NATIONWIDE & INTERNATIONAL 8-29-22

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

ANGELA TRIPP STEPHANIE OSTASH ASHLEY PALMER BRAULIO MORENO CATHY HANEY CHATHAN HARVIN CHERYL BUSH DIANE BELCUORE JENNIFER BLANTON JODIE BRETHOUR JULIE JANNING KYLE COGSWELL

COVER STORY

LYLE STRATTON

WELCOME HOME: WORKING WITH RELOCATORS IN TRANSITION FEATURED AGENTS

MELISSA DASCOULIAS MOHAMED MANSOUR NATHALIE APTEKER THERESA WYCHICO VERONICA CAMPBELL

ADDING VALUE TO LISTINGS & THE ADVANTAGE OF IDENTIFYING NEIGHBORHOOD AMENITIES

NATIONWIDE NATIONWIDE& &INTERNATIONAL INTERNATIONALEDITION EDITION

STEPHANIE OSTASH ANGELA TRIPP

ASHLEY PALMER

“I longtime resident ofa Charlottesville, for their best ne inte ed toAngela real negotiation skills.

Being Plainfield, Tripp estate anything, I loveAknowing I can call them I 7 friend by the end 11Ashley Palmer has always 15 25 ssed an entrepreneurial of our transaction.”

Virginia, to keep in touch dch estate, she served forworked 12 possessed an entrepreneurial spirit. through regular ndfather she took the time to get to hygienist, but over time Over the years,After Angelagraduating has earned a fantaswith a Bachelor of and appreciationW king a new opportunity tic reputation throughout Indiana, with the Science from Virginia Commonwealth are thrivi her mother and we were looking forclients and edu S d her driven personalimajority of her volume coming from reUniversity, she launched a successful Over the years, s her with the flexibility peat clients and referrals. Having exceeded it career as a computer programmer; howreputation throu in the real different neighborhoods. r family.

Drawing from estate $8 million in volume in 2020 alone, she relo soon foundthat herself seeking a with the vast maj st in interior design and mains focused ever, on the she proven standards new opportunity that better spoke to her ing from repeat cl years old, it was our property in March whe is decided to pursue her set her apart. “While real estate can cerCHATHAN HARVIN ANGELA TRIPP STEPHANIE OSTASH LYLE STRATTON ASHLEY PALMER outgoing personality.

Around that time, and launch her careerBRAULIO as an agent. MORENO tainly be competitive, I maintain an abundance-mindCHERYL BUSH talk to Candice Kin CATHY HANEY m Youmarket don’t have toyou she met husband, Gary Palmer, who Having complet set. At the end of the day, there will her always be enough Whether are purcha o begin working housing was ver ® o When notinwhat working, C REALTOR journey very longshe’s to realize makes he Perhaps all those Cheryl Bush was just -being There is a reason Chathan Cathy Haneyto isHarvin’s one and have over 600 I can business go around, Iwas would never dohe something Braulio Moreno has workclients,” hesoexplains. is inWhether theMaybe process of sold opening hishomes own sales in contac rental property, or are a2021 se 26 inagainst 29 30 tellher 33 ofBluPrint the top producing agents the themulti-family get problems solved.describing I always my painBroker the business tothe where selling properties, new community work.

Cher self-deprecating when with Real that went core ethics that brought me here of the best Realtors in the country brokerage firm.

Inspired, Ashley decided focused on the pr rereproviding inshe Calgary.

She andcaregot an offer ayc fr timeaccepted volunteering for local into real estatein began in 2008 while or condos, him with the throughout construction houses, land, attributes Irvine area of Orange County.

She clients I promise personal with Crown Harrisonville Chambe as that a REALTOR assists clients the first place.” or even a first time home warmth and quickness to laugh puts to switch paths, pursue her real estate consistently set knowledge experiBraulio works hard to findRealty the and right brings a level of experience and eduoutstanding service that’sbecause backed si in Harrisonville, Missouri, of Directors and close to herBoard heart.

Fri she was simultaneously working a job apolis area. and Combining her strong ease immediately, and the “On enthusiasm join him in the business inin-depth 2017. TheIrest comes down topurchasing patience and exp own properties, offers. couldn’t recommen t of how to close deals, buyers so thatlicense, everyoneand involved considering cation that can be rareOutside in the industry. up in with thorough she did chuckle a little research, bit. More likely, dent in 2020-21. She isin kills with her outstanding business of real estate, Angela is dedicated to her id I head to market Calvary Women at that a local hospital.

As ahistory. sinhas forvolatile helping her shines thr is such as sh he nitty-gritty work is is notchildren’s the transaction comes away she happy.

His Cathy broker, knowledge of theher market and excepwas spot-on with self-assessment. and clients treasurer ofours,” the Love established a process to meet only the a licensed community.

With her two younger children enrolled or Connecticut you are g the scenes. He began his clients see and appreciate his positivbut she has an MBA as well, and her tional negotiation skills.” the business every single day, You’ll also value the matter-of-fact p Because, in the end, the most successful Square organization tha with this indusYou wouldn’t be disappo DC to serve homeless cw gleexpertise mother, needed some additional nt, home buyers she to in youth sports the region, she en16 from servingfirst as time an admin, ity, leagues timelinessspanning and committed work is often sought out by local Sure enough, Ashley would quick as which an talk my openness, integrity, andofAn exp REO sheto discusses her profession. real and estate agents are find the ones whosuccess are the specialist revitalization the s.a transaction coordinator joys contributing to her areahim baseball football ethic, which makes stand out from meals and generally lend aW income andhaspart-time estate seemed media. She written on thereal topic Cathy isnurture, an active presence in you her from the patient, who who navigate She also has an affinity agent, earning Rising Star of the Year honors programs.

In the meantime, she is also involved in a ying for a license change of with Steph and her team!” to get his in the crowd.

“The thing I love most of real estate for the Orange County community and a and supporter of the the ® “There really isn’t muchestate, difference bet through theWhen rough times, through theiceloc loa I also volunteer at their offer aaddition flexible solution.

InHANEY the Plainfield.

Charlottesville Area Association ofcelebrate REALTORS Outside ofworks real Ashley and ned eXp Realtyisto as aRegister solo perty, Angela there for her women’s Vertical BRAULIO MORENO CATHY CHATHAN HARVIN CHERYL BUSH inclients to being agroup guestaton severalChurch localinschools.

In her limited spare time she enjoys triumphs. of like... a parent, especially to sponsor a of catresource or fund kitte agents when itserving comes to Chair the meeting all kinds great entually building a radio In clients his Braulio munity, as of establishing acan network clients that spans her ay.

Afterstarted helping them prepare she’s not about with or time, giving back, participates she beSort found th localfully programs talking theaspare Southern watersports, tennis andof is asatisfied competitive tap dancer, and becoming a Bobbi twice a Candice month,” she explai beginning, she worked ascharitable dual agent a mother might do. adoption.

When she isn’t working, Carlos Ortiz is one of those people you ® o’s career has really taken in events hosted by the local can offer,” explains.

“So it C e market, she shares it via a market. blend spending quality time withregion. her family or exploring of directors of Child Health Pc with Town Realty, satisfaction Today she has is aher REALTOR California something that earned her the affectionate I get from hel in 1977 ing, golfing, cooking – she even ma es ndigital and he currently works board of REALTORS .

He truly loves Chathan loves spending tt representing both buyers and sellers of meet for whom helping people is second down to who you think will work ha and social media campaigns. favorite hobby: home decorating. nickname of the “Dancing organization that encourages where she assists clients Realtor.” throughout Charlottesville, where for marLoving her Stepha whether you’re sellinregion, some cooking classes thisAntho summer er talents agents. to help out in his community and wants“Ito love makealla aspects of real estate, and save money,” izes invaluablerental resources like paid knowledge With an in-depth of the area she for you.” v of infants andsixteen-yearchildren in Cha the surrounding counties of impulse gets to exercise husband and properties.

Luckily, tootime my per difference.

For fun, hebefore enjoysAlbemarle spending with ingCounty, 100his acresand or selling your currentnature—an home to upsize with herhe friends. represents, Cathy offers numerous With all of her remarkable success, for Cathy it standout open house showings to As forher theclients future, Angela has exciting plans for her ranked work with a lot of investo not with clients or giving back, Central Virginia.

Currently among the top 3% of Braulio represents buyers and sellers in family, both close to home at the park and further or brea CONTENTS or downsize.

But I especiallyto lovedaily firstof time as ahome Realtor with aadded headhunter for the community througho when she’s at home.Banker “We long, her and rental clients were looking resources insightbusiness. intooneverything about theallows does Real come Estate down to the basic philosophy And make no Coldwell mistake—no one tiew advantage.

Now designated as really a it.to Senior and the surrounding counties of Marion, away vacation when time agents ingforquality time at home with in the region, she hashave cultivated a hands-on pro- them buyers.

I do kind of that mom-quality especially As thethe future, “I intend to continue “Real beautiful and family-friendly area she calls home. putting your client’s needs first.

If you focus on in right position Choice Properties. feel very lucky toW Specialist, she intends on scaling up her work among harder than “I Candice.

Youalways could almo Hamilton, Hancock, andand Johnson.

He did the beach, shopping and buy who they turn to?

Chathan, with them,” Cheryl said.

“I have families who, after 20 ness,” she said.

“By being since Io the globe. numberjus cess to meet the needs of the anybest buyer or seller.

She from is ranked locallyLast and nationally in the top one serving your clients to of your abilities HOME: 27) 7million SIMPLE TIPS THAT 43) UNCOMMON CONTACT: in the4)when Okanagan, donates to a large o as attentive assisting her buythe 50+ Braulio community in$6.1 Plainfield.

Through it all, f his business asWELCOME coming referrals year, closed inyears sales volshe’s been in the industry since she wa wake up every day and have the opporbe profitable.

On the reta in the business, their kids are buying homes with and strategies and staying current in cl After m of agents, selling 15she times more homes else will fall into place. “I loveCONNECTING all the as athings family,” she says. course.

WORKING WITH RELOCATORS ARE TO HELP CLIENTELE suiding his success to of the percent top-quality client ume and he has no plans to slow down as he looks them to the right investment though, looks forward toPROVEN alleverything the new opportunities little WITH for her mother, who was me now.

I’m fromAshley a and townwork of 10,000 people.

I’m very market butahead, continuing tunity to help someone find their dream Springs than the average agent. people you get todeal,” interact with in this Looking Ashley has exc When listing a property, is there for her clients ides at every step.

“I start by sitting to the future.

“Going forward, I want to continue to to use the knowledge of c m ests.

In fact, she keeps in touch long that await.

“Buying and selling a home is a big IN TRANSITION YOU STAY AHEAD OF THE THROUGH SOCIAL MEDIA osition as a marmonthly basis, including th dedicated and involved in my community.

My slogan with my tried-and-true career of began earnest inAs2007 asvolum she that you would have them the opporgo oaching my clients athrough entire grow and help my clients Istep can. of This isall my her inbusiness. herand eachbusiness, the way.

Afternever helping fully prepare home,” Carlos explains.

“It’s especially done, cultivating lastingthe connecshe says.

“Getting to COMPETITION thehowever closing table with parties is, meet ‘Yourotherwise.

Hometown Connection.’” ways ofas assisting my Sheagent gained an REO in Her clientsbusiness cite honesty, ingenuity and great tunity to I feel so fortunate to be an unlicensed assistant. got he here to helplocal with everything, fromher passion and it’s what drives me everyday.” for 44 Looking to the future, Cha Asevents, her she growth, she intends onfirstdeepe their home for the market, shares their listing viaasHABITS awhen ar check-ins, handwrithappygrew is such asteadily, rewarding feeling, especially when she rewarding that person is a buyers and sellers.” nie seized the opportunity, Program, the Kelowna Gospel Mission, 9) 4 WAYS MENTORING 47) DAILY THAT communication skills as reasons why they will doing what I love.” ively about financing to filling out loan that,find working with her mother 20 clients fi aseeing solid home atuntil ateam rea gifts at the holidays.

“This business you consider howher much work we all put in behind the with the National Association of highly targeted blend of digital and Cheryl social ismedia camexpand her real estate knew she on right path.

Today, That’s not hubris; that’s reality. not only usewas her again butthe recommend to31) their and submitting documents to lenders,” UP-AND-COMING EMPLOYEES 8ofTHINGS SUCCESSFUL WILL INCREASE YOUR timewell-respecthomebuyer, their surprise estate g her talents to Georgia.

Today Candic onships,” she says.

“As an agent, I scenes.

But that’s just one the many reasons why paigns.

Meanwhile, she leverages proven outlets like than anything, she looks forwa ed in her areas of Cass, Bates, and Jackson counties. friends and family as well.

“Building relationships ulio is even willing to go to the loan for five years before she felt Youth Service.

Every quarter, MAKES YOU Arepresents BETTER AGENT PEOPLE NEVER DO and Family MENTAL STRENGTH on new clients.

While she Chathan homebuyers, selland excitement when we find a house 4 agents with Virtual Properties Re w I make my clients feel.

More than I love what I do.”

She started outown in the lumberYoutube business, channel selling lumand communication direct mailers and her popular to and opportunities that await. “I rson for his clients, literally going the are so important in this busi“B Bobbi Afor graduate in “Because commu all overown the Metro are henever he can. “This is and a big ness.

Onedecision of my top priorities is toand alwaysMaryland, return beran andadded windows to contractors, and building a clients solopen her brokerage a ers, renters in DC that istoperfect them.” give clients advantage in the leadup their industry,” sheAtlanta says. in estate.

TJ make a large donation to a charity, mo Group, 13) 4 EASY WAYS TO THE BEST 51) WHY DELEGATING IS ,ion especially for real first-time emailshomebuyers and calls promptly.

It might sound 35) like standout a9 THINGS id reputation before switching gears and becoming a Gwinnett and Walton counties.

In so 2a open house showing. transaction is different, there’s arn more about Angela Tripp email angelatripphomes@gmail.com, Eastern Connecticut Stat it’s the simple everyday joy with about of Springs provide theREDECORATE hands-on attention toYOUR make small thing, but70% it really goesher a longbusiness way inLEADERS help- comOFFICE NEVER SAY in 2003. Cheryl is a solo THEagent KEYbutTO REALTOR® hasLONG-LASTING million in sales volume, with around learn.

For me, there could beEl not facebook.com/angela.y.tripp or call (317) 490-9261 fo asiervisit for them.

We’re not always going Carlos got into the industry in 2013, aft ing to alleviate a client’s stress.”

Cathy also credits of P SPCA. also volunteer atmy the Gosp working with Agnelli Rea aher strong and solid core “We of a peripheral ‘team’ of peoness that drive herexpanding to keep showing up ingWILL from repeat and referral clients.

It’sBC dedication THAT BOOST MORALE SUCCESS business coming from referrals or sr Elsewhere, Ashley is just as attentive when assisting her skill-set while offer accepted, so when it finally hap-ethic and her absolute devotion to her strong work Dougla pleVALUE in the business that she trusts. It’s one reason she an in the restaurant industry.

He had been lo CLIENTS 39) ADDING TO and them their marketin joy Candice takes in helping them an y something&toIMPRESS best she can.

No matter how she proceed toTJ her Dumonceaux clients them coming back buyers, thoughtfully guiding them the right investment plishwith their goals—whether they’ providing customerthat servicekeeps that is second to none has high time percentage rate of to repeat and referral clients busines partnercelebrate.” lead sponsor a family every Christmas,” Steph & and THE ADVANTAGE new challenge, wanted a career that vw the highest quality of gra serv for much of her success. “Once I start down LISTINGS path did $13.1 million lasther year for –delivering theher that sp thebut broker, and upon flock to valuable advice, years forTOmultiple properties. a“I do everything I can toin transactions nts updated22) at allagain isITRANSFORM no 5times, WAYS IDENTIFYING withBraulio a client, don’t stop until I help themOF reach them coming back. him to meet lots of people while continu top producer in Harrisonville office and theAshley No. 2 “Client it Tothelearn more Palmer, please call (43 cial media or picking upin the phone for ofit’s Group, where they the time job with broke their goals, whether a serve buyer Braulio orshe seller.Moreno I NEIGHBORHOOD dig in at 317-966-7108, theaabout industry and knowledge ofthe the hous stay front them,” explains.

“I sendmore cards atCathy Contact RENTERS INTO OWNERS AMENITIES outabout of 150 agents in in Crown’s eight offices.

Tosalesperson learn Haney, I get th valuable service, something he had enjo or text. “In this market, we don’t need and work the way I would wantmorenobraulio23@gmail.com, an agent to work towncv email ashleytowncville@gmail.com or visit “I Maryland. approach every transaction as ifth email call 714.404.1450, visit cathyhaney.com, ve marketing, butNew I do share listings onbirthday cial markets in “I’m a people p Year’s, wishes, and informative monthly good opportunity to wor busines for me. There’s nothing you can throw at me that I hisI years in the hospitality industry.

He wasl ey work with repeat Inemail the years, TJ and“If Steph Rea or visit BraulioMoreno.exprealty.com says Candice. my clients can’t “I believe Icoming am really good at what do. Ithe know or cathyhaney@firstteam.com This helps me capture mainly new leads and To contact Cheryl Bush callh 8 generat haven’t dealt with.

I have over 30 years experience jobbusiness brings in me.

Inolove what newsletters.”

When it comes to310-734-1440 marketing, Chathan’s and provide an invaluabl everybody, and I’ve been in the time” Phone 310-734-1440 | Fax witha long theout Realtor he worked with when pur I’llthe be best there for them matter email cherylbush44@yah andhow Iitth Cherylclients said. by myself, though.

I have hey truly want what plan to“I couldn’t remain ahome, tight-knit team.

“We’re visit to her profile on get, because if or they’ve done the work primary strategy to keep inbest touch with past and doTopitAgent who encouraged him look into tors and homebuyers.

I dbZife Phone 310-734-1440 |is Fax 310-734-1440 them Copyright Top Agent Magazine Magazine Copyr talented team Copyright of contractors, loan officers, city and mag@topagentmagazine.com | awww.topagentmagazine.com en zillow.com/profile/Cheryl in the financial position to be able mag@topagentmagazine.com | www.topagentmagazine.com agent that himself.

Hewebsite got his license and to ne reach new ones is through of social media.

Herhow team back.” county contacts, and title company partners worklooked cherylbush.crow atcross “We care about our clients,” about big we grow, because we a job is to help them that finish li 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

by Feature My withtome. back.

“It’sMagazine been very rewarding. also goes out door knocking every week let people team.

H Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials,Top Agent Magazine cannot be held responsible for the restaurant business taught me how Her relationship with clients doesn’ peopleknow get into this business make sure that our clients receive the sam agent a opinions expressed or facts its authors.To change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. a Realt when there issupplied a newby listing insubscribe their orneighborhood.

Anthony has been however.

Candice naturally W people andline, learn their particular needs.

It’ Andbuil Bo insomeone both Massachusetts ships with people, andwhat many clients n’t put2 your clients first you’re service,” Stephanie explains.

“We never andan isish to understand they’re Top Agentand Magazine friends by the end of the process.

Chathan’s business has been on a steady incline the years.

T he closed $2 million in “A in order totell serve them well.” uso Chrissy them I’ll see them in a couple of time past andfewallyears. theLast challenges details fall through the cracks.”

Her lov year, she did $15 million in sales close over $5 million by watch a person go “from mugshots to owning their own home.”

Regarding his career, Lyle says, “I’ll never retire because I love what I do!” He continues, “It’s all about making your career fun. If you’re not having fun, you won’t be happy

or making money.” In his free time, Lyle can be found riding his Harley around the country and spending time with his grandchildren. He stays in close contact with clients, even during his vacations. He smiles, “If you work while on vacation, you go on a lot more vacations”.

To get®in touch with Lyle Stratton,

please call 520.909.4424 or email lyle@lylestratton.com

Copyright Top Agent Magazine

®

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DIANE BELCUOREJENNIFER BLANTONJODIE BRETHOUR JULIE JANNING

LAURA EVANS

STACEY COULTHARD GROVE HOMES GROUP RACHEL HUDGINS

personalized service to it on all social media as With well as print a client-centered readying Jodie Brethour all-time Of her attributes that keep clients cominga property for we have a lot ofapproach documentsthat thatputs need to be First, Diane we should thank Jennifer Blanton ent’s unique needs, media.

“I stillhas do aone lot of of the full-color print relationships at the forefront, Julie Janning “Ibeen do told a lot more than m 34 37 38 41 great back-stories when she recounts back, Jodie said “I have always signed, and it can be overwhelming espefor her military service.

Jennifer spent ts herself apart through advertising, because it works!” Diane is well-known and trusted throughout the respect,” Julie says. “I h she estate got into estate. thatMarietta, IAmerican am the quickest communicator cially if somebody isisaof first-time home years“My in the Air Force, defendinghow the on and work 22 ethic. explains.

Real hasreal been partThe ofRachel Paige accomplish thisHorse is bythat implementing Hudgins based in The aspect and Quarter Association Situated atHead the northern edge ® Hilton Island area.

Along with her many clients’ home imp with Compass Realty REALTOR people have had, and they have said that buyer or new to the area.

The whole profreedoms we are afforded every day.

But 68 59 little bit different,” Diane 64 the ough marketing strategies.

63 and does business all across Georgia, most excitin Grove’s 60 life for Arizona’s decades.

After Paige “We sp Maricopa County, very well the bond between rider and an Steve, Julie operatesand HH Island esresponse and have even been in Group in likes Kansas City,back working both they never have to wait on a cess can be extensive stressful.

That’s should s what I like towe think of as also thank her for bringing Diane to give tohusband herincommuwest side of the state.

She developed an ent, and eve graduated from the University of the word amongst our brokerage Real Estate and Rentals.

With complemenremoving carpets to ge selling. I helpthe buyers and nity whenever possible, andis she sponsors Kansas and Missouri, Jodie a Superfrom me.

Theyofsay, ‘Your follow-up is resourceswt why I like to do a lot of the heavy lifting.

I discipline, experience, and integrity importance having the right the little town of Wickenburg interest in real estate as a child, when ever we have a listing,” Paige and learns n Georgia 1991, she®,asdecided towalk earn herreal ke the right decisions about as a military member toMom, localSuper-REALTOR Girl in Scout projects well Super as youth tary skills in both estate and step. property andtoready to says. go on and great.’

And I tell them that it’s ning my job every I tell she polished her shethem usedthrough to ride withits her uncle, athem realtor, finds sellin riding lifestyle.

She’s an expert at offindin is known worldwide for or sell or when to wait. sports teams.

When she’s not working, real estate license. Although she also strive advertise onpeople hundreds webs Persistent. management, Juliea and clients be great. to treat whattook needs to beSteve done have and when it has to I always second career now as a REALTOR® as he made the rounds showing houses. ing.

She lov process, I givewith my clients Diane to enjoys landscaping, property fortake her buyers. rodeo events, and hasthey the way want to be treated if for I design be done.

And I make know I am I would Fathom Realty in Raleigh, North covered, nowas matter what theirsure needs are.

Her photos, eye help break raisegardening, her many children, she inprofessional and make Rachel admired her uncle and his busipeople, esp cture of whatCarolina property where is refinishing furniture, and doing small “Oh my gosh, this is kind of a the funny were buying or selling a houseitand trustalways available to them.” she blankets the famed takes to make a home volved in the building industry for years. made county a her premier piqued interest; needless to say, the home looks its best.” possibly th e them the best return on home renovations.

“A lotI of that expe-ness DIANE JENNIFER BLANTON JODIE BRETHOUR JULIE JANNING story.

It was 19 years ago, was preging someone to do that job.”

Research Triangle area BELCUORE in the state. You Drawing on her background in the mortmy clients the “So was always on Rachel obtained her license When and has now ever made. ent.” rienceI has helped to staying become a updated betterfor it comes to her listings,through Stacey destination western-style nant with twins, andme my doctor said I Spoken like as a true leader. It shows in her don’t find many Jennifers out there with gage industry and a paralegal, Julie listen to me because thD ® current she says.

After During anyinand free time, Paige and ,” Diane market says. “I trends,” can help my clients REALTOR COULTHARD been working asifanyou agent forsellers 19 years. in helping RACHEL HUDGINS OKSANA BOGOTT LAURA EVANS GROVE HOMES GROUP on to$19.2 preparing their hom riders everywhere.

And was high risk and ordered me to take Jodie closed millionthey transactions ability andreal on the bottom line.

In just the diligence she exhibits. STACEY decided to get delivering her estate license upon moving times endstaging up out loving the place to me and we Continually the best service plants and landscaping to put on their or 26 years, Diane serves Central and decide whather the wide“M ra kids grown and she had remarstay active in theshe community. rest.

So,were I asked if I could still Head go year by herself, so49 obviously three years Jennifer went from million 42 bed 46 Hilton Island from Ohio.

“I had$2 alast lot ofcontemporary work want to leave!

I really enjoy thatwp a45 horse enthusiast looking to the buyer.

With the help inisperson through possible, Nathalie Apteker has become whether they’re looking are for something that Her depth of experience proves a valu- property, involved ried, Paigeschool decided toshebegin again in realworks year old started the CDAWG Founda Rachel with amillion, partner –trusted. hertoaround daughAustin Lapp has never been a one-sizetrack to close $12 million in to real estate and said yes, After almost two decades in real in volume towards $6 now $8 “When I retired from the military, I experience that fedare into the realtoestate industry, so it working placeshe evolve and change, and help willmove solve a to drainage issue or world they need knowclients their options. to ahelp prominent agent in the greater Atlanta Top Agent Natanel Malkoukian –derful Managproblems have up.”

She also stays manage ng for when weighing entered the of real estate directly with theand loa energy assistants, professional the center of the action, you going ter, Peyton Lamb, who just started in still estate.

Century 21, her knowledge about which raises money for children who can’t asplants long asJoining I come would sit down,” Jodie estate, Jodie six tocreates seven days million and hopes to new break $12 million know wanted to Having do when kindI71 of I Realtor.

Since getting his sales volume by the end ofworks 2021, Austin 77 ing which are deer resistant.

I’mwas able to give gh all kinds ofdidn’t cyclesfits-all in real what estate, and 78 a natural fit,” Julie recalls.

“In those first few years their vision.”

72 75 Whether she’s region.

She came to the industry with ticipated ina ® ing Director of New Development at Nest amongs in touch through annual client appreciaer one in 2019, Brent Mahagan is a caring to try to put together a fund January – and a buyer’s agent, Zach Fox. explained.

“So, I went to school and passed the test, a week at her business while she and her husband, this year.ofWhen she’s focused onthe helpI right grewlicense up,” she said withhe aadvice self-depreof home and the surrounding property want to contact Realtor Coulthard. construction led to Stacey herI being a part team’s new Paige explains.

“So w based on my own experiences.” e on making the decision. some inFor 2013, has seen people move gets about half of his activities,” business from did everything Iinacould to not grow myextracurricular business, and or renter, Nathal a background IT and investing. charity with The team averages $10Morley, toYork $13 million in International in New –time isfive afirst so thentoI find asked thegoes doctor if ISeekers could doway open houses Roger raise sons.

Needless to say, her free ingout others in real estate, Jennifer loves spending cating laugh. did feel like I needed a job tion events, orwho via interactions on social y.whether Her to rent or buy, and“But for Iother home division.

Soon Paige became so busy that she always giving back to that, and I’m also a board professional of his the wrestling team so that to market the listing on the MLS, social that made all the difference.”

By the end of her Looking toward the future, Julie pp them In 2014, she established Mintclients Leaf or referrals. It’s a diverse and makes for manymortgage different reasons, and so knows repeat These qm foster and she said well, ok but don’t go up any flights offriends time is rate spent with ‘herand guys.’ And whenever she has with annual sales, and their ofcooking, repeat with herhardworking, husband, family andto traveling, whereproviding I could serve others like Imedia. did inencouraged the military.

We As for what the future holds, Diane forward to yyou mean ® intelligent real estate profesCandice keeps alllooks of her clients at proactively her husband, David Grove, earn his ber of the 400 North Association of REALTORS 6 months in real estate, Julie had already reached the the same vein.

“I look forward to recent client sa Homes, which focuses on remodeling to provide his clients with the best serget new uniforms next yea and hasit’s even up that market knowledge is part ofson, clientele, and Austin caters to theSometimes local real websites.

Sheteamed also gl r Acontinuing Maricopa native who has spent much of astonishing many steps.

My oldest 17“Imonths old atbusiness the the chance todedicated talk real estate, sheestate does. and creating new recipes when she can.

Jennifer gives weredecide alwayswhether taught they service before self, and ICounty miss that toonly serve her clients as aJoe, solowas agent. plan or helping them referral israpid an 95%.

Rachel attrisional who has made a ascent in his updated on the latest market developm she Top 10 in herInitially, company.

Julie also credits much of times, her his tionships going with people w license.

Itothers wasn’t long before Paige andImore Dave formed kindest andI’ve most Nathalie wanted to drive.

She vice.

With a I’m knack for background, Brent sup to keep doing what doing,” says. love nce so they can renovate and then what sell I her time so when the twins (both boys) were born justher conversation; otherand like sheChristmas stopped a toy clients need from their agent. farming community characterized by the back toproperties. her“Ioutside community specifically heragents part.

Iwhat thought about could really do to help butes this to the large sphere ofmilitary influence both shewhen and servi sphere life on the back ofDiane athinking horse, Stacey is had living ® potential buyers in herhis chosen industry.

Natanel, who began his success to her active involvement in her local Realtor past, reaching out and building ou ments with her monthly newsletter. rough. agent and landlo earn her real estate license to facilitate Opportunities await Paige and Dave, as they pla Grove Homes Group.

Determined, highly experienced American Legion chapte to help buyers find the home of their dreams, and for res a lot of patience, and I have to be a three the of two.

All to I’ve done is try to area’s man in her gym’s parking ask about his 1970s era first veteran community.

Every year, she her hus- lot and to be someone they couldthe lean box on. I kids wanted be ageand Peyton possess, as well asand their capacity fortopersonallarge Mennonite population, asThe andunder atodetermination help enforcement and resp com: W able network given hering many years in the best life, combining love of investment horses with her pastheir rental side and association, on the committee level, asmove well as being for.

Everything journey real estate inJeep, and currently her transactions, but soon sellers, Iinlove to help them realize the best return they hear what clients are really saying.” ttoway motorcycles, playin their team toupareferrals. larger They wa and focused onher service, Paige and Dave have led their support them, feed them, and support my family, andand itArlington leads to more.

Jodie ended doing $3 location. million band dedicate a in week volunteering at (Va.) someone they KYLE could haveto their life to assist ized service a2018, casual and approachable demeanor.

COGSWELL MELISSA DASCOULIAS MOHAMED NATHALIE APTEKER “It didn’t taketrust metocould long realize that this well as to those seeking vacation homes Natanel Candice is always looking for ways toalongside give others, buyers and sellers can always well.

He recently started the H keep feeding each other, and wefr onthe the Board of Directors. regarding possibly get on close their investment.” realized she could utilize talents and with her family) inthings her works partner Michael Bethony, as a lifelong resident of the area. sion forthat’s helping people find right property to care what drives me.” in investment properties with family the gentleman.

National Cemetery to help lay wreaths atend theup gravestones them in making big life decisions.” continue expanding their welcoming both team to almost $75 million in real estate inher 2021.

Most of their clients being “friends, of group, MANSOUR is a very emotional business,” Austin on the Finger Lakes.

The different needs Nathan ence pays off, because over 90% of way.”

Along with the thrill of get back to her community.

One cause that is waste managem skills to help people accomplish their count on him to have their best interHeroes program where first as AUSTIN part closed of national campaign to pay their respects and BRENT MAHAGAN NATANEL more than half aofbillion dollars in Rachel’s CANDICE KING ANTHONY LA LAPP friends or friends friends,” and thus pracand experienced people on board. With her oldest for them.

ShePENNA got her® license inastarted 2003, partnering with ness comes from and referral cliJulie’s favorite part her job he is g Julie her own brokerage, and soon enough, explains.

“You havein to beestate. amind. good listener. of“Well, his are reflected inreceive Austin’s upofand discusse real estate dreams.

Today she leads Jodie’s determination has served her well.

Aalmost gradIclients strive tocalled grow my business 25 percent every close to heart is the nonprofit orgatween remember our nation’s fallen heroes, which she Sherepeat found her second calling real Aher REALTOR such a pleasure to work with and she MALKOUKIAN Theresa Wychico has partnered with tice is completely reference-based.

Rachel anand interesti est in Affiliated with eXp Realty, ers dollars to volume in 2021 alone, and the pair are on children working in her office, it’soffers aleisure family busi Serving the entire state as the Century 21 #1 Team in ents are very grateful that I work hard to her mother for four years before 50 53 Stacey loves to ride in$1000 her time the market crashed clients.

“Many of clients be Steve joined “Steve had started doing vacation nomy surprises for Apteker Realty, with main of of thebecause University Kansas with a her. degree inthe year.

I goal grew upwith with dad in the cattle business and “aof humbling experience.”

Jennifer also works aastill for three years now, Jennifer is meeting anization solouate agent not very ho I’ve always enjoyed people and marketing strategies, which include both she helped establish to ensure es we plans: “I think where I au track to hit more than one billion in 2022. busted her tail to make sure we got the Lisa Benoit to open a women-owned, and anyone who joins is treated just the same.

“Ev Georgia and based in Atlanta, those who work with alty,” Diane says.

“They know they can he serves clients throughout Colorado closing costs from his comm Price begansheher real estate career When it comes to marketing, Bobbi truly I love that.

We stay very close wit rentals in the area, and that began feeding my busitownhome we m Marie-France Vachon began her real estate way for optimum exposure.

“I alw making the transaction as smooth as Interpersonal Communications, she was named one of he said if you’re going to do something try to be one Kaitlin Whitcher found her passion for think non-profit that helps retired Army Rangers assimilate eschews being part of a team – when you’re in the Premier Residential Broker and Founder the beginning of COVID-19.

The key many local trails with family or friends.

M in 2007.

While the real estate business was down, lives.

“I Grove truly care about my clients,” he highly re hearing their personal anyway, and awith heavy media presence and print of my business to be.”

S astories safe and equitable environment forToall comes e. I’m trustworthy and extremely knowlstay inblown touch pastsocial clients, Rachel swears by her one here is part of the family.

It’s been so rewar Homes Group are consistently away ®herself 89 best deal ($21K off asking price on new minority-owned commercial real estate 86 85 81 82 Springs and the Eastern Plains. a show of appreciation for 7.

“I wanted to get into a business sets apart.

“We do a lot of print and I really value that relationship trem ness as well,” Julie says.

“We became HH Island Real out of almost 13,000 agents the top 125 REALTORS of the best at it,” said Jodie, who added that the key to what we were lo possible for buyers and sellers.

The back into society.

She puts this same kind of love and military for 22 years you’re already part of the biggest real estate while she was working as a will career 35 years ago, thanks to the encourHDR photography and Matterp of Raffetto Estate at Pointe3 Real to his marketing success is ensuring with the place she has dardest clients know they’re going to get anReal Natanel began his career in real estate need his friends are once and future clients.

She she began riding professionally again, competing as a I think taking thesays. time to learn the why ad campaigns. patented “quarterly pop-bys,” which she undertakes “That means going to bat for them, students at academy she attended in torepeats work aswho arefergroup together and watch everyone g by their guidance, coaching and support throughout by Kansas City Business Journal.

Jodie has a team that success is to hustle and realize this is a 247 business.

Estate and Rentals.

We started helping people attention toward her clients. in America – because it fits her personality and needs at the time.

I would re entirety of her business derives from and would beteam totally responsible for advertising and online advertising,” she construction build) in such a hot marbrokerage, Alpha Commercial Group. they do. real estate paralegal for law firms around and ply wants to continue wo rIfrom me. Most importantly, they know ofsell her father, who was aduring commertours on each and every oneorofthro my Estate, Ryan Raffetto isagement a buy prominent that all histo listings areother innovating and holidays, back school, or important working for the highly reputable Ryan Serhant Team behind someone’s decision to or with them at various riding events, barrel racer on the rodeo circuit.

She returned to real high school.

“Those students come from and succeed.” the transaction.

“We are all in this together,” Paige includes her son Joe, now 19, who assists with firstShe said that nothing gives her more satisfaction than drive to get things done more quickly and decisively.

She and looking out for their interest 100 bought properties and wanted to rent them out and everyone.”

Another wrote, “Ex rals, as those who work with her are impressed by rformance, andvery I’dand either make explains.

“I believe inket! advertising.

Even tact me 24/7.

I’m responsive, and and making frien There areFor many oth She even her magic to get people Serving Houston surrounding areas, thelegendary Seacoast of New Hampshire.

“I loved them name in the itthem Seattle estate marleading the online platforms, especially cial real estate agent.

Marie-France got rentals,” she says. certain As areal former law enforcement official, moments theworked She drives toeven about 100at the Nest Seekers International.

“My perhelps me serve better.

People will Austin has helped shape the community time buyers and investment properties, as well asthroughout ato to help her clients – on especially with the real bonus – as aneeds! occasi “At the end of day I work want them to have ayear. great experiis quick toBobbi say that she works hand-in-hand with other everywhere the world, arrive with explains.

“All of our team members benefit needed athe property manager, as well as people who your estate It is su su her ability to eliminate stress and deliver results.

She sends holidays and other special estate full time 2014, butand has never lost her connecant ak initthis onbusiness.” my own,” recalls. though very few people do print anymore, percent.

But itininalso means always tellrole in Natanel’s

I am trying to save the island that way to get there is by boat. “There are love,” declares Laura Evans while no bridges to the island. It’s a very discussing her beloved Smith Island. peaceful existence. I can ride my bike With less than 200 fulltime residents, around the whole place.”

Smith Island is known as the last inhabAside from her work, Laura is passionted island off the shore of Maryland, ate about being involved in the local NATHALIE APTEKER ocated on Chesapeake Bay. The island community. “I am involved in virtually AUSTIN LAPP ANTHONY LAhisPENNA nd caring, with a steadfast are a prominent presence at on community BRENT MAHAGAN CANDICE KING NATANEL MALKOUKIAN s recognized worldwide by integits famous everything thatno happens thisor island!”

For Mohamed Mansour and KYLE teamCOGSWELL at with experience conta uides every interaction, Melissa events including the Policeman’s Ball, the multi-layered Smith Island Cake, the She is the manager of the Smith Island Real Estate Group, people come asingMansour your first resources Agnelli provides as one of the s (aka The Singing RealitsEstate Harvest Howl, and the annual Hootenanny, official state dessert, and abundant Cultural Center, owns the island’s onlyM Children tend transpose insend something cute andsince personalized first.

Before the money. Before the deal.

In the 20 years then, easoned investor, largestto brokerages theover area enables dedicated to doing the right thing it’s atand whichmain Melissa’s band performs.

She reshly caught seafood.

To Laura, hair salon, she ismake a notary, an electoral thoughts, feelings, a friend and a difference in atti our ebuyer, if you anything are him to spend more time generating new Before else. It mighttheir seem odd spread his people-first imply her home—and as loyal and with very sponsoring involved withtheher ate.

Having come into the busi- res-hopes for the future through is also judge, involved n Massachusetts inventory for buyers. Those resources are that a real estate company’s focus isn’t on his lifeevent and that his business dent, she’s doing in her church.

Inout theSchool rare she does investor along witheverything her husband, Foothills Christian Program and art.

Maybe they’ll draw a picKyle is in the midst of purchasing his ow going to want to a boon for the investors he works with of selling real estate per se.

But that’s exmany nieces and nephews, power to restore it to its previous glory. have free time, she likes to relax with und that she loved helping peois a CAMPBELL huge advocate for peothestreet localfrom Chamber ture of VERONICA themselves as a doctor, now right across the his grandm THERESA WYCHICO nthonyactly La Penna. course, but perhaps even more so for the as case atmanager Mansour Group, where a to motivate and elevate hi While serving the of the family and friends. or a firefighter. he reveres. In fact, one of his goals going eCARLOS theirthis realjobestate dreams, and or an astronaut, offorCommerce.

ORTIZ about is ple shopping a home to live in.

“My BOBBI PRICE lotVeronica of things arejust done differently: no RAFFETTO bers.

Before COVID-19, M KAITLIN WHITCHER ocal Cultural Center, Laura realized Campbell is very flying as RYAN aperfectly new live virtual FaceT It fits into MARIE-FRANCE the ideal get into VACHON flipping housestours in thewith neighborh she has been doing that for high that people, and the experience has given me a keen eye for hard sell, no direct advertising, noOhio, pressure became known forsays, massiv there was a large demand a realof Through her for and her real estate agent in for Hubbard, but dreams and forlove her clients.

Regardless of encouraging if said has started to see athe lotisland, of rejuvenation .lping Looking toward the future, Melissa them make red flags about a property,” says Anthony. state cooker. professional whodream could advise fierce isred that she yougrounded can it, her you can beand it.

Kyle the ing withdrive, first-time home buyers, Kyle said Just service.

At Mansour Group, ties of up topositive 500 attendees she stays in faith pre- Cogswell was sheLaura gives carpet service “I juststeer want to keep doing the right thing. ony explains.

“I “I can help them clear of homes visitorsit’s interested in propercanperson bringheld about the she hopes same way when he was a“I youngster. the to fall back on and educate dilection forpurchasing helping people. conduct clients.

“I changes treat allto my clien about changing lives.

Real estate just Except his drawat various local busin riesOwner of Dascoulias Realty All of my agents have come to me through ors directly to put where the repair costs are prohibitive, onhappens themy island.

She obtained her license shortly after. to see.

“I want everyone to fall in love this island ings were, how shall we say, a1987, little bit different... the ins and outs of real estate.

Or ininvest his w diving into the paperwork and documents, feed business based my faith,” she says. whether it's awith million dollar 150 houses and drops off desserts or toys, and this ket.

Appreciated for his personalized on social media.

Another essential us to close 5Solid days early!

Such amazing Theresa’s business is largely referher license in and the rest is history.

Marie-France will also inn works to be the way they do it. share the referral love.

Ma Brent knows how look after others Brent started his team, spective and mindset were always to go after new friend from college, Melinda who joined up hometown girl another Midwesterner.

“Once ence.

Buying or selling amy home can be akeep challenge; Ihelping don’t agents including co-listing homes.

And, of course, keep coming back toon you if they know you care.” he serves as afor member of of the local planning stayed in those properties who would callone me when work with Nathalie -and she SOC will has been the #1 agent Source Real Estate ato variety of needs. means aChalfant, lot to me to the team asthat aItto whole.

We’re all extremely close and estate seemed like a good match, I’ve had good luck with print, so I elissa serves the Great Falls Montana area an organic process because they’re the right fit, ® tion the horse-riding scene, or the many wonderful unique approach undoubtedly contributes to her repuwould be his expert deeds and title searches,” Kaitlin recalls. keep n to succeed and but I can also connect them with the right approach, upbeat attitude, and drive for component in his recipe for success is ing them the truth, helping them avoid the scary stuff not so scary.

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 support and people to work with, highly with Jodie earlier this year and handles both Kansas al-based.

Passionate about what she you work with me you will understand my dedication ost say want to add to that, I want to make it easier,” Jennifer includes catering to military and veterans when she’s of marketing, Diane knows what works, development in the same way he did,” recalls Natanel. wanted to It was a acycle, it Yan, became a has “it comes from a place of love because $10,000 listing,” she says. “a find you the greatest deal Companies forbuy. five years in row. inmake stressful times.

Understanding how Homes—where hisprogram wifeandw boards inaalso the Village of and Penn and contributed come from a variety ofIthey This results in sure they are well cared for.”

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

Bobbi is a interesting member supports several community tation as warm friendly agent and, subsequently, “It was all really to me. got brokerage’s internatil As for future of hermade business, Stacey people itout gave her the opportunity tofamilies meet. helping people, he find strives to provide approaching all listings with the same and Missouri.

Jodie will have another agent on toand my clients, and you will know you have a life- you.” centrates herold, efforts in order to ensure said.

“Helping isboard something that is important toIthe given the opportunity. rrounding areas.

An impressive 95% of her Ibackgrounds.” just want to see where it goes from here.”

Above all, she services the greater Montreal area, To more about Diane Belcuore, as 9 years doing very good business model for us.

That’s what created consult and guide recommend!” does, Theresa is committed to achieving a situation that isn’t right for them, even “So, during my first nine months of working with that ail side, I’m able people to smooth the process and put the Kyle drew floor plans.

Austin originally entered the industry as a property to the growth of a number of the businesses along Main I want to fill the island with good families who care lients the perfect home, for Laura, who has watched a cohesive team that works diligently to accomplish important and nerve-wracking a transphotographer—in order to h moving from California to Colorado of several networking groups, including the network of references she isof always building. absolutely love ICandice do, and I the genuinely make or and break factor for me THERESA WYCHICO CAMPBELL osure. For“Our each listing, Diane develops a what by the end of long real estate connection.” me. of My plan is toVERONICA start something where Ino also help other estate license as part my job Look ods utilized include exceptional service and experiences. mindset, matter the price point.

“Imore you can call her atyear.

908-872-5473 ormy objective is not getting a commission,” Mohamed Starfish, which provides meals for in to helping more people asimpo the our success!” including the island Montreal and theexceptional Community involvement is Because ofreal her background in investing and construcGoing forward, will be adding an administraalso a Realtor.

Her team, I was fortunate enough to get my first excluheir goals and going above and beyond manager 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 s, Bobbi went to real estate school the Elite 25 and Peak Producers.

She is a omes from repeat and referral clients, and Melissa looks forward to continuing to serve her team, rty website with name matchcan be he takes his agents, and that continues “For me, real estate ishonor mostly about mee agents.

I am already working with some thatstarted Ifind see great “IfaI domain can help, Ihomes will.

It doesn’t matter where it is.for I goclients, construction I’ve home in shape when we situation its rich history, and who will its past.

My many ofher the island become abandoned and left as aabout paralegal, and Iin really toa love have media platforms, al Ryan started into realaction estate 16 years ago, give all my listings the same level of email dianebelcuore@optonline.net When Nathalie has time, she lo tion, Nathalie specializes assisting investors.

She want my clients be happy. of the day IWHITCHER want to make su KAITLIN surrounding suburbs.

Aeven rainmaker for her Marie-France and her team.

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

Sh Today isThis aclients horse property specialist with West sive project in the Bedford neighborhood erty address so sheWhether can reference ot started.

The rest is history, and member of the Pikes Peak Association ofStuyvesant that past have asked to join their team.

Alpha Commercial Group gives back expectations. she’s assisting aStacey for help managing his vacation rentals inshows the Finger with his wife and daughter, hiking, playing music, and says.

“Our objective is to serve our clients; helpin Surrey on weekends and other days potential in.

I like working with like-minded agents that above andeasily beyond,” Jennifer said.

“You know when you Rachel utilizes all of the standard methods for marthink my clients value that.” 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 An impressive 75% of Julie’s business comes from Contact Jodie Brethour on her mobile phone at 913-908-3922 or theater, and attend concerts.

Bu loves to share her knowledge with others, helping them partnering up with downtown Seattle concentration.

What sets me apart are “It’s true!

Ever since I was a little kid, from my early ents.

I don’t think there’s any other indus o see why people keep coming back.

“We her clients, and her community.

“I love teaching my Maximum, targeted ® ® 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 give even more attention to their clients.

She’s eryears, license soon after Brooklyn, which was eight That’s how Iyear. got Bobbi been serving her Realtors ,of the Denver Board of Realtors , units. have that same mindset of wanting towas help people.” talkhas about real estate weto have athose lot of crazy terminology, in how I handle each one of my deals.” everything I could within m “When we first started, about half of our team like to expand her 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. to the community throughout the buyer, seller, landlord or tenant, repeat and referral clients, a sure sign of the trust and spent working, and she wouldn’ make informed decisions that lead to long-term profit. on a few clients for the benefit of the law keep cess.

“I incontinuing dotheir the best I at can to take care of the be successful, and become a achieved, household developers to support sales highthepeople in-depth custom video reels my ing them achieve their goals as best as possible.

We not in school.

Often, Mansour Group te the office atBoard 816-280-2773, email jodie.brethour@compass.com always alo ® get team members, with a goal set for 2022 to of Culture for Canada because childhood into adolescence, it was an interest of mine,” so personal so quickly,” he said.

“My also putting together education classes to 011, when she took and helping them achieve their real and the Pueblo 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 personnship-driven,” Melissa explains.

“Our valagents to be successful and advocating for buyers and made of past clients,” Paige says.

It’s very remote, so I need to make them aware what ind their loving owners. asonable price.” ather the time, butrates had established a six reputation Copyright Top Agent Magazine agents who share her dedication to offerin Maricopa County, with aadds, particular emphasis They are athe sponsor for Houston Real confidence she inspires.

“I’m not a were transactional browho work Rising with are blown away byitleads “IAlso, just love seeing come She treats each transaction as if itit, her own, diving interest and listings snatched my clients.”

Once athings client is firm, and before Iin knew Ion was falling in to ou cot rise buildings.

HeIalready now a isteam of agents media team collaborates creating together. compass.com/agents/jodie-brethour her website can be found at serve,” he says, and “I try not to overload Southern Colorado.

Iothers, did 50 deals in first When comes to marketing his listreach at least 10 agents, with a919-208-5332, hub tome service them. dedication to helping whether in or To find out more about Ju able approach to real estate.

“Social media is how goals. great relationships with other agents helps to get the help train new agents, and excited toand help them build ce leads a teamasof months, which was tremendous.

We were then given You can contact Jennifer Blanton at always — always — place relationships and the expecan be found quietly giving back by vo Kyle said with a laugh.

“My parents brought to a goal right now is to stay on track with dou a hard worker and someone people could trust.

As Going forward, Austin wants to continue growing his ker.

Everything I do is about the relationship,” Julie exciting field to be a part of.” deep into due diligence and pointing out any potential The sky is the limit love with real estate each day!”

The rest isservice. mayb customer West Valley.

An enviable 100 percent of her business their day-to-day life will look like in this quaint and Producers, hosts exclusive events for local real her supportaway and guidance. incerity.

Anyone can can sell something, but wePaige sellers.

Having the knowledge tomakes strengthen our cliand assists buyers and sellers throughout theher Metro with the pandemic going on, itShe was imperative to of Anthony stays in touch with the investors please call 843-384 Iwhich built my business,” she says. also use quickly be frustrating for agents. ily, Veronica keeps in touch myself with too many deals attheJennyGroup.com one time because Ifull and I’m hoping to every yeashw real estate industry.

One thethat ways she and word outinsight about listings.

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

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

I’ve been able todouble As team leaders, and Dave ensure that all mememail Jenny@theJennyGroup.com orexplains. visit “I love getting to know my clients and issues.

Clients appreciate her commitment and trust her a of native ofarea. the area, he also had great into the business, bringing on and training new agents, investexactly what he’s history, and for the past 17 years, Kaitlin seminar on flipping homes and during high school I ume of last year.

My new marketing miss You can reach Ra rience the clients we serve over costs.”

How does soup kitchens.

Seattle present potential buyers an authentic peek inside estate agents.

“We just recently sponsored a boat trip comes from referrals or repeat clients, many of whom of personalized brochures for each listing, which email julie@juliejanning.c quiet fishing village.”

Because I care so much for the island, I’d like to see is one leading agents for 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 rapport with our clients and build trust and ents’ ability to get what they need is a powerful thing. 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 bers are on the same page and maintain the same core build my reputation from that success and start branchabout creating something that everyone—agents and ea withofa the focus on listening to what their needs are.”

Julie also goes the wholeheartedly, knowing she only wants what is best where they are at,Veronica which means ahas heavy Before overwhelmed, cards or just by Copyright Top Agent Magazine localbecoming market, andwith in 2015 heCommercial decided to beginin offering in homes his team toneighborhood help them be successful.

“Imuch love being thestopping most valuedby. realn been helping her clients achieve their This or rlmiller1013@ include photos, statistics, and of the without them ever having to step outhhislandrentals.com/re League City,” Theresa explains.

They also sponsor “When people decide to work Alpha , where she and her small team serve Colorado well,” she says. worked with them on a flipping project.

It was a great my grandmother’s neighborhood my farm are horse owners and competitive riders themselves. repeat and referral clients, an impressive feat that shelter in Montreal. extra mile for her clients, especially when it comes to for them. that credo of “Client First” play out?

For one thing, the value of putting the client first.

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

“I’m she closed $5 ome ofthem. the neglected properties improved and cared and work as hard as I can to make sure they for them toagents. help meanyone grow and he ge ing that knowledge torespect, buyers and full time.

He in aon position tothem help both my not clients and my and betting the-rachel-hudgins-tea te University, Anthony began they are doing, but also to alert tohelp, new opportunie2021 with We really truly care about It’s awesome, and I love doing what I’m doing.” emphasis onand social media, targeted marketing real estate goals. took and passed more information.

His impeccable client service and ability to connect side,” he says. returns todrive core values to remain even keel. s 90 and the surrounding area.

This includes all Bunnies on the Bayou, the Houston Young Professionals Group, they seethat the myself and my team have,” 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 experience and prompted me to get my real estate liarea is going to continue developing, then Copyright Top Agent Magazine very excited about our future.” dor.” percent of 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 I feel like I won lottery.” company with ove toasclients personally is drawn from the high percentLaura’s mission been quite successful far, team at Mansour Group includes athree-quarters full-time customer Even infrequently, athe brief conversation, Mohame ter 23 years Google, and all of the dedicated real estate websites Paso County, asstep well parts Pueblo, Teller, Looking to theso future, Bobbi says, “I plan to keep Along way, she incomtouch giving al Estate senior to help ties, which he isthe constantly on the lookout.

On the mes.”

“Ihis back and go to the basics,” she Veronica also keeps close w Network, and more.

Theresa explains.

“We arehas truly committed to our jobs, “More than of my business Looking toof the future, Marie-France says, make in their lifetime, Paige and Dave take their of 77 units, and –stays after splintering offmost from the Ryan repeat clients.

The “So Itoknow that network very well.

And I’ve built my Having worked asisfor aroles solo agent for hermove career, emphasizes that it’s“ cense when I turned 18 years old.

At the time, I was be a supportive figure through that change ering excellent service his clients ever since.

“I fell age of repeat and referral clients.

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

I really go to bat for them.” successful and out on their own.” as, Park counties.

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

I’m 79 and feel like I’m 60! them updates and answering questions.

For her sellers, nd she managed to complete five transactions in her ooking for a like Zillow or Realtor.com.

All of his clients benecare coordinator — someone, like a concierge, who is positivity and caring that have made 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 and we actually answer our phones.”

The team makes For life. more about David Grov Serhant Team and joining forces with Bethony in 2019 ng.

His work ethic impressed rare occasions he istook not working, Anthony enjoys nd her dedication says.

“What started ittime me was my munity inPaige Hubbard.

Sherelatio andh reputation as someone who iswhen very familiar with Kaitlin on her longtime Carol Lavigne as and is creating the importance of placing client needs atto thekeep forefront real estate and into his personal He’s a sponsor into love with the process,” says Austin.

“It’s alove blessing she utilizes all the latest technology to friend garner as much ss comes from repeat and referral clients, afor feat I’m going working until I can’t, and I both have no working full at an ophthalmology practice, but we can to find our buyers their dream home at a great services,” she explains.

“I- have quite aaffew raving fans my legacy.

I call want totruly have also ais: solid team with would allow fit from “In Your Corner,” the weekly informational please 770-757-2773 email aReal major coup: the tallest residential building in New REALTOR Vendors and Estate Companies— very first weekend as anshe “I was worried that Alpha Commercial Group ishas always thinking forward hemselves available, knowing that fast responses can vice is what keeps a long buyer’s agent.

Carol been inagolf, real estate 22 years, myor network oD dedicated to personally helping clients… even success.

It’s who he He rea of confidence each transaction and ensuring that clients achieve of the Washington Athletic Club, the Seattle Yacht attention as possible, which often results in the property towas be able to help people, and that’s always my focus. the area and the unique needs of horses.

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

Above all, Bobbi looks aduating he offered aagent. full spending time with his family, or playing basketoftrust all things home and wanting to help others feel the Craig own barber shop called The Wolves Brent focuses on forming lasting bonds with clients lm of marketing her listings, Melissa uses price, and get our sellers the most for their properI’ve been able to make the career change to real estate I have so much support in my office, wheth as well!

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

“I offer advice on buying and there’s nothing that can stop them from achieving have huge impact on each transaction.

They also and works with buyers so Kaitlin can specialize in listfriendships.

I care selling quickly for top dollar.

Meanwhile, she gets to their desired outcomes.

“I’m all about building relaClub.

In addition, he donates to various causes near ts was keepa ter coming back because they like me and forward to continuing to be there for her clients.

“I terage’s a same low number, but then I asked my friend on I’m not concerned about pushing clients to buy or sell rely on me to help them find the right property forahe and them just he’d to be treated. aeducation, deal is done.

“We have clients who will call us for and really will help The same in the shortest amount ofnearly time.”

One they REO team.

“It was a treats ball and football with his friends and coworkers.

As for way.”

Her clients return the with all which they sponsor community events wit family, and colleagues.” of mine.

I also have you. a goal of expanding of 67 stories, 802 $1.1 Billion sellout which ful social media reach to ensure optimum know her buyers on away deep level, understanding their full time ittyclients as much as Ihow thought Iwant would nine ing atocare difficult work scenario simply he Get Nationwide & International exposure! ings.

“Carol isunits, absolutely awesome, and this has been notor necessarily abo their goals.

They’re already off a those great start, havtionships with my clients.

Iinformation want to belove, their broker and dear to his heart, including aiming to help emphasize informing their about he job done,” Bobbi says.

“I get aand lot oflove repeat love serving my clients, and they can feel that Iand really oyed during or selling, tips for current homeowners, or updates on as much as giving people the they need to he mainland how many transactions she had done in riding and training.” it were my own,” “I’m not in it for the money.

People are not just nummarket centers throughout the province of Que needs and establishing a plan to accomplish their goals. as of this writing is more than 50% sold. a great way to streamline our business.

We love our many families I hw rk with top agents, learn a lot, the future of his business, Anthony’s short-term goal advice or help with something to do with their home team.

“I’m a big believer that people for life.

Whether it’s their first home, a second investthe LGBTQ community, Homelessness, and Cancer of them becoming repeat customers or referring others. activities for kids in their parking lot.

Ver ss, and in some cases I’ve worked with three do care about them.” ing over $30 million in listings in their first six months what to expect and preparing them for next steps.

“We years ago when Iforgot my age work and personal life balance, that’sdo make the social right decision themselves and their fam“We huge on media, and Ilicense.” think as impressed trends in the market.” leep, I are can’t sleep.

Nathalie is patient, allowing her clients to take their time For 8 Ibrokerage, years, Marie-France has been with Keller elsewhere in Canada.”

Above all, about Marie-Franc bers to me.

I want to help them find forever homes For more Nat Nofamily! portion of this issue may be reproduced inmake any manner whatsoever without prior consent ofhe the publisher. her first year, while working at a big and dynamic, and our clients love it too.” what’s important to tions of the same I care about my people, ment, or their children’s home, want to sure Research in Seattle.

In his spare time, loves to ski, ily.this I’m good atknowledge, communicating my observations, so ifwe’ll as aand company.

“Our ultimate goal long-term isof tomultihave want toten provide them with especially if Top Agent Magazine is seen Real Estate Agents le service for area’s invesisbefore tosuccess double his volume next year.

He looks forward toknow of aare handful members ofpart Shop Sm years after they’ve bought or sold, and help you until they you case Currently, and Michael representing team.

Being part my team isthat ofsame my rchasing his arrive at Natanel aby decision onone their own terms with noto presw murky the waters een one of the keys to building our Williams, a company she was drawn tousually because they forward the She laughs, adding, “The house isAlthough the please call 404create When my son passed away, I know hink that shows.

They feel that, and that makes Top Agent Magazine is and published bymemories.

Feature Publications GA, Inc. precautions are taken toof ensure theprovide accuracy that they’re pleased with the experience,” he explains. renovate his Palm Springs homes, andcontinuing spend timeto tkt’s turned out she completed four transactions in her I don’t think a particular transaction is right for somean international presence while also expanding within their first time opening a business or purchasing sure.

Afterwards, she finds it easy to stay in touch, as ple new development projects in all five boroughs of the putinto themselves becoming an Carlos reaches out frequently tocomes past clients to see Adapting market fluctuations naturally to an effort draw tourism town.

Theif dove itofwith headfirst and never many years of helping investors, hopes to begin arewe known for the of their models and real estate experience allthe her clients.

Kyle now works for Keller Williams at The Beth Sager think Ito would have catapulted so With Great Island Realty, Kaitlin serves Strafford eeltocomfortable me.” to them,” Mohamed says.

“It’s not about the transaction. losophy is why, for Mohamed, every and Brokers in every U.S. city and Internationally! ortoto email with his beloved dog, Charlie. last thing talk about.” learned that money is sophistication just money.

You can’t take itand published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied bynathalieapte its quickly y,” Melissa says.

The team’s collaborative one, I’llsays. advise them to look for something else.” they develop lasting relationships.

“They always reach Texas.

I am very proud of what we do and I can’t wait ntire first year!

That’s when I knew that I wasn’t doing aever property,” Theresa This helpful approach carBig Apple, along with a big, recent get: a 35-story, 450 afford a home, my systems.

Marie-France also incorporates her own sysCounty andsoon.

Rockingham County innew New Hampshire, education, Ryan believes inborn walking looked ifEmphasizing there’s anything he can do for them, whether itenGroup, based in the Boston suburb of Lexington, but that.

For agents, being around othe Veronica, her real estate career was in the uncerfive years ago with antheevent that attracted building his own portfolio you when you die.

But memory can live authors.

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

Published in U.S. about the relationship.”

It’s this approach that improving someone’s life.

“Buying or s unit building ininto downtown Los Angeles.

“I feel incrediContact Stacey at 623-606oesbad.” aIt’s long way “Our brokerage really to establish our legacy.” ies on even after the transaction, with Theresa and ine!” amily feel also shows in the makeup of Bobbi’s tems into the process.

“When I’m meeting new buyers oo covering the area from the Seacoast to the Lakes Region. his clients through the transaction process step-byHeading 2022, Ryan will remain true to his core Please contact mag@topagentmagazine.com xperiencetainty in That has anything to do with real estate or not.

He’s also Copyrig on through others for a very long time.

Memories are Stacey understands.

As a member of the Professional foundation of honesty has helped Austin build covering most of the Boston metro area.

He is part of agents to absorb as much as you can is of the COVID-19 pandemic.

Just asfortunate,” she was ful ofturn The group’s most down. recentth bly says Natanel. orfrom email scoulthardre@gmail team connecting them with resources help100% Herconnectivity granddaughter and partner, Jade, isGroup a licensed About ofcommitment Kaitlin’s business comes repeat and ables the Mansour be based. can your entire life ortoto sellers, Inavuse a referral questionnaire to 50% really understand step to know what to expect throughout the process. values and tovendors. consistently advocate for upside nher with one another.

When we to listen to active in his community with the volunteer work he ’t end atbeen theworking finish a very successful business over thehave last six years.

Asad going to be more important than money.”

Rodeo Association, National Barrel Horse Association or call 310-734-1440 for rates and information. and has with Bobbi for 12 years. apart team and juggles several roles, including buyer sales, learn what you can’t about.

Every tran referral clients, an spring impressive feat that demonstrates thefrom gate through any of their business.

“We turning her “love for all things home” into ahis career, drew 55+ vendors allinviting over the “Education leads toalways empowerment.

I’m aaestate people perclients’ best interests and provide them withread what their real project is and what they’re looktor for two years now, licensed Fortunate, yes, but backed by deep industry and market no longer your home; you’re ldsimportant strong relationbroker and owner of Wine Trail Properties, he leads a sting, we all get involved in promoting it With the ferocious speed at which the modern world ’s does with local elementary schools, helping build a obbi’s daughter, Jade’s mom Lori, is unlicensed trust and confidence she inspires.

Part oftheir what keeps and want my clients to bemarketing. happy and“Then to He feel highest level of both service while making dreams ingand for,” she says.

I have agreat meeting with them huge network, andson, we canIprep get them pretty much anysupport, operations, has faith ferent somore nothing can beat the community hands-on ex Contact Austin at 315-882-2343 orLaura knowledge that keeps developers and buyers flockin-person test and training became unavailable.

She really trying tolook highlight our To learn about Evans 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 is Kaitlin’s dedication and work Outside of work Brent and his wife are deeply For anyone who knows Mohamed, none of this comes your home to at it; your lifestyle an 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 more ab sy, moving, it’s no surprise that many are deciding to and that is so powerful.

Everybody gets where I go deeper into their answers, because I want Topneed Agent Magazine Top Agent Magazine 33 hing the they to runtorespect their business,” she explains. ing him forthe his services.

“Iathink a of lot of it hasbusinesses to do and in his team, including a team leader that hehave email alapp@winetrailproperties.com After closing, Iis service Yates County and theinto surrounding area.

Ontotoethic.

That’s in addition toand another part-time assistant, Contact Candice at 404-660-9565 pressed forward, remembering why she came into ton great here,” she email ladylauraevans@gmail.com, “I love being busy,” Kaitlin says.

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

He serves as the please them feel that I’m there help them out and be of participating insays. hisor“Icommunity’s “Trunkwith or building Treat” “Whether it’s arelocate credit card processor, someone to do unplug toHis more remote areas.

Adding to as a surprise. entire life is that dedicated to are acutely impacted,” being different, yet being consistent and thinking he says. “Manc and the reach is crazy!” y. a and family thing here!”

Bobbi of “It’s weeks.

Because says is involved in every transaction and consultation or email myrealtorcandice@gmail.com and that serves my clients really well because dediments, and grow—whichever way is,” he says. with his interactive email newsletters.

In I’m addition, field.

“Before the pandemic,” she says.

“I loved hosting. working on getting more to s greater service to them.

I present all the strategies that email emailinNata Vice President of not the working Ellicott Metro District the end of 2021.

Heonhas found or callwhen (443) event Halloween.

When he’s or the givoutside box,” saysBoard Natanel, asked235–4649 howbrentm@socodream.co he has foot traffic

MELISSA MOHAMED DASCOULIASMANSOUR

www.

www.

www.

https://

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 4

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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Top Agent Magazine

exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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Top Agent Magazine

ANGELA TRIPP Born and raised in Plainfield, Angela Tripp has always possessed an entrepreneurial spirit. Prior to real estate, she served for 12 years as a dental hygienist, but over time found herself seeking a new opportunity that better matched her driven personality while providing her with the flexibility to be there for her family. Drawing from her lifelong interest in interior design and home staging, she decided to pursue her real estate license and launch her career as an agent.

The rest is history.

Today, Angela is a Broker with the BluPrint Real Estate Group, where she assists clients throughout the Greater Indianapolis area. Combining her strong communication skills with her outstanding business acumen, she has established a process to meet the needs of any client, from first time home buyers to seasoned investors.

When listing a property, Angela is there for her clients each step of the way. After helping them fully prepare their home for the market, she shares it via a blend of highly targeted digital and social media campaigns.

Moreover, she utilizes invaluable resources like paid Facebook ads and standout open house showings to give her clients an added advantage.

But Angela is just as attentive when assisting her buyers, thoughtfully guiding them to the right investment for their best interests. In fact, she keeps in touch long after the deals are done, cultivating a lasting connection through regular check-ins, local events, handwritten cards, and even gifts at the holidays. “This business is all about relationships,” she says. “As an agent, I truly care about how I make my clients feel. More than

anything, I love knowing I can call them a friend by the end of our transaction.”

Over the years, Angela has earned a fantastic reputation throughout Indiana, with the majority of her volume coming from repeat clients and referrals. Having exceeded $8 million in volume in 2020 alone, she remains focused on the proven standards that set her apart. “While real estate can certainly be competitive, I maintain an abundance-mindset. At the end of the day, there will always be enough business to go around, so I would never do something that went against the core ethics that brought me here in the first place.”

Outside of real estate, Angela is dedicated to her community. With her two younger children enrolled in youth sports leagues spanning the region, she enjoys contributing to her area baseball and football programs. In the meantime, she is also involved in a women’s group at Vertical Church in Plainfield. When she’s not with clients or giving back, she can be found spending quality time with her family or exploring her favorite hobby: home decorating.

As for the future, Angela has exciting plans for her business. Now designated as a Senior Real Estate Specialist, she intends on scaling up her work among the 50+ community in Plainfield. Through it all, though, she looks forward to all the new opportunities that await. “Buying and selling a home is a big deal,” she says. “Getting to the closing table with all parties happy is such a rewarding feeling, especially when you consider how much work we all put in behind the scenes. But that’s just one of the many reasons why I love what I do.”

To learn more about Angela Tripp email angelatripphomes@gmail.com, visit facebook.com/angela.y.tripp or call (317) 490-9261 www.

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Bailey & Wood Mortgage Lender is proud to congratulate

Angela Tripp on being featured in Top Agent Magazine for the state of Indiana !

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Top Agent Magazine

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 10

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

Top Agent Magazine

Top Agent Magazine

STEPHANIE OSTASH Stephanie Ostash felt called to real estate from a young age. Her grandfather worked as a builder/developer, and her mother and father were both involved in the real estate world as she grew up. At 19 years old, it was only natural for Stephanie to begin working for the largest home builder in Calgary. She also began investing in her own properties, and fell even more in love with this industry. By 2007, she was ready for a change of pace, moving back to BC and becoming a mortgage broker. Soon her talents for marketing were recognized by a headhunter for the largest media company in the Okanagan, where she was offered a position as a marketing consultant. Stephanie seized the opportunity, working and growing there for five years before she felt pulled back to her true passion in real estate.

Today she and her business partner TJ Dumonceaux lead TJ & Steph Real Estate Group, where they serve the greater Okanagan area. They work mainly with repeat clients and referrals, as they truly want what is best for the people they serve. “We care about our clients,” Stephanie explains. “Many people get into this business for the money, but if you don’t put your clients first you’re not going to stand the test of time and all the challenges that come along with this path.” Additionally, Stephanie and TJ have a strong bond, with their skills and talents blending seamlessly. “We are great about ensuring that one of us is always available to our clients – we are able to act as one person to provide the best possible service.”

They guide them every step of the way, especially when it comes to their first time buyers and sellers. Ultimately, this creates a stress-free transaction, with clients surprised by the ease of the experience. “We have a lot of fun working together, and people really enjoy the excitement we bring to it.”

Buyers and sellers love to spread the word about Stephanie’s work, with one recently saying, “Steph is an absolute pleasure to work with! She and her team are hands down the best real estate team in Kelowna. She is very professional and knowledgeable with outstanding Top Agent Magazine

negotiation skills. Being new to Kelowna, she took the time to get to know us, what we were looking for and educated us about different neighborhoods. We purchased our property in March when the Kelowna housing market was very competitive and got an accepted offer among 20 other offers. I couldn’t recommend her enough!

You wouldn’t be disappointed working with Steph and her team!”

Loving her region, Stephanie gives back to the community throughout the year. She donates to a large number of charities on a monthly basis, including the Compassion Program, the Kelowna Gospel Mission, and the Bridge Youth and Family Service. Every quarter, Stephanie and TJ make a large donation to a charity, most recently the BC SPCA. “We also volunteer at the Gospel Mission and sponsor a family every Christmas,” Stephanie explains.

In the coming years, the TJ and Steph Real Estate Group plan to remain a tight-knit team. “We’re very cautious about how big we grow, because we always want to make sure that our clients receive the same exceptional service,” Stephanie explains. “We never want to let the details fall through the cracks.” Her love for what she does only continues to grow, and she can’t wait to see what comes next for her team.

For more about Stephanie Ostash, please call 250-801-6467 or email steph@tjsteph.com Copyright Top Agent Magazine 11

Stix Property Inspections congratulates

Stephanie Ostash

on being featured for Canada in Top Agent Magazine!

STIX PROPERTY INSPECTIONS Ed Baumgartner | 778.581.STIX (7849) stixproperties@outlook.com | stixpropertyinspections.com www.

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Top Agent Magazine

4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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LYLE STRATTON Top Agent Magazine

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Top Agent Lyle Stratton of Knipe Realty – ERA serves the entire states of Oregon and Washington. From Grants Pass, along the California border, to the Puget Sound, Washington’s northwestern coast to central and eastern Oregon and Washington.

Lyle Stratton is a seasoned commercial real estate agent, commercial broker, and commercial general contractor. He currently owns and operates Stratton Innovations, LLC. Lyle started in real estate at a young age, shortly after college. He shares how he had a sales job at a beer distribution company. They launched 16 Copyright Top Agent Magazine

a program for employees to earn commission from sales, which inspired Lyle to maximize his bonus. His dedicated efforts resulted in the company rescinding the program, due to Lyle earning a bonus that was larger than the owners’ salaries. This exposure to the commission side of sales pushed Lyle to pursue a career in real estate. He shares how at the time, this job Top Agent Magazine

shift was, “A huge risk, but the best decision.”

Lyle took the leap with “a wife, two babies, two car payments, and a house payment” on the line, and began the journey to his true calling. May 7th marks 35 years of Lyle working in the industry; he says that he has “loved every minute of it.”

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Lyle started selling homes in Bend, Oregon as a solo agent. In 1990, he started the first team of more than two individuals in the state. At the time, a real estate team was “unheard of,” Lyle notes, “Everything is a team now, but then, it was revolutionary.” A few years into the business, Lyle shifted to commercial real 17 Copyright Top Agent Magazine

“I like to take my clients from the very beginning of the build, all the way to handing them the keys to their commercial building or space. Not many agents get to do that.” estate. In 1995, he bought a large commercial sales, leasing, and management company in Bend, Oregon. He owned that company for 15 years. He currently works with an assistant and an outstanding commercial real estate partner, Andi Costello. Knipe Realty – ERA is the brokerage. The team serves the entire states of Oregon and Washington. From Grants Pass, along the California border, to the Puget Sound, Washington’s northwestern coast to central and eastern Oregon and Washington.

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They reported 36 million in commercial sales in 2021. In 1997, Lyle became a Commercial General Contractor and has built over one million square feet.

Lyle shares that Costar is the company’s number one marketing contract for current listings.

Lyle also utilizes custom flyers and packages within email campaigns and sends mailers for additional marketing exposure. He shares that 96.3% of his current business comes from Top Agent Magazine

repeat and referral clients. Lyle shares that he and his partner, “Tenaciously chase expired listings.” He notes, “It’s not about the money, it is about being of service.”

Lyle’s upbeat and approachable persona is embodied in the two things he resolves to do in every market analysis, “I try to say ‘I don’t know,’ and also make them laugh at least once.”

Lyle finds that honesty and humor help clients to feel comfortable. With 25 years of commercial general contracting experience, Lyle offers Top Agent Magazine

clients exemplary insight into commercial construction and renovation. He shares, “I like to take my clients from the very beginning of the build, all the way to handing them the keys to their commercial building or space. Not many agents get to do that.”

Lyle stays involved with his community by volunteering in the county jail. He participates in a rehabilitation program that helps inmates prepare to adjust back to normal life. Lyle deeply values the experience of being able to Copyright Top Agent Magazine 19

watch a person go “from mugshots to owning their own home.”

Regarding his career, Lyle says, “I’ll never retire because I love what I do!” He continues, “It’s all about making your career fun. If you’re not having fun, you won’t be happy

or making money.” In his free time, Lyle can be found riding his Harley around the country and spending time with his grandchildren. He stays in close contact with clients, even during his vacations. He smiles, “If you work while on vacation, you go on a lot more vacations”.

To get in touch with Lyle Stratton, please call 520.909.4424 or email lyle@lylestratton.com

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 22

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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ASHLEY PALMER A longtime resident of Charlottesville, Virginia, Ashley Palmer has always possessed an entrepreneurial spirit.

After graduating with a Bachelor of Science from Virginia Commonwealth University, she launched a successful career as a computer programmer; however, she soon found herself seeking a new opportunity that better spoke to her outgoing personality. Around that time, she met her husband, Gary Palmer, who was in the process of opening his own brokerage firm. Inspired, Ashley decided to switch paths, pursue her real estate license, and join him in the business in 2017. The rest is history.

Sure enough, Ashley would find quick success as an agent, earning Rising Star of the Year honors from the Charlottesville Area Association of REALTORS® and establishing a network of satisfied clients that spans her region. Today she is a REALTOR® with Town Realty, where she assists clients throughout Charlottesville, Albemarle County, and the surrounding counties of Central Virginia. Currently ranked among the top 3% of agents in the region, she has cultivated a hands-on process to meet the needs of any buyer or seller.

When listing a property, Ashley is there for her clients each step of the way. After helping them fully prepare their home for the market, she shares their listing via a highly targeted blend of digital and social media campaigns. Meanwhile, she leverages proven outlets like direct mailers and her own popular Youtube channel to give clients an added advantage in the leadup to their standout open house showing.

Elsewhere, Ashley is just as attentive when assisting her buyers, thoughtfully guiding them to the right investment

for their best interests. In fact, she prefers to keep in touch long after the closing through regular check-ins, market updates, and appreciation events—all to ensure her clients are thriving in their new homes.

Over the years, she has earned a fantastic reputation throughout Central Virginia, with the vast majority of her volume coming from repeat clients and referrals.

Having completed nearly $13 million in sales in 2021 alone, Ashley remains focused on the proven standards that have consistently set her apart. “Real estate comes down to patience and experience—especially in a volatile market such as ours,” she says. “But since I’m in the business every single day, clients can always trust in my openness, integrity, and expertise.”

Outside of real estate, Ashley is dedicated to her community, serving as Chair of fundraising and on the board of directors of Child Health Partnership, an non-profit organization that encourages the healthy development of infants and children in Charlottesville. When she’s not with clients or giving back, she can be found spending quality time at home with her family or traveling the globe.

Looking ahead, Ashley has exciting plans for the future of her business. As her volume maintains its steady growth, she intends on deepening her outreach work with the National Association of REALTORS®. But more than anything, she looks forward to all the new clients and opportunities that await. “I love the diversity of our industry,” she says. “Because every client, house, and transaction is different, there’s always something new to learn. For me, there could be nothing more rewarding than expanding my skill-set while seeing my clients accomplish their goals—whether they’re buying or selling.”

To learn more about Ashley Palmer, please call (434) 688-5354 email ashleytowncville@gmail.com or visit towncville.com www.

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BRAULIO MORENO REALTOR® Braulio Moreno has worked his way up in the business to where he is today, providing him with the in-depth the knowledge and experience not just of how to close deals, but also all the nitty-gritty work that is done behind the scenes. He began his career in 2016 serving as an admin, then became a transaction coordinator before deciding to get his license in 2018. He joined eXp Realty as a solo agent and eventually started building a team. Braulio’s career has really taken off since then and he currently works with five other agents.

Specifically, Braulio represents buyers and sellers in Indianapolis and the surrounding counties of Marion, Hendricks, Hamilton, Hancock, and Johnson. He counts 90% of his business as coming from referrals and attributes his success to the top-quality client care he provides at every step. “I start by sitting down and coaching my clients through the entire process. I’m here to help with everything, from thinking creatively about financing to filling out loan applications and submitting documents to lenders,” he says. Braulio is even willing to go to the loan offices in person for his clients, literally going the extra mile whenever he can. “This is a big decision in their lives, especially for first-time homebuyers and I want to provide the hands-on attention to make that process easier for them. We’re not always going to have every offer accepted, so when it finally happens, it’s truly something to celebrate.”

To keep clients updated at all times, Braulio is no stranger to social media or picking up the phone for a quick call or text. “In this market, we don’t need to do extensive marketing, but I do share listings on social media. This helps me capture new leads and 26

clients,” he explains. Whether he is selling multi-family properties, new construction houses, land, or condos, Braulio works hard to find the right buyers so that everyone involved in the transaction comes away happy. His clients see and appreciate his positivity, timeliness and committed work ethic, which makes him stand out from the crowd.

In his spare time, Braulio participates in charitable events hosted by the local board of REALTORS®. He truly loves to help out in his community and wants to make a difference. For fun, he enjoys spending time with his family, both close to home at the park and further away on vacation when time allows it.

Last year, Braulio closed $6.1 million in sales volume and he has no plans to slow down as he looks to the future. “Going forward, I want to continue to grow and help my clients however I can. This is my passion and it’s what drives me everyday.”

Contact Braulio Moreno at 317-966-7108, email morenobraulio23@gmail.com, or visit BraulioMoreno.exprealty.com www.

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

IF you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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CATHY HANEY There is a reason Cathy Haney is one of the top producing agents in the Irvine area of Orange County. She brings a level of experience and education that can be rare in the industry.

Cathy is not only a licensed broker, but she has an MBA as well, and her expertise is often sought out by local media. She has written on the topic of real estate for the Orange County Register in addition to being a guest on several local radio programs talking about the Southern California market.

With an in-depth knowledge of the area she represents, Cathy offers her clients numerous resources and insight into everything about the beautiful and family-friendly area she calls home.

She is ranked locally and nationally in the top one percent of agents, selling 15 times more homes than the average agent.

Her clients cite her honesty, ingenuity and great communication skills as reasons why they will not only use her again but recommend her to their friends and family as well. “Building relationships and communication are so important in this business. One of my top priorities is to always return emails and calls promptly. It might sound like a small thing, but it really goes a long way in helping to alleviate a client’s stress.” Cathy also credits her strong work ethic and her absolute devotion to providing customer service that is second to none for much of her success. “Once I start down a path with a client, I don’t stop until I help them reach their goals, whether it’s a buyer or seller. I dig in and work the way I would want an agent to work for me. There’s nothing you can throw at me that I haven’t dealt with. I have over 30 years experience Top Agent Magazine

and have sold over 600 homes - I can get problems solved. I always tell my clients that I promise personal care and outstanding service that’s backed up with thorough research, in-depth knowledge of the market and exceptional negotiation skills.”

Cathy is an active presence in her community and a supporter of the local schools. In her limited spare time she enjoys watersports, tennis and is a competitive tap dancer, something that has earned her the affectionate nickname of the “Dancing Realtor.”

With all of her remarkable success, for Cathy it really does come down to the basic philosophy of putting your client’s needs first. If you focus on serving your clients to the best of your abilities everything else will fall into place. “I love all the people you get to interact and work with in this business, that you would never have the opportunity to meet otherwise. I feel so fortunate to be doing what I love.”

To learn more about Cathy Haney, call 714.404.1450, visit cathyhaney.com, or email cathyhaney@firstteam.com www.

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CHATHAN HARVIN REALTOR® Chathan Harvin’s journey into real estate began in 2008 while she was simultaneously working a job at a local children’s hospital. As a single mother, she needed some additional income and part-time real estate seemed to offer a flexible solution. In the beginning, she worked as a dual agent representing both buyers and sellers of rental properties. Luckily, before too long, her rental clients were looking to buy and who did they turn to? Chathan, of course.

As her business grew steadily, she knew she was on the right path. Today, Chathan represents homebuyers, sellers, and renters in DC and Maryland, with about 70% of her business coming from repeat and referral clients. It’s her dedication to her clients that keeps them coming back time and again for multiple properties. “I do everything I can to stay in front of them,” she explains. “I send cards at New Year’s, birthday wishes, and informative monthly newsletters.” When it comes to marketing, Chathan’s primary strategy to keep in touch with past clients and reach new ones is through of social media. Her team also goes out door knocking every week to let people know when there is a new listing in their neighborhood.

Chathan’s business has been on a steady incline the past few years. Last year, she did $15 million in sales volume and the year before that, she sold $12 million.

In 2021, she received the CENTURION® award from her brokerage, Century 21 Envision, which recognizes elite agents who set the bar high and reach even higher. Everywhere she goes, Chathan talks to people and makes new connections — not because she’s trying to get ahead in business, but just because that’s who she is. “I love meeting people,” she says. “I try to get to know them so I know exactly what they want. I have a gift for matching remarkable homes with remarkable lives.”

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When she’s not working, Chathan spends time volunteering for local causes that are close to her heart. “On Friday evenings, I head to Calvary Women’s Services in DC to serve homeless women warm meals and generally lend a helping hand.

I also volunteer at their ice-cream socials twice a month,” she explains. Of course, Chathan loves spending time with her husband and sixteen-year-old daughter when she’s at home. “We enjoy going to the beach, shopping and just hanging out as a family,” she says.

Looking to the future, Chathan plans to expand her real estate team as she takes on new clients. While she would like to open her own brokerage at some point, it’s the simple everyday joys of the business that drive her to keep showing up and doing the best she can. No matter how she proceeds, people will flock to her for her valuable advice, years of experience in the industry and knowledge of the housing and financial markets in Maryland. “I’m a people person and this job brings out the best in me. I love what I do.”

To learn more about Chathan Harvin, please call 202-373-2546 or email chathan.harvin@icloud.com Copyright Top Top Agent Agent Magazine Magazine

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

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THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 32

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

8

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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CHERYL BUSH Maybe Cheryl Bush was just being self-deprecating when describing her attributes as a REALTOR® with Crown Realty in Harrisonville, Missouri, because she did chuckle a little bit. More likely, she was spot-on with her self-assessment.

Because, in the end, the most successful real estate agents are the ones who are patient, who nurture, who navigate you through the rough times, and celebrate the triumphs. Sort of like... a parent, especially a mother might do.

“I love all aspects of real estate, whether you’re selling 100 acres or selling your current home to upsize or downsize. But I especially love first time home buyers. I do kind of have that mom-quality especially with them,” Cheryl said. “I have families who, after 20 years in the business, their kids are buying homes with me now. I’m from a town of 10,000 people. I’m very dedicated and involved in my community. My slogan is, ‘Your Hometown Connection.’”

That’s not hubris; that’s reality. Cheryl is well-respected in her areas of Cass, Bates, and Jackson counties.

She started out in the lumber business, selling lumber and windows to contractors, and building a solid reputation before switching gears and becoming a REALTOR® in 2003. Cheryl is a solo agent but has a strong and solid core of a peripheral ‘team’ of people in the business that she trusts. It’s one reason she has high percentage rate of repeat and referral clients and did $13.1 million in transactions last year – the top producer in the Harrisonville office and the No. 2 salesperson out of 150 agents in Crown’s eight offices.

“I believe I am really good at what I do. I know everybody, and I’ve been in the business a long time” Cheryl said. “I couldn’t do it by myself, though. I have a talented team of contractors, loan officers, city and county contacts, and title company partners that work with me.

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Perhaps all those contacts are due to her community work. Cheryl serves on the Harrisonville Chamber of Commerce Board of Directors and was a past president in 2020-21. She is a board member, and treasurer of the Love the Harrisonville Square organization that is dedicated to the revitalization of the downtown area.

She also has an affinity for animals, she works through the local animal shelter to sponsor a cat or kitten each month for adoption. When she isn’t working, Cheryl enjoys reading, golfing, cooking – she even managed to squeeze in some cooking classes this summer – and socializing with her friends.

As for the future, “I intend to continue to grow my business,” she said. “By always being open to new ideas and strategies and staying current in an ever-changing market but continuing with my tried-and-true ways of assisting my buyers and sellers.”

To contact Cheryl Bush call 816-797-7900, email cherylbush44@yahoo.com or visit her profile on Zillow at zillow.com/profile/Cheryl859 or her website at cherylbush.crownrealty.com www.

www.

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DIANE BELCUORE Providing personalized service to suit each client’s unique needs, Diane Belcuore sets herself apart through her dedication and work ethic. “My approach is a little bit different,” Diane explains. “It’s what I like to think of as consultative selling. I help buyers and sellers to make the right decisions about when to buy or sell or when to wait.

Through this process, I give my clients the bigger picture of what property is going to give them the best return on their investment.”

In business for 26 years, Diane serves Central and North Jersey. Her depth of experience proves a valuable asset to clients when weighing their options.

“We go through all kinds of cycles in real estate, and I advise people on making the right decision. For some it’s deciding whether to rent or buy, and for other clients it may mean proactively providing mortgage information or helping them decide whether they should refinance so they can renovate and then sell later. It requires a lot of patience, and I have to be a good listener to hear what clients are really saying.”

All that patience pays off, because over 90% of Diane’s business comes from repeat and referral clients. “My clients are very grateful that I work hard to earn their loyalty,” Diane says. “They know they can depend on me. I’m trustworthy and extremely knowledgeable, and clients know they’re going to get an honest answer from me. Most importantly, they know they can contact me 24/7. I’m very responsive, and that’s important in this business.”

In the realm of marketing, Diane knows what works, and she concentrates her efforts in order to ensure optimum exposure. For each listing, Diane develops a unique property website with a domain name matching the property address so she can easily reference 34

it on all social media as well as print media. “I still do a lot of full-color print advertising, because it works!” Diane explains.

Diane likes to give back to her community whenever possible, and she sponsors local Girl Scout projects as well as youth sports teams. When she’s not working, Diane enjoys gardening, landscaping, refinishing furniture, and doing small home renovations. “A lot of that experience has helped me to become a better REALTOR®,” Diane says. “I can help my clients decide what plants and landscaping to put on their property, whether they’re looking for something that will solve a drainage issue or they need help knowing which plants are deer resistant. I’m able to give advice based on my own experiences.”

As for what the future holds, Diane looks forward to continuing to serve her clients as a solo agent. “I plan to keep doing what I’m doing,” Diane says. “I love to help buyers find the home of their dreams, and for sellers, I love to help them realize the best return they could possibly get on their investment.”

To find out more about Diane Belcuore, you can call her at 908-872-5473 or email dianebelcuore@optonline.net

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

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DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

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YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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JENNIFER BLANTON First, we should thank Jennifer Blanton for her military service. Jennifer spent 22 years in the Air Force, defending the freedoms we are afforded every day. But we should also thank her for bringing the discipline, experience, and integrity she polished as a military member to her second career now as a REALTOR® with Fathom Realty in Raleigh, North Carolina where she blankets the famed Research Triangle area in the state. You don’t find many Jennifers out there with the diligence she exhibits.

“When I retired from the military, I didn’t know what I wanted to do when I grew up,” she said with a self-deprecating laugh. “But I did feel like I needed to find a job where I could serve others like I did in the military. We were always taught service before self, and I miss that part. I thought about what I could really do to help others and to be someone they could lean on. I wanted to be someone they could trust to have in their life to assist them in making big life decisions.”

She found her second calling in real estate. A REALTOR® for three years now, Jennifer is a solo agent not because she eschews being part of a team – when you’re in the military for 22 years you’re already part of the biggest team in America – because it fits her personality and drive to get things done more quickly and decisively. She is quick to say that she works hand-in-hand with other agents including co-listing homes. And, of course, that includes catering to military and veterans when she’s given the opportunity.

“If I can help, I will. It doesn’t matter where it is. I go above and beyond,” Jennifer said. “You know when you talk about real estate we have a lot of crazy terminology,

we have a lot of documents that need to be signed, and it can be overwhelming especially if somebody is a first-time home buyer or new to the area. The whole process can be extensive and stressful. That’s why I like to do a lot of the heavy lifting. I walk them through every step. I tell them what needs to be done and when it has to be done. And I make sure they know I am always available to them.”

Spoken like a true leader. It shows in her ability and on the bottom line. In just three years Jennifer went from $2 million in volume towards $6 million, now to $8 million and hopes to break $12 million this year. When she’s not focused on helping others in real estate, Jennifer loves spending time with her husband, family and friends traveling, cooking, and creating new recipes when she can. Jennifer gives back to her community more specifically her military and veteran community. Every year, she and her husband dedicate a week volunteering at Arlington (Va.) National Cemetery to help lay wreaths at the gravestones as part of a national campaign to pay their respects and remember our nation’s fallen heroes, which she called “a humbling experience.” Jennifer also works with a non-profit that helps retired Army Rangers assimilate back into society. She puts this same kind of love and attention toward her clients.

“At the end of the day I want them to have a great experience. Buying or selling a home can be a challenge; I don’t want to add to that, I want to make it easier,” Jennifer said. “Helping families is something that is important to me. My plan is to start something where I also help other agents. I am already working with some that I see great potential in. I like working with like-minded agents that have that same mindset of wanting to help people.”

You can contact Jennifer Blanton at 919-208-5332, email Jenny@theJennyGroup.com or visit theJennyGroup.com www.

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JODIE BRETHOUR Jodie Brethour has one of the all-time great back-stories when she recounts how she got into real estate. The REALTOR® with Compass Realty Group in Kansas City, working in both Kansas and Missouri, Jodie is a SuperMom, Super-REALTOR®, and Super Persistent.

Of her attributes that keep clients coming back, Jodie said “I have always been told that I am the quickest communicator that people have had, and they have said that they never have to wait on a response from me. They say, ‘Your follow-up is great.’ And I tell them that it’s my job to be great. I always strive to treat people the way I would want to be treated if I were buying or selling a house and trusting someone to do that job.”

“Oh my gosh, this is kind of a funny story. It was 19 years ago, I was pregnant with twins, and my doctor said I was high risk and ordered me to take bed rest. So, I asked if I could still go to real estate school and she said yes, as long as I would sit down,” Jodie explained. “So, I went to school and passed the test, so then I asked the doctor if I could do open houses and she said well, ok but don’t go up any flights of steps. My oldest son, Joe, was 17 months old at the time so when the twins (both boys) were born I had three kids under the age of two. All I’ve done is try to support them, feed them, and support my family, and that’s what drives me.”

Jodie closed $19.2 million in transactions last year by herself, so obviously she is trusted. After almost two decades in real estate, Jodie still works six to seven days a week at her business while she and her husband, Roger Morley, raise five sons. Needless to say, her free time is spent with ‘her guys.’ And whenever she has the chance to talk real estate, she does. Sometimes it’s just conversation; other times, like when she stopped a man in her gym’s parking lot to ask about his 1970s era Jeep, it leads to more. Jodie ended up doing $3 million in investment properties with the gentleman.

Jodie’s determination has served her well. A graduate of the University of Kansas with a degree in Interpersonal Communications, she was named one of the top 125 REALTORS® out of almost 13,000 agents

by Kansas City Business Journal. Jodie has a team that includes her son Joe, now 19, who assists with firsttime buyers and investment properties, as well as a friend from college, Melinda Chalfant, who joined up with Jodie earlier this year and handles both Kansas and Missouri. Jodie will have another agent on board by the end of the year.

“Well, I strive to grow my business 25 percent every year. I grew up with a dad in the cattle business and he said if you’re going to do something try to be one of the best at it,” said Jodie, who added that the key to success is to hustle and realize this is a 247 business.

She said that nothing gives her more satisfaction than to help her clients – especially with the bonus – as a hometown girl helping another Midwesterner. “Once you work with me you will understand my dedication to my clients, and you will know you have made a lifelong real estate connection.”

Contact Jodie Brethour on her mobile phone at 913-908-3922 or at the office at 816-280-2773, email jodie.brethour@compass.com and her website can be found at compass.com/agents/jodie-brethour www.

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Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school Top Agent Magazine

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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JULIE JANNING With a client-centered approach that puts relationships at the forefront, Julie Janning is well-known and trusted throughout the Hilton Head Island area. Along with her husband Steve, Julie operates HH Island Real Estate and Rentals. With complementary skills in both real estate and property management, Julie and Steve have clients covered, no matter what their needs are.

Drawing on her background in the mortgage industry and as a paralegal, Julie decided to get her real estate license upon moving to Hilton Head Island from Ohio. “I had a lot of work experience that fed into the real estate industry, so it was a natural fit,” Julie recalls. “In those first few years I did everything I could to grow my business, and that made all the difference.” By the end of her first 6 months in real estate, Julie had already reached the Top 10 in her company. Julie also credits much of her success to her active involvement in her local Realtor® association, on the committee level, as well as being on the Board of Directors.

Julie started her own brokerage, and soon enough, Steve joined her. “Steve had started doing vacation rentals in the area, and that began feeding my business as well,” Julie says. “We became HH Island Real Estate and Rentals. We started helping people who bought properties and wanted to rent them out and needed a property manager, as well as people who stayed in those properties who would call me when they wanted to buy. It was a cycle, and it became a very good business model for us. That’s what created our success!”

An impressive 75% of Julie’s business comes from repeat and referral clients, a sure sign of the trust and confidence she inspires. “I’m not a transactional broker. Everything I do is about the relationship,” Julie explains. “I love getting to know my clients and listening to what their needs are.” Julie also goes the extra mile for her clients, especially when it comes to Top Agent Magazine

readying a property for the rental market.

“I do a lot more than most agents in that respect,” Julie says. “I have helped manage many clients’ home improvement processes and have even been in there painting and removing carpets to get them up and running and ready to go on the rental market.”

Her eye for design helps Julie know what it takes to make a home stand out. “I guide my clients through the process, and they listen to me because they trust me. Sometimes they end up loving the place so much they don’t want to leave! I really enjoy that process of seeing a place evolve and change, and helping clients achieve their vision.”

Looking toward the future, Julie plans to continue in the same vein. “I look forward to keeping those relationships going with people I’ve worked with in the past, reaching out and building our business through their referrals. The rental side and the real estate side keep feeding each other, and we keep growing that way.” Along with the thrill of getting listings ready, Julie’s favorite part of her job is getting to know her clients. “Many of my clients become friends, and I love that. We stay very close with all of our clients, and I really value that relationship that we’ve formed.”

To find out more about Julie Janning, please call 843-384-0928, email julie@juliejanning.com or visit hhislandrentals.com/real-estate www.

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KYLE COGSWELL Children tend to transpose their thoughts, feelings, and hopes for the future through art. Maybe they’ll draw a picture of themselves as a doctor, or an astronaut, or a firefighter.

It fits perfectly into the ideal of encouraging dreams and if you can dream it, you can be it. Kyle Cogswell was the same way when he was a youngster. Except his drawings were, how shall we say, a little bit different...

Kyle drew floor plans.

“It’s true! Ever since I was a little kid, from my early childhood into adolescence, it was an interest of mine,” Kyle said with a laugh. “My parents brought me to a seminar on flipping homes and during high school I worked with them on a flipping project. It was a great experience and prompted me to get my real estate license when I turned 18 years old. At the time, I was working full time at an ophthalmology practice, but I’ve been able to make the career change to real estate full time and love it as much as I thought I would nine years ago when I got my license.”

Kyle now works for Keller Williams at The Beth Sager Group, based in the Boston suburb of Lexington, but covering most of the Boston metro area. He is part of a team and juggles several roles, including buyer sales, support, operations, and marketing. He has great faith and respect in his team, including a team leader that he says is involved in every transaction and consultation so that clients feel they are getting the total support of their entire team. Last year, the trio of team members did 84 transactions worth $120 million, and this year they have completed 60 transactions already.

“Personally, I really do care about where people live. A lot of agents get so focused on the mindset of being in sales but whether someone buys a home now or later, it doesn’t matter just as long as they are happy,” Kyle says.

“It’s why we keep in touch with clients. If someone is sick, we send over some food. If they have a baby, we 42

send over something cute and personalized. We try to remain a friend and make a difference in our clients’ lives.”

Kyle is in the midst of purchasing his own home right now right across the street from his grandmother, whom he reveres. In fact, one of his goals going forward is to get into flipping houses in the neighborhood which he said has started to see a lot of rejuvenation. When working with first-time home buyers, Kyle said he likes to be the person to fall back on and to educate his clients on the ins and outs of real estate. Or in his words, to make the scary stuff not so scary.

“For me, real estate is mostly about meeting new clients. I don’t think there’s any other industry where you get so personal so quickly,” he said. “My big business goal right now is to stay on track with doubling the volume of last year. My new marketing mission is to make my grandmother’s neighborhood my farm area. If the area is going to continue developing, then I hope I can be a supportive figure through that change.

I have so much support in my office, whether it’s navigating a difficult work scenario or simply helping to manage work and personal life balance, that’s why I love my team. Being part of my team is part of my success. I don’t think I would have catapulted so quickly if it weren’t for that. For new agents, being around other experienced agents to absorb as much as you can is the best way to learn what you can’t read about. Every transaction is different so nothing can beat the hands-on experience!”

You can contact Kyle Cogswell through email at kyle@bethsagergroup.com or by phone at 617-862-7329 Top Agent Magazine

Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 44

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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MELISSA DASCOULIAS Genuine and caring, with a steadfast integrity that guides every interaction, Melissa Dascoulias (aka The Singing Real Estate Agent) is dedicated to doing the right thing in real estate. Having come into the business as an investor along with her husband, Melissa found that she loved helping people achieve their real estate dreams, and since 2015 she has been doing just that for her clients.

As Broker Owner of Dascoulias Realty Group, Melissa serves the Great Falls Montana area and the surrounding areas. An impressive 95% of her business comes from repeat and referral clients, and it’s easy to see why people keep coming back. “We are relationship-driven,” Melissa explains. “Our value is our sincerity. Anyone can sell something, but we develop a rapport with our clients and build trust and confidence with them. We really and truly care about their outcomes.”

are a prominent presence at community events including the Policeman’s Ball, the Harvest Howl, and the annual Hootenanny, at which Melissa’s band performs. She is also involved with sponsoring the Foothills Christian School Program and is a huge advocate for the local Chamber of Commerce.

Looking toward the future, Melissa says, “I just want to keep doing the right thing.

All of my agents have come to me through an organic process because they’re the right fit, and I just want to see where it goes from here.” Above all, Melissa looks forward to continuing to serve her team, her clients, and her community. “I love teaching my agents to be successful and advocating for buyers and sellers. Having the knowledge to strengthen our clients’ ability to get what they need is a powerful thing.

It’s awesome, and I love doing what I’m doing.”

In the realm of marketing her listings, Melissa uses her powerful social media reach to ensure optimum exposure. “We are huge on social media, and I think that has been one of the keys to building our success so quickly,” Melissa says. The team’s collaborative dynamic goes a long way too. “Our brokerage really believes in connectivity with one another. When we share a listing, we all get involved in promoting it collectively, and that is so powerful. Everybody gets involved, and the reach is crazy!”

The results set Dascoulias Realty Group head and shoulders above the rest. Without doing any formal advertising, Melissa is consistently in the top 3 to 5 agents in Great Falls, and her team’s volume is currently in excess of $20 million above their nearest competitor. That’s after only 3 years as a brokerage, and the team’s growth continues year after year.

Community involvement is paramount for Melissa and her team. In a town of only 65,000 people, they Top Agent Magazine

To find out more about Melissa Dascoulias you can call her at 406-899-8140 or email m_dascoulias@yahoo.com.

You can find her online at thesingingrealestateagent.com www.

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MOHAMED MANSOUR For Mohamed Mansour and his team at Mansour Real Estate Group, people come first. Before the money. Before the deal.

Before anything else. It might seem odd that a real estate company’s focus isn’t on selling real estate per se. But that’s exactly the case at Mansour Group, where a lot of things are done very differently: no hard sell, no direct advertising, no pressure cooker. Just service. At Mansour Group, it’s about changing lives. Real estate just happens to be the way they do it.

“Our objective is not getting a commission,” Mohamed says. “Our objective is to serve our clients; helping them achieve their goals as best as possible. We always — always — place relationships and the experience of the clients we serve over costs.” How does that credo of “Client First” play out? For one thing, the team at Mansour Group includes a full-time customer care coordinator — someone, like a concierge, who is dedicated to personally helping clients… even long after a deal is done. “We have clients who will call us for advice or help with something to do with their home ten years after they’ve bought or sold, and we’ll help them,” Mohamed says. “It’s not about the transaction.

It’s about the relationship.” It’s this approach that enables the Mansour Group to be 100% referral based.

For anyone who knows Mohamed, none of this comes as a surprise. His entire life is dedicated to building relationships and helping others. A native of Lebanon, he lost his father at age 17, then, as the eldest of four children and struggling to help support the family, he found money tight. Although he earned a university scholarship in artificial intelligence and robotics, he was forced to walk away because it didn’t cover the bills. He seized on real estate as a career, starting out

with no experience or contacts at age 19.

In the 20 years since then, Mohamed has spread his people-first attitude throughout his life and his business, enjoying his many nieces and nephews, and working to motivate and elevate his team members. Before COVID-19, Mansour Group became known for massive client parties of up to 500 attendees — purposely held at various local businesses, to help share the referral love. Mansour Group supports several community programs, including Starfish, which provides meals for inner-city kids in Surrey on weekends and other days when they’re not in school. Often, Mansour Group team members can be found quietly giving back by volunteering in soup kitchens.

Even in a brief conversation, Mohamed radiates the positivity and caring that have made his company a success. It’s who he truly is: He really does care, and he really will help you. The same goes for his team. “I’m a big believer that people don’t care what you know until they know that you care.” That philosophy is why, for Mohamed, every deal is about improving someone’s life. “Buying or selling a home can turn your entire life upside down. Your home is no longer your home; you’re inviting strangers into your home to look at it; your lifestyle and daily habits are acutely impacted,” he says. “Managing the experience as a whole so that it’s rewarding and pleasant for our clients is top of mind for everyone on the team. We’re here to take care of you.” Ironically, for a person invested in the business of transacting land and buildings, it’s the love of people — the people inside all those buildings and on that land— that drives Mohamed Mansour.

To learn more about Mohamed Mansour, please visit mansourgroup.ca or email mohamed@mansourgroup.ca www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 47

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 48

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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NATHALIE APTEKER Continually delivering the best service possible, Nathalie Apteker has become a prominent agent in the greater Atlanta region. She came to the industry with a background in IT and investing.

In 2014, she established Mint Leaf Homes, which focuses on remodeling properties. Initially, Nathalie wanted to earn her real estate license to facilitate her investment transactions, but soon realized she could utilize her talents and skills to help people accomplish their real estate dreams. Today she leads Apteker Realty, with the main goal of making the transaction as smooth as possible for buyers and sellers. The entirety of her business derives from repeats and referrals, as those who work with her are impressed by her ability to eliminate stress and deliver results. She has been the #1 agent for Solid Source Real Estate Companies for five years in a row.

Because of her background in investing and construction, Nathalie specializes in assisting investors. She loves to share her knowledge with others, helping them make informed decisions that lead to long-term profit.

She treats each transaction as if it were her own, diving deep into due diligence and pointing out any potential issues. Clients appreciate her commitment and trust her wholeheartedly, knowing she only wants what is best for them.

Along the way, she stays in touch frequently, giving them updates and answering questions. For her sellers, she utilizes all the latest technology to garner as much attention as possible, which often results in the property selling quickly for top dollar. Meanwhile, she gets to know her buyers on a deep level, understanding their needs and establishing a plan to accomplish their goals.

Nathalie is patient, allowing her clients to take their time and arrive at a decision on their own terms with no pressure. Afterwards, she finds it easy to stay in touch, as they develop lasting relationships. “They always reach Top Agent Magazine

out to me and we talk via email and meet in person throughout the year.”

Whether she’s assisting a buyer, seller or renter, Nathalie advocates for them and makes the process seamless. One recent client said, “Hands down the kindest and most considerate real estate agent and landlord a tenant could hope for. Everything we needed to know regarding things like the lease, utilities, waste management, etc. was brought up and discussed beforehand, leaving no surprises for us during move in. The townhome we moved into was exactly what we were looking for and met our needs at the time. I would recommend Nathalie to everyone.” Another wrote, “Expect only the best for your real estate needs! It is such a great pleasure to work with Nathalie - she will not spare any effort to find you the greatest deal and always will be there to consult and guide you.”

When Nathalie has time, she loves to travel, go to the theater, and attend concerts. But most of her days are spent working, and she wouldn’t have it any other way.

“I just love seeing things come to fruition. It is such an exciting field to be a part of.”

For more about Nathalie Apteker, please call 404-514-7054 or email nathalieapteker@mac.com Copyright Top Agent Magazine 49

THERESA WYCHICO Theresa Wychico has partnered with Lisa Benoit to open a women-owned, minority-owned commercial real estate brokerage, Alpha Commercial Group.

Serving Houston and surrounding areas, Theresa’s business is largely referral-based. Passionate about what she does, Theresa is committed to achieving their goals and going above and beyond expectations. Whether she’s assisting a buyer, seller, landlord or tenant, those who work with her are blown away by her support and guidance.

“When people decide to work with Alpha Commercial Group, they see the drive myself and my team have,” Theresa explains. “We are truly committed to our jobs, and we actually answer our phones.” The team makes themselves available, knowing that fast responses can have a huge impact on each transaction. They also emphasize education, informing their clients about what to expect and preparing them for next steps. “We want to provide them with knowledge, especially if it’s their first time opening a business or purchasing a property,” Theresa says. This helpful approach carries on even after the transaction, with Theresa and her team connecting them with resources to help navigate through any part of their business. “We have a huge network, and we can get them pretty much anything they need to run their business,” she explains.

“Whether it’s a credit card processor, or someone to do their lighting or create their signage, we have contacts for them.”

Afterwards, clients never hesitate to leave 5-star reviews about their time together. One recently said, “Theresa is passionate about her clients and making sure their best interests are at heart. Theresa has a wealth of knowledge and experience. Theresa always has time to answer her clients’ questions and responds in a timely manner. In addition to the great business qualities, Theresa is very caring, likable, and relatable. You cannot go wrong working with Theresa!” Another wrote, “Theresa was 50

such a pleasure to work with and she busted her tail to make sure we got the best deal ($21K off asking price on new construction build) in such a hot market! She even worked her magic to get us to close 5 days early! Such amazing support and people to work with, highly recommend!”

Alpha Commercial Group gives back to the community throughout the year.

They are a sponsor for Houston Real Producers, which hosts exclusive events for local real estate agents. “We just recently sponsored a boat trip in League City,” Theresa explains. They also sponsor Bunnies on the Bayou, the Houston Young Professionals Network, and more.

Alpha Commercial Group is always thinking forward and there’s nothing that can stop them from achieving their goals. They’re already off to a great start, having over $30 million in listings in their first six months as a company. “Our ultimate goal long-term is to have an international presence while also expanding within Texas. I am very proud of what we do and I can’t wait to establish our legacy.”

For more about Theresa Wychico, please call 832-745-6111 or email theresa@acgcre.com Copyright Top Top Agent Agent Magazine Magazine

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 52

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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VERONICA CAMPBELL Veronica Campbell is flying high as a new real estate agent in Hubbard, Ohio, but she stays grounded in her faith and predilection for helping people. “I conduct my business based on my faith,” she says. “it comes from a place of love because I absolutely love what I do, and I genuinely want my clients to be happy. This shows in how I handle each one of my deals.”

Rising interest rates and listings snatched away quickly can be frustrating for agents.

Before becoming overwhelmed, Veronica returns to core values to remain even keel.

“I step back and go to the basics,” she says. “What started it for me was my love of all things home and wanting to help others feel the same way.” Her clients return the love, with nearly all of them becoming repeat customers or referring others.

Adapting to market fluctuations comes naturally to Veronica, her real estate career was born in the uncertainty of the COVID-19 pandemic. Just as she was turning her “love for all things home” into a career, in-person test prep and training became unavailable. She pressed forward, remembering why she came into the field. “Before the pandemic,” she says. “I loved hosting.

I loved cooking and baking and always having people over, just making them feel welcomed. So, then I got to thinking - what if I could help others feel the same way when it comes to their home.” Veronica finished 2021 with $1,666,050.00 in sales and is on pace to double or triple that performance in 2022.

With people checking their phones dozens of times a day, Veronica focuses much of her marketing efforts on social media. Her brokerage airs commercials for listings as well. Showings can be difficult to schedule for out-of-town buyers, so Veronica is a strong believer in virtual tours. Again adapting, she will even conduct

live virtual tours with FaceTime sessions for her clients. Regardless of the budget, she gives red carpet service to all of her clients. “I treat all my clients the same whether it's a million dollar listing or a $10,000 listing,” she says. “ Price isn't a make or break factor for me - at the end of the day I want to make sure that I did everything I could within my means for my clients.” Once a client is in the family, Veronica keeps in touch with greeting cards or just by stopping by.

Veronica also keeps close with her community in Hubbard. She and her husband Craig own a barber shop called The Wolves Den, through which they sponsor community events with music and activities for kids in their parking lot. Veronica is also one of a handful of members of Shop Small Hubbard, an effort to draw tourism to the town. The group began five years ago with an event that attracted only a handful of vendors. The group’s most recent event in the spring drew 55+ vendors from all over the state. “We're really trying to highlight our community because we have a ton of great businesses here,” she says. “we're working on getting more foot traffic in to support those small businesses.”

Veronica would like to expand her territory, starting with launching sales teams in Ohio and her native Pennsylvania. She has already begun that push. Veronica also has begun sharing her experiences and resources with young entrepreneurs to help them realize their dreams. “I'm just encouraging them and trying to lay a foundation where they can take the necessary steps in order to do what it is they feel passionate about,” she says. “This was never my plan, but if I can help bring someone's dreams to fruition, then I'll do whatever I can to aid them in the process!”

To learn more about Veronica Campbell, email veronica.campbell@mor-us.com call 724.977.2416 or visit moreoptionsrealtyus.com/team/veronica-campbell https://

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