looking athinking Stacey ispassionliving her was toward the future, Hollisha As the mother ofand three children, includAt born.” just eleven years old, REALTOR dent, she’s doing everything in her church.

In the rare event that she does chosen industry.

Natanel, who began his Tracy Williams hasprioritizes always been their new home.

“We all goplaf ments with her monthly newsletter. rough. ace in the real giving her support to in any Opportunities await Paige and Dave, as they Grove Homes Group.

Determined, highly experienced American Legion chapte Peyton possess, as welllarge ashe theirMennonite capacity33 for personalarea’s population, as honors box and a plan determination to help enforcement and first resp that agent com: W going tothe want toitMorales a Paige boon for the investors works with ofa husband 29“I 30 able network given her many years in the bestthelife, combining of “Twelve horses with her paserational for their family,” she relates.

“O arning trade from senior agents. ensed Hollisha hasprevious helped says, tolove continue being of great service to my journey in real estate in awealth 2018, and currently ing twins, Sandra and her of Sandra immigrated to the ate about real estate. years ago beyond,” she says.

“We are t way in ing motorcycles, playin move their team to larger location.

They wa and focused onher service, and Dave have led their power to2006, restore to its glory. have free time, she likes to relax with ized service and casual and approachable demeanor. an Adam has way possible.

Meghan is a mother to two “It didn’t take me long to realize that this well as to those seeking vacation homes Natanel Candice istowas always looking for ways toalongside give others, buyers and sellers can always well.

He recently started with her family) in the her sell atportfolio. least 20 homes produce nine mfrH works partner Michael Bethony, as a lifelong resident of the area. sion for helping people find the right property to care an opportune time in my life to delve ground.

This is ayou transient a nthony LaUnited Penna. course, but even so for peocontinue their group, welcoming both team tostart close almost $75 million in real estate in 2021. s, and serving investors build wealth and clients, while also continuing toperhaps my own 17 years spend aexpanding lot of their spare time States with her family Most ofgrow their clients end upmore being “friends, family ofor property is one of the best purchases can While as the manager of the family and friends. is a very emotional business,” Austin on the Finger Lakes.

The different needs Nathan back to her community.

One cause that is count on him to have their best interHeroes program where first BRENT MAHAGAN NATANEL closed more than half a billion dollars in CANDICE KING s of a lifelong ANTHONY LA PENNA AUSTIN LAPP boys, and outside of work, she can be in, and I was fortunate that I saw some ers and sellers may have mu friends or friends of friends,” and thus Rachel’s pracCARLOS ORTIZ and experienced people on board.

With her oldest for them.

She got her license in 2003, partnering with raising their family. particularly new life.real Since then, she has been eir families estate.

Onbe Real estate RYAN helps ple with building generational wealth for to Mark, health club about thisa through job is shopping for aAccording home to are live in. They “My RAFFETTO explains.

“You have to amind. good listener. of his clients are reflected in“Owning Austin’s he MARIE-FRANCE VACHON BOBBI PRICE KAITLIN WHITCHER close to her heart is those thewith nonprofit orgatween Cultural Center, Laura realized MALKOUKIAN It’s one of the most valuable assets, and Ianand love eeocal a hiatus teaching middle-school social studies, tice issays almost completely reference-based.

Rachel offers interesti est in Affiliated eXp Realty, ers receive $1000 dollars tog volume in 2021 alone, and pair on children working ininoutdoor her office, it’s aleisure family busi Serving the entire state as theyears,” Century 21 #1 Team inthe success in initial Tracy, different areas of the cou Stacey still loves to ride in her time her mother for four years before the market crashed love traveling and doing activdetermined to help other immigrants journey, she obtained her Broker’s my children and securing my and my husband’s retirea friend who found enjoying the great outdoors with very ho I’ve always enjoyed meeting people and marketing strategies, which include both me to connect with a lot of folks and truly nization she helped establish to ensure es we plans: “I think where Ig a that people, and the experience has given me a keen eye for track to hit more than one billion in 2022. and anyone who joins is treated just the same.

“Ev Georgia and based in Atlanta, those who work with senior vice president at TTR Sotheby’s world, so they may need hel he serves clients throughout Colorado closing costs from his comm there aPremier large demand for aWhile real Through her love for the island, and her Price began herhearing real estate career Whenmy itbegan comes todoes, marketing, Bobbi truly Marie-France Vachon her real estate way for optimum exposure.

“Ibe.” alw Kaitlin Whitcher found her passion for think people through the process.” rconvinced got back into real estate full time in 2015 and ities together.

“Family is everything to assimilate and create their own bright Residential Broker and Founder the beginning of COVID-19.

The key many local trails with family or friends.

M in 2007. the real estate business was down, ddition, inwas order to set herself apart ment.”

In everything she Hollisha tries to honor lives.

“I truly care about clients,” he highly re their personal stories anyway, and a heavy social media presence and print of my business to S a safe and equitable environment for all comes To stay inblown touch with pastget Rachel swears by her herofinto her family.

She can down and dirty onesays here is part of60 the It’s89 soclien rewar Grove Homes Group are consistently away Now Iclients, receive over percent of®been my International Realty.

Success is an underclosing day.”

86 85 82 lping them red flags about property,” Anthony.

Springs and the Eastern Plains. show of appreciation for 7.

“I wanted to make get a 81 business sets herself apart.

“We do aa of print real estate while she was working as aHDR will career 35 years ago, thanks to the encourand Matterp Raffetto Real Estate Pointe3 Real tolot his marketing success isa ensuring state professional who could advise drive, Laura isfamily. positive that she with theclients. place she has me,” Sandra.

“Being aphotography REALTOR future.

Entering the real estate industry Natanel began his career insays real estate need hisrem friends are once and future She she began riding professionally again, competing as afierce I think taking the time to at learn the why ad campaigns. real estate agent, she obtained her her father’s legacy and influence.

“My father was a big patented “quarterly pop-bys,” which she undertakes says.

“That means going to bat for them, students at academy she attended in ardest to work as a group together and watch everyone g by their guidance, coaching and support throughout a top-selling agent in the Toledo market, which statement.

Tracy’s team is now the largest I would be totally responsible for advertising and online advertising,” she they do. real estate paralegal for law firms around and ply wants to continue wo oftosell her father, who was ahelp commertours on each and every oneorofthro my Estate, Ryan Raffetto isagement a buy prominent that all are innovating and and referrals.”

Receiving his broker’s lice arslicense ago, Adam in nature, whether ithis islistings through primitive ony explains.

“I “I can them steer clear of homes during holidays, back to school, or other important working for the highly reputable Ryan Serhant Team allows me the flexibility to be at home in 2002 as an assistant, she went on behind someone’s decision to or with them at various riding events, barrel racer on the rodeo circuit.

She returned to real high school.

“Those students come from visitors interested in purchasing propercan bring about the changes she hopes rs in 2019. force in my life as far as work ethic and introducing me and succeed.” the transaction.

“We are all in this together,” Paige and looking out for their interest 100 team volume-wise the moments McLean, Va., Washingtonian and Arlingto rformance, and Michigan I’d name either in make itSeattle explains.

“Iinbelieve in advertising.

Even people and making frien There are many othJ the Seacoast of New Hampshire.

“Idrives loved them the estate marleading the online platforms, especially cial real estate agent.

Marie-France got rentals,” she says.

For certain As areal former law enforcement official, throughout themy year.

She toeven about 100Aside from her thriving real estate career, es parts of where she also holds ashe real atarrive the legendary Nest Seekers International.

“My perhelps me serve them better.

People will Austin has helped shape the community Mark currently helps buyers and sellers in with kids when Ior need to be.” her license in 2013.

Today, Sandra everywhere inin the world, and with explains.

“All of our team members work to benefit ple find their camping trips with the family, riding ors to put where the repair costs are prohibitive, sends on holidays and other special occasi estate full time 2014, but has never lost her connecak itdirectly on myearn own,” Bobbi recalls. though very few people do print anymore, to real estate,” says.

“I want to continue to make office.

Together, they achieved remarkable consistently recognize Trac ies on the island.

She obtained her license shortly after. to see.

“I want everyone to fall in love with this island percent.

But it also means always tellrole in Natanel’s su diving into the paperwork and documents, feed houses and social drops offmedia. dessertsAnother or go toys, and thisstarted ket.

Appreciated for his personalized essential her license in 1987, and after the rest isand history.

Marie-France willhisalso invest in works Brent knows how to look others Brent team, SOC spective myprint, mindset were always to after new keep coming back totransactions you if they know you care.” he150 serves ason aso member of one community of the local planning ato variety of needs. means aproud, lot tothe me to the team asof aIt whole.

We’re all extremely close and works as a solo agent representing resestate seemed like a good match, I’ve had good luck with I keep actively engages in involvement.

SL icense.

With about 50 a year un® sales more than $150 million last year.

Producer.

She also received R tion the horse-riding scene, or many wonderful Essex Counties in Massachusetts and the ntsville, Alabama, an area that is a him and his father and I know he would be proud unique approach undoubtedly contributes to her repuwould be his expert deeds and title searches,” Kaitlin recalls. keep n to succeed and but I can also connect them with the right approach, upbeat attitude, and drive for component in his recipe for success is ntral Louisiana four-wheelers in her free time! ing them the truth, helping them avoid Leading the Marie-France Vachon team, photography and pamphlets.

While many REALTORS and see the beauty and calmness that exists living here. work tirelessly to find their ost say development in the same way he did,” recalls Natanel.

MEGHAN ADAM SANDRA MORALES TRACY VIBERT inmake stressful times.

Understanding how Homes—where his wife wr boards inaalso the Village of Penn Yan, and has contributed come from a variety ofVirginia backgrounds.”

This results in sure they are well cared for.”

I loved houses and I knew sales.” investing in it.”

Bobbi is a member Annually, Sandra completes between idential buyers and sellers throughout tation as warm and friendly agent and, subsequently, Licensed in both and Washington, D.C., Tracy “Top 50 Agents” Award.

Outside of her “It was all really interesting to me.

I got brokerage’s internati Asof for the future of her business, Stacey l gave her the opportunity toto meet. helpingbusiness people, he strives to provide all listings with the same hanks to the presence of anfor Army of where Ias am today.” services the greater Montreal area, coast regions ofbuilding.

New Hampshire.

He first 9 years old, doing member of the Reynolds Corners Rotary Club, ras belt, Jennifer’s isitshe now anerve-wracking family afapeople situation that isn’t right for them, “So, during my first nine months working with that WILLIAMS ail side, I’m able people smooth the process and put the Austin originally entered the industry athat property to the growth of athe number ofis the businesses along Main Ieven want toapproaching fill the island with good families who care lients the perfect Laura, who has aarea. cohesive team works toagent accomplish na, commonly important and adiligently transphotographer—in order tohesh moving from California tohome, Colorado ofwatched several networking groups, including the network of references she always has established herself as the go-to in$8-10 greater deavors, Tracy actively participates in million injob sales volume.

Her the Denver, Colorado metro With my real estate license as part of my Look ods utilized include exceptional service andincluding experiences. mindset, no matter the price point.

“I to helping more and more people as the the island of Montreal and the Community involvement is impo ple from around the country, as well Going forward, Candice will be adding an administraalso a Realtor.

Her team, IPeak was fortunate enough to getproperties myloves firstagents, exclumanager when anif investor out to him inwant 2011 Street.

When he’s not working, he spending time it’s notreached something they to I McLean, client goals.

They make the experience soits exceptional s, Bobbi went toisland real estate school the Elite 25 and Producers.

She iswe aREO with but quickly can be for clients, he takes his and that continues ipating inMARIE-FRANCE various projects that contribute to th her son and daughter both members of her construction I’ve home in shape when findand athe situation rich history, who honor its past.

My many ofher the homes become abandoned and left Washington area, particularly in Great Falls, dedicating her time and efforts tofound a charity ashear. aabout paralegal, and Iall really started to love have goal in real estate isKAITLIN towill touch lives into market expertise and aaction local’s perspecmedia platforms, alth Ryan started inToday real estate 16 years ago, give my listings same level ofWHITCHER he Crossroads, Meghan thrives on the interpersonal surrounding suburbs.

Aeven rainmaker for her Marie-France and her team.

In 20 CARLOS ORTIZ BOBBI PRICE tive assistant to the team in January, which will allow es joined mother RYAN RAFFETTO horse community continues grow.

Sh Stacey is a horse property specialist with West sive project in the Bedford Stuyvesant neighborhood and several colleges.

“There are ot started.

The rest is history, andthink member of the Pikes Peak Association of that past clients have asked to join their team. for help managing his vacation rentals in the Finger with his wife and daughter, hiking, playing music, and Rachel utilizes all of the standard methods for marmy clients value that.” time and walks them through every step of the promain focus going forward.

“My plan North Arlington and D.C. She has sold luxury homes which focuses on addressing food insecu the marketing aspect of real estate.

I took to co everything from apartments to second hisc partnering upgive within downtown Seattle concentration.

WhatThat’s sets help me apart are Maximum, targeted aover unique way and families tobringing cretive on every neighborhood in theattention city, ® ®buyers to help families that works.” goal is let the know what living here entails. nyears, dire conditions, it became aNew mission toPeoria, help homes team, Marie-France currently has three was named Keller Williams Amb VACHON agents to even more to their clients.

She’s er license soon after terment of the community. is also part of Her son joined the team 2021 as a full time of which was eight how IShe got Bobbi has been serving herI,USA Realtors ,relationships theBrooklyn, Denver Board of Realtors , units.

“When we first started, about half of ourto team was like to expand her team, on and Realty in representing clients all opolitan cities, she builds in her real estate keting her listings, but prioritizes social media, which Lakes area of Upstate York.

Austin was only 23 bee keeping. here, like my husband and who on a few clients for the benefit of the law keep in the area’s most exclusive neighborhoods hisingvideo those inand need.

She committed cess.

“I in dotheir the I can to take care of the be successful, become a achieved, household developers to support sales highthepeople in-depth custom reels my alo ® and team members, with aPaige goal set for 2022 of Culture foralways Canada because ate generational wealth.

Looking toremains the Sandra makes finding a new home orbest also together continuing education classes to 011, when took and helping them achieve theirputting real and Pueblo Board of Realtors . that Her handles corner projects, specializes hous my start, and weto sold whole project within six has come to be aout great fitso for social and person® she made of past clients,” says.

It’s very remote, Iher need to make them aware what ind their loving owners. asonable price.” atnever the time, but had already established aworking reputation agents who share her dedication toin offerin Maricopa County, with athe particular emphasis inknew the raduated, and left,” Hollisha firm, and before I it, I was falling in to co Women for Good, an organization dedicated and her daughter transitioned to TOR toric properties surrounding some of Virginia’s most positive impact beyond her professional s rise buildings.

He now leads a team of six agents media team collaborates on creating together.

Also, toches, where network.

“I really like the opportunity I serve,” he says, and adds, “I try not to overload Southern Colorado.

I did 50 deals in first When it comes to marketing his listreach atisleast 10 agents, with a build hub toapproach service them. dedication to others, whether in or ou able toAustin realthe estate.

“Social media isgrowing how goals. great relationships with other agents helps to get future, Sandra has exciting plans forhelping her business.

As selling oldworker one snap. help trainanew agents, and excited totrust. help them ce leads a team ofa an months, which was tremendous.

We were then given as hard and someone people could As Going forward, wants to continue his The sky is the limit has a large investor clientele. love with real estate each day!”

The rest is mayb customer service.

West Valley.

An enviable 100 percent of her business their day-to-day life will look like in this quaint and verse area.” beloved landmarks. and assists buyers and sellers throughout the Metro with the pandemic going on, it was imperative to Anthony stays in touch with the investors Iensure built my business,” she says.

She also makes myself with too many deals at one time because Ifull and I’m hoping touse double every yeah real estate industry.

One of thethat ways she and word outinsight about her listings.

“My listings get very ings, meets contemporary buyers their own business by sharing her Paige experiences.

“It’s ealty, representing powering female entrepreneurs through financ in 2021 aswas marketing specialist.

She, other projects in the neighborhood.

I’ve been able toshe As team leaders, and Dave that all memshe expands her work on the listing side, intends Magnolias, to help my clients,” Meghan states.

“I’m aJennifer’s native ofarea. the area, he Carlos also had great into the business, bringing on andyears, training new agents, investhe’sRas history, and for the past 17 Kaitlin You what can reach Seattle present potential buyers an peek inside As for the future of exactly her business, Tracy’ comes from referrals or repeat clients, many of whom of personalized brochures forauthentic each listing, which quiet fishing village.”

Because IWith care so much for the island, I’d like to see is one leading agents forcreating The Platinum coverage, not just here, but outside of this area as About 80% of Marie-France’s business comes from give back is by volunteering to help a local w ® unications from he’s worked with, often just to see how want to treat each person with the utmost care and my team wanting to help the people that n bers are on the same page and maintain the same core build my reputation from that success and start branchabout something that everyone—agents and ea withofa the focus on ® where they are at, which means heavy , ahas on further scaling the model oftheir service that has set most her a decade of and experience ashea full-time local market, in 2015 decided toREALTOR begin offering in his team to help them bestatistics, successful.

“Imuch love being the valued real been helping her clients achieve This or rlmiller1013@ include photos, neighborhood and of the homes without them ever having to step outport.

Furthermore, she and her husband fund a sm .

Jennifer ll soon become a licensed REALTOR team and has motivated by growth, and I think my For Tracy, the most rewarding aspect of her career in smart growth.

Her emphasis is on the i , where she and her small team serve Colorado well,” she says. are horse owners and competitive riders themselves. isha’s business comes from repeat repeat and referral clients, an impressive feat that shelter in Montreal. value of putting the client first.

Acknowledging that out into other areas, including downtown Brooklyn.” clients alike—want to be a sellers part of,” says Candice.

“I’m 2021 she $5emphasis With over 40not listings last year, not counting ome ofclosed the neglected properties improved and cared and work as hard asing I can to make sure they help, for them help me grow and he ge ing that knowledge torespect, buyers and full time.

He in aon position to help both my clients mytoagents. and anyone betting the-rachel-hudgins-tea te University, Anthony began they are doing, but also to alert them to new opportuniSandra counts most of her business as coming from apart ingoals. the region.

“My passion isand helping people tothe onincludes social media, targeted marketing real estate took and passed more information.

His impeccable client service and ability connect side,” he says. real estate istotrust the opportunity to help people navigate her clients.

Tracy cherishes connectio ssolo and theagent. surrounding area.

This all demonstrates the and confidence she inspires.

“The rodeo world is relatively small,” Stacey explains. this is one of the largest transactions someone can and it’s easy to see what keeps peoSoon came a project on Long Island City consisting As a resident of personality and being relatable helps me grow as a very excited about our future.” dor.”

90 percent of that sanctuary on their property.

When not working, J ns the shift, saying, “This took me by surprise. get what they want and that we have a great time want to keep mentoring them and help the big bought outyear aof boutique brokerage and has been delivSometimes I feel like Ilives. won the lottery.” company with oves toas clients personally is drawn from the high percentLaura’s mission has been quite successful far, accounts, Mark believes what makes him repeat clients referrals.

She even works with become even when they don’t think itmistake. is ter 23 years Google, and all of the dedicated real estate websites one of the most significant transactions of their ships she makes along the way. “For me, Paso County, as well parts Pueblo, Teller, Looking to theso future, Bobbi says, “Ihomeowners, plan to keep al Estate his senior to help ties, for which he isunits, constantly on the lookout.

On the “More three-quarters of my business is comLooking to the future, Marie-France says, “ make inthan their lifetime, Paige and Dave take their roles of 77 and – after splintering off from the Ryan repeat clients.

The “So I know that network very well.

And I’ve built my “I pride myself on treating people worked asfor a to solo agent for is most ofgrow her career, emphasizes thatait’s ering excellent service to his clients ever fellI’m age of repeat and referral clients.

Ryan understands Ryan’s passion helping others extends beyond doing it.

Isame really gosince. tohis bat for them.” successful and move out on their own.” pas, in community, she real estate agent.”

She hopes continue tofrom in multiple generations the families, a“Iclients true possible,” explains Sandra.

“At the end of the day, IDavid Park counties.

Anlike impressive 98% offrom Bobbi’s going like I’m going.

79 and feel like I’m 60! enjoys camping out along the Portage River w ds always said, growing up, they would never She finds fulfillment in Having guiding her clients.

“Helping about much more just co ndroots managed to complete five transactions in her ooking for athe Zillow or Realtor.com.

All benethat he speaks his heart.

“I’m not a seriously.

“We are professional, and we dowith everything ing back to meof because clients were happy with my been in real estate for 35than years, I writing am thinkin For life. more about Paige and Grov Serhant Team and joining forces with Bethony in 2019 ng.

His work ethic impressed rare occasions when he is not working, Anthony enjoys nd hershe dedication to reputation as someone who is very familiar both Kaitlin took on her longtime friend Carol Lavigne as is creating relatio ated,” she says.

“From that negative the importance of placing client needs at the forefront real estate and into his personal He’s a sponsor in love with the process,” says Austin.

“It’s a blessing ss comes from repeat and referral clients, a feat I’m going to keep working until I can’t, and I have no them move through the process and getting them to tiating and getting a deal to the settleme indicator of happy clientele.

Clients love having love the fact that I can make a positive impact on peowe can to find our buyers their dream home at a great services,” she explains.

“I- have quite aWashington few raving fans my legacy.

Iclasses want to have amy solid team with would allow fit from “In Your Corner,” the weekly informational please call 770-757-2773 email extensive knowledge of the the central Louisiana area and to develop abasketstrategic a of major coup: the tallest residential building in New very first weekend as anshe “I was worried that husband, attending yoga and, of course, oaduating real estate all you do is work, you vice is what keeps says Mark.

“I try to toalso clients’ a of buyer’s agent.

Carol has been ingolf, real estate 22listen years, myor network on ofbecause each transaction and ensuring that clients achieve the Athletic Club, the Seattle Yacht to be able help people, and that’s always my focus. the area and the unique needs horses.

My clients peaks to the and confidence inspires. plans to before then.”

Above all, Bobbi looks he was offered aagent. full spending time with his family, or playing nt myself, Itrust know how itto feels when Brent focuses on forming lasting bonds with clients the finish line, is so rewarding,” she relates.

What’s adds.

“I have established lifelong relation Sandra as their agent — both because ofretire her positive ples’ lives, but most importantly, I believe in honesty, price, and get our sellers the most for their properas well!

These clients will refer me to their friends, help them build their own clientele, and also grovehomesgroup@youneedresults.co York outside of the Manhattan skyline tower consisting uing to offer vlog he posts on YouTube.

“I offer advice on buying and works with buyers specialize in near listfriendships.

I care their desired outcomes.

“I’m all about building relaClub.

In addition, he donates tocan various causes ts was keep coming back because they like meon forward to continuing to bewant there for her clients.

“IKaitlin tare. a REO low number, but then Itreats asked my friend on I’m not about pushing clients to buy or sell best deal for her clients. plan to get her name out there in order to a goal them exactly what Ialso think are lookin rely me to help them find the right property forso ing time with kitties,” adds, “just enjoyin get aI just break, and you’re always Now more, Tracy values the friendships and connections is mine. truly wonderful.” want to be aconcerned positive force and them just how he’d to be treated. tyinterrupted.. inmarketing the shortest amount ofings. time.”

One way they erage’s team.

“It was aand ball and football with his friends and coworkers.

As for attitude and her business acumen.

“To make my cliintegrity, hard work andcare building relationships.” family, and colleagues.” of Ishe have they of expanding of 67 stories, 802 and a the $1.1 Billion sellout which “Carol isunits, absolutely awesome, and this has been not necessarily abo tionships with my clients.

Iinformation want to be their broker and dear to his heart, including those aiming to help he job done,” Bobbi says.

“I get a lot of repeat love serving my clients, and they can feel that I really oyed during or selling, tips for current homeowners, or updates on as much as giving people the they need to she builds along theas way.

“I’ve become friends with so he mainland how many transactions she had done in riding and training.” it awere my own,” onent of the transaction so that peo“I’m not in itcare for the money.

People are notAnthony’s just numsit down and go through everything and beat her personal records year after year.

It’s hard to market centers throughout the province of Que ents feel special, I personally reach out to them on of this writing is more than 50% sold. a great way to streamline our business.

We love our many families I hf e different side.” rk with top agents, learn a lot, the future of his business, short-term goal for life.

Whether it’s their first home, a second investthe LGBTQ community, Homelessness, and Cancer ss, and in some cases I’ve worked with three do about them.” make the right decision for themselves their fam-she adds. “The process of buying as impressed trends in the market.” many ofand my clients,” leep, I can’t sleep.

For 8 years, Marie-France has been with Keller elsewhere in Canada.”

Above all, Marie-Franc table in making one of the biggest bers to me.

I want to help them find forever homes No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. her first year, while working at a big brokerage, and and our clients love it too.” what’s important to their birthdays and host an annual appreciation tions ofto the my same family! care about myand people, ment, or their children’s home, Iclient want to make sure Research inReal Seattle.

In his spare to ski, Mark each house is a he fitloves ormultinot.” adds, “I do sten clients’ needs anything less than success for atime, woman who ily.

I’mIgood at communicating my observations, so if dynamic, Top Agent Magazine is seen by Estate Agents service for this area’s invesisimagine to double his volume next year.

He looks forward to and selling can be difficult at Natanel times.

But the reward is representing Currently, and Michael are rchasing hiswaters wle murky Williams, a company she was drawn toat because they forward to continuing to provide the same e She laughs, before adding, “The house is usually the and create memories.

When my son passed away, I fe.” hink that the shows.

They feel that, and that makes Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy that they’re pleased with the experience,” he explains. renovate his Palm Springs homes, and spend time Contact Hollisha (256) 652-3949 event,” she explains.

“I always advocate for my clients t turned out she completed four transactions in her I don’t think athinking, particular transaction is rightand for somejust commission, it’s a her relationship I ple new development projects in all five boroughs of the soin meaningful— unlike any other profession I’ve ever keel tois putinto themselves behalf, my strategic quickly adeptly has become afor prominent force in becoming an Carlos reaches out frequently to past clients to see dove itofwith headfirst and never many years of helping investors, and hopes toexperience begin are known for the sophistication of their models and real estate to all clients.

With Great Island Realty, Kaitlin serves Strafford comfortable me.” and Brokers every U.S. city and Internationally! with his beloved dog, Charlie. rntire happy to talk about the unique aspects of last thing we talk about.” learned that money is just money.

You can’t take it published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its and work hard to close quickly if they are selling.” one, I’ll advise them to look for something else.” or hollisha.shannon@gmail.com first year!

That’s when I knew that IMarie-France wasn’t doing Bigincorporates Apple, along with a big, aNew 35-story, 450 to stay in contact had because we’re really helping people.” affordlooked a home, myifEmphasizing systems. also her own sys-recent build.”

Heget: finds aHampshire, way County Rockingham County in education, Ryan believes indie. walking ever there’s anything he can do for them, whether itand narket help me toits my the Cenla real estate community! building his own portfolio soon. with you when you But memory can live authors.

To subscribe orSandra change address, send inquiry toyour mag@topagentmagazine.com.

Published in theStacey U.S. an planning major with a concentraOn acontribute monthly basis, sends out email newsunit building in downtown Los Angeles.

“I feel incrediContact at 623-606area, including affordable housing, ine!” amily feel also shows in clients the makeup of Bobbi’s tems real into the process.

“When I’m meeting new buyers oo bad.” covering the area from the Seacoast to thetrue Lakes Region. hollisha.com and find her online at his through the with transaction process step-byHeading into 2022, Ryan will remain to his core Please contact mag@topagentmagazine.com xperience in has anything to do estate or not.

He’s also tomers through newsletters, postcards, an on through others for a very long time.

Memories are Stacey understands.

As a member of the Professional That foundation of honesty has helped Austin build letters with information that helps clients understand ommunity development at Alabama bly fortunate,” says Natanel.

When it comes to marketing her listings, Tracy made ing and selling real estate,” or email scoulthardre@gmail Her granddaughter and partner, Jade, is a licensed Kaitlin’s business comes from repeat and or sellers, I usethe a questionnaire to 50% really understand step to knowawhat to expect throughout process. About values andofcommitment to consistently advocate for ing downtown and vibrant art community, toend listen active in his community with the volunteer work he ’t atbeen theto finish afiner very successful business over the last six years.

As always going to be more important than money.”

Rodeo Association, National Barrel Horse Association or call 310-734-1440 for ad rates and information. the details of homeownership.

Additionally, she atheir strategic move to join TTR Sotheby’s International birthday and holiday cards.

While Lamacc and has working with Bobbi for 12 years. referral clients, an impressive feat that demonstrates the “Education leads to empowerment.

I’m a people perhis clients’ best interests and provide them with what real estate project is and what they’re looktor for two years now, licensed rategic tools have served her Fortunate, yes, but backed by deep industry and market lds strong relationbroker and owner of Wine Trail Properties, he leads a With the draws. ferocious speed at which the modern world ’s important does with local elementary schools, helping build a Realty in 2018, due to its international audience and obbi’s daughter, Jade’s mom Lori, is unlicensed other “We’re kind of spoiled around posts regularly on social media and organizes open trust confidence she inspires.

Part oftheir whatdreams keeps son, and I want my clients be she happy and“Then to feel highest of both service whileatmaking ing to for,” says.

I have aand meeting with them marketing department, Mark to do Contact Austin 315-882-2343 knowledge thatlevel keeps developers and buyers flock-or Copyright Top Agent Magazine To learn more about Lauralikes Evans nd Connecticut.

In his first year have become good team of around anew dozen agents who deliver exceptional the team’s transaction coordinator for over 30 eer, as she has already reached platform.

With her luxury listings marketed in more clients coming back is Kaitlin’s dedication and work Outside of work Brent and his wife are deeply looking for float for the Torchlight Parade in Old Saybrook, or houses to bring in potential buyers. confident about the decisions they’re making.

My goal come true.

He’s currently looking to hire two addiFor more ab sith moving, it’s no surprise that many are deciding to where I go deeper into their answers, because I want Top AgentMagazine Magazine Top Agent 33 prices,” she notes.

“This is 80 an404-660-9565 up-anding to him for his services.

“I think apromotional lot of it has to do email alapp@winetrailproperties.com plans and materials ensuring After the closing, Iis service to Yates County and thein surrounding area.

On That’sour in addition toand another part-time assistant, Contact Candice at than countries, she leverages this exposure to atemail ladylauraevans@gmail.com, ethic.

“I love being busy,” Kaitlin says.

“I can’t sit still, sales volume is on pace to To learn more about Brent Maha to help people build wealth, manage their investtional agents and is launching a new website along involved their local community.

He serves as the please c them to feel that I’m there to help them out and be of participating insays. his “Icommunity’s “Trunkwith Treat” this year and is Bobbi working unplug relocate to more remote areas.

Adding toor being different, yet being consistent and thinking “It’s a and family thing here!” weeks.

Because or email myrealtorcandice@gmail.com tract a broad range of potential buyers and investors. and that serves my clients really well because I’m dedigy.ofme area with a revitalized downtown, and some consistent and attractive to specified bu ments, and grow—whichever way that is,” he says. with his interactive email newsletters.

In addition, greater service to them.

I present all the strategies that email brentm@socodream.co email Nata Vice President of not the Ellicott Metro District After working hours, Sandra takes every opportunity the end of 2021.

Heonhas found or callwhen (443) event Halloween.

When he’s working or the givoutside box,” saysBoard Natanel, asked235–4649 how he has

MARK BE

ANTHONY LA PENNA

MEGHAN ADAM

https://

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

https://

5 Tips to Get New Clients

4

If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

Top Agent Magazine

1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

5

3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

Top Agent Magazine

JACKIE McKEEL Top Agent Magazine

7

Licensed in both Virginia and Florida, Top Agent Jackie McKeel is a REALTOR® and Property Manager with The Friends Group, powered by Herron Real Estate, and The Bryant Group Real Estate Professionals, where she assists clients throughout the Jacksonville and Hampton Roads areas.

A Navy Veteran and top producer in the Jacksonville real estate market, Jackie McKeel has always been passionate about helping others. She would first take an interest in the real estate industry soon after transitioning out of the military. Seeking an opportunity that complemented her entrepreneurial spirit, but afforded her the time to be there for her children, she accepted a position as a transaction coordinator for a leading brokerage in the area, where she had an opportunity to learn the business from the ground up. Inspired by these experiences, she would pursue her license in 2018 and has gone on to lead the top military relocations team in the area. She’s been going strong ever since.

Today, Jackie is a REALTOR® and Property Manager with The Friends Group, powered by Herron Real Estate, and The Bryant Group Real Estate Professionals, where she assists clients throughout the Jacksonville and Hampton Roads areas. Licensed in both Virginia and Florida, she has cultivated a 8Copyright Top Agent Magazine

Top Agent Magazine

distinct process to meet the needs of any buyer or seller.

When listing a property, Jackie takes a comprehensive approach. After helping her clients fully prepare their home for the market, she shares it over both the regional MLS and a highly targeted blend of digital and social media campaigns. Along the way, she utilizes

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her nationwide network of fellow agents and military buyers to give each client an added advantage.

Elsewhere, Jackie is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests.

As a veteran with her husband now serving in the Navy, she is particularly passionate about

Copyright Top Agent Magazine9

As a veteran with her husband now serving in the Navy, Jackie is particularly passionate about helping military families realize the dream of home ownership.

“Military buyers have a special place in my heart,” she says. helping military families realize the dream of home ownership. “Military buyers have a special place in my heart,” she says. “Most of all, I see educating them on VA loans and setting their family up for success as my way of giving back to our community.”

Over the years, Jackie has earned a fantastic reputation from Jacksonville to Hampton Roads, with the vast majority of her volume coming from repeat clients or referrals.

Through it all, she remains dedicated to the proven standards that set her team apart. “I truly value the relationship and rapport I build with my clients. From start to finish, I strive to make the process as stress-free for them as possible. That means going the extra mile to make sure they get the house they want, whether I’m negotiating on their behalf or helping them navigate a repair.”

Outside of real estate, Jackie is an active member of the PTA at her son’s school. When she’s not with clients or giving back, she can be found spending quality time with her family, playing volleyball with friends, or taking her kids out to local landmarks like The Jacksonville Zoo Copyright Top Agent Magazine 10

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and Gardens—enjoying all the family-friendly venues her city has to offer.

As her volume maintains its steady growth, Jackie intends on expanding her team while bridging into rental properties in the coming

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months. In the meantime, she looks forward to all the new clients that await. “At the end of the day, I genuinely love serving in real estate,” she says. “My focus is on getting out there and helping as many families as I can. For me, there could be nothing more rewarding.”

Copyright Top Agent Magazine 11

For more about Jackie McKeel email movingwithmckeel@gmail.com, visit jackiemckeel.thebryantgroupva.com or call 904.476.8877 https://

Copyright Top Agent Magazine 12

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

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13

My Crystal Ball:

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

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

14

Top Agent Magazine ®

Top Agent Magazine

Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business.

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

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

sell them a home. We know that’s not the norm, though.

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

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression…

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

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Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

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

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

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

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

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BABLOO CHACKO Originally hailing from India, REALTOR® Babloo Chacko immigrated to the United States in 1995, where he then spent the next twenty years working as a healthcare professional.

In 2015, he decided to sell his healthcare business and start working in real estate, a move that was brought on by his interest in sales and genuine love of people. Today, working on both the commercial and residential sides of the business, Babloo serves as a trusted real estate advisor in middle Tennessee and beyond.

At this point in his career, around 70-80% of Babloo’s business comes from repeat and referral clients. He believes this high percentage is due to the success of his solution-based approach. “When my clients come to me with a goal in mind, I make it my mission to help them reach it,” he says. One of Babloo’s specialties is guiding clients under the age of forty in buying their first homes. He not only knows exactly how to advise them on making smart home investments at a young age, but he enjoys it. “I teach a lot of young people to use real estate as an income replacement program,” he explains. “Then, by the time they are forty or fifty, they have multiple homes and are set for life.”

You can tell that Babloo prioritizes his client relationships above all else, even after the sales process is complete. For example, he is always available to discuss properties with clients, whether by email, phone, or text. After he’s handed over the keys to their homes, he uses a client retention program that serves as a reminder to follow-up with them periodically.

Finally, Babloo takes advantage of MLS and social media to educate, inform, and share his listings.

Actively supporting numerous charitable endeavors, Babloo gives back to communities both locally and Top Agent Magazine

abroad. He is a member of his local church, and is involved in a global Catholic youth group. He is also a member of the local Rotary Club, which requires a lot of community service and engagement with local events. Further from home, Babloo is part of the leadership role of an organization that has provided aid in India and Nepal. In his spare time, he loves to travel the world and be with his family. “Every time we visit somewhere, it expands our horizons,” he says. “I teach this to my kids as well as the importance of investing in real estate from a young age.”

Looking to the future of his business, Babloo is planning to build a team that he can mentor and grow with.

His target sales goal is $50 million annually, and he is well on his way to achieving this number. “Creating a team that excels at commercial, investment, and residential sales is the next step,” says Babloo. “I work really hard everyday to make the best decisions for my business and my clients.”

To learn more about Babloo Chacko, please call 313-617-4320 or email bchacko71@gmail.com Copyright Top Agent Magazine 17

CALEB CLASSEN Caleb Classen is in it for the long term. He began his career at only 18 years old and now, two years into the business, he has set himself up to be one of the most experienced agents in the industry.

A native to Colorado, Caleb was born and raised in Colorado Springs, an area in which he is well versed and proud of. While he mainly works in Colorado Springs, he also serves Denver, Pueblo and the surrounding markets. Working with one of the top Keller Williams teams in the state is one reason Caleb says his referral business is increasing. “I got placed on a great team,” Caleb says. “Our marketing is what we’re best at. We offer free staging, cleaning, videography, and photography. Our videos are of the highest quality and one of my favorite parts to show the clients.” An impressive and notable approach they take is placing highlight cards around each home. “They offer information about spaces you may not otherwise notice,” he says. “We show the home correctly and get it sold faster.”

With a unique approach to his work, Caleb has seen his business grow year after year. “I’ve built my business on expired or canceled listings,” he explains.

“After the first couple of sales, I felt incredibly fulfilled. It feels great to help people.” While his favorite aspect of real estate is in fact helping people, he also loves creating videos, listing appointments, and sales.

Having spent the majority of his life involved with real estate, as his mother was a property manager, he understands the devotion and commitment it takes to be successful. Therefore, it is important to Caleb that he keeps in touch with clients and one more way he is growing his business. “I love to stay in touch. I give them a call or text and invite them to events or out to 18

have coffee when they can,” he says.

“I really want to build more trust. But at the end of the day, I just want to see how they’re doing.”

In terms of involvement, Caleb wants to expand his business but also deepen his relationship with the community and help to uphold the high standard of Colorado Springs. He dedicates much of his time to his church and feeding the homeless and will be deeply involved with the ministry his team lead is starting. When he is not working or serving his community, Caleb takes any opportunity to enjoy Colorado living. “I love rock climbing, hiking, and taking my black lab anywhere there’s water,” he says. He also likes lifting weights and spending time with friends.

As for his future plans, Caleb wants to own his own brokerage and to elevate the aspects of real estate and communicate the level of dedication it takes. “When I first got into the business, I realized it is much more difficult than I thought. And I love it,” Caleb says. “I get to help people. Every day. It’s so fulfilling.”

Contact Caleb at (719) 653-4074, calebclassen.realtor@gmail.com, or visit his website here. www.realtor.com/realestateagents/621102a0f3e36ca1d0dfb2dc Copyright Top Top Agent Agent Magazine Magazine

Is Starting a Team the Right Solution for your Business?

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

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

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

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

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

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

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

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans20

actions in sometimes stressful circumstances.

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

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

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

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CHARLENE JONES When a bank robbery altered her career trajectory, Charlene Jones found herself in the high-stakes world of mortgage brokering.

“I was an assistant manager of a bank that was held up at gunpoint,” Charlene explains. “The robber was nicknamed by the FBI as the “Shootist”. The Shootist robbed 56 banks along the west coast over an 8 year period. It was one of the lengthiest strings of robberies in the US according to the FBI. After that day, I decided to become a loan officer.” The pivotal event steered her towards a mortgage career spanning over 25 years, exhibiting a true calling to help people fulfill their dream of homeownership. It’s been her resilience and determination which shaped her reputation in the industry. Today, Charlene is a founding member at The Fortress Group Total Home Finance, LLC. The company was formed to help better serve clients with competitive pricing and programs. “I’ve worked for bank owned mortgage companies and retail mortgage companies in which you are subject to their restrictions. Most companies don’t follow the agency guidelines and have their own overlays on credit score and extra documentation that clients must meet in order to obtain the loan. It was time to change that. We follow the agency’s (FHA, VA, Fannie Mae, Freddie Mac and Jumbo Investors) guidelines eliminating the extra work, costs and stress to our clients.

The Fortress Group offers an array of products to their clients. Charlene has a keen eye for shopping the best rate for her clients, she operates with the freedom and flexibility that a mortgage broker affords. Her expertise ranges across VA, conventional, high balance, new construction (360 day locks), renovation, First Time Home Buyer (FHA) and Jumbo loans, always eager to accept the challenges that come with helping clients acquire their dream homes.

Charlene is a financial friend who has built her business through referrals. She uses her extensive experience to

enlighten clients whether it’s their first home, move up home or purchasing an investment property. Her abilities extend far beyond securing loans, as she prioritizes her buyers’ comprehensive financial health, ensuring the mortgage fits perfectly within their broader economic picture.

“It’s really important for me to zone in on my customers’ financial goals to make sure that the program or product that we discuss best fits their needs,” she explains.

What also distinguishes Charlene is her personal touch in an industry often dominated by digital interactions. She sends handwritten notes to stay in touch with past clients and referral partners, always wanting to strengthen her relationships with those she serves. Charlene’s success as a loan officer is evident in her impressive yearly sales.

Her exceptional talent is why clients trust her expertise, appreciate her dedication, and value her uniquely human approach. “I want my customers to know I truly care about them.”

When Charlene isn’t working, she makes it a priority to give back to the community. She recently earned her CDLP (certificate in divorce lending). I am really active in this segment of the community.” She is also active in the local Chamber of Commerce and is part of the Northern Virginia Builder Association. During her free time, she can be found donating time to her favorite charities, attending her daughters soccer games, and enjoying her family.

Looking towards the future, Charlene plans to continue growing but in a strategic way. “We want quality over quantity,” she explains. “We want people who see and appreciate our vision and our growth. I want to continue to share my knowledge of the industry so that people can make an educated choice on mortgage programs and products.”

For more information about Charlene Jones, please call 703-615-2444 or email charlenejones@jonesforloans.com, visit jonesforloans.com www.

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HOLLISHA GREEN- SHANNON From an early age, Hollisha GreenShannon had a front-row seat to the real estate industry. “I attribute my interest in real estate to my dad. We were a real estate family,” Hollisha explains, and it was her father’s advice that led her to buy her first house in college. Later, when she was buying her second house, Hollisha had a lackluster experience with an agent that inspired her to get into the business herself. “My agent did not do a good job, and I just thought, ‘If he can do this, I can do it—and I can do it way better!’” Hollisha says. “That’s how my real estate career was born.”

Since becoming licensed in 2006, Hollisha has helped other buyers, sellers, and investors build wealth and find security for their families through real estate. On Hollisha’s real estate journey, she obtained her Broker’s license in 2015. In addition, in order to set herself apart from the everyday real estate agent, she obtained her Alabama Auctioneers license in 2019.

Hollisha serves Huntsville, Alabama, an area that is a hotbed of activity thanks to the presence of an Army base that draws people from around the country, as well as engineering firms and several colleges. “There are lots of transplants here, like my husband and I, who came for college, graduated, and never left,” Hollisha says. “It’s a very diverse area.”

About half of Hollisha’s business comes from repeat and referral clients, and it’s easy to see what keeps people coming back. “I pride myself on treating people how I want to be treated,” she says. “From that negative experience as a client myself, I know how it feels when somebody doesn’t care. I just want to be a positive force and a positive component of the transaction so that people can feel comfortable in making one of the biggest purchases of their life.”

Hollisha was an urban planning major with a concentration in housing and community development at Alabama 22

A&M University, and she has worked with the Alabama A&M Community Development Corporation on developing new construction in underserved, underprivileged areas at affordable prices. For the past two years, Hollisha has served on the Planning Commission for the City of Huntsville. She also volunteers her time teaching real estate to students at a local high school. When she’s not working or giving back, Hollisha enjoys watching sports, traveling, and spending time with her husband and children.

Looking toward the future, Hollisha says, “I plan to continue being of great service to my clients, while also continuing to grow my own portfolio.

Real estate helps with building generational wealth for my children and securing my and my husband’s retirement.” In everything she does, Hollisha tries to honor her father’s legacy and influence. “My father was a big force in my life as far as work ethic and introducing me to real estate,” she says. “I want to continue to make him and his father proud, and I know he would be proud of where I am today.”

Contact Hollisha at (256) 652-3949 or hollisha.shannon@gmail.com and find her online at hollisha.com https://

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 24

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

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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JENNIFER RAYOUM The journey into real estate began in 2002 for Jennifer Rayoum when, as a waitress, she had a chance encounter with a REALTOR® customer that sparked her interest in the field. Jennifer recalls the moment, saying, “The REALTOR® said that I had the perfect personality to get into real estate, and asked if I had ever thought of it. I said yes and decided I would do it, and she helped me get set up with classes and a few months later I took the test.” For the next 5 years she worked in the field learning the trade from senior agents.

Despite a hiatus teaching middle-school social studies, Jennifer got back into real estate full time in 2015 and is now a top-selling agent in the Toledo market, which includes parts of Michigan where she also holds a real estate license. With about 50 transactions a year under her belt, Jennifer’s business is now a family affair with her son and daughter both members of her team. Her son joined the team in 2021 as a full time REALTOR® and her daughter transitioned to working for her in 2021 as Jennifer’s marketing specialist. She, too, will soon become a licensed REALTOR®. Jennifer explains the shift, saying, “This took me by surprise.

My kids always said, growing up, they would never get into real estate because all you do is work, you never get a break, and you’re always interrupted.. Now they see a different side.”

Jennifer is happy to talk about the unique aspects of her market area, including its affordable housing, a thriving downtown and a vibrant art community, among other draws. “We’re kind of spoiled around here with our prices,” she notes. “This is an up-andcoming area with a revitalized downtown, and some of the best metro parks in the county, with a park within 5 miles of every citizen, an awesome library system and a thriving art community.” Jennifer is not only a REALTOR® but also a house flipper with her husband. “The neighbors love to see us come in,” she says. “They know we’ll bring up property values in the neighborhood and eliminate nuisance houses.”

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One of the key factors contributing to Jennifer’s success is her strong focus on building relationships with her clients. Most of her business comes from repeat clients and referrals, showcasing the trust and satisfaction her clients have in her services.

Jennifer’s commitment to staying in touch with her clients and providing exceptional customer service has allowed her to maintain lasting connections. “I just love helping people achieve their American dream and create generational wealth for their family,” she relates. “Owning property is one of the best purchases you can make.

It’s one of the most valuable assets, and I love guiding people through the process.”

Aside from her thriving real estate career, Jennifer actively engages in community involvement. She is a member of the Reynolds Corners Rotary Club, participating in various projects that contribute to the betterment of the community. She is also part of Toledo Women for Good, an organization dedicated to empowering female entrepreneurs through financial support. Furthermore, she and her husband fund a small cat sanctuary on their property. When not working, Jennifer enjoys camping out along the Portage River with her husband, attending yoga classes and, of course, “spending time with the kitties,” she adds, “just enjoying life.”

To contact Jennifer Rayoum please call (419) 708-8608, email toledometrohomes@gmail.com, or visit toledometrohomes.com www.

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MARK BELIVEAU An entrepreneur by nature, owning two health clubs for fifteen years has helped Mark Beliveau gain clients and achieve top status as a real estate agent.

Currently working with Lamacchia Realty REALTORS® he is a member of the firm’s “Top Producer Circle,” an elite group that honors agents who annually sell at least 20 homes or produce nine million in sales.

According to Mark, “Owning health clubs has allowed me to connect with a lot of folks and truly get established.

Now I receive over 60 percent of my clients from friends and referrals.” Receiving his broker’s license at just 18, Mark currently helps buyers and sellers in Middlesex and Essex Counties in Massachusetts and the Lakes and Seacoast regions of New Hampshire. He first started working with REO properties but quickly found himself selling everything from apartments to second homes. He also handles corner projects, specializes in house flipping, and has a large investor clientele.

when they realize they have just bought a property they never thought possible.” Mark continues by adding, “Even with investors. I like taking on the project, working with them to determine how we are going to fix up the property and getting them to the end value.”

After three years with his current firm, Mark plans to stay with Lamacchai. His goals include growing his team while helping newer agents create a name for themselves.

He plans to do this while exceeding his current numbers.

We have no doubt he will complete his mission. Even his colleagues believe it’s only a matter of time before Mark becomes a part of the firm’s prestigious Presidents Club.

When he is not practicing real estate, Mark enjoys spending time with his family and friends. Local to the area himself, he truly appreciates and enjoys all amenities the Seacoast has to offer. He also likes to put aside time for occasional travel.

With over 40 listings last year, not counting his off-market accounts, Mark believes what makes him so successful is that he speaks from his heart. “I’m not a salesperson,” says Mark. “I try to listen to my clients’ needs and send them exactly what I think they are looking for. Then we sit down and go through everything and figure out why each house is a fit or not.” Mark adds, “I don’t sell houses just for commission, it’s a relationship I am trying to build.” He finds a way to stay in contact with his customers through newsletters, postcards, and personalized birthday and holiday cards. While Lamacchai has a large marketing department, Mark likes to do his own floor plans and promotional materials ensuring his listings are consistent and attractive to specified buyers. His face can also be seen on billboards throughout Middlesex and Essex County, peering down at drivers stuck in traffic so he is always at the forefront of residents’ minds.

Having 35 years under his belt, it’s obvious Mark enjoys his profession. “I get great satisfaction from the end results and enjoy seeing the thrill on my client’s faces 26

Contact Mark by phone at 978-387-3464, email mbeliveau@lamacchiarealty.com or visit lamacchiarealty.com/team_members/mark-beliveau www.

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4. MOBILE-FRIENDLY EMAILS

With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5. TRACK THE PERFORMANCE

OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6. DON’T SPAM UNDER

ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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MEGHAN ADAM Though she is a fresh face in the real estate business, Meghan Adam has the confidence and skills of a lifelong real estate agent! After a friend who was already a Realtor convinced her to get her license two years ago, Adam has been helping people find their dream homes in the central Louisiana region. Central Louisiana, commonly referred to as Cenla or the Crossroads, is home to larger metropolitan cities, Alexandria and Natchitoches, where the classic film, Steel Magnolias, was filmed. She began on a team and has since branched off as a solo agent. As a resident of Rapides Parish with deep roots in the community, she is able to call upon her extensive knowledge of the area in order to find the best deal for her clients.

“I think being able to listen to my clients’ needs and [to] negotiate on their behalf, my strategic thinking, and hands-on execution help me contribute to my clients’ success in buying and selling real estate,” Meghan remarks. Her strategic tools have served her well in her two-year career, as she has already reached $1 million in sales volume this year and is working toward meeting her $2 million total sales mark from the beginning of her real estate career. Already, Adam is netting a rate of approximately 15% repeat and referral business. She attributes this not only to her proven sales strategies but also to her client relations and marketing endeavors. She has a large Facebook following, which is where she starts marketing her listings, and has found social media to be an extremely useful tool. After completing transactions, Meghan makes sure to stay connected with her past clients. “I touch base,” she comments. “ I text, I call, we really end up [becoming] friends.”

Adam’s brokerage, Call the Kelones Realty, sponsors many local Realtor events in the region, which she Top Agent Magazine

prioritizes giving her support to in any way possible. Meghan is a mother to two boys, and outside of work, she can be found enjoying the great outdoors with her family. She can get down and dirty in nature, whether it is through primitive camping trips with the family, or riding four-wheelers in her free time!

Meghan thrives on the interpersonal relationships she builds in her real estate network. “I really like the opportunity to help my clients,” Meghan states. “I’m motivated by growth, and I think my personality and being relatable helps me grow as a real estate agent.” She hopes to continue to grow in the central Louisiana area and to develop a strategic marketing plan to get her name out there in order to beat her personal records year after year. It’s hard to imagine anything less than success for a woman who quickly and adeptly has become a prominent force in the Cenla real estate community!

Contact Meghan at 318-880-6220 or e-mail meghanadam17@gmail.com To explore Meghan’s listings: Call the Kelones Realty, check out the website at callthekelones.com www.

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SANDRA MORALES At just eleven years old, REALTOR® Sandra Morales immigrated to the United States with her family to start a new life. Since then, she has been determined to help other immigrants assimilate and create their own bright future. Entering the real estate industry in 2002 as an assistant, she went on to earn her license in 2013. Today, Sandra works as a solo agent representing residential buyers and sellers throughout the Denver, Colorado metro area. With market expertise and a local’s perspective on every neighborhood in the city, Sandra makes finding a new home or selling an old one a snap.

With a decade of experience as a full-time REALTOR®, Sandra counts most of her business as coming from repeat clients and referrals. She even works with multiple generations from the same families, a true indicator of happy clientele. Clients love having Sandra as their agent — both because of her positive attitude and her business acumen. “To make my clients feel special, I personally reach out to them on their birthdays and host an annual client appreciation event,” she explains. “I always advocate for my clients and work hard to close quickly if they are selling.”

On a monthly basis, Sandra sends out email newsletters with information that helps clients understand the finer details of homeownership. Additionally, she posts regularly on social media and organizes open houses to bring in new potential buyers.

After working hours, Sandra takes every opportunity she can to give back to her community and spend time with her family. She has a strong Christian faith and is actively involved in her local church and outside of church, Sandra enjoys volunteering within her company to give back to the community in different activities throughout the year.

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As the mother of three children, including twins, Sandra and her husband of 17 years spend a lot of their spare time raising their family. They particularly love traveling and doing outdoor activities together. “Family is everything to me,” says Sandra. “Being a REALTOR® allows me the flexibility to be at home with my kids when I need to be.”

Annually, Sandra completes between $8-10 million in sales volume. Her goal in real estate is to touch lives in a unique way and help families to create generational wealth. Looking to the future, Sandra has exciting plans for her business. As she expands her work on the listing side, she intends on further scaling the model of service that has set her apart in the region. “My passion is helping people to become homeowners, even when they don’t think it is possible,” explains Sandra. “At the end of the day, I love the fact that I can make a positive impact on peoples’ lives, but most importantly, I believe in honesty, integrity, hard work and building relationships.”

Contact Sandra at 720-371-4244, email sandravmorales31@gmail.com or visit s-morales.kw.com http://

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 31

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 32

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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TRACY VIBERT WILLIAMS Tracy Williams has always been passionate about real estate. “Twelve years ago was an opportune time in my life to delve in, and I was fortunate that I saw some success in those initial years,” says Tracy, senior vice president at TTR Sotheby’s International Realty. Success is an understatement. Tracy’s team is now the largest team volume-wise in the McLean, Va., office. Together, they achieved remarkable sales of more than $150 million last year.

Licensed in both Virginia and Washington, D.C., Tracy has established herself as the go-to agent in the greater Washington area, particularly in McLean, Great Falls, North Arlington and D.C. She has sold luxury homes in the area’s most exclusive neighborhoods and historic properties surrounding some of Virginia’s most beloved landmarks.

For Tracy, the most rewarding aspect of her career in real estate is the opportunity to help people navigate one of the most significant transactions of their lives.

She finds fulfillment in guiding her clients. “Helping them move through the process and getting them to the finish line, is so rewarding,” she relates. What’s more, Tracy values the friendships and connections she builds along the way. “I’ve become friends with so many of my clients,” she adds. “The process of buying and selling can be difficult at times. But the reward is so meaningful— unlike any other profession I’ve ever had because we’re really helping people.”

their new home. “We all go far above and beyond,” she says. “We are boots on the ground. This is a transient area and buyers and sellers may have multiple homes in different areas of the country and the world, so they may need help beyond the closing day.”

Washingtonian and Arlington Magazines consistently recognize Tracy as a Top Producer. She also received REAL Trends’ “Top 50 Agents” Award. Outside of her real estate endeavors, Tracy actively participates in her community, dedicating her time and efforts to a charity called Share, which focuses on addressing food insecurity and helping those in need. She remains committed to making a positive impact beyond her professional sphere.

As for the future of her business, Tracy’s focus is on smart growth. Her emphasis is on the importance of her clients. Tracy cherishes the connections and friendships she makes along the way. “For me, this business is about much more than just writing a contract, negotiating and getting a deal to the settlement table” she adds. “I have established lifelong relationships, which is truly wonderful.”

When it comes to marketing her listings, Tracy made a strategic move to join TTR Sotheby’s International Realty in 2018, due to its international audience and platform. With her luxury listings marketed in more than 80 countries, she leverages this exposure to attract a broad range of potential buyers and investors.

Tracy can’t say enough about the work ethic of her team, which goes hand in hand with their genuine desire to help their clients. Recently, her assistant rolled up his sleeves and helped clients move furniture into Top Agent Magazine

To contact Tracy Vibert Williams please call (703) 867-4309, email twilliams@ttrsir.com, or visit AllianceGroupHomes.com www.

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