NATIONWIDE & INTERNATIONAL 9-18-23

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS SUSAN L. BRILL TAMI RAE MEADOR ANDREW GRAHAM CAARIN PANNKUK CHARLES DUFOUR DANNY TEJEDA GABE KHOSHKHERAMAN GABRIELLE RUGGERI

FEATURED AGENTS KAREN ORRACH LIZ KELLY RICH LOWREY TREVOR LAVOY SMITH

COVER STORY

KIM WOHLER

NATIONWIDE NATIONWIDE& &INTERNATIONAL INTERNATIONALEDITION EDITION

“I I THE PROPERTY SUSAN L. BRILLGEEKS / CAARIN TAMI RAE MEADOR d A vibrant integration of dedication, colS W Andrew Graham of Liberty Lake, Wash- and In addition s 7 17 23 passion for real estate 28 31 to sp laboration S ington, has combined his education and partner, Andr in the Twin Cities can be attributed to le it the incredible Property Geeks team, in construction management with a lengths to champ F led by founder and “chief geek” Caarin lo penchant for networking and a deeply a senior attendin S Pannkuk. With two decades in the real is G seated passion for community improveUniversity, Andr estate business, Caarin’s journey has led m er don’t have toyou talk to Candice Kin are purcha ment to fuel his real estate her business. profit organizati to become the leader of this 30-strongYouWhether ow long to realize what makes he growing real estate team withinveryrental property, are a se “I love being able to meet and so many Purpose,orwhich pm of the best Realtors in the country fr the eXp Realty family, which stretches or even a first time home different kinds clients 230 kid’s Christm warmth and quickness to laugh putsdy KIM WOHLER SUSANofL. people BRILL – my TAMI RAE ANDREW CAARIN beyond the Cities into western Wisconsin.

With business, around 50%, comes from referrals, When the tides of Twin life shift, some find pursi ease immediately, and the enthusiasm toin considering purchasing lasting PANNKUK impact clients. is a tea pose MEADOR in workthe most unexpected places. TamiGRAHAM Rae a testament to her come from all walks of life, and “Myoncommitment mom such an extensive reach, it begs the question: What sets id hasbusiness for helping herwithin clients shines thr comes from my Meador’s journey into the world of real estate is “Much of my sive feat ofare havin or attributing Connecticut you ing with lenders, title people, aattorneys, me reach out to pg the Property Geeks apart? states, her clientele’s testament to this. After spending six years in sphere,” sheYou’ll also value the matter-of-fact team – a raritype the vacation rental industry, the fallout from the loyalty to her transparent way of working. talk todiscusses REO specialist An which she heridentify profession. developers – they all haveCOVID-19 different ors to k pandemic brought her face-to-face Tami prides herself on her honesty, and she W “It’s truly a collective,” explains Caarin.

“We stress colby keeping clients updated with a crossroads. The sudden halt gave her the goes the extra mile in the pi “The thing INestled love most backgrounds, and I am always look-over hercompetition, benefit from sur laboration it’s market not “There anews, competitive really isn’t much bet loai statistics, and even the difference retime and push to obtain license. Diving inso with Minn., the team sponse ratebrings of showings.

While somekinds homes, headfirst, Tami transitioned to full-time real together, environment.

Everyone comes all their agents when it comes to the meeting all ofresource great ing to make new connections while ents.

It’s grown th Bobbi particularly in the rural sector, might take estate and now celebrates her third year in theCarlos part of the comm Ortiz is one of those people you CONTENTS can offer,” Candice explains.

“So it c gifts and we’re able to service the clients satisfaction in the best Itoget from hel business. As a solo powerhouse, she proudly in 1977 strengthening old ones.” become a year rou esi participating formatchmaker” whom helping people is second down to whoof you think will work represents Real calls Estate, herself servingmeet way.” Windermere Caarin also “the whereha and save money,” Antho into the fabric awesome – our community is gr the scenic landscapes of north Spokane Coun-nature—an you.”clients vof impulse he gets to exercise team.

Here’s how it works, she says:for When my per 4) INCORPORATING 26) ty,5the REASONS Stevens County, and Pend Oreille coun- 37) HOW TO work with a sonal lot ofinvolveme investo or brea Prior to entering the industry, Andrew attended Central beasable tomake regularly help others.” arefromreferred thePark, team, Caarin first interviews them daily a And Realtor with Banker ties her base intoDeer Washington. no Coldwell mistake—no one tiw WHY YOU NEED OVERCOME YOUR CHARITABLE GIVING the Downtown “Real L Whether it’s the charm of country living or the are, because them to determine what their needs “one agent in the right position Her Properties. expertise infeel serving this Highly experienced determined toand exceed Choice very lucky tore Washington Universityand where he studied played W harder than “I Candice.

You could almo conveniences of downtown homes, Tami has an since underscores theI A MENTOR WORKPLACE FEARS IN YOUR REAL ESTATE can’tknowledge possiblyof specialize in everything; it’s not humanly intimate it all. she’s been in the industry since she wa wake up every day and have the opporbe profitable.

Oninthe reta to 75% of heclm expectations,for Susan has become trusted real After quarterback the Brill Wildcats!

“I was aplaying foot- the At staggering the time of70 writing Augus possible. Different agents have different personalities little things for her mother, who was PRACTICE As for the future tunity to help someone find their dream Springs Tami’sworking success in the real isn’t a from to use the knowledge ofshe c m ball, degree inWhile construction management, begun preparing this year’s holid referrals.

Instead of heavily estategetting agent my in Illinois. asestate a world loan career began in earnest 2007 asand and different skill so Irelatake that client and match and go product of chance, it’s built sets, on genuine uedin growth home,” Carlos explains.

“It’s especially 29) CONCIERGE CARE: 41) WHY EMPLOYEE gained as anare REO agent inh tionships and with trust. substantial part ofmake her keting, as an unlicensed assistant.

She got he and working construction allAan atagent same he it’s and his wife Rachael are exp them up and sure a Susan’s perfect fit.” for 44 past clients have officer yearsaago, she wasinternship introduced to athesmall aisteam that rewarding when that person a firstthat,find working with her mother until 20 14) RECONSIDER SERVICES THAT APPRECIATION clients fi amonth! solid home atshe anow rea time,” recalls.

“That me with only eight“None weeks potent in just one “Right mouth,” say builderhewho piqued herleft interest in this field. advertisement, frequen

ANDREW GRAHAM

time homebuyer, seeing their surprise

Caarin always knew she wanted to be in real estate,tobutGeorgia. Today estate g her talents Candic REFERRAL-ONLY LURE CLIENTS MATTERS &with CAN BOOST sure that w of andhe I used thatwere timeitexperienced to work at just aAND golf course spending time with our dog was never about buyingand and selling properties. excitement when we make find atwo house 4 agents Virtual Properties Re new opportunities.

Glowing tes of summer, the people hired in sales, oration and fam “B Bobbi WHENnearby PLANNING FOR YOUR BOTTOM LINE Aand graduate in commu clients all over Atlanta Metro are deep-seated passion for mentoring.

“When I theremains is perfect for them.” that was owned TRANSFORM by a She real estate developer.

I that going to look very different soo website, trust at th so he ended up coming to me forhas alla his real estate Group, Gwinnett and counties. Stat In so 2 started out, Ilanded found myself with Eastern Connecticut THE FUTURE REPUTATION started askingquestions,” questions,YOUR and itfirst eventually me always andhelping anxious –the inWalton a “I good way!

I Springs and lending Susan Eventuvices.

Susan says, always pu million in sales volume, with around agentexplains. mentor programs.

I love to teach,” she enthuses.

“I fo Carlos got into the industry in 2013, aft of El P working with Agnelli Rea 45) DAILY HABITS in a conversation guyreal who used to play football time just being good to people, business coming from referrals or r love to mentor and coach agents.”

Recognizing her menIf you do the right thing, the m ally, her passionwith for athe estate world began Dougla an in THAT the restaurant industry.

He had been lo them with their marketin joy Candice takes in helping them an 20) 6 HABITS OF 33) 6 WAYS TO WILL for my dad: Zach.”

While finishing undergraduate in the community, and maybe torship his qualities, peers often approach her with myriad businese growing, and she started working as an agent. new challenge, but wanted a career that vw delivering the highest quality of gra serv that sp the broker, and upon questions.

“I’mthrough a teacher and an educator at heart,” she design side HIGHLY PRODUCTIVE GET YOUR CLIENT INCREASE YOUR degree in 2018, Zach mentored Andrew the development and of them coming back. him to meet lots of people while continu Susan was recruited by a large builder, making “Client it adds.

“You don’t need to put meMENTAL on the stage because time job with the broke AGENTS TOMonday TRUST YOU STRENGTH licensure process, and the immediately fol- a valuable I get th service, something he had enjo to mentor someone“Ielse and have the transition to a brokerage Iinwould the much late prefer 2000s. approach every transaction as ifth good opportunity to wor busines his years in theCandice. hospitality industry. wa lowing his graduation, Andrewthem started says “If my clients He can’t shine,his andcareer.

I’ll her be their biggest cheerleader.” hsl generat Today, she covers a five-mile radius from and provide an invaluabl Phone 310-734-1440 | Fax 310-734-1440 with the Realtor he worked when pur I’ll be there for themwith no matter how and Iitth As proof of her helppassion to teach other agents, Caarin downtown Arlington Heights office, get, because if homebuyers. they’ve done the work home, who encouraged him to look into tors and I dbfe Phone 310-734-1440 | Fax 310-734-1440 them Today in 2023, Zach and Andrew team up at aAvalon24 mag@topagentmagazine.com |will www.topagentmagazine.com en be hosting sales conference in January on a in the financial position to be able For more ab mag@topagentmagazine.com | www.topagentmagazine.com He got his license and to ne ing people achieve their real estate dreams.

A and agent himself. looked back.”

Real Estate, which services all of Spokane County job is to help them cross that finish li cruise ship.

“It will be a sales training event for all of Thisex fa to No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent is published by651-208-7404, Feature My back.

“It’sMagazine been very rewarding. suburban area located northwest of Chicago, team.

H agents, other agents want to join us,” Publications GA, Inc. Although precautions are takento to ensure the accuracy published materials, Top Agentwho Magazine cannot be held responsible for large swathes of Idaho theour east.

Asofand an any individual the restaurant business taught me how Her relationship with clients doesn’ visit their agent a opinionsthis expressed or facts supplied by its authors.

To subscribe address, sendwill inquirybe to mag@topagentmagazine.com.

Published in the U.S. a Realt offers a blend of modern living Anthony has been sheor change adds.

“Agents taught how to use TikTok, agent,region Andrew averages between $15 and $20 million however.

Candice naturally W people andline, learn their particular needs.

It’ Andbuil Bo insomeone both Massachusetts and small-town making it anofattractive ships with people, andwhat manythey’re clients andan isish in annual volume,charm, bolstered by a book business that to understand 2 Top Agentand Magazine friends by the end of the process. years.

T he closed $2 million in “A place residepercent for many reasons. them well.” uso is one to hundred referral based.Its“I proximpride myself in order totellserve Chrissy them I’ll see them in a couple close over $5 million by

LAURA EVANS DANNY TEJEDA STACEY COULTHARD GROVE HOMES GROUP RACHEL HUDGINS GABE KHOSHKHERAMAN

RICH LOWREY

I am trying to save the islandReal thatestate has been part ofRachel way intoMarietta, get there is by®this boat.

“There are isaward by implementing Hudgins and30American Quarter Horse Association Situated at the Paige northern edgeis ofbasedTop Baltimore buyers and sellers call Gabe Under accomplish 30 Realtor s, an heThe aspect 68 59 Evans 64 onlove,” withdeclares a loveLaura for with every part ofGABRIELLE his 60 63 andAs while no was bridges the It’s abusin very CHARLES D35 Ulooking FOUR Georgia, does business all across theto excitin life for decades.

After Paige ough marketing strategies.

“We sp 32 Grove’s 36 39 R Khoshkheraman when they’re extremely proud toisland. receive.

“It real-most Arizona’s Maricopa County, very well the bond between rider and an west side of the state.

She developed an ent, and eve ® graduated from thea partner University of theknow wordthat amongst our brokerage w not just for a Realtor ly feels great to I’m making a , but for discussing her beloved Smith Island. peaceful existence.

I can ride my bike of having the right resources t the littleworld town ofdeals; Wickenburg nny Tejeda knew who’s invested Danny’s marketing approach for list he builds relationships. you give good Step into the electrifying interest estate as a importance child, when“When andRuggeri learns Georgia in 1991, she decided to earn her in real we have aTolisting,” Paige says.n difference,” heever says.

“There’s a Gabrielle lot that in their real estate journey.

With less than 200 fulltime residents, around the whole place.” she used to ride with her uncle, a realtor, finds sellin riding when lifestyle.

She’s an at offindin isAlthough known worldwide for whenits you answer phone, when you ofout Charles Dufour, a charisisonreply aexpert sacred place wher real estate license. she tookservice, a also advertise hundreds webs doing tenant placement goes onthe you’re working with peothe perfect fit. On Gabe started heavily on the strength of ®as he made leans the quickly, rounds showing houses. ing.relat She lov to emails then people tell that to their neighmatic and driven REALTOR ished memories are ma property for her buyers. many rodeo events, and has Smith Island is known as theforlast inhabAside from her work, Laura is passionbreak to raise her she was intake professional photos, and make ple’s emotions and their money.

It’s a a Section 8 company that children, worked with Rachel admired her uncle and his busipeople, esp who inisItthe taking thethat real estate bor, athey tell that to their partner,” explains.

His renot just a valuable erhood, the ofprivate “Igood have ahehome really strong datab feeling when people trust landlords. was there hethe de-for volved building industry years. the looks itsyou best.” made county premier ted islandhe offtook the shore Maryland, ate about being involved in and the localthfi ness piqued ships. her interest; needless to say, possibly investment: it provide scene by storm in Quebec, ferral circle has become a testament to his dedication, veloped a“So wealth of knowledge about all to work with you, you’re ableever I was alwaysdestination staying updated on Rachel obtained her licensewant and has now made.

When it “I comes to and her listings, Stacey for western-style me an on agent, wantwhere I can take these listings and m ocated Chesapeake Bay.ofThe island community. am involved in virtually tional support, comfo Montreal and beyond.

With with clients-turned-friends eagerly spreading the word to help them make the right purchase and the neighborhoods in Baltimore City current market trends,” she says.

After During any free time, Paige and D been working as an agent for 19 years. in helping RACHEL HUDGINS OKSANA BOGOTT STACEY COULTHARD LAURA EVANS AUSTIN LAPP GROVE HOMES GROUP sellers on chapter preparing andlives. staging their hom riders everywhere.

And ifservice. you ANTHONY LA PENNA security.

“A home is n BRENT MAHAGAN a tireless work ethic, Charles about his CANDICE KING NATANEL MALKOUKIAN start the next of their I also and Baltimore County before transitioning the wide ra s recognized worldwide by its famous everything that happens on this island!” her kids were grown and she had remarstay active in the community.

“M areer as he grew his into real estate ket to them,” he notes.

This database i a to structure made of are a horse enthusiast looking to the contemporary buyer.

With the help involved w has proven that he’s not just in August 2020. like the freedom and flexibility be able ried, Paige decided to begin againRachel in realworks with year started the CDAWGIsland Founda a partner –isherthe daughAustin LappIsland has never been athe one-sizetrack to close around $12old million in Smith multi-layered Smith Cake, She manager of creates the and paint.

It’s athe place Top Agent Natanel Malkoukian –derful Managproblems have come up.”

She also stays manage ng forintroduced Having entered the Century world of real estate working directly with loat energy and assistants, she professional to move to the center of the action, you are going to to travel with my wife and enjoy myself while still CHARLES DANNY TEJEDA GABE GABRIELLE another agent; he’s aestate. game-changer who is rewriting Charles’ heart lies in the stories he helps shape.

“I like asing your fits-all first resources Agnelli provides as one of the ter, Peyton Lamb, who just started in Joining 21, her knowledge about new which raises money for children who can’t ad him limited to just clients, it extends to kind of Realtor.

Since getting his sales volume by the end of 2021, Austin 77 78 71 72 75 you’re writing your sto ticipated ® official and its abundant Cultural Center, owns the island’s only ing Director of New Development at Nest amongs in touch through annual client appreciaer one state dessert, being able to take care of my clients.”

Now, just three years into the business, he’s averagDUFOUR KHOSHKHERAMAN RUGGERI in 2019, Brent Mahagan is a caring to try to put together a fund January – and a buyer’s agent, Zach Fox. rules ofhewant the everything about the business,” heactivities,” declares passionofhalf the home and the surrounding property to contact Coulthard. construction led to Stacey herlargest being a part of a team’s new extracurricular Paige explains.

“So in w licensethe in 2013, hasindustry. seen people Realtor move gets about of his business from easoned investor, brokerages in the area enables to me that has always been such an important ® charity with promising friends and family who often beco The team averages $10 toYork $13 million Seekers International in the New – isgiving a in ing 50-70 sales awho year asSoon a Realtor with Pickwick tion events, or via goes interactions on social y.

Her caughtpotential ately.

From emotional rollercoaster of residential home division.

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

To Laura, it’s hair salon, she is a notary, an electoral to market the listing on the MLS, social m for many different reasons, and so knows repeat clients or referrals.

It’s aSMITH diverse the process.

Especially after having myThese own ch LIZ KELLY qm with foster KAREN ORRACH annual sales, and their rate of repeat and TREVOR LAVOY In this free time, Gabe loves all forms of water and Realty.

“Iencouraged have a very good referral program in place. ebuyer, toclients spend more time generating new ® hardworking, intelligent real estate profesmedia.

Candice keeps all him ofthe her you at if you are Embarking on a journey that was nothing short of transactions to delving into the corporate world, he her husband, David Grove, to earn his ber of the 400 North Association of REALTORS to provide his clients with best serget new uniforms next yea and is has teamed up that market knowledge isanybody only part of clientele, and caters to the local dedicated real estate websites.

She also r AI Maricopa County native who has spent much of IAustin realized how much a home aneven anchor inper som imply her home—and as loyal resjudge, and very involved with her ck licensing.

From prospective buyers.

“Oh, that’s many gl referral business israpid an astonishing 95%.

Rachel attriwater sports, from going to the beach to boating to offer that sends me buyers and sellers a sional who has made a ascent in his updated on the latest market developm she unexpected, Charles shifted gears from being outside the from thrives onfarming the unique experiences each deal offers.

His license.

It wasn’t long before Paige and Dave formed n measures Massachusetts inventory for buyers.

Those resources are drive.

She My biggest reward inChristmas this business issphere when vice.

With a knack for his background, Brent sup ch success, This extraordinary rapport what clients need her from their agent. community characterized the butes this to the large sphere of life. influence both she and servi Ithorse, takes a their single encounter Do yourself ahis favor an find dream homes.

She sells about Lively, passionate and everything with a nice keen agents and potential buyers in toy her life on the back of athinking Stacey is living her relaxing by the pool.

In the winter heby enjoys travelreferral fee.

On top of that, asometimes lot ofstems theindustry. business dent, she’s doing in her church.

In the rare event that she does chosen Natanel, who began his ments with her monthly newsletter. rough.

Opportunities await Paige and Dave, as they pla Grove Homes Group.

Determined, highly experienced owner of a furniture company to diving headfirst into commitment goes beyond the transaction; it’s about American Legion chapte 40 43 44 47 dealt Danny chalfor my grandson, or that’s perfect that it’s at the closing Karen’s all-encompassing approach to real client find their perfect home, to start or continu Peyton possess, as well as their capacity for personalto redefine one’s path.

That’s precisely Sold Guaranteed.

I did area’s large Mennonite population, as the box and a determination to help enforcement and first resp com: W going want toitthe aaword boon for the investors he works with oftime ing, snowboarding, and spending with family thatLiz comes my way isonthrough mouth and $10-15 million inaand real estate a year. sense oftoconnection – that’s how able network given hering many years in the combining love of of horses with her pasjourney in real estate in a2018, currently t the way motorcycles, playin move their team to aachieve larger location.

They wa and focused service, Paige and Dave have led their realm ofbest reallife, estate.

“I saw my her brother taking his making dreams reality.

“I help their way to most would estate service.

Fromwhat modest $300,000 power restore totake its me previous glory. have free time, she likes to relax with ized service and casual and approachable demeanor. story.

It’s a people responsibility that I take very serious happened to Trevor Smith back in “Itreal didn’t long to realize that this well as to those seeking vacation homes Natanel and friends.

In the future, he plans to continue the from the experience that clients have had with me.”

Candice is always looking for ways to give others, buyers and sellers can always well.

He recently started the H Kelly’s life and estate career can out of high school my daughter,” they might say.

Howe with her family) in her fr works alongside partner Michael Bethony, as a lifelong resident of the area. sion forgreat helping people find right property to care nthony course, but perhaps even so for peotell people La how Penna. much listing to a in luxurious $3the million property, continue expanding their welcoming both team to close almost $75 million in real inhe2021. classes, and he had success his first year,” redreams,” shares, recalling a transformative moment Most ofestate their clients end upmore being “friends, family of group, 2015 when, upon purchasing his first When it comes to th While serving as the manager of the family and friends. is a very emotional business,” Austin on the Finger Lakes.

The different needs momentum he’s already established as one of the In addition to marketing his listings through the MLS Nathan back to her community.

One cause that is count on him to have their best interHeroes program where first be described.

From her early days as a heCARLOS explains, “and how ORTIZ Karen delivers top-tier service with proBRENT MAHAGAN NATANEL closed more than half aofinbillion dollars in KING Charles.

ANTHONY LA PENNA AUSTIN LAPP friends or friends friends,” and thus Rachel’s pracand experienced people ona board. her oldest home, his agent saw potential him ketingWith of Business listings, Trev counts “So Iand found the motivation to do the when he helped a struggling family find a new home. for them.

She got her license 2003, partnering with After graduating degree in Ad But Liz’s don’t stop at“My ®real about thisCANDICE job isGED, ple shopping for ainterests home to live in.prowess Baltimore’s top young Realtor services personal contacts, he in also makes extensinwith and grow hisrulebook. busiacquired his his networking doesn’t sto RAFFETTO explains.

“You have to bein amind. good listener. of his clients are reflected Austin’s and he VACHON BOBBI PRICE KAITLIN WHITCHER close to her heart isRYAN thewith nonprofit orgatween m duringCultural Covid, they fessional photographers, floor plans and ocal Center, realized MALKOUKIAN tice is almost completely reference-based.

Rachel offers an interesti andfor offered a MARIE-FRANCE career prospect.

After the “We hav young Chicagoan living on Laura North est Affiliated eXp Realty, ers receive $1000 dollars to volume in 2021 alone, and the pair are on children working in her office, it’s a family busi Serving the entire state as the Century 21 #1 Team in tration, Gabrielle managed a Medical Spa. But s courses.

Ithe thought it would be a good idea me to Their tears of gratitude for Charles’ help, and the estate.

Acrashed self-proclaimed music aficioStacey still loves totwo ride in her leisure time her mother for helped four before the market ness further.

“I’d like towhich and add or three sive use of social media to get the word out.

“I do very ho I’ve always enjoyed meeting people and marketing strategies, include both you do, that’sand when staging.

“I putyears the client ahead of myself,” nization she establish to ensure es we plans: “Iother think where Ia that people, the experience has given me a keen eye for honing hisThe skills for fourathan years under his ‘buy this home and track to hit more one billion in 2022. and anyone who joins is treated just the same.

“Ev Georgia and based in Atlanta, those who work with real estate in the back of her mind—and her bloo Side to starting her own business in he serves clients throughout Colorado closing costs from his comm turn the sales of furniture into the sales of homes.” genuine impact he made, validate his tireless efforts. was aPremier large demand for aWhile real Through her love for island, her sly to support himclients.

Danny has formed strong c Pricethere began herhearing real estate career When itbegan comes to marketing, Bobbi truly nado, Liz finds joy inmany the rhythm of The life.

Marie-France Vachon her real estate way for optimum alw Kaitlin Whitcher found her passion for think of Instagram reels and Facebook Live posts where agents as well anmedia office coordinator.

Ithe want toexposure. grow aand Residential Broker and Founder the beginning of COVID-19. key local trails with family or friends.

M inlot2007. the real estate was down, that’s not the reason. sheequitable declares, highlighting herbusiness unwavering lives.

“I truly care about my clients,” he highly re their personal anyway, and aembarked heavy presence and print of home,’” my business to“I be.”

Sa mentor’s guidance, Trevor he reveals.

A astories safe and environment for all comes To staydo in touch with pastsocial clients, Rachel swears her father and uncles are responsible for building onegrow here is part ofby the family.

It’s been so rewar Grove Homes Group are consistently blown away 89 86 real estate and the travels, dinners, and pandemic-induced confinement sparked an idea that 85 81 82 lping them make red flags about a property,” says Anthony.

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

“I wanted to get into a business sets herself apart.

“We a lot of print buyers get their keys, commitment to their best interests.

Her I’ll do a quick selfie-type video describing a listing team and also myself.

That’s the next step and real estate while she was working as a will career 35 years ago, thanks to the encourHDR photography and Matterp “If you know me, you know that there’s of Raffetto Estate Pointe3 Real to career hisas marketing success is ensuring state professional whoReal advise drive, Laura isthispositive that she onbat his independent journey.

Now, unique approach lies with theclients. place sheShe has Natanel began his in real estate hisTrem friends once and future she began riding professionally again, afierce I think taking thecould time to at learn theguidance, why ad campaigns. patented “quarterly pop-bys,” which she undertakes says.

“That means going to for them, students at academy she attended incompeting ardest the infrastructure in area.

I grew upneed around cumstances.

Today, nections with other agents in the indu to work asare atwists group together and watch everyone g by their coaching and support throughout soon transformed into a blazing passion.

Armed with When he’s not navigating the and turns of the I would be totally responsible for advertising and online advertising,” she es happy photos.

It’s clients are more than transactions; they’re concerts in between, her journey is how I plan to take things to the next level.” and then blast it out.

A lot of people started followthey do. real estate paralegal for law firms around and as the broker-owner of “Your Home work of investors.

If ply wants to continue woa ofsell her father, who was ahelp commertours on each and every one ofthro my Estate, Ryan Raffetto isagement a buy prominent all histo listings are innovating and always athat tune going in the background,” ony explains.

“I “I can them steer clear of homes during holidays, back school, or other important working for the highly reputable Ryan Serhant Team behind someone’s decision to or with them at various riding events, or barrel racer on the rodeo circuit.

She returned to real high school.

“Those students come from I was always interested in homes and interior de visitors interested in purchasing propercan bring about the changes she hopes and succeed.” the transaction.

“We are all in this together,” Paige and looking out for their interest 100 eling.” like friends and family, and she takes joy rformance, and I’d either make explains.

“IGuaranteed believe inRealty,” advertising.

Even his brother’s success story and a zeal to Instagram, conquer new real estate landscape, you’ll find Charles on the baseSoldMarie-France he leads is smitten with one ing meareal then onreal Facebook and solegendary whenever people and making frien There areFor many otho as colorful as helps the neighborhoods she the Seacoast of New Hampshire.

“Idrives loved them name the itthem Seattle estate marleading the online platforms, especially cial estate agent. got even rentals,” she says. certain As former law enforcement official, moments throughout thean year.

She tocurrently about 100she laughs, adding that she isholidays ive is aisland. seasoned Recognizing the value of collaborat atarrive the Nest Seekers International.

“My perme in serve better.

People will Austin has helped shape the community everywhere in the world, and with explains.

“All of our team members work to benefit in sharing their life milestones.

Inteam her marors directly to put where the repair costs are prohibitive, sends on and other special occasi estate full time in 2014, but has never lost her connecak it on my own,” Bobbi recalls. though very few people do print anymore, impressive of three inside sales but is held back due ies on the She obtained her license shortly after. to see.

“I want everyone to fall in love with this island heights, Charles embarked on this exciting new chapball field, working out in the gym or exploring far-flung percent.

But it also means always tellthey’re looking for an investment property or home, role in Natanel’s su diving into the paperwork and documents, feed 150 houses and social drops offmedia. desserts or toys, and thisstarted serves inrealChicagoland.

Growing up surAppreciated for his personalized on Another essential her license in 1987, andshines the rest isand history. willhisalso invest in works Brent knows how to look others Brent team, SOC spective my mindset were always to after new taking drum lessons.

Travel is another Now shego isMarie-France an agent representing both buyers a keep coming back to you if they know you care.” he serves as aso member of one of the local planning ntry intoseemed estate.

“I ket. always wanted keting endeavors, Karen’s through, as KAREN ORRACH LIZ KELLY RICH LOWREY TREVOR LAVOY ato variety of needs. means aafter lot tothe me to the team as aItinnovation whole.

We’re all extremely close and agents, four full-time agents, and around four part-timtheir current home, hebe steps in with estate like a good match, I’ve had good luck with print, I keep ® tion the horse-riding scene, or many wonderful they know to look on my page.” ter in his life in 2020, and today is selling multi-mildestinations.

When the Dufour family gets together, unique approach undoubtedly contributes to her repue years under his belt, proving that he often gives fellow agents a heads-up about list would his expert deeds and title searches,” Kaitlin recalls. keep n to succeed and but I can also connect them with the right approach, upbeat and drive for component in his recipe for success is ing them the truth, helping them avoid rounded by the buzz ofreflecting real estate, itattitude, was 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 te license,” she reminisces, well.

She has mastered the art of “twilight photography,” ers for NextHome Premier, covering Somers development in the same way he did,” recalls Natanel. vital note in Liz’s symphony.

“I work so in stressful times.

Understanding how Homes—where his wife w boards in the Village of Penn Yan, and has contributed SMITH ers.

Together, they diligently serve the vast stretches of tion.

“I will purchase their home so come from a variety of backgrounds.”

This results in make sure they are well cared for.”

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

Bobbi is also a member tation as really aallwarm andreal friendly and, subsequently, lion-dollar properties, with more than 46 transactions it’s about estate.

“When we have a family din“It was all interesting toagent me.

Ithe got brokerage’s internati As for future of her business, Stacey la it gave her the opportunity toto meet. helping people, he her strives to provide approaching all listings with the same ment in 2008 when she lost aoriginally job after for she services the greater Montreal area, crafting images that capture the essence of adiligently property at almost destiny that Liz would find as 9 years old, doing surrounding counties in Jersey.

It’scare an apeople situation that isn’t right for them, even “So, during my first nine months of working with that North Georgia, from bustling Interstate 20 North to my listing,” heNew shares.

For homes span ail side, I’m able people smooth the process and put the Austin entered the industry as athat property to the growth of a number of the businesses along Main I want to fill the island with good families who lients the perfect Laura, who has that Ithecan travel,” she declares, highlightaheights. cohesive team works to accomplish important and nerve-wracking a transphotographer—in order to h moving from California tohome, Colorado ofwatched several networking groups, including rive can lead you to great even before they’re officially on the market.

This the network of references she is always building.

Gabe has earned a reputation in the business for his under his belt since he was licensed. ner on Sunday we talk real estate 100 percent of the my real estate license as part of my job Look ods utilized include with a severance package and a deterexceptional service and experiences. mindset, no matter the price point.

“I dusk.

These photos, along with meticulous attention to to helping more and more people as the including the island of Montreal and the Community involvement is impo area that’s sought after for its excellent school sy the scenic boundaries of Alabama and Tennessee.

With a brackets, he also collaborates with m Going forward, Candice will be adding an administraalso a Realtor.

Her path in the same field.

“My mom was a team, I was fortunate enough to get my first exclumanager when an investor reached out to him in 2011 Street.

When he’s not working, he loves spending time if it’s not something they want to hear.

I client goals.

They make the experience so exceptional s, Bobbi went to real estate school the Elite 25 and Peak Producers.

She is a ing her love for exploring new horizons. integrity, reliability, andto market expertise.

“Iparalegal, answer action can be for clients, hetheir takes his agents, and that continues construction I’ve home in shape when we athe situation its rich history, and who will honor its past.

My many ofher the homes abandoned left ed, she braved theisland post-crash market in become time,” he says with afind laugh.

“It’s our family detail, elevate her listings a and realm of own. as aabout and Iall really started to love have media platforms, ala Ryan started real estate 16 years ago, give my listings same levelhis ofstory.” staggering 80% of his work coming from repeat clients companies.

“If someone needs toSh se proximity toKAITLIN New York City, and high-end WHITCHER surrounding suburbs.

Aeven rainmaker for her Marie-France and herto team.

In 20 CARLOS ORTIZ BOBBI PRICE eas from East Sacramento to the active approach, combined with reputation tive assistant to the team in January, which will allow e joined mother MARIE-FRANCE RYAN RAFFETTO horse community continues grow.

Today Stacey is aclients horse property specialist with West sive project in the Bedford neighborhood REALTOR® inrest Winnetka for 30think years,” ot The is history, and member of the Pikes Peak Association ofStuyvesant that past have asked to join their team. for help managing his vacation rentals inthe the Finger with his wife and daughter, hiking, playing music, and my phone calls.

I know area and the market, and Rachel utilizes all of the standard methods for marFrom the lush landscapes of Costa Rica my clients value that.” blestarted. and earned her real estate license. time and walks them through every step of the promain focus going forward.

“My plan is the marketing aspect of real estate.

I took to co Don’t be fooled by his solo operation; Charles handles and trusted referrals, it’s clear Trevor prioritizes his cusI have a vast pool of cash buyers w partnering up with downtown Seattle concentration.

What sets me apart are Maximum, targeted ping and dining options.

While there are a num ® ® to help families that works.” goal is to let the buyers know what living here entails. n dire conditions, it became a mission to help homes team, Marie-France currently has three was named Keller Williams Amb VACHON agents to even more attention to their clients.

She’s er license soonhas after Brooklyn, which was eight units.

That’s howher I got years, Bobbi been serving hergive Realtors ,of the Denver Board of Realtors , Liz she reminisces.

“I started working in her office in my “When we first started, about half of ourof team was like to expand team, bringing on and c USA Realty in Peoria, representing clients all over keting her listings, but prioritizes social media, which Lakes area of Upstate New York.

Austin was only 23 bee keeping.

I’m good at negotiating.

I’m friendly, and I think asy, she admits, but her tenacity paid Beyond her real estate prowess, Karen is a pillar of to the exotic allure Morocco, seeks inspiration tomers’ happiness. irrespective of the home’s condition.” on a few clients for the benefit of the law keep everything withcess. finesse and determination.

“I have a lot hoe, his vast network has allowed “huge team player,” ensures his listings generate b “I do the best I can to take care of the people be successful, and become a household developers to support sales in their highthe in-depth custom video reels my multi-million-dollar estates in the area, Gabrielle always achieved, alo ® team members, with a goal set for 2022 to of Culture for Canada because also putting together continuing education classes to 011, when she took and helping them achieve their real and the Pueblo Board of Realtors .

Her my start, and we sold out that whole project within six has come to be a great fit for her social and personbrated her first sale.

Karen’s resolute community engagement.

She’s part of a brokerage that made of past clients,” Paige says.

It’s very remote, so I need to make them aware what ind their loving owners. people likeCounty, working with me.

The biggest thing asonable price.” freshman year of school an admin, and worked at high the time, butas had already established a six reputation agents who share herI dedication offerin Maricopa with afrom particular emphasis theit, firm, and before Iin knew Ion was falling in toofou co around the globe.

“I love going overseas and havpeople who me, and have mentorship, but with buyers and sellers within a deals widetorange b riseof buildings.

He now leads aIis team of agents media team collaborates creating together.

Also, Ihelp serve,” he says, and adds, “I try not to overload Southern Colorado. did 50whether in first When itgives comes tocould marketing his listreach at least 10 agents, with aI’m hub to service them. dedication to helping others, in or able approach toAustin real estate.

“Social media isgrowing how goals. great relationships other agents helps to get the defining six years ago when actively back, participating in with charity events like help train new agents, and excited totrust. help them build ce leads a team months, which was tremendous.

We were then given about what I do is that I’m extremely honest, conMaking people feel special might sound simple, but in Trevor is deeply embedded in his co asofhigh aand hard worker and someone people As Going forward, wants to continue his ionships across multiple regions. early on and the transactions proceed smoothly o here allmoment through school and college.”

Despite her The sky is the limit 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 “Around 70% of my business comes from repea not a control freak,” he insists.

His dedication to maining fun,” she adds. 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 with Premier Properties, a ings, collecting school supplies and organizing drives. myself with too many deals atfood one time because and I’m hoping touse that every yeash real estate industry.

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

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

“It’s ealty,Signature representing other projects in the neighborhood.

I’ve been able todouble As team leaders, and Dave that all memsistent, and transparent.

IfPaige there’s something Iand can a saturated real estate market, it’s aIfull golden touch that ately supporting charities from local a to native of the area, he Carlos also had great into the business, bringing on andyears, training new agents, investexactly he’s nitial aversion the industry, Liz eventually found history, for the past 17 Kaitlin and referrals from family andwhat friends.

I’m You can reach Ra taining impeccable quality standards, however, drives Seattle area. present potential buyers an authentic peek inside comes from referrals or repeat clients, many of whom of personalized brochures forness each listing, which tBecause never looked back,” Outside the world of real estate, Karen finds solace inI’ll quiet fishing village.”

I leading care so much for the island, I’d like to see isregretted. one ofa“I’ve the 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 they are underway.

Trevor believes sets him apart.

“If you want to be the in Marietta to missions ensuring clean 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 do, I’ll tell you.

If there’s something going on, 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 with focus on where they are at, which means ahas heavy locallaunched market, and in 2015 heestate decided to begin offering in his team toneighborhood help them be successful.

“Imuch love being the most realn believer in and personal relationships.

I valued still handw been helping her clients achieve their This or rlmiller1013@ her way back and her own real career been great.” family and travel.

Her experiences are peppered with include photos, statistics, of the homes without them ever having to step outTo contact Gabe Khoshkheraman him to manage every listing and client personally, “from , where she and her small team serve Colorado well,” she says. are horse owners and competitive riders themselves. agent that gets the deal, you’re probably going to have to Africa.

He’s also a fan of local sports repeat and referral clients, an impressive feat that shelter in Montreal. tell you.

There’s really nothing hidden when you’re value of putting the client first.

Acknowledging that As for her future plans, Liz admits her priorities have out into other areas, including downtown Brooklyn.” clients alike—want to be a sellers part of,” says Candice.

“I’m she $5emphasis ome ofclosed the neglected properties improved and cared respect, and work as hard asing Ineeding can to make sure they help, not for them toagents. help me grow and ge tersof to neighbors and invite them toevents. my open ing that knowledge toputs buyers full time.

He in aon position tothem help my clients and and anyone betting the-rachel-hudgins-tea te University, Anthony began they are doing, but also to alert to new opportunion social media, targeted marketing real estate goals. took and passed he humorous anecdotes of clients suddenly her as more information.

His impeccable client service and ability to connect please call side,” he says.

2001.

A to Z,” asincludes he it.

Heand enjoys using the BombBomb o2021 real estate isn’t merely transacgo above and beyond and make sure thatboth you kind have 443-764-3056 andmy hosting community Out sn and the surrounding area.

This all working with me.” demonstrates the trust and confidence she inspires.

“The rodeo world is relatively small,” Stacey explains. this is one of the largest transactions someone can Soon came a project on Long Island City consisting very excited about our future.” dor.” percent of that shifted.

“I want to keep it stable,” she states, eschewing lly90stands as a solo agent, she often she boards a plane for vacation.

“If you want your busiI feel like that personal touch and relational as get what they want and that we have a great time want to keep mentoring them and help the big mistake. bought outyear aof boutique brokerage andfor has been delivSometimes Ihefeel like IThis won the lottery.” company withleisure ove email gabekrealty@gmail.com toasclients personally is drawn from the high percentLaura’s mission has been quite successful far, that personal connection,” explains. ethos trans- On thropic endeavors, Trevor’s app that helps him send video messages to his clients ter 23 years Google, and allhelp of the dedicated real estate websites Paso County, as well parts Pueblo, Teller, Looking to theso future, Bobbi says, “I plan to keep al Estate senior to ties, which he isunits, constantly on the lookout. the “More than three-quarters of my business is comLooking to the future, Marie-France says, “ make in their lifetime, Paige and Dave take their roles of 77 and – after splintering off from the Ryan orces with herhis friend and co-worker ness to pick up, plan a vacation,” she laughs.

“While repeat clients.

The “So I know that network very well.

And I’ve built my really disappearing these days.

But people want the traditional pursuit of growth for a more personalized relational.

Before even discussing When Danny isn’t working, he’s giving back.

Dan worked asfor a solo agent for most ofwebsite her career,out emphasizes that it’s orensuring visit his ering excellent service to hisit. clients ever since.

“Iclients fell lates toI’m hisHaving dedication to ‘second-mile service,’ engrossed in real estate at age of repeat and referral clients.

Ryan understands Ryan’s passion helping others extends beyond doing Ithe really go to bat for them.” successful and move on theirinvestments own.” with ease through email.

What’s more, this self-proas, Park counties.

An impressive 98% of Bobbi’s going like I’m going.

79 and feel like I’m 60! nd she managed to complete five transactions in her ooking for a like Zillow or Realtor.com.

All of his beneHis peers in industry have noticed his talent and o help serve her clients even better, seriously.

“We are professional, and we do everything ing back to me because clients were happy with my been in real estate for 35 years, I am thinkin I was boarding asomeone plane for Italy two years ago, I got anot An independent spirit at heart, Liz chooses to go solo inthe For more about Paige and David Grov Serhant Team and joining forces with Bethony in 2019 connections, even more the amount of ou ng.

His work ethic impressed rare occasions he iscan’t, working, Anthony enjoys nd her dedication tolove that his team consistently outperforms the expectations children during their sports events. or instagram.com/gavrielkhosh approach.

Her is tolongtime maintain a boutique list of reputation as who iswhen very familiar with Kaitlin took on her friend Carol Lavigne as so with is creating relatio the importance ofdrive. placing client needs at real estate and into his personal life.

He’s a sponsor inplayground with the process,” says Austin.

“It’s aforefront blessing ssfosters comes from repeat and referral clients, a feat I’m going to keep working until Iintention and I both have no claimed road warrior travels the expansive province of In fact, he recently was named one of the busy times.

Karen’s is“I the call from clients who were planning to list their home. we can to find our buyers their dream home at a great every genuine connections with brokerage, Lyon Real Estate, is deeply rooted in co services,” she explains.

“I have quite a few raving fans my legacy.

I want to have a solid team with would allow fit from “In Your Corner,” the weekly informational please call 770-757-2773 or email lives turning more to the virtual setting.” her real estate endeavors. had an assistant for a few a major coup: the tallest residential building in New REALTOR Vendors and Real Estate Companies— first weekend as an agent.

“I was worried that set by traditional real estate standards.

As a licensed loan vice is what keeps aAnd buyer’s agent.

Carol hasrather beenClub, ingolf, real 22 years, clients, focusing on excellence than expansion. of each transaction and ensuring that clients achieve of the Washington Athletic theestate Seattle Yacht also my network towas be able to help that’s always my focus. the area and the unique needs of horses.

My clients peaks to Island, the trust and she inspires. plans to retire before then.”

Above all, Bobbi looks aduating he offered apeople, full spending time with his family, or playing basketQuebec, using his carand as an office.

“I’ll need alasting chopper of Long where sheconfidence deftly navBrent focuses on forming bonds with clients They said, ‘Ok, Karen, we’re ready to list.’

Ime said, price, and get our sellers the most for their properas well!

These clients will refer to their friends, help them build their own clientele, and also grovehomesgroup@youneedresults.co originator, Trevor ensures a seamless and elevated serExpansion and growth are in Trevor York outside of the Manhattan skyline tower consisting years, but I decided that’s not for me,” she confidently uing to offer vlog he posts on YouTube.

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

I care their desired “I’m all about building relaClub.

In addition, he donates various causes keep coming back because they like me and forward to continuing to bewant there for hertreated. clients.

“I “I’d rather have atohis smaller list of clients do an exceltstsofwas a and low number, butoutcomes. then Itreats asked my friend I’m not concerned about pushing clients to buy or sell Nassau Suffolk counties.

She ‘Of course I’m getting on aon plane right now soon because I’m driving,” he quips. ndation ensures that meetings feel munity service, supporting causes from Salva rely on me toare! help them find the right property for and them just how he’d be vice experience for clientele.

The tremendous open new with in Calhoun tyyou in the shortest amount ofings. time.”

One way they erage’s REO team.

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

As for Whenever she’s working athe client, Gabrielle family, and care ofeffort mine.

Itoalso have aoffices goal ofboth expanding of 67 stories, 802 units, and atouch $1.1 Billion sellout which To get in with Charles Dufour, Get Nationwide & International exposure! declares.

Her focus isselling, Chicago’s northside, particularly “Carol is absolutely awesome, and this has been not necessarily abo tionships with my clients.

Iinformation want to colleagues.” be they their broker and dear to his heart, including those aiming to help ents, the heartbeat of or her business —tips he job done,” Bobbi says.

“I get a lot of repeat love serving my clients, and they can feel that I really for Italy!’” oyed during for current homeowners, or updates on as much as giving people the need to lent for that small group.”

That way, she needs says, shedesires and job skill his team puts each transaction isputs reflected Georgia, he’s the set on his te he mainland how many transactions she had done inPeople riding and training.” their and first.

“Itbuilding can beofvery it were my own,” “I’m not in itcare for the money. are notinto just nummarket centers throughout province Que as of this writing is more than 50% sold. please call 581-745-6005, a great way to streamline our business.

We love our many families I hs ing families.

“I put the client first,” rk with top agents, learn a lot, the future of his business, Anthony’s short-term goal and more like collaborations.

He Army to local clean-up projects at parks and riv for life.

Whether it’s their first home, a second investthe LGBTQ community, Homelessness, and Cancer he dynamic neighborhoods of Lincoln Park, Gold ss, and in some cases I’ve worked with three do about them.” make the right decision for themselves and their famin their endless five-star reviews. agents in the upcoming 18 months can provide enriching experiences for both her clients as impressed trends in the market.”

With an impressive roster of transactions under his leep,first I the can’t sleep.

For 8 into has been with Keller elsewhere inthe Canada.” all, Marie-Franc bers to me.

Iyears, want to helpand them find forever homes ealing the cornerstone of herIand success.

As Karen steps a managerial role atdynamic, her office, Nofamily! portion of this issue may be reproduced inmake any manner whatsoever without prior consent ofhe her year, while working at aafabulous big charlesdufour@royallepage.ca and our clients lovespare it too.” what’s importantpas to tions of same care about my people, ment, or their children’s home, Ibrokerage, want toMarie-France sure Research inemail Seattle.

In his time, loves to business ski,Above Andersonville “The shopofpublisher. his lies a profound ily.with I’mthe good atincluding communicating my observations, so if communities Top Agent Magazine is seen by Real Estate Agents belt –others. prospective deal with aestate large le service for this area’s invesis to double his volume next year.

He looks forward to and the she serves.

Currently, Natanel and Michael are representing multirchasing his w murky the waters rCoast, I go to these appointments, it is During his free-time, he loves to relax at the beach. serving her clients utmost while continuing with her bustling real sales, she Williams, a company she was drawn to because they forward to continuing to provide the same e She laughs, before adding, “The house is usually the website. or visit his and create memories.

When my son passed away, I hink that 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 One recent client raved, “I highly recommend Trevor potential.

By seeking out budding tping turned out she completed four transactions in her andthemselves restaurants … it’sand you inright a for Ipercent don’tCanadian think a everything particular transaction isharmony somefuel company –want Charles just close ple new development projects in all five boroughs of theto r atoremarkable 80with repeat embodies the many perfect of growth and stability. keel putinto becoming an Carlos reaches out frequently to doesn’t past clients to see dove it headfirst and never years of helping investors, and hopes toexperience begin are known for the sophistication of their models and real estate all her With Great Realty, Kaitlin serves Strafford comfortable me.” and Your Home Sold to Island everyone!

Before I started this seasoned professionals, revel and Brokers in every U.S. city and Internationally! with his beloved dog, Charlie. last thing we talk about.” learned that money is just money.

You can’t take it of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by clients. its Trevor city existence,” she explains, emphasizing the exciting one, I’ll advise them to look for something else.” ew... it is more of like, ‘we know his true joy comes from spending cherished mom antire testament to the deep relationships “Right now I’m very content the way things are,” she first year!

That’s when I knew that I wasn’t doing Big Apple, along with a big, recent get: a 35-story, 450 afford a home, my process I prayed a lot, Trevor was an answer to my transformative journeys of his team m systems.

Marie-France also incorporates her own sysCounty and Rockingham County in New Hampshire, Emphasizing education, Ryan believes in walking ever looked if there’s anything he can do for them, whether it his own portfolio youbuilding when“And you die.

But can live authors.

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

Published in the U.S. says philosophically.

I’d like to keep itbuilding likememory that.”in soon. ifestyle that draws people to these neighborhoods. unit downtown Los Angeles.

“I feel incrediContact Stacey at 623-606prayers.

He’s professional, kind, efficient, hard-workit’s skyrocketing their income or ine!” amily feel also in clients the makeup of Bobbi’s tems into the process.

“When I’m meeting new buyers oo bad.” covering the area from the Seacoast to the Lakes Region. his through the with transaction process Heading into 2022, Ryan will remain true to his core Please contact mag@topagentmagazine.com u, Danny, just tell us what we need with his two boys and occasionally hitting the bas xperience inshows has anything tohonesty do estate or not.

He’s also on through others for aastep-byvery long time.

Memories are Stacey understands.

As member of the Professional That foundation of hasreal helped Austin build

insi you ther to y cine sess

In t bee sma or callcommunica310-734-1440ball for ad rates and information. uently praise Danny’s court for some exercise and relaxation.is w they always feel prioritized. His g a vivid picture of the transaction After starting a team in 2023, Danny has$10 ambit https://

www.

www.

www.

ing, bly available, encouraging, realistic, enhance their lifestyles. “I love helpin fortunate,” says Natanel. orfrom email scoulthardre@gmail Her granddaughter and partner, Jade,what is a licensed About 50% ofcommitment Kaitlin’s business comes repeat and or sellers, I usethe a questionnaire toknowledgeable, really understand step to know to expect throughout process. values and to consistently advocate for respectful ofHorse your needs, and an all-around good guy! best lives.” to listen active in his community with the volunteer he ’t end atbeen theto finish a very successful business over the last six years.

As work always going to be more important than money.”

For more information about Karen Orrach, call 516-410-6270, Rodeo Association, National Barrel Association and has working with Bobbi for 12 years. referral clients, an impressive feat that demonstrates “Education leads to empowerment. people perhis best interests and provide them with the What setstwo Liz years apart isnow, her close-knit relationships withaestate what their I’m real project is andclients’ what they’re looktor for licensed Fortunate, yes, but backed by deep industry and market ldsemail strong relationbroker and owner ofmy Wine Trail Properties, hehelping leads a trust With theKOrrach@signaturepremier.com ferocious speed which modern world ’s important does with local elementary schools, build a confidence karensellsli.com or visit obbi’s daughter, Jade’s mom Lori, isat unlicensed and she inspires.

Part of what keeps son, and I want clients to beare happy and to feel highest level of service while making their dreams ing, the for,” she says.

“Then I have a meeting with them her clients.

Her repeat and referral business the Contact Austin atmore 315-882-2343 orLaura knowledge thatinformation keeps both and buyers flockFor more about Trevor Lavoy Smith, pleaseEvans call 770-88 Toisdevelopers learn about nd Connecticut.

In his first year have become good team of around a dozen agents who deliver exceptional the team’s transaction coordinator for over 30 clients coming back 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 confident about the decisions they’re making.

My goal come true.

He’s currently looking to hire two addiFor 33more ab svast moving, it’s no surprise that many are deciding to where I go deeper into their answers, because I want majority of her clients.

Over her 22 years in the TopAgent Agent Magazine Top Magazine https://www.facebook.com/trevorsmithrealestate/ ing to him for his services.

“I think a lot of it has to do email alapp@winetrailproperties.com or email trevorsmith6797@gmail.com, visit his Facebook, Instagram o After closing, Iis service Yates County theinto surrounding area.

On That’sthe in addition toand another part-time assistant, Contact Candice 404-660-9565 email ladylauraevans@gmail.com, “I love being busy,” “Iwebsite can’t sitalong still, sales volume is onpeople pace toand To learn more about Brent Maha to to help build wealth, manage their investtional agents and launching asays. new involved their local community.

He serves as the please c them feelatthat I’m there toethic. help them out and be of Kaitlin participating in his community’s “Trunk or Treat” ndustry, she has cultivated aBobbi loyal following.

“Almost unplug relocate to more remote areas.

Adding to with being different, yetis being consistent and thinking y.

“It’s a and family thing here!” says.

“I of weeks.

Because orVice emailgreater myrealtorcandice@gmail.com and that serves my clients really well because I’m dediments, and grow—whichever way that is,” he says. with his interactive email newsletters.

In addition, Copyright Top Agent Magazine service to them.

I present all the strategies that email brentm@socodream.co email Nata President of the Ellicott Metro District Board http://

the end I’ve of 2021.

He or callwhen (443) everyone worked with thisfound year hasWhen eitherhe’s beennot working event onhas Halloween. or the givoutside box,” says Natanel, asked235–4649 how he has

https://www.instagram.com/trevor.smith.guaranteed

Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

Top Agent Magazine ®

Top Agent Magazine

Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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KIM WOHLER Top Agent Magazine

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Top Agent Kim Wohler’s brokerage, Wohler Realty Group, consistently places at the top among Southern Vermont agencies.

Twenty years ago, a serendipitous career transition landed Kim Wohler in a local Vermont real estate firm, just as digital marketing was starting to take off. A forward-thinking firm, they hoped to elevate local real estate to the wider metropolitan clients of New York and Boston. Kim’s deep understanding of Vermont’s resort lifestyle, honed from her personal experience as a second homeowner, resonated with clients, swiftly taking her from an office administra8Copyright Top Agent Magazine

tive and marketing role to a top-producing agent. Brimming with success, a suggestion from her son, who worked as a broker in Manhattan, prompted a bold move. “He encouraged me to start my own brokerage,” she explains. Not long after, Kim established Wohler Realty Group, which quickly became well-known in the luxury real estate space and later affiliated with the prestigious Brown Harris Stevens Global and Who’s Who in Luxury Real Estate.

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Kim’s career is propelled by superior client service and an ability to go above and beyond expectations. Early on, she stood out by mandating professional photography for every property listing - a strategy that continues to distinguish her company from national chains. Her talent for providing the best support for her clients, coupled with innovative

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marketing strategies, has led to her group’s incredible growth, placing them consistently at the top among Southern Vermont agencies.

By embracing change and staying ahead of the curve, Kim continues to redefine what it means to succeed in the real estate industry. “We’re very confident that the reason we get strong numbers in this marketplace has

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“Our job as agents is really to be trusted advisors, because we’re the fiduciary for our clients,” Kim says.

“This is not a shopping trip, we’re helping people make big financial decisions in their lives.” everything to do with not just integrity and expertise, but the exposure and the commitment we make to our clients to launch their property in a way that’s going to reflect all of its best qualities,” Kim explains.

Her unique blend of attributes, including her honesty, knowledge, data expertise, professionalism, and consistency, define Kim’s Copyright Top Agent Magazine 10

work as a REALTOR®. “Our job as agents is really to be trusted advisors, because we’re the fiduciary for our clients,” Kim says. “This is not a shopping trip, we’re helping people make big financial decisions in their lives.”

She guides clients through significant life changes, even advising them when it’s not the right time to sell. By listening, advising, and supporting her clients’ goals in a candid Top Agent Magazine

and data-driven manner, she creates a winwin situation for all involved.

Community plays an important role in Kim’s success. “We developed a strong commitment early on to support the nonprofits in the area, that enrich the communities we love to

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live in and attract others to want to live here as well.” Her company is a lead sponsor for the Weston Playhouse, the Manchester Music Festival, and the Stratton Foundation, which funds lower-income programs for families and children in need. The Wohler Realty Group recently opened a beautiful second

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office, which serves as the perfect place to host events. “So we are able to invite several nonprofits here to have forums, inviting locals to learn about and support them,” Kim explains.

As Kim looks ahead, her sights are set on expansion, innovation, and more community involvement. She’s thrilled to welcome her son

to the team, who brings fresh perspectives, including revitalizing old town buildings and navigating new developments. Throughout her journey, Kim’s passion for what she does will only strengthen. “I love the people we serve, and the opportunity we have to make an impact on the lives of others, including agents, clients, and the community.”

For more about Kim Wohler, please call 802-236-1604 or email kimwohler@wohlerrealtygroup.com

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 14

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expand into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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SUSAN L. BRILL Top Agent Magazine

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SUSAN L. BRILL

Highly experienced and determined to exceed expectations, Susan Brill has become a trusted real estate agent in Illinois. While working as a loan officer years ago, she was introduced to a small builder who piqued her interest in this field. “None of the people he hired were experienced in sales, so he ended up coming to me for all his real estate and lending questions,” Susan explains. Eventually, her passion for the real estate world began growing, and she started working as an agent.

Susan was recruited by a large builder, making the transition to a brokerage in the late 2000s.

Today, she covers a five-mile radius from her downtown Arlington Heights office, helping people achieve their real estate dreams. A suburban area located northwest of Chicago, this region offers a blend of modern living and small-town charm, making it an attractive place to reside for many reasons. Its proximity to Chicago through easily accessible public transportation, its highly rated schools as well as its diverse amenities and restaurants, attract many people of all backgrounds and ages.

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Her expertise in serving this region is evident in the staggering 70 to 75% of her business coming from referrals. Instead of heavily investing in marketing, Susan’s past clients have become her most potent advertisement, frequently bringing her new opportunities. Glowing testimonials fill her website, and trust remains at the core of her services. Susan says, “I always put my clients first.

If you do the right thing, the money will follow.”

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In an industry rife with intricacies, she stands out by ensuring her clients are not overwhelmed with information but are well-informed, thereby making the potentially stressful journey of property acquisition smoother and more transparent.

When it comes to advertising her listings, she focuses on crafting unique marketing strategies tailored to each property. “I think you need to personalize,” she emphasizes. “For instance, when I was selling condos by the train station in Palatine, I would host open houses during the time when people would get off the train, around 5 o’clock.” In another instance in Barrington, she capitalized on the popularity of a local pumpkin patch, setting up pumpkins in front of a property and advertising her open house in conjunction with the patch’s traffic.

“Inviting people spontaneously to see the home is the way you drive more relevant traffic,” she explains.

Susan’s deep connection to her community is evident in her regular orchestration of local neighborhood get-togethers. She’s also an ardent supporter of a program that assists the homeless in the northwest suburbs, particularly around Palatine and Arlington Heights. Through gala events, raffles, and sometimes even golf outings, Susan raises funds and awareness for the cause. As her business continues to grow, so does her drive to help those in need.

Reflecting on her impressive tenure in real estate, Susan continues with ongoing education along with learning new, creative technology to ensure her clients continue to receive the unparalleled service they’ve come to expect from her.

She is enjoying every second of her work. “It’s so rewarding to see my clients make good financial decisions and find a home they’ve spent years thinking, dreaming and planning for.

Making people happy is my biggest motivator.”

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For more information about Susan Brill, please call 847-376-0726 or email susan.brill@bairdwarner.com Copyright Top Agent Magazine 19

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 20

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

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

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

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

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

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

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

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

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4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova-

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

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

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

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of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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TAMI MEADOR Top Agent Magazine

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TAMI RAE MEADOR

When the tides of life shift, some find purpose in the most unexpected places. Tami Rae Meador’s journey into the world of real estate is a testament to this. After spending six years in the vacation rental industry, the fallout from the COVID-19 pandemic brought her face-to-face with a crossroads. The sudden halt gave her the time and push to obtain her license. Diving in headfirst, Tami transitioned to full-time real estate and now celebrates her third year in the business. As a solo powerhouse, she proudly represents Windermere Real Estate, serving the scenic landscapes of north Spokane County, Stevens County, and Pend Oreille counties from her base in Deer Park, Washington.

Whether it’s the charm of country living or the conveniences of downtown homes, Tami has an intimate knowledge of it all.

business, around 50%, comes from referrals, a testament to her lasting impact on clients.

“Much of my business comes from within my sphere,” she states, attributing her clientele’s loyalty to her transparent way of working.

Tami prides herself on her honesty, and she goes the extra mile by keeping clients updated with market news, statistics, and even the response rate of showings. While some homes, particularly in the rural sector, might take

Tami’s success in the real estate world isn’t a product of chance, it’s built on genuine relationships and trust. A substantial part of her 24

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longer to sell, her clients appreciate her candid approach. To maintain these connections, Tami makes regular touchpoints using various means, be it phone, email, or text, ensuring a bond that transcends geographical distances. She even goes above and beyond by sending out neighborhood news articles, further cementing her place as a go-to real estate professional.

When it comes to marketing, Tami believes in the power of consistent strategies. “I’m just going by the book,” she explains. However, that doesn’t mean she’s static, as she recognizes the changing demands of the market and adjusts accordingly. When she began her journey, properties “just sold,” but the landscape has shifted, necessitating “a lot more marketing involved this time around.” Today she still juggles multiple listings, demonstrating the efficacy of her techniques.

Tami makes a difference through both personal and professional avenues. With Windermere, she participates in community service days and lends her hand wherever needed. Currently, her heart is with those affected by the fires, and she’s actively involved in outreach efforts, seeking the best areas to volunteer amidst this crisis. Away from work, Tami cherishes spending time with her beloved grandkids, taking scenic drives, enjoying the serenity of the lake, and passionately following football.

Her vision for the future is both clear and ambitious. Rooted deeply in the community, Tami doesn’t plan on relocating but rather amplifying her presence right where she is. With aspirations to grow her business by at least 50% in the coming year, Tami is all set to push boundaries and make her mark even more pronounced in the world of real estate.

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For more about Tami Rae Meador, please call 509-220-7706 or email TamiRae@Windermere.com

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the 26

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and Top Agent Magazine

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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ANDREW GRAHAM Andrew Graham of Liberty Lake, Washington, has combined his education in construction management with a penchant for networking and a deeply seated passion for community improvement to fuel his real estate business.

“I love being able to meet so many different kinds of people – my clients come from all walks of life, and working with lenders, title people, attorneys, developers – they all have different backgrounds, and I am always looking to make new connections while strengthening old ones.”

Prior to entering the industry, Andrew attended Central Washington University where he studied and played quarterback for the Wildcats! “I was playing football, getting my degree in construction management, and working a construction internship all at the same time,” he recalls. “That left me with only eight weeks of summer, and I used that time to work at a golf course nearby that was owned by a real estate developer. I started asking questions, and it eventually landed me in a conversation with a guy who used to play football for my dad: Zach.” While finishing his undergraduate degree in 2018, Zach mentored Andrew through the licensure process, and the Monday immediately following his graduation, Andrew started his career.

Today in 2023, Zach and Andrew team up at Avalon24 Real Estate, which services all of Spokane County and large swathes of Idaho to the east. As an individual agent, Andrew averages between $15 and $20 million in annual volume, bolstered by a book of business that is one hundred percent referral based. “I pride myself on my communication,” he exudes. “No matter who you are or where you’re from, I’m going to do my very best to take care of you. And part of that for me is responding to people’s needs as soon as possible, and being a keen listener any time I’m meeting someone new. If you’re intentional about it, people can feel how much you care.”

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In addition to supporting his clients and partner, Andrew also goes to great lengths to champion his hometown. As a senior attending Central Washington University, Andrew founded the nonprofit organization Presents with a Purpose, which provides approximately 230 kid’s Christmas wishlists each year.

“My mom is a teacher, and she’s helped me reach out to principals and counselors to identify kids who would really benefit from surprise Christmas presents. It’s grown so fast it’s starting to become a year round thing, and it’s been awesome – our community is great, and I’m blessed to be able to regularly help others.”

At the time of writing in August, Andrew has already begun preparing this year’s holiday festivities, because he and his wife Rachael are expecting their first child in just one month! “Right now I enjoy golfing and spending time with our two dogs – but I know that’s going to look very different soon. I’m super excited, and anxious – in a good way! I hope I can still spend time just being good to people, growing my network in the community, and maybe eventually get into the development and design side of the industry.”

For more about Andrew Graham, please call 509-899-1774 or email andrew@avalontwofour.com Copyright Top Top Agent Agent Magazine Magazine

Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 30

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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THE PROPERTY GEEKS / CAARIN PANNKUK A vibrant integration of dedication, collaboration and passion for real estate in the Twin Cities can be attributed to the incredible Property Geeks team, led by founder and “chief geek” Caarin Pannkuk. With two decades in the real estate business, Caarin’s journey has led her to become the leader of this 30-strong and growing real estate team within the eXp Realty family, which stretches beyond the Twin Cities into western Wisconsin. With such an extensive reach, it begs the question: What sets the Property Geeks apart?

“It’s truly a collective,” explains Caarin. “We stress collaboration over competition, so it’s not a competitive environment. Everyone comes together, brings all their gifts and we’re able to service the clients in the best way.” Caarin also calls herself “the matchmaker” of the team. Here’s how it works, she says: When clients are referred to the team, Caarin first interviews them to determine what their needs are, because “one agent can’t possibly specialize in everything; it’s not humanly possible. Different agents have different personalities and different skill sets, so I take that client and match them up with an agent and make sure it’s a perfect fit.”

Caarin always knew she wanted to be in real estate, but it was never just about buying and selling properties.

She has a deep-seated passion for mentoring. “When I first started out, I found myself always helping with the agent mentor programs. I love to teach,” she enthuses. “I love to mentor and coach agents.” Recognizing her mentorship qualities, peers often approach her with myriad questions. “I’m a teacher and an educator at heart,” she adds. “You don’t need to put me on the stage because I would much prefer to mentor someone else and have them shine, and I’ll be their biggest cheerleader.”

As proof of her passion to teach other agents, Caarin will be hosting a sales conference in January on a cruise ship. “It will be a sales training event for all of our agents, and any other agents who want to join us,” she adds. “Agents will be taught how to use TikTok, Top Agent Magazine

Snapchat, LinkedIn, and we will have a speaker coming in to talk about how to leverage Google to our advantage.”

From an initial trio of Caarin, Hannah Smith and Sarah Ruhland, the Property Geeks are growing. Employing modern tools, the team stays interconnected with their clients, notably through social media. “We are extremely social-media heavy,” Caarin states. Their notable commitment to marketing is evident with their impressive feat of having had a full-time videographer on their team – a rarity even for brokerages, Caarin points out.

Nestled in the picturesque downtown area of Lakeville, Minn., the team is not just about business. They are a vital part of the community. From hosting an Easter egg hunt to participating in community festivals, their integration into the fabric of Lakeville is deep-seated. Caarin’s personal involvement, as an executive board member on the Downtown Lakeville Business Association, further underscores the team’s commitment.

As for the future, “chief geek” Caarin envisions continued growth and adding more Geeks to the team. “We are a team that has organically grown through word of mouth,” she says with pride. “Above all, we want to make sure that we’re maintaining our culture of collaboration and family that’s at our core.”

For more about The Property Geeks, please call 651-208-7404, or email caarin@thepropertygeeks.com, visit their Instagram, Facebook, or LinkedIn Copyright Top Agent Magazine 31

CHARLES DUFOUR Step into the electrifying world of Charles Dufour, a charismatic and driven REALTOR® who is taking the real estate scene by storm in Quebec, Montreal and beyond. With a tireless work ethic, Charles has proven that he’s not just another agent; he’s a game-changer who is rewriting the rules of the industry.

Embarking on a journey that was nothing short of unexpected, Charles shifted gears from being the owner of a furniture company to diving headfirst into the realm of real estate. “I saw my brother taking his classes, and he had great success in his first year,” recounts Charles. “So I found the motivation to do the courses. I thought it would be a good idea for me to turn the sales of furniture into the sales of homes.” The pandemic-induced confinement sparked an idea that soon transformed into a blazing passion. Armed with his brother’s success story and a zeal to conquer new heights, Charles embarked on this exciting new chapter in his life in 2020, and today is selling multi-million-dollar properties, with more than 46 transactions under his belt since he was licensed.

Don’t be fooled by his solo operation; Charles handles everything with finesse and determination. “I have a lot of people who help me, and I have mentorship, but I’m not a control freak,” he insists. His dedication to maintaining impeccable quality standards, however, drives him to manage every listing and client personally, “from A to Z,” as he puts it. He enjoys using the BombBomb app that helps him send video messages to his clients with ease through email. What’s more, this self-proclaimed road warrior travels the expansive province of Quebec, using his car as an office. “I’ll need a chopper soon because I’m always driving,” he quips.

With an impressive roster of transactions under his belt – including a prospective deal with a large Canadian fuel company – Charles doesn’t just close 32

deals; he builds relationships. “When you give good service, when you answer the phone, when you reply to emails quickly, then people tell that to their neighbor, they tell that to their partner,” he explains. His referral circle has become a testament to his dedication, with clients-turned-friends eagerly spreading the word about his service.

Charles’ heart lies in the stories he helps shape. “I like everything about the business,” he declares passionately. From the emotional rollercoaster of residential transactions to delving into the corporate world, he thrives on the unique experiences each deal offers. His commitment goes beyond the transaction; it’s about making dreams a reality. “I help people achieve their dreams,” he shares, recalling a transformative moment when he helped a struggling family find a new home.

Their tears of gratitude for Charles’ help, and the genuine impact he made, validate his tireless efforts.

When he’s not navigating the twists and turns of the real estate landscape, you’ll find Charles on the baseball field, working out in the gym or exploring far-flung destinations. When the Dufour family gets together, it’s all about real estate. “When we have a family dinner on Sunday we talk real estate 100 percent of the time,” he says with a laugh. “It’s our family story.”

To get in touch with Charles Dufour, please call 581-745-6005, email charlesdufour@royallepage.ca or visit his website. www.

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything Top Agent Magazine

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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DANNY TEJEDA A true people person with a love for helping others, Danny Tejeda knew real estate would be the perfect fit. On the precipice of fatherhood, he took the bold leap and became an agent, wanting to find a stable career as he grew his family. A friend’s dad introduced him to the profession, promising potential and the allure of quick licensing. From a young age, life dealt Danny challenges – he dropped out of high school in his senior year, acquired his GED, and worked relentlessly to support himself amid trying circumstances. Today, the Sacramento native is a seasoned professional with nine years under his belt, proving that determination and drive can lead you to great heights.

Covering diverse areas from East Sacramento to the California side of Tahoe, his vast network has allowed him to cultivate relationships across multiple regions.

Danny’s approach to real estate isn’t merely transactional – it’s deeply relational. Before even discussing buying or selling, he fosters genuine connections with his clients. This foundation ensures that meetings feel less like interviews and more like collaborations. He explains, “Whenever I go to these appointments, it is never like an interview... it is more of like, ‘we know we’re going with you, Danny, just tell us what we need to do.’” Clients frequently praise Danny’s communication, highlighting how they always feel prioritized. His adeptness at painting a vivid picture of the transaction process diminishes any potential stress. Beyond closing deals, his dedication shines through, as he’s there before, during, and after, even hosting client appreciation events as a gesture of gratitude. This heartfelt approach has made Danny not just an agent, but a trusted partner in his clients’ journeys.

As with every part of his business, Danny’s marketing approach for listings leans heavily on the strength of relationships. “I have a really strong database where I can take these listings and market to them,” he notes. This database isn’t limited to just clients, it extends to their friends and family who often become prospective buyers. “Oh, that’s perfect for my grandson, or that’s perfect for my daughter,” they might say. However, his networking prowess doesn’t stop at clients. Danny has formed strong connections with other agents in the industry.

Recognizing the value of collaboration, he often gives fellow agents a heads-up about listings even before they’re officially on the market. This proactive approach, combined with his reputation as a “huge team player,” ensures his listings generate buzz early on and the transactions proceed smoothly once they are underway.

When Danny isn’t working, he’s giving back. Danny’s brokerage, Lyon Real Estate, is deeply rooted in community service, supporting causes from the Salvation Army to local clean-up projects at parks and rivers.

During his free-time, he loves to relax at the beach. Yet, his true joy comes from spending cherished moments with his two boys and occasionally hitting the basketball court for some exercise and relaxation.

After starting a team in 2023, Danny has ambitions of further expansion, aiming to inspire those who feel the odds might be against them. He’s driven by a conviction that through hard work and collaboration with those you truly value, anything is possible. “If you set your mind to it, and you work hard, you can accomplish anything.”

For more information about Danny Tejeda, please call 916-895-8829 or email dtejeda@golyon.com

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GABE KHOSHKHERAMAN Baltimore buyers and sellers call Gabe Khoshkheraman when they’re looking not just for a Realtor®, but for a partner who’s invested in their real estate journey.

Gabe started out doing tenant placement for a Section 8 company that worked with private landlords. It was there that he developed a wealth of knowledge about all of the neighborhoods in Baltimore City and Baltimore County before transitioning into real estate in August 2020.

Now, just three years into the business, he’s averaging 50-70 sales a year as a Realtor® with Pickwick Realty. “I have a very good referral program in place.

I offer anybody that sends me buyers and sellers a nice referral fee. On top of that, a lot of the business that comes my way is through word of mouth and from the experience that clients have had with me.”

In addition to marketing his listings through the MLS services and personal contacts, he also makes extensive use of social media to get the word out. “I do a lot of Instagram reels and Facebook Live posts where I’ll do a quick selfie-type video describing a listing and then blast it out. A lot of people started following me then on Facebook and Instagram, so whenever they’re looking for an investment property or home, they know to look on my page.”

Gabe has earned a reputation in the business for his integrity, reliability, and market expertise. “I answer my phone calls. I know the area and the market, and I’m good at negotiating. I’m friendly, and I think people like working with me. The biggest thing about what I do is that I’m extremely honest, consistent, and transparent. If there’s something I can do, I’ll tell you. If there’s something going on, I’ll tell you. There’s really nothing hidden when you’re working with me.”

His peers in the industry have noticed his talent and drive. In fact, he recently was named one of the 36

Top 30 Under 30 Realtor®s, an award he was extremely proud to receive. “It really feels great to know that I’m making a difference,” he says. “There’s a lot that goes on when you’re working with people’s emotions and their money. It’s a good feeling when people trust you and want to work with you, and you’re able to help them make the right purchase and start the next chapter of their lives. I also like the freedom and flexibility to be able to travel with my wife and enjoy myself while still being able to take care of my clients.”

In this free time, Gabe loves all forms of water and water sports, from going to the beach to boating to relaxing by the pool. In the winter he enjoys traveling, snowboarding, and spending time with family and friends. In the future, he plans to continue the momentum he’s already established as one of the Baltimore’s top young Realtor®s and grow his business further. “I’d like to and add two or three other agents as well an office coordinator. I want to grow a team and also grow myself. That’s the next step and how I plan to take things to the next level.”

To contact Gabe Khoshkheraman please call 443-764-3056 email gabekrealty@gmail.com or visit his website or instagram.com/gavrielkhosh www.

www.

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How To How To Overcome Your Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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2

Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 38

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

5

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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GABRIELLE RUGGERI To Gabrielle Ruggeri, home is a sacred place where cherished memories are made. It’s not just a valuable financial investment: it provides emotional support, comfort, and security. “A home is not just a structure made of wood and paint. It’s a place where you’re writing your story, and to me that has always been such an important part of the process. Especially after having my own children, I realized how much a home is an anchor in someone’s life. My biggest reward in this business is when I help a client find their perfect home, to start or continue their story. It’s a responsibility that I take very seriously.”

After graduating with a degree in Business Administration, Gabrielle managed a Medical Spa. But she had real estate in the back of her mind—and her blood. “My father and uncles are responsible for building a lot of the infrastructure in this area. I grew up around it, and I was always interested in homes and interior design.”

Now she is an agent representing both buyers and sellers for NextHome Premier, covering Somerset and surrounding counties in New Jersey. It’s an affluent area that’s sought after for its excellent school systems, proximity to New York City, and high-end shopping and dining options. While there are a number of multi-million-dollar estates in the area, Gabrielle works with buyers and sellers within a wide range of budgets.

“Around 70% of my business comes from repeat business and referrals from family and friends. I’m a big believer in personal relationships. I still handwrite letters to neighbors and invite them to my open houses.

I feel like that personal touch and relational aspect is really disappearing these days. But people want to make connections, even more so with the amount of our daily lives turning more to the virtual setting.”

Whenever she’s working with a client, Gabrielle always puts their needs and desires first. “It can be very stressful Top Agent Magazine

listing or buying a home. I see it for what it is and try to understand what my clients are going through.”

Her natural capacity to think of others extends to her philanthropic activities as well. “I’ve worked with the Samaritan Homeless Interim Program (SHIP) in our community, donating brown bag lunches to those in need. I’ve had my two little boys, aged 5 and 7, help with that effort, and we plan to do it again this fall.

It’s better to be a blessing to someone else and give to others. That’s been very important to me since I was young.”

In her free time, Gabrielle loves traveling, cooking, gardening, and spending time with friends and family.

Living steps away from a Nature Reserve, Gabrielle enjoys going for walks and taking in the natural beauty of the area. Gabrielle’s mission is rooted in making authentic connections, “I want my neighbors and clients to feel like they know me, and I know them.” She recognizes the significance of family, the moments that make life extraordinary, but most of all where they take place that matters—Home.

Gabrielle can be reached at 732-570-1748 or by email at Gabrielle@nexthomepremier.com or vist her website at gabrielleruggeri.com www.

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KAREN ORRACH When Karen Orrach measures success, it is not surprising that it’s at the closing table — but not in the way most would assume. “When I tell people how much I love closings,” she explains, “and how much I missed them during Covid, they always say, ‘Sure you do, that’s when you get paid.’ But that’s not the reason.

That’s when the buyers get their keys, and everyone takes happy photos. It’s such an exciting feeling.”

Karen recalls her entry into real estate. “I always wanted to get my real estate license,” she reminisces, reflecting on the pivotal moment in 2008 when she lost a job after 19 years. Armed with a severance package and a determination to succeed, she braved the post-crash market and real estate bubble and earned her real estate license.

Her path wasn’t easy, she admits, but her tenacity paid off when she celebrated her first sale. Karen’s resolute spirit led her to a defining moment six years ago when she joined forces with Signature Premier Properties, a decision she hasn’t regretted. “I’ve never looked back,” she exclaims. “It’s been great.”

While Karen usually stands as a solo agent, she often partners or joins forces with her friend and co-worker Mary Lou Cella to help serve her clients even better, especially during busy times. Karen’s playground is the sprawling expanse of Long Island, where she deftly navigates the subtleties of Nassau and Suffolk counties. She understands her clients, the heartbeat of her business — middle-class working families. “I put the client first,” Karen asserts, revealing the cornerstone of her success.

Her dedication to serving her clients with the utmost care has earned her a remarkable 80 percent repeat and referral business, a testament to the deep relationships she forges.

This extraordinary rapport stems from Karen’s all-encompassing approach to real estate service. From a modest $300,000 listing to a luxurious $3 million property, Karen delivers top-tier service with professional photographers, floor plans and staging. “I put the client ahead of myself,” she declares, highlighting her unwavering commitment to their best interests. Her clients are more than transactions; they’re like friends and family, and she takes joy in sharing their life milestones. In her marketing endeavors, Karen’s innovation shines through, as well. She has mastered the art of “twilight photography,” crafting images that capture the essence of a property at dusk. These photos, along with meticulous attention to detail, elevate her listings to a realm of their own.

Beyond her real estate prowess, Karen is a pillar of community engagement. She’s part of a brokerage that actively gives back, participating in charity events like collecting school supplies and organizing food drives.

Outside the world of real estate, Karen finds solace in family and travel. Her experiences are peppered with humorous anecdotes of clients suddenly needing her as she boards a plane for vacation. “If you want your business to pick up, plan a vacation,” she laughs. “While I was boarding a plane for Italy two years ago, I got a call from clients who were planning to list their home.

They said, ‘Ok, Karen, we’re ready to list.’ And I said, ‘Of course you are! I’m getting on a plane right now for Italy!’”

As Karen steps into a managerial role at her office, while continuing with her bustling real estate sales, she embodies the perfect harmony of growth and stability.

“Right now I’m very content the way things are,” she says philosophically. “And I’d like to keep it like that.”

For more information about Karen Orrach, call 516-410-6270, email KOrrach@signaturepremier.com , or visit karensellsli.com http://

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 42

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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LIZ KELLY Lively, passionate and with a keen sense of connection – that’s how Liz Kelly’s life and real estate career can be described. From her early days as a young Chicagoan living on the North Side to starting her own business in real estate and the travels, dinners, and concerts in between, her journey is as colorful as the neighborhoods she serves in Chicagoland. Growing up surrounded by the buzz of real estate, it was almost destiny that Liz would find her path in the same field. “My mom was a REALTOR® in Winnetka for 30 years,” she reminisces. “I started working in her office in my freshman year of high school as an admin, and worked there all through high school and college.” Despite her initial aversion to the industry, Liz eventually found her way back and launched her own real estate career in 2001.

An independent spirit at heart, Liz chooses to go solo in her real estate endeavors. “I had an assistant for a few years, but I decided that’s not for me,” she confidently declares. Her focus is Chicago’s northside, particularly the dynamic neighborhoods of Lincoln Park, Gold Coast, Andersonville and others. “The fabulous shopping and restaurants … it’s everything you want in a city existence,” she explains, emphasizing the exciting lifestyle that draws people to these neighborhoods.

What sets Liz apart is her close-knit relationships with her clients. Her repeat and referral business are the vast majority of her clients. Over her 22 years in the industry, she has cultivated a loyal following. “Almost everyone I’ve worked with this year has either been repeat or a personal referral,” she proudly shares, “and all the business I’m looking at for next year that’s in my pipeline is the same.” That said, she’s always interested in meeting new people and helping them find the right home for their unique needs. Liz’s clients often become friends, and she cherishes the journey of helping them Top Agent Magazine

find their dream homes. She sells about $10-15 million in real estate a year.

But Liz’s interests don’t stop at real estate. A self-proclaimed music aficionado, Liz finds joy in the rhythm of life.

“If you know me, you know that there’s always a tune going in the background,” she laughs, adding that she is currently taking drum lessons. Travel is another vital note in Liz’s symphony. “I work so that I can travel,” she declares, highlighting her love for exploring new horizons.

From the lush landscapes of Costa Rica to the exotic allure of Morocco, Liz seeks inspiration from around the globe. “I love going overseas and having fun,” she adds.

As for her future plans, Liz admits her priorities have shifted. “I want to keep it stable,” she states, eschewing the traditional pursuit of growth for a more personalized approach. Her intention is to maintain a boutique list of clients, focusing on excellence rather than expansion.

“I’d rather have a smaller list of clients and do an excellent job for that small group.” That way, she says, she can provide enriching experiences for both her clients and the communities she serves.

For more information about Liz Kelly, call 773-936-5495, email liz@chicagoliz.com, or visit chicagoliz.com/index.php?page=2432 http://

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RICH LOWREY Step into the dynamic world of Rich Lowrey, an audacious, resilient and motivated rising star in Greater Burlington, Vt., real estate.

His journey has been nothing short of extraordinary, punctuated with an undeniable passion for success.

With a motto of “thinking differently,” Rich is rewriting the rulebook for REALTORS®, infusing his work with creativity that’s as refreshing as it is effective.

insights. “It’s a setting like where you’re sitting on a couch with your therapist and your therapist is talking to you,” he explains. “That’s how I cinematically frame these Monday sessions, like therapy for real estate.”

In the fewer than three years he has been licensed and running his own small brokerage, Rich Realty, Rich is already selling an average of $10 million himself in real estate.

But beyond his role as a REALTOR® and brokerage owner, his life is a whirlwind of passions. From coaching football to designing and building race cars, he thrives on pushing boundaries and exceeding expectations. “I design and build race cars with our race team full time when I’m not doing real estate,” he relates. “I’m crew chief at the moment. It’s like a family team that includes my dad and some of his friends, and some of my friends.

It’s a lot of work but I really enjoy it.”

Rich’s entry into the world of real estate was a serendipitous affair, a tale he recounts with charming enthusiasm. From a semi-professional race car driver to a college student chasing dreams of creative writing, his journey took several turns. At the age of just 19, he bought a house and kickstarted his career in real estate, renting to a unique roommate, which catalyzed his transformation into a REALTOR®. “She ended up being,” he begins, then pauses as he tries to come up with the right word, “… a professional sugar baby. I think ‘professional sugar baby’ would be the way to describe her.”

Rich’s journey is just beginning, as he charts a course to open more satellite offices, widen his presence and revolutionize real estate further by expanding his Monday videos into a fully realized real estate channel. “I’d like to get to the point where I can bring other agents on and interview them,” he notes, “as well as local business owners and local developers, creating video discussions in a casual interview environment.”

Prior to entering real estate, a “horrific skiing accident” nearly paralyzed Rich, forcing him to re-learn how to walk. Then in 2020, the year Rich officially became a licensed agent, the Covid pandemic hit and threw another obstacle in his path. But today he stands strong as the owner of his own real estate brokerage, an accomplishment that, paired with his age, marks him as a trailblazer in the industry. Rich’s dynamic personality is reflected in his approach to his work. He fuses innovation with tradition. His weekly video series, aptly named “Monday Morning Madness,” offers a fresh spin on market updates, life reflections and professional

Rich Lowrey is not just selling properties, he’s creating experiences for buyers and sellers in his market.

A survivor with an unrelenting determination, he sums up his ethos this way: “I’ve been passed up so many times, and I’ve been told no so many times, that I just always find a way to win.”

For more information about Rich Lowrey, please call 802-999-6201, email rich@richvt.com or visit: facebook.com/richard.lowreyiii or linkedin.com/in/richlowrey3 www.

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 46

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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TREVOR LAVOY SMITH It sometimes takes a single encounter to redefine one’s path. That’s precisely what happened to Trevor Smith back in 2015 when, upon purchasing his first home, his agent saw potential in him and offered a career prospect. After honing his skills for four years under his mentor’s guidance, Trevor embarked on his independent journey. Now, as the broker-owner of “Your Home Sold Guaranteed Realty,” he leads an impressive team of three inside sales agents, four full-time agents, and around four part-timers. Together, they diligently serve the vast stretches of North Georgia, from the bustling Interstate 20 North to the scenic boundaries of Alabama and Tennessee. With a staggering 80% of his work coming from repeat clients and trusted referrals, it’s clear Trevor prioritizes his customers’ happiness.

Making people feel special might sound simple, but in a saturated real estate market, it’s a golden touch that Trevor believes sets him apart. “If you want to be the agent that gets the deal, you’re probably going to have to go above and beyond and make sure that you kind of have that personal connection,” he explains. This ethos translates to his dedication to ‘second-mile service,’ ensuring that his team consistently outperforms the expectations set by traditional real estate standards. As a licensed loan originator, Trevor ensures a seamless and elevated service experience for his clientele. The tremendous effort and skill his team puts into each transaction is reflected in their endless five-star reviews.

One recent client raved, “I highly recommend Trevor and Your Home Sold to everyone! Before I started this process I prayed a lot, Trevor was an answer to my prayers. He’s professional, kind, efficient, hard-working, available, knowledgeable, encouraging, realistic, respectful of your needs, and an all-around good guy!

Do yourself a favor and hire Your Home Sold Guaranteed. I did and am so happy!”

When it comes to the innovative marketing of listings, Trevor doesn’t play by the rulebook. “We have a program called ‘buy this home and we will buy your home,’” he reveals. At the heart of this unique approach lies Trevor’s robust network of investors. If a prospective buyer is smitten with one of Trevor’s listings but is held back due to the need to sell their current home, he steps in with an enticing solution. “I will purchase their home so that they can buy my listing,” he shares. For homes spanning various price brackets, he also collaborates with multiple cash offer companies. “If someone needs to sell a home quickly, I have a vast pool of cash buyers willing to purchase, irrespective of the home’s condition.”

Trevor is deeply embedded in his community, passionately supporting charities from local homeless shelters in Marietta to missions ensuring clean water in Asia and Africa. He’s also a fan of local sports, sponsoring teams and hosting community events. Outside of his philanthropic endeavors, Trevor’s leisure hours are spent engrossed in real estate investments and cheering for his children during their sports events.

Expansion and growth are in Trevor’s future. Planning to open new offices in both Calhoun and Douglasville, Georgia, he’s set on building his team from 10 to 30 agents in the upcoming 18 months. But at the heart of his business lies a profound passion for nurturing potential. By seeking out budding talents rather than seasoned professionals, Trevor revels in witnessing the transformative journeys of his team members – whether it’s skyrocketing their income or enabling them to enhance their lifestyles. “I love helping people live their best lives.”

For more information about Trevor Lavoy Smith, please call 770-880-6797 https://www.facebook.com/trevorsmithrealestate/ or email trevorsmith6797@gmail.com, visit his Facebook, Instagram or LinkedIn https://www.instagram.com/trevor.smith.guaranteed/

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https://www.linkedin.com/in/trevor-yhsgr/

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