NATIONWIDE & INTERNATIONAL 6-19-23

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS ALISHA HUFFORD AMAN GROVER BE A R3BEL ANTHONY GIGLIO CANDY BAIR DREW WESTERGREEN ERIKA BLIM HILMAR CASTILLO JERRY BERANEK JUNAID AHMED KIMBERLY GIARRAPUTO

FEATURED AGENTS LEIGH MCPHERSON MEREDITH MCDONALD NICOLE HAJDU PAM RYAN-BRYE SARA WILLIAMS SARI J. SHAW SHAWNA RHOADS STELLA SHALAMOVA SYDNEY WILSON VIKKI GORMAN

COVER STORY

KYLE FUJIMOTO

NATIONWIDE NATIONWIDE& &INTERNATIONAL INTERNATIONALEDITION EDITION

ALISHA HUFFORD

“I I d W S it lo ANTHONY GIGLIO KYLE FUJIMOTO ALISHA HUFFORD AMAN GROVER BE A R3BEL DREW WESTERGREEN is CANDY BAIR KYLE FUJIMOTO In the bustlingm w You don’t have talk to Candice Kin Candy Bair is a caregiver by nature. estate transaction and herthey clients always pretty closepurcha relation Driven by dedication to herto Whether you are inCollectively, average real estate, wh 33 in real estate, business.”

34 37 38 Before her endeavors have access to her. o AMANeach very Westergreen long to realizeWe’re whatcess makes he is hands-o measured very clients, Drew she ran a daycare that kept her near her a sphereand and referral business of 50 percent.

Born 110 out of an unexpected suggestion from year, rental property, or are a se ate transactions despite bers, commissio to assistants, each c stands out!

The daughter of the best Realtors in the country daughters until they were off to kinWith such on a high repeat has and focused referral her efforts into serving cliher husband, Alisha Hufford embarked a Alisha GROVER property sales,frt she theytime through a of market. two REALTORS dergarten. She is a huge advocate for rate, Candy understands that in Roads even a first home warmth and®,quickness towork laugh puts y nts mentorship responsibilities, Anthony ents in thestaying Hampton Heror genucareerhis in real estate three years ago, leaving a few exception si foster care and has helped care for many touch past clients crucialfor to her early and onease absorbed many and theviduals ine is passion helping people her innate behind her previous occupation as awith dolphin who st immediately, enthusiasm considering purchasing in individuals in her home.

In 2007, after business.

She has extended her network ndmanages around thirty to connect with others haveofbeen pivottrainerstill to embrace a new path. “Ito askedclear my ability from the crow aspects the business that In addition, Drew sa id has for helping her clients shines thr accepting an administrative real estate of clients by marketing her website, How do you change the narrative tha Erika Blim, passion,” husband, ‘You really think I would be good at al in her journey. “It’s become laid such the agroundwork and plete you we’re there orI love Connecticut are patog position, a passion evoked inside her and has a big following on He Facebook. is annual transactions himself. and his You’ll also value the matter-of-fact able woman wh new The people! real estate?’” recalls a surprised Alisha after she relates. “I love meeting ten? unfounded opinion to learn all she could. A year later, Bair Outside of real estate, Candy is a huge provided a current springboard providers and resoui lessly balances connecting, hearing their stories and helping her husband made the suggestion.

“I robust thought talk to REO specialist An which she discusses her profession. was licensed, and since then she has presence in her community’s charitable he team leverage the digital footprint for helping people achieve ue well into the fu estate agents do is show homes and f W but two deman them meet active their goals real estate would be a competitive, completed many continuing education events.cutthroat Candy enjoys staying in of finding the right home reers: a trusted re their real estate dreams. becoming good frie “The thing I love most a ANTHONY GIGLIO CANDY BAIR DREW WESTERGREEN ERIKA BLIM atand the isright time.bolster I’ve helped many individuindustry and I’m moreby of aneXp encourager, so Iwhere ten contracts.

Howisn’t do much you difference make thebet pu ble provided Realty, they courses and certifications in the real the community she needed.

“There really agent and a lo co wasn’t sure I was cut out for it. But I trust- als and families transition to the area and take estate industry. Now, she is coming up agents when itincomes toAemergency the of property an experience? curated a meeting all kinds ofresource great medi nts their by relying on inprofessional on fifteen years experience in the business serving the listings Candy is the matriarch and is conpride bringing ease to such a stressful time.” ed my husband and realized that I can be of sur-her family, Drew firstnician became Marketing their list th Bobbi (EMT), saving the lives of residents in Carlos Ortiz is one of those people you can offer,” Candice explains.

“So it ct people of Central Indiana. stantly celebrating with family — withwhen event?

Not justshecollege aserves. run-of-the-mill transac Because Alisha’s husband was in the military, rounded by competitive people as life long as her itvolved in usually the field she graduated from comprehensive ap satisfaction Ia get from hel in 1977 munity Erika’s dedication, compass photography, 3D Virtual tours, profeses desserts that enjoys preparing for doesn’t change megreat and food who and I am.

Then I canshe she has also developed a strong military client meet for whom helping ishave second down to who you think will work ha relentless pursuit ofpeople excellence earned her and unexpectedly took a small detour in her life. posure.

This appro where Candy is part of a team of real estatereally agentspour and can her loves! families. my energy into my business and base and has an affinity for military and save money,” Antho inent position in thegets industry and the admiratio for you.” v sional floors plans, drone footage, and She decided to repurpose money she’d saved for to social media, acc rely on her team for administrative support when nature—an impulse he to exercise CONTENTS my per Cue lights...cue cameras.....cue red ca my clients and establish a service mentality.” clients and colleagues alike. needed. In 2022, Candy reached a career platinum Candy will continue to be available to her clients, and in a small multi-unit gradThe school invest and frequent e-blast work with a lot of investo or brea secrettobehind her clients’ loyalty lies inbuilding tiw daily as a Realtor with Coldwell Banker te, dedicated social media campaigns with trumpets!!

Century 21 Affiliated agen level earning top sales agent in her office, grossing has recently started to mentor new agents, where she Andandmake no mistake—no one in Jefferson Park. includes 10,00 That’s exactly Alishatodid, now— Alisha’s commitment to adding value Erika’s de-journey into thethat world of real “Real estate be over $9 million in sales volume last year alone!

Most what is excited shareand all the knowledge she has learned Choice them in the right position Properties.

“I feel very lucky tolo Grunewald and Devin Fowler have W harder than Candice.

You could almo outstanding service.

She firmly bein herand third yeartoin thethem business with ing listin nce hand-tailored websites. before she ever sold her firstmaximum home.

Growing 4) 5 WAYS TO TRANSFORM 3help MIND-BENDING HOW TO SEND of her business comes from repeat clients refer-35) succeed, too.the Candylivering is endorsed by the 51) since Iu was inspired by her father, Randy, a respected re lieves in meeting people where they are, ensurShepheard Real Estate Team—she’s sellshe’s been in the industry since she wa rals.

“It’s such an honor to be considered and thought National Association of Realtors for the Commitment “This decision was scary at the time, but the infor themselves.

In wake up every day and have the opporoutside the industry norm.

This duo has be profitable.

On the reta RENTERS INTO OWNERS PHILOSOPHIES TO EXPAND SMARTER EMAILS cl After m in broker and a volunteer EMT himself. Watching ing they began feel heard addressing any worries million real estate and already hasvestment of,” Candy states, “[and] it just amazesing me$5 how many in to Excellence program. to and provide mehelp with some secuvolume exceed little things for her mother, who was through the proving grounds that arem tunity to someone find theirtothat dream Springs ther’s unwavering commitment both profess people I work with again and again.” She recentlyYOUR PROFESSIONAL to use the knowledge of c rity and stability moving forward.

I realized that ets Anthony is a certified mentor at eXp career began in earnest in 2007 as she an indelible mark on Erika, fueling her own desi and go her ninth transaction 14) 6counted THINGS YOU NEEDwith TOone client whoPERSPECTIVE 55) THINGS YOU CAN industry in Wisconsin.

They like to say home,” Carlos explains.

“It’s especially I wanted to help others do the as same and When not 44 wo low in hisshortly footsteps and make she’s aShe meaningful gained as assistant. an REO agent inim she’s had an ongoing working relationship with over an unlicensed got he for DO TO BE A GREAT MENTOR Realty and is availableafterward DO TO ANTICIPATE on to helpenrolled and guide can selllives. but person not and justexploring anyone can people’s the years. rewarding when that is a firstin a anyone real estate license course. swee that, working with her mother 20 clients fi a solid atuntil a rea 6 THINGS ALLbegin SUCCESSFUL NEEDS The rest is history!” cess CLIENTS into afind curtailed, fun,home one-off experi a new 39) agents as they a career inYOUR real 7

17

23

28

time homebuyer, seeing surprise the guidance of their her father Randy (nowg estate herWith talents to Georgia.

Today Candic After hearing that Candy has a client who has comeNEGOTIATORS DO 20) EMBRACING SMART HOMES: Kayaking the Erika Chic coupled with her undeniable ambition, back for her services nearly ten times, you may wonand excitement when we find a house 4 agents with Virtual Properties Re 009 and DOES I haven’t estate.

In addition, he is the proud recipient of the presNEW TECHNOLOGY 59)helped CREATIVE MEDITATION Subsequently Drew has a multitude ofwith cli-Vicki antique and special partnership Krage, another successf der what magic touch she holds. “I am a caregiver by “B They have upped the ante creating the Bobbi A graduate in commu clients all over the Atlanta Metro are in dreams. the region.

Together, they founded isTHE perfect forESTATE them.” nature,” Bair muses. “Fostering genuine relationships43) 5 SIMPLE MINDSET ents realize theirthat ownthat homeownership With activity with Lakesh her th REALLY INCREASE HOMEICON VALUE? SHIFTS FOR REAL as a perfect fit for tigious agent award, an achievement less Group, Estate, a firm grounded in the belief that sellin with people is the core of who I am.” It is evident in success known as the R3BEL REAL EST and of Walton counties.

In so 2 herACHIEVE sister, Kimber Galvin, Drew Gwinnett is aisEastern co-founder ways up for ‘dim-s Stat WILL HELP YOU PROFESSIONAL not just aboutConnecticut transactions but aboutSprings buildin her approach to her work, as Candyof takes special agents careTHAT hold. n addition to conthan 5% eXp million in sales volume, with around where they specialize in working on resi KD Homes.

“We’re a small team made up of womand family. prioritize the unique needs of every client, whetherYOUR GOALS relationships.

Erika and Vicki’s 26) 4toWAYS MENTORING fo Carlosofgot into thegreater industry in shared 2013, aft ofvalues El Pa working with Agnelli Rea they’re getting their home ready to sell for top dollar, a en who serve the North Side Chicago andcoming plementary skills have propelled Lakeshore business from referrals orRer land/lots, new construction, larger d his business on Contact Candy at (765)602-9333 UP-AND-COMING EMPLOYEES 63) 3 TEAM BUILDING Dougla an inasthe restaurant industry.

He had been lo first-time buyer, growing their family, or even investnew heights, becoming a go-to destination for Chicago area, as well some ofjoy theto suburbs.”

Moving forward…. them with their marketin Candice takes in helping them an or email candy@candybair.com property management, leases and com YOU priority A In BETTER AGENT CUT DOWN ON and being EXERCISES TO REVITALIZE Candy’s is to ensure the happiness of her47) HOW TO busines uals and families seeking their dream homes. servicesMAKES all ing. areas addition to supporting his colleagues new challenge, but the wanted a career that If you want to see her listings, vw delivering highest quality of gra serv clients, offering superior service. She believes that that sp and upon DIGITAL DISTRACTIONS MOMENTUM INbroker, THE OFFICE erties, comes in the and around Dane County and AboutAND 60% of Drew’s business from repeat “I’d like to continu visit candybair.remax.com effective communication is the cornerstone of any clients, real As his sphere grew, available to his Anthony financially supports them coming back. him to meet lots of people while continu If you would like to reach ou “Client ita 30) 5 TIPS TO GET NEW CLIENTS UP YOUR PRODUCTIVITY Wisconsin.

Adding fellow REALTOR® and referral clients. andemeincke10@gm happy clients time job with the broke I get th a valuable service, something he had enjo aining a database his greater community by giving through his local clients are my goal Copyright Top Agent Magazine “I Olson approach every transaction as ifth neur Ian to the squad, the duo a good opportunity to wor busines his threat. yearswein theCandice. hospitality industry.

He wa the end of a transaction end up having “If a my quite simple!” says clients can’t sl hes out to his past church, and he regularly donates to“Bythe organization Each with their own little spin h generat and provide an invaluabl Phone 310-734-1440 | Fax 310-734-1440 withtouch. the Realtor he worked with when pur I’ll be there for them no matter how Iitth Each with a drive to win, a and drive ding holiday gifts Many Hopes. “They rescue children fromTothe injustice find outhome, more about Drew Westergreen, you can reach get, because if homebuyers. they’ve done the work who encouraged him to look into tors and I dbfet Phone 310-734-1440 | Fax 310-734-1440 them possibly equally as important a drive mag@topagentmagazine.com | www.topagentmagazine.com or dwestergreen@bhhschicago.com en nts at least once a of slavery and equip them to be adults of influence in the financial position to be able to mag@topagentmagazine.com | www.topagentmagazine.com agent He got his license and ne thishimself. wholelooked isback.” done. isthing to help them cross that finish li This to fa nts game, and staywhatsoever involved often No this portion of thisthrough issue may beeducation. reproduced in any Imanner withoutby priordonating consent of the as publisher.

Top Agentjob Magazine is published by Feature https://

back. “It’s been very rewarding. My ex

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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 agent how a Keeping in touch as I can.”

Her relationship with clients opinions expressed or facts supplied by its authors.To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. a doesn’ Anthony has been Realt however.

Candice naturally W people andline, learn their particular needs.

It’ Andbuil Bo reat experience is in both Massachusetts an ships with people, and many clients and is to understand someone what they’reish Top Agentand Magazine ng.” 2 When he’s not supporting his global endeavors or friends by the end of the process. years. he closed $2 million in “A sT in order totell serve them well.” u Chrissy them I’ll see them in a couple o building his business, Anthony enjoys bargain hunting close over $5 million by

KIMBERLY GIARRAPUT

LEIGH McPHERSON

CASTILLO® JUNAID AHMED JERRY BERANEKLAURA go,HILMAR REALTOR Kimberly theo EVANS Over the past thirty years, REALTOR COULTHARD ar Over the years, Hilmar has earned a fan-STACEY GROVE GROUP l Leigh McPherson a reputation 41 42 45 has builtHOMES 46 RACHEL HUDGINS 49 ar tastic reputation throughout Tennessee, ecided on a career change We I am trying to save the island that way to get there is by boat.

“There are C for providing a high-quality estate American Quarter Horse Association at the northern edge ofreal and ewith the vast majority Situated of her volume 68 59 Evans 64 60 63 love,” declares Laura while no bridges to the island.

It’s a very service withMaricopa compassion at everyvery step.well the bond between rider and an Arizona’s County, ke coming from repeat clients and referrals. she always loved: real discussing her beloved Smith Island. peaceful I can ride resources my tim biketL Before becoming a REALTOR , she existence. er Having recorded over the $10 little million in of Wickenburg importance of having the right town ein 2022 alone, she dediwas a dedicated teacher. ariding close With less than 200 fulltimevolume residents, thelifestyle. whole place.”

She’s an expert at findini is remains known worldwide forWhen itsaround n by her passion helpando nd catedfor to the core values that set her apart. friend suggested thatand she has tryAside working property buyers. many rodeo events, Smith Island is known as the last inhabfrom for herher work, Laura is passionin “My focus is on my buyers and sellers,” in real the estate in 1992, Leighate knew she being involved in the localc made county a premier ted island off the shore NICOLE of she Maryland, about ksays. “I want to provide them with HAJDU nd their dream homes, she lovi J. listings, SHAW had to throughgive it a western-style try. Once she did, she it “I When comes to her Stacey destination for SARA WILLIAMS PAM RYAN-BRYE MEREDITH M DONALD ocated on Chesapeake Bay. honest The island community. amSARI involved in virtually ke and transparent service AUSTIN LAPP sellers on preparing and staging their hom riders everywhere. if you t never looked back.And Today, Leigh leads ANTHONY LA PENNA process, educating them on the MAHAGAN CANDICE KING NATANEL MALKOUKIAN e-blasts and BRENT postcards and hosting client andafounder of The sutbroker, recognized worldwide by out its the famous everything that happens on this island!” with small team serving gla a horse enthusiast looking to the contemporary buyer. With s, aareteam of the all-women REALTOR 50 has never 54 57 58 the helph or Nicole Hajdu prosbeen and cons of53each transaction.

At appreciation events. Nicole p, has Lapp been Austin athe one-sizetrack She toalso close around $12 million in Smith Island multi-layered Smith Island Cake, ispromotes the manager of creates the Agent Natanel Malkoukian –derful Managproblems havecenter come up.”

She also stays ng for your first Having entered the world ofTop real estate working directly withmanage the lol assistants, she professional to move to the of the action, you are going to rend of the day, I treat every purchase or proudly serving the Alabama and asing resources Agnelli provides as one of the fits-all of Realtor. Since getting his sales volume by77the to end of 2021, Austin 78 her listings 75 on podcasts and is planning ing home buyers andkind sell71 72my official and its abundant Cultural Center, owns the island’s only ing Director of New Development at Nest amongs in touch through annual client appreciaer one state dessert, sale as if it were own.” in 2019, Brent Mahagan is a caring to try to put together a fundo ughout the state of New mi ofClub the home and the surrounding property to contact Stacey Coulthard.

Gulf Coast as a gets Diamond license in 2013, hewant has seen people Realtor move Florida half of his business from easoned investor, largest brokerages inabout the area enables start hersocial own podcast soon. ut Her Chicagoland since 2007.

Seekers International in New York – is a tion events, or via interactions on y. kprofessional who goes out of hisRE/MAX. way team so thatm reshly caught seafood.

Toreasons, Laura, she is an electoral tosalon, market thethe listing on the MLS, social for many different andit’s so knows repeathair clients or referrals.

It’sawrestling anotary, diverse Team with These qc uraged her father, who ebuyer, if skills you are toclients spend more time generating new hardworking, intelligent real estate profesmedia.

Candice keeps with all him ofthe her you at by Outside of real estate, Hilmar enjoys crafting candles munication to provide his clients best serget new uniforms next yea that market knowledge is only part of clientele, and Austin caters to the local dedicated real estate websites.

She also rP A Maricopa County native who has spent much of she’s based in Westchester imply her home—and as loyal resjudge, and very involved with her many gl With anwho active lifestyle, there’s not ’s license, to get her sional has made a rapid ascent in ahislot updated on the sold latestartisanally market developm and real lotions, having previously made lients that spans n she Massachusetts inventory for buyers.

Those resources are vice.

With a knack for thinking outside his background, Brent sup what clients need from their agent. farming community characterized by the his servi agents buyers her sphere her ments life in on theherback ofWith anewsletter. horse, Stacey is involved living her dent, everything her church.

Inhisand the rare event thatin she does that Nicole isn’t in locally.

She is potential , Nicoleshe’s quicklydoing found 70% of her business coming from chosen industry.

Natanel, who began with monthly rough. soapthat at local farmers markets.

When she’s not with cliarea’s large Mennonite population, as andyears the box and a determination to help enforcement first resp com: W going to want to a boon for the investors he works with of able network given her many in the best life, combining her love of horses with her pasinof real estate in 2018, and currently a journey member the Gladstone Park Chamber neurial and penchant mberly is willing to drive La t way spirit W repeat and referral clients, it’s evident ents orits giving back, she canthat be found spending quality power to restore it to previous glory. have free time, she likes to relax with “It didn’t take me long to realize this well as to those seeking vacation homes Natanel SHAWNA RHOADS Candice is always looking for ways toalongside give others, buyers and sellers can always well.

He of recently started the H works partner Michael Bethony, as a lifelong resident the area. sion for helping people find the right property to care nthony La Penna. course, but perhaps even more so for peoof Commerce, volunteers at the Maryville thers made her a perfect fit SYDNEY WILSON time at home with her family. h Castillo Realty, namewhere recogniti that Leigh’s clients trust her.

As she isdifferent primar-program VIKKI GORMAN While serving theemotional manager of the family andin friends. is aasvery business,” Austin ona the Finger Lakes.

The Nathan back toonher community.

One cause that is thanreally count him toher have their best interHeroes needs first closed more half billion dollars CARLOS ORTIZ for them.

She got license in 2003, partnering with St. Monica Home Program, supports the ry.

In her firstjob year in the tabout clients throughthis is ple shopping for a home to live in.

“My er clients need, even helpim ing her busines ily focused on the vacation home market, many of RYAN RAFFETTO explains.

“You have to be a good listener. of his clients are reflected in Austin’s and he MARIE-FRANCE VACHON BOBBI PRICE KAITLIN WHITCHER close to her heart is the nonprofit orgatween ocal Cultural Center, Laura realized Shawna example, she sits onagent the Board of Direcin mind.

Affiliated with eXp Realty, ers receive dollars to volume in 2021Gorman alone, and the pair are on Real estate Vikki with Realty makes trulytime stan As herenjoyed volume maintains its steady growth, Hilmar ounties.

Fluent in Loyola Academy, and donates aarea, portion read, watched, and always listened Stacey still loves to66ride in$1000 her her leisure herest mother for four before the market crashed very ho I’ve meeting people andyears marketing strategies, which include both 61 62 65 agents.

“My go Leigh’s clients live outside her which means nization she helped establish to ensure es we that people, and the experience has given me a keen eye for track to hit more than one billion in 2022.

STELLA SHALAMOVA the hightors for their local golf course and loves he serves clients throughout Colorado closing costs from his comm Executives has conquered Valley of real estate agent. a possible, large demand for aher real Through her love for the island, and intends on expanding team while scaling her pened a there distinct proVachon began her real estate way for optimum exposure.

“Iher alw ofclients,” her sales commissions Onemedia Tree urce on realwas estate many local trails with family orstepped friends.

M in 2007.

While the real estate business was the down, lives.

“IMarie-France truly care about my he highly re hearing their personal anyway, and aefficient heavy to social presence and print astories safe and equitable environment for all comes uying vacation homes in pla that she has toan bearea extra and thoughtful when have ba 89 86 85 81 82 the Sun with a unique blend of experience lping them make red flags about a property,” says Anthony.

Springs and the Eastern Plains. a show of appreciation for e uyers and to play when she can.

In with as chant for client service further throughout the region. seller. career 35 years ago, thanks to the encourHDR photography and Matterp state professional who could advise fierce drive, Laura is positive that she Planted.

When she’s not working, Nicole oundational knowledge that 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 the time to learn the why ad campaigns. says.

“That atmeansacademy going to forlocations them, students shebat attended in ardest while continuin choosing for them.

Each week, Leigh’s team and dedication.

Starting her career in resVikki has a multi-fa they do.

In the meantime, she looks forward to all the new conagement ofsell her father, who was atime commertours ontraffic each and every oneorofthro my yhe ofway southmuch incredible natural resources as the For Stella Shalamova, real estate and interest for ony explains.

“I in “I can help them steer of homes spends with her sons going to at tointerested her success.

She’s working for the highly reputable Ryan Serhant Team behind someone’s decision to buy or with them various riding events, barrel racer on the rodeo circuit.

She returned to real high school.

“Those students come from visitors purchasing propercan clear bring about the changes she hopes and looking out for their interest 100 idential real estate in 2019, she worked in keting her listings, There are many oth .ors Supported by her brothi holds a round table to collaborate and share ideas on nections and opportunities that await.

“Owning a home a comprehensive cial real estate agent.

Marie-France got even rentals,” she says.

For certain As a former law enforcement official, sed in the San Luis Valley, Shawna tries to spend at the legendary Nest Seekers International.

“My peris about a passion for helping valuable service to buye helps me serve them better.

People will Austin has helped shape the community college this year and takes herare daughter dies numerous awards, includeverywhere inin the world, and arrive with directly to put where the repair costs prohibitive, sends on holidays and other special occasi estate full time 2014, but has never lost her connecon the island.

She obtained her license shortly after. to see.

“I want everyone to fall in love with this island business development and property manwide audience and percent.

But it also means always tellrole in Natanel’s su is one ofback the to greatest things we can ever achieve,” she ully their her license in and the rest isand history.

Marie-France willhisalso invest in works how help their buyers and Brent knows how to look after others Brent started team, SOC spective my mindset were always to go after new keep coming you if they you care.” he serves asmeets a she member ofsellers. one of the local planning erstanding lot ofIt1987, time outdoors.

Recently, to her gymnastics and watches her med aprepare Five Star Professional ato variety ofaknow needs. means abest lot toto me to people achieve the American tions answered. tion the horse-riding scene, or the many wonderful agement before making the switch to resiers.

She starts by uti would be his expert n to succeed and but I can also connect them with the right ing them the truth, helping them avoid says.

“For me, there’s nothing more rewarding than through a highly Leading the Marie-France Vachon team, photography and pamphlets.

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

Understanding how Homes—where his wife w boards inShe the Village ofhusband Penn Yan, and has contributed mpass, built agreater her sure they are well cared for.” horseback ride. andinher also er, member of theshe Forbes has andscape, learned snowmobiling and fly fishing. dream through homeownership. dential real estate Now her fifth widely disseminates brokerage’s internatil Asoffor the future of her business, Stacey people her thethe opportunity to meet. services Montreal area, helping a client startitshe agave new chapter and progress to afull-time. media campaigns. as 9 years old, doing a situation that isn’t right for them, even “So, during my first nine months working with that ail side, I’m able people to smooth the process and put the 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 important and nerve-wracking a transphotographer—in order to To she market their listings, Leigh her take have two asphere Chicago Association of year, serves alldogs. cities within the Phoenix ally, she tapsis into the ddress the Upon getting her and start in team the Theamore results speak for thh ods utilized include to helping more and people as the including the island of Montreal and the Community involvement impo better stage of theirCandice life.” talso of influGoing forward, willout betoadding an administraa Realtor.

Her team, I was fortunate enough to get my first exclumanager when an investor reached him in 2011 Street.

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

I action can be for clients, he takes his and that continues construction I’ve homes home in shape when weStella findand acommunity situation about its rich history, who will honor its past.

My many of the island become abandoned and left Producer and Dream Town Top Producer very systematic approach.

They understand theagents, impormetro including Phoenix, Scottsdale, by promoting her ver the years for vat media platforms, al moving toto year, Shawna completed 25 transbusiness in 2006, immedireal estate celebrity inSh h surrounding suburbs.

Aarea, rainmaker for Marie-France and her team.

In 20 Realty give assistant to providing the teamLast in which will allow ello joined her mother horse continues to grow.

Today Stacey is January, avalue horse property specialist with West sive project inher the Bedford Stuyvesant neighborhood for helptive managing his vacation rentals inGlendale the Finger with his wife and daughter, hiking, playing music, and think my clients that.” time and walks them through every step of the promain focus going forward.

“My plan is and Peoria.

Vikki prides herself on builddifferent platforms: Facebook, Last year, Nicole and her team completed an impresr since 2016.

Along with three brokers and Maximum, targeted tance of keeping clients informed and send out weekly 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 a for seamless turing after actions working independently.

Her plan agents give even more attention to their clients.

She’s er license soon after ately recognized satisfaction me,” Stella saysc of Brooklyn, which was eightthe units.

That’s howher I ognize got like to expand team, bringing onefforts and USA Realty in Peoria, representing clients all over Lakes area of to Upstate New Austin was only 23take bee keeping. ing lasting relationships, as Looking evidenced impresTikTok. Her marketing cess.

“IYork. domembers, the best Imillion can tomy care of the people beher successful, andsixbecome a achieved, household always alo sive $40 in sales volume. toby 2023, she’s tant,their Nicole now provides a one-stop shop team with a goal set for 2022 to of Culture for Canada because emails to keep them up-to-date.

To reach a broader also putting together continuing education classes to 011, when she took start, and we sold out that whole project within service backed by strong han views and to scale in the next few years involves It’s very remote, so I need to make them aware what ind loving owners. and fulfillment that came from I know that I’m makin asonable price.” at the time, but had already County, established asive reputation agents who share herIhas dedication to$40 offerin Maricopa with aadds, particular emphasis in the referral rate.

Approximately 50% of her business as she sold over mill I serve,” he says, and “I try not to overload Southern Colorado. did 50 deals in first When it comes to marketing his listplanning totrust. finalize and processes to be to gcereal estate-related on thetrain northwest side reach atis least 10 agents, with atheir hub tosystems service them. dedication helping others, whether in or ou help new agents, and excited to help themteam build leads a teamasofa hard months, which was tremendous.

We were then given audience, Leigh uses marketing strategies, worker and someone people could As Going forward, Austin wants tofriends continue growing his uis Valley adding a comes few new members to“In The sky isreal the limit that mission. my first deal, munity, and inspiring p customer service.

West Valley.

An enviable 100 percent of her business their day-to-day life will look like in of this quaint and from referrals, many ofvarious which are from since she began her Anthony stays in touch with the investors myself with too many deals at one time because I and I’m hoping to double that every yeash real estate industry.

One the ways sheestate and more efficient overall.

As she continues to expand her ings, Carlos meets contemporary buyers eealty, whenrepresenting assisting their own business by sharing her experiences.

“It’s other projects in the neighborhood.

I’ve been able to a native of the area, he also had great insight into the business, bringing on and training new agents, investexactly what he’s including email blasts, telephone calls, and mailers. rBecause families I care assist with buyers and sellers.

Most Iutmost got acomes condo for amost single mom started in tow commitment to honesty. ow andrepeat past clients who trustwith, her with their valuable track has ledestate, to severa comes from referrals or clients, many of whom quiet village.” muchcreating for the island, I’d like to see About of Marie-France’s business from give back is bybranchvolunteering toreal help a local unications from he’s often just to how to treat each person with the care and my team wanting to record help the people that thewith righta focus investbuild my reputation from thatthem success and see start about something that everyone—agents and ea on so business, particularly in thehisfishing luxury sector, the they are80% at, which means aworked heavy local market, andwhere in want 2015 hewho decided to begin offering in team toclihelp bedriving successful.

“I love being the most valued realyn asset – their home.

With a wealth of experience and a Rookie of the Year in her first of natural importantly, however is that her never thought she would get in this building,” Stella people’s lives.” arerespect, horserepeat owners and competitive riders themselves. referral clients, anin impressive feat that shelter intofor Montreal. out into other areas, including downtown Brooklyn.” he prefers to keep clients alike—want to be a and part of,” says Candice.

“I’m 2021 she closed $5 ome ofcareer, the neglected properties improved and cared and work as hard asing I can to make sure they help, not them help grow and ge force behind everything Nicole does is being able her 90% of Nicole’s ing that knowledge tobusiness buyers and sellers full time.

He aon position tothem help my clients and mytoagents. andme anyone betting tein University, Anthony they are doing, but also to alert to new opportuniemphasis onbegan social media, targeted marketing commitment to client satisfaction, it’sboth no wonder that Award in her second year.

Vikk Leigh and her team are actively involved in giving to get the REALTOR ents are always prioritized and everyone walks away recalls.

“I worked hard to get her approved, and when she demonstrates the trust and confidence she inspires.

“The rodeo world is relatively small,” Stacey explains. pro Soon came a project on Long Island City consisting very excited about our future.” dor.”

90 percent of that ovia cultivate a lastshare in the important life experiences of her clients. referrals.

A local of Chicago, she is an get what they want and that we have a great time want to keep mentoring them and help the big bought outyear aand boutique brokerage andfor hasreal been delivSometimes I feel like I estate won the lottery.” mission has been quite successful so far, ter 23Laura’s years Google, allhelp ofthe the dedicated estate websites Vikki has become abusiness agent inOn end there;Marie-France she mistake. has also earned al Estate hisThe senior to ties, which he is constantly oncomthe lookout. the “More than three-quarters of my is Looking the future, says, “ back towell. their community. office isto the major of 77 units, and –built after splintering off from themove Ryan did, I table was so excited.

Not just because ITheir made a career, sale, but With the market chang from closing satisfied.

“I think itsought-after should be areal repeat ents areclients. satisfied “So Itoknow that network very And I’ve my “Everyone has a story to tell,” she says.

“In this ng properties in both the city and suburbs. ering excellent service his clients ever since.

“I fell doing it.

I really go to bat for them.” successful and out on their own.” the bustling Phoenix market.

Diamond Award inI both her thi nd she managed to complete five transactions in her ooking for a like Zillow or Realtor.com.

All of his clients beneing back to me because clients were happy with my been in real estate for 35 years, am thinkin Serhant Team and joining forces with Bethony in she 2019 ng. work ethic impressed rare occasions when he isshe not working, Anthony enjoys nd herHis dedication uilding aingenuine in the state for the Children’s Miracle Network, I“It’s helped her and now had her own home.”

In the businesssays. feeling uncerta win-win situation where all parties involved get what reputation as who is very familiar with both intolove withContact the process,” says Austin. adonor blessing Hilmar atsomeone (865) 437-9539, mberly’s business comes from referrals, it,” “I I’ve not only learned about humanity, but I’ve learned round marketing and remodeling and abecause services,” she explains.

“I- have quite a Estate fewthe raving fans my legacy.

I want to have a solid team with would allow fit from “In Your Corner,” the weekly informational achanges major coup: tallest residential building in New REALTOR Vendors and Real Companies— very weekend as an agent.

“I was worried that vice isfirst what keeps ellers,” she says. and Leigh personally participates in activities with to be able to help people, and that’s always my focus. the area and the unique needs of horses.

My clients years since, through in the market and the industry, “That change is anoth ng in real estate, Shawna they want,” she says.

“I love when everyone is happy aduating he was offered a full spending time with his family, or playing golf, basketbe a better industry contacts, Nicole email solves Brent complex Known for person.” her bonds thoroughness, she consistently goes Deeply committed to her commu info@castillorealtytn.com ontoforming lasting clients asfocuses well!how These clients will refer me of towith theirManhattan friends, help them their own clientele, and also York outside the skyline towerbuild consisting uing to offer vlog he posts on YouTube.

“I offer advice on buying during and after tse was a 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 for the Orange Beach Methodist Church.

They also above and beyond to ensure that each transaction is ticipates in various organizations Stella has stayed true to her original aim of helping clients have a few projects tha with 80% of her business because it means that I did a great job for them.” d makes invaluable recommendations on a or visit her website: hilmarcastillo.com and treats them just how he’d want to be treated. erage’s REO team.

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

As for she makes the real estate process a fun what more could family, and colleagues.” care of mine.

I also have a goal of expanding of 67 stories, 802 units, and a $1.1 Billion sellout which Get Nationwide & International exposure! oyed during or selling, tips for current homeowners, or updates on as much as giving people the information they need to completed seamlessly.

Vikki explains, “I work really ly involved in her church, Chri he mainland how many transactions she had done in riding and training.”

With any home sale, she strives to put her achieve their goals.

In 2021, her top agent status was recbecause I like to shift volunteer at the local school and participate in comdit referral clients.

“It’s learn a were own,” “I’m not the in it for the money. notAnthony’s just nummarket throughout the province of Que asPeople of this are writing is more than 50% sold. centers goal rk withmy top agents, a lot, future offorhis business, short-term For more ab make the decision for themselves andhard their famas impressed trends in the market.” myevents. clients, no matter the price, no matter theinasCanada.” oneshifting, of the largest nondenomin leep, I can’t sleep. reating them exactly asofright she would want to ognized when she received the Highest Platinum Award I have to shift For 8 years, Marie-France has been with Keller elsewhere Above all, Marie-Franc ty, so everyone knows munity In her spare time, Leigh loves visiting bers to me.

I want to help them find forever homes No portion this issue may be reproduced in any manner whatsoever without prior consent of the publisher. her first year, while working at a big brokerage, and or her clients.

“It’s a daunting experience ily.this I’m good at communicating my observations, soCurrently, if Top Magazine is seen by Real Estate Agents location, when I take on because a year. client, IHe want therepresenting best forcontinuing US, and herprovide son’s Basis service for area’s invesisbefore toas double his volume next looks forward to 251-609-999 Natanel and Michael multirchasing his wle murky the waters what they need and Agent make it hapWilliams, athe company she was drawn to they forward to the Charter same eS She laughs, adding, “The house isand usually the create When my son passed away, IGCI well Top Listing Award Top 10 Award. see where Stella’s journ Top Agent Magazine is and published bymemories.

Feature Publications GA, Inc. Although precautions taken to ensure the accuracy ou liveout here, you know with her grandchildren who liveare inisare Dallas.

She alsoto tkfigure turned out she completed four transactions in her I don’t think a particular transaction is right for somethem.”

Her dedication to communication another as President of the board of th ple new development projects in all five boroughs of the to“Often put themselves becoming an Carlos reaches out frequently to the past clients toresponsible seeand dove itofheadfirst andthem never many years of helping investors, hopes toexperience are known for sophistication of their models and real estate to all her ys. that requires putting myself in and Brokers in every U.S. city and Internationally! visi last thing we talk about.” learned that money isenjoys just money.

You can’t take itand published materials, Top Agent Magazine cannot be held for opinions expressed orbegin facts supplied by clients. itslovesor at ourinto reputations are.

To fishing boating with her husband, who one, I’ll advise to look for something else.” quality that distinguishes her from her peers.

Vikki not working, Vikki spendi ntire first year!

That’s when I knew that I wasn’t doing Big Apple, along with a big, recent get: a 35-story, 450 take the stress away from it,” she says. afford a home, my systems.

Marie-France also incorporates her own sysever looked if there’s anything he can do for them, whether it nd thinking outside the box to come up with his own portfolio soon. you when die.

But memory can liveLosinto authors.

To subscribe orwith change address, send inquiry toyour mag@topagentmagazine.com. in the U.S. strives Inbuilding recentyou years, Stella has shifted primarily the luxury Stella to make ctice, Shawna frequently values regular contact herbuyers clients and is Published always unit building inwith downtown Angeles.

“I feel incrediContact Stacey at 623-606ine!”bad.” tems real into the process.

“When I’m meeting new oo Please contact mag@topagentmagazine.com xperience in has anything to do with estate or not.

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

Memories are Stacey understands.

As a member of the Professional That foundation of honesty has helped Austin build present at every point in their transaction.

Vikki looks ahead to the fut estate though she still serves clients from all Asscoulthardre@gmail challenge,” Stella says bly fortunate,” says Natanel. cks of the trade and work or email or real sellers, Iher usemarket, a questionnaire topivotal really understand ,tor Kimberly will advise clients to walk to listen to active in his community with the volunteer work he ’t end at the finish a very successful business over the last six years.

As “I communicate with them daily within a transaction, remains dedicated to providing always going to be more important than money.”

Rodeo Association, National Barrel Horse Association or call 310-734-1440 for ad rates and information. walks of life.

Her continued success results from continual I love working with cl r example, she recently what their real estate project is and yes, whatbut they’re lookfor two years now, licensed Fortunate, backed by deep industry and market oach to her business is highly personalized ldsimportant strong relationbroker and owner of which Wine Trail Properties, leads a build ifhe necessary,” she remarked. her clients in the ever-evolving With the ferocious speed at the modern world ’s does with local elementary schools, helping a ingself-improvement for,” she says. “Then I have a meeting with them and education.

“IContact like todevelopers investatmore in315-882-2343 myself their properties, becaus egotiation Expert certifiAustin orLaura knowledge that keeps both and buyers flockTo learn about Evans nd Connecticut.

In his year rtant tobecome herfor to it’s touch base by first phone regularly good aims to grow her business into team ofthat’s around a dozen agents who deliver exceptional house if the right thing to do.

“It’s Outside of work Brent and his wife are deeply looking float for the Torchlight Parade in Old Saybrook, or For more aba sehave moving, no surprise that many are deciding to where I go deeper into their answers, because I want so Isurrounding canatprovide the best service,” Stella explains. travel make a difference finer details ofI making ing toHajdu him for services.

“Iwith think a “I lot of it hasand toto do Contact Nicole athis 773-727-2199, email email alapp@winetrailproperties.com Moreover, Vikki’s ability to work well other agents has exciting plans in store After the closing, service to Yates County and the area.

On ents.

“Picking up the phone, even just to Contact Candice 404-660-9565 email ladylauraevans@gmail.com, sales volume and is on pace to To learn more about Brent Maha involved in their local community.

He serves as the please them to feel that I’m there to help them out and be of participating in remote his community’s “Trunkconferences or being Treat” unplug and relocate to more tostrong with different, beingso consistent and thinking allareas. over nhajdu@dreamtown.com toAdding attend and trainings Itocan learn That’s inc or visit and forge partnerships isyet aTheHajduGroup. testament her probecame thewhy first I’ve Rosiebeen on the of so weeks.

Because ns much more than a text,” she explains. or email myrealtorcandice@gmail.com greater service to them.

I present all the strategies that email brentm@socodream.co gthe them get what want —Metro not about email Nata Vicethey President of not the working Ellicott District Board end of 2021.

Heonhas found or callwhen (443) event Halloween.

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

to uncover the right property for their best Originally from India and a longtime resiJerry Beranek’s primary goal is to help estate industry is working with people. people. “I strive to leave people bet- Junaid Ahmed has always “I really enjoy talking with people and In fact, he prefers to keep in touch interests. dent inofa Texas, ter position than when we started, whetheran entrepreneurial helping them understand all the facets long the deals done through regularthis is by implementing possessed spirit.

He Real estate has been part ofRachel Paige Hudgins after accomplish is based in are Marietta, The aspect that be through them betterwould understandof the process, the aspects of the check-ins trans- and yearly appreciation events—all get his start in the corporate sphere, Georgia, and does business all across the most excitin Grove’s life for decades.

After Paige ough marketing strategies.

“We sp ing the buying or selling process or, in he explains. “That’s whattogives ensure his clients are satisfied in their new authoring an accomplished career as action,” an west side of the state.

She developed an ent, and ® graduated from themostUniversity the word amongst our brokerageeve w the end, by acquiring or selling a propme the satisfaction.”ofWhen homes. he is Having recorded $15 million in volOutside Sales Consultant for a Fortune interest real estate as a child, when ever we have a listing,” Paige and learns in 1991, decided earn her inoutdoors, says.n erty. I always try to go the extra mile to in the Georgia notshe working, Jerrytoloves being ume in 2022 alone, he remains committed to 500 company Dallas-Fort Worth used to ride with her uncle, a realtor, finds sellin make sure that my customers’ whether it’s hunting ridinga motorcycle realbegan estateacquiring license.

Although sheorshe took also on hundreds of webs the lasting standards that have set himadvertise apart. area.questions Along the way, he as he made the rounds showing houses. ing. She lov are answered,” he explains.investment “That theyand rental properties or as wellshe as watching and attendbreak toaround raise the herUTV, children, was intake professional photos, and make Rachel uncle and histhough, busi- Junaid loves people, esp understand everything that’sMetroplex, happening ing events.for He is alsoadmired a seasoned Moreherthan anything, which inspired him toinpursue his sporting volved the building industry years. the home looks its best.” possibly th ness piqued her interest; needless to say, throughoutHILMAR the transaction.”

DIYer and is currently putting in new winwelcoming newcomers to his thriving Dallas LEIGH realJerry estatehas license.

After launching his career CASTILLO JERRY BERANEK JUNAID AHMED KIMBERLY “So I was always staying updated on Rachel her license andtohas nowemployers like ever made. always been involved in dows and doors and siding onobtained his house. community, home major as a to fullsome time agent in 2016, he met Mani c housing GIARRAPUTO MCPHERSON current market trends,” she says.

After During any free time, Paige and D been working as an agent for 19 years. in helping RACHEL HUDGINS degree, starting with architectural drawing in high “I’m very fortunate to be able to do that for myself.

OKSANA BOGOTT COULTHARD LAURA EVANS American Airlines, Southwest Airlines, Raveendran,STACEY a top producer in Dallas, and GROVE HOMES GROUP After working in [buying media sales forstay at“M h Although her estate journey officially social media,inSara has a personal net the wide ra her grown she had remaractive the community. school.

During summers in was college, worked for a years And believe that real knowledge and ability really benefit ther clients desire, allowing Despite over thirty inIwere the real “and make or selling] as pleasant Charles Schwab, Citibank, Toyota, and countless others. laterheinspired to join hiskids team, ThepotenDallas &and Beyond ® 15 years, Sari J. Shaw turned to real with started in 1998 with her involvement in that will share her listings to ensure a involved w he tial buyers to explore and envision builder and even became anReal owner in business, that business. my realhas estate in the estate Pam Ryan-Brye never process asDallas possible.

Idaughhold their hand ried, Paige decided again inrun.” real year oldall started the CDAWG Foundab “One thing I alove is our diverse offering of Estate Group.

Since then, he gonecustomers ontotobegin build a long Rachel works withabout a partner – her ey themselves in the space.

She also energy and Following, he worked for anetwork manufacturer of glass property management, Sara Williams reach.

“I also make that mynigh sig estate as a way to build on the strong gets tired of showing her listings.

Ryanthe way.” industries,” he says.

“Our city has a little bit of everything— of satisfied clients that spans the region. ter, Peyton about Lamb,new who just started in money for childrensure estate. Joining Century 21, her knowledge which raises who can’t a xcreates eye-catching brochures that products for residential windows, where hethe spent 17 to real Looking forward, hopes tohomes growairlines the business. ticipated in ®a Jerry Brye made switch estate from always had passion for and for promotes positive word of mouth, from to IT development, software engineering, and connection and passion she felt for her play January – and a buyer’s agent, Zach Fox. construction led to her being a part of a team’s new extracurricular activities,” Paige explains.

“So w ir offer detailed about ® years, primarily in sales and management positions.

“I information Currently at five agents, hisalways aim ishospitals. to bring in at least charitySara with herJunaid career interior designer after Ryan-Brye awhere localingroup We truly a broad spectrum.” with The Dallas Beyond Today, isasa an REALTOR helping people.

“I’ve been in love modern and I’m easyalso to read,” The team averages $10 sponsors to $13 million community.

“I cover really loved mov home division.

Soon&with Paige became so busy that she always givingIbeing backcalled to that, and a board m at each property, and for certain“People listwas intrigued by the evolutionReal of windows for houses,” four more. good communication skills, with foster Estate Group, he assists clients throughout growing tired of where working in an office.

Goods For Good, which reaches out to with architecture,” Sara recalls.

Sara startThat’s in addition to of open houses,and bro® annual sales, and their rateinto of repeat and lived, and my getting realtheestate e. ings, sheresiadvertises inskills, The Wall encouraged her husband, David Grove, to earn his ber of 400 North Association REALTORS he says. This passion led Jerry to begin his own sales and who have networking capabilities,” he has even teamed up Outside of real is disadvantaged, dedicated toopens, hisundercommuthe North Dallas Area andshe surrounding communities Much to her surprise, placed very theestate, economically referral business isselling anJunaid astonishing 95%. Rachel attried hera career in sales atofNordstrom, where and funand events to entice peop dStreet Journal to reach widerlong wasand more themosque Chappaqua beco license.

It“I’d wasn’t before formed dential vinyl window business, hesales still operates says.counseling like to expand into Paige a larger city,Dave asabout well.” nity, at his local and contributing thewhich Dallas-Fort Worth Combining his strong high in during aaddition career served, and vulnerable people in out. the butesvolunteering this toand the large sphere of influence both she andto Christmas toy drive. She y, audience.

InMetroplex. to these stratshe was one of their top salespeople, come market and lifestyle than selling the nity today. Jerry’s continued involvement people and OneHomes of Jerry’s main Determined, goals this is to increase histhe Dallas Opportunities await Paige and Dave,Legion as they pla Grove Group. highly experienced organizations like Food throughout the American business acumen with his penchant for client he year chapte class,with and after interviewing real estate community.

ForBank Good organizes on egies, Meredith relies onearly word of service, Peyton possess, as well asGoods their capacity for personalthis experience shaped the in approach their homes is what caused has him cultivated to venture into Real marketing and social media presence, part to prohouse,” Sari recalls.

“If I’m passionate invo When he’s not with clients or giving back, he can be to meet the needs of any andyear. ing motorcycles, playin move their team to a larger location.

They wa and focused on service, Paige Dave have led their agents, mouth, shea distinct knew itprocess was her perfect events like a fall coat drive, or supplying in sending out flyers and orgaizedher service and a casual and approachableAll demeanor. thatproperties she takesbuttoPAM this day with clients. that effort pays off for Sara and he Estate hasbuyer, always been ofon interest mote ultimately tofound spread the word— MEREDITH NICOLE HAJDU RYAN-BRYE SARA WILLIAMS SARI J. SHAW traveling the world, spending quality time with seller, investor. about something, Iend doairaup better and ingfr with her family) in her match.

“Iorlove working with people,” she $75 comments, fans to people conditioning in the spring/ ntEstate officesales. group“Real that nizing agent luncheons Tuesdays for property tours. continue expanding their group, welcoming team to“It close almost million in real estate inwithout 2021.

Most of their clients beingjob, “friends, family ofhisfirst wasn’t just about sales, it was about ents.

In her year as a full-timeboth Rea to me,” he says.

“I’ve been licensed now for three and that he is in the business and eager to help.

MCDONALD wife, or dining out at local hotspots like Thai Noodle Wave ater to the needs of “I do everything in the world just to get it out there,” she “and helping them find a special place.” summer.

She has also personally organized shredding selling Chappaqua was the impetus for as t BRENT MAHAGAN NATANEL CANDICE KING ANTHONY LA PENNA AUSTIN LAPP friends or friends of friends,” thus Rachel’s pracandand experienced people oninboard.

With her oldest a half years.” making sure people were taken care of,” Sara explains.

Sara did several million sales, and she is on trac om the bustling city explains.

Her marketing efforts have certainly off;clients inevents Dallas or into Chennai Frisco—enjoying allshe dynamic When listing a property, Junaid equips his with a and community drop-offs, where hired awork, Sydney Wilson is a paid native of Brookhaven, When Sydney isthenot sheorganizations enjoys me get realin estate.” and MALKOUKIAN tice istoalmost completely reference-based.

Rachel offers an interesti children working in ather office, it’s anot family busi Serving the entire state asheart the Century 21 #1 Team in “When you put your and soul into something like even more growth this year.

“I do look at m eredith’s dedication she achieved roughly $25 million in sales volume last culture and cuisine the DFW Metroplex has to offer. multi-platform strategy.

After helping them fully prepare Pam Ryan-Brye works asand a solo agent with Compass, truck company to dispose spending of items people no longer a product ofinBHS with athose timewho with her family often plans: “Igaththink where“Ev Ia Joining a friend’s agency, of which healready is nowreached aMississippi, co-ownandasanyone joins is treated just the Georgia and Atlanta, who work with pressive repeat year, and has $4.375 million thisbased year that, people tend to feel comfortable, and they want a job,being because I her love what I do,” Sarasame. says.

“Th their home the market and providing them with a suite Price 80% began her real estate career When it comes to marketing, Bobbi truly but shefor employs an assistant to help her serve her clineeded.

In her spare time, Pam enjoys with Kaitlin Whitcher found her passion for think Premier Residential Broker and Founder the beginning of COVID-19.

The key Business degree from Ole Miss and a Master To ering Rachel at Manhattan, mealtime. may have moved of my business to be.”

The area Sarithe serves north of the subWhen iton comes toS er and licensed broker, Jerry works solo pending and primarily stay inblown touch with pastisclients, swears byhaving her nt exceptional $8.13 million by the end ofand 2023. one here is like part ofWe the family.

It’s been so Grove Homes Group are apart. consistently away With The Dallas &makeup Beyond Real Estate Group of professional photography videography toJune come back toservices, you.

While working nothing clients close a rewar hous 7.to“Ithewanted to getwith intoRaffetto a business sets herself “We do aat lothis of print entsReal in the Estate DMV area, which encompasses Washington friends and family.

She isfrom getting ready toisseeing head tomy real estate while she was working as a will of at Pointe3 Real to marketing success ensuring ofknowlEducation from Louisiana.

Sydney be- patented fancy china to paper plates but towith the place she has rm serves of Wisconsin.

His ears, shethe hasSouthwest become corner “quarterly pop-bys,” which she undertakes urb choice buyers looking to leave the city on her media ex exceeded $55 million asfor aher team in 2022, Junaid looks he shares their the listing toby a highly targeted blend of digital to work ashow a group together and watch everyone their guidance, coaching and support throughout counter, people would come to meof for help tofor shop seeing happy they are.

I wants will do whatever itg D.C. and surrounding suburbs in Maryland and Italy to relax in a condo step-daughter and husI would be totally responsible for advertising and online advertising,” she real estate paralegal for law firms around and gan teaching at Pensacola Junior College, getherness is still the key.

Investing in ply to continue wo Estate, Ryan Raffetto issheais prominent that all hisBroker listings are innovating and and the agent As Meredith looks media to the excited about her edge of go-to the area and dedication ensuring thefuture, process during holidays, back to“This school, or important forward to pursuing his License while scaling his andto social campaigns.

To go so with utilizing proven forstore pastures. area isother extremely green, posure.

She inve and succeed.” transaction. are in this together,” Paige different items just because they to make sure that my clients get that making house!”

Virginia.

Pamcompany believes there much to throughout appreciate band purchased in Chianni, Tuscany! rformance, and I’drecent either make explains.

“Iallin believe ingreener advertising.

Even t ofasthe South.as transition toitaSeattle new and eager lend her people and frien athe couple ofisto years at“We McRae’s re-the family brings joy and builds the future. is smooth possible is why his the repeat andspent referral the Seacoast of New Hampshire.

“I loved them name in real estate marleading the online platforms, especially moments throughout the year.

She drives to about 100boutique vision of client service throughout the region. outlets like TikTok and Facebook, he also leverages his aesthetically pleasing, and you can get more land and through Com about the area; from the vibrant capital of the United liked my personality, and because I was genuine and explains.

“All of our team members work to benefit expertise in helping it grow and prosper.

Her enthusiasm ak it onis my own,”after Bobbi recalls. though very few people do print anymore, business 35 percent only three years.

Jerry extail management, and then taught 9 years Mostly, Sydney is just like you seeking the diving into the paperwork and documents, feed 150 houses and dropsI believe offmedia. or toys, and this ket. extensive Appreciated forlarge hisarray personalized on social Another essential “As an investor myself, in bringing as that much value professional network to give each client an to ofable excellent private schools Pam hopes to todesserts grow her business and here,” Sari explains.

She serves an area includes Manhattan andsky el tohad people.

I’m always very professional, As for what the future holds, Sara says, ple is what setslike and heritswealth experience make her team asto arelate whole.

We’re all extremely close pects to seemed betruly above the for seven and States, a advantage. half estate a mentorship good match, I’ve good luck with print, socontinue Iand keep at Gulfofthe Breeze Middle School.

Her transibalance in life between work, in- “The ®million-dollar unique undoubtedly contributes to Compass her repuas possible tocomponent my clients,” he says.

“For me, there could added deeds and approach title searches,” Kaitlin recalls. keep approach, upbeat attitude, and drive for in his recipe for success isI’dphysical, and universities, to the beautiful suburbs surrounding continue her education.

“I love being with wn as a “people peran invaluable asset to her new team.

Meredith’s love for Chappaqua, Armonk, Katonah, and Bedford.

The her listings.

“My and I make sure to maintain that professionalism with limit!

I never thought be where I am now, in sales volume year, a sales.” true indication of his come from a variety of backgrounds.”

This results in Imark loved houses andthis I knew investing in it.”

Bobbi is also a member tion from teaching was a fortuitous change tellectual, spiritual tation as really athey’re warm and friendly and, subsequently, be nothing more rewarding than providing my buyers and and financial “It was all interesting me.completely I mental, got helping people, he strives to provide approaching alltoagent listings with the same comers to Memphis workand never ceases, and she doesn’t see herself stopthe city.

Part of Pam’s marketing strategy is sending because very proactive,” she shares.

“We all ofback my clients.”

Perhaps most importantly, Sara’s feel happy.

I want and to maintain what commitment toCalifornia clientsher during following the transmajority of Sari’s business comes from repeat and targeted,” SarI a cohesive team that works diligently to accomplish moving toElsewhere, Colorado ofhome several networking groups, including when she moved to help her sellers well-being while meeting obligations and with all the resources and knowledge they need to Junaid is just as attentive when assisting his the network of references she is always building. ugh theirfrom real estate ping anytime soon.

With her unique blend of dedication, my real estate license as part of my job Look out maintaining aservice monthlygood newsletter highlighting the fantashave classes every week about what’s going on in exceptional and experiences. mindset, no matter the price point.

“I SHAWNA RHOADS STELLA SYDNEY WILSON VIKKI GORMAN action.

“I enjoy staying in estate touch and experience working at Nordstroms gave her the push and make sure that people are taken care of.

I w referral clients, a testament to her strong ties in the mother at Betsy Smith Properties in 1997. responsibilities and stepping up to chalmake sound decisions on their future.” buyers, drawing from his own experience as an investor client goals.

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

She is a om out of town that personalizedtic service, community involvement, ofand local businesses, such as restaurants I’mas a the market.”

Compass enables Ryan-Brye to level share ofWHITCHER paralegal, and Iall really started tothe love have started in real estate 16 years ago,choose give my listings relationships,” he says. Ryan “Based on thearray preference of the SHALAMOVA KAITLIN she needed to take the leap ofchose faith to start working for always besame able to provide this same level of se CARLOS ORTIZ BOBBI PRICE MARIE-FRANCE RYAN RAFFETTO community and the lasting relationships she creates.

Looking toward Sydney says, “I didn’t real estate, it me.” lenges.

She is honored for the opportunity to get to arearestshe will undoubtedly continue to be a leading force in oteverything started.this The is history, and member of the Pikes Peak Association of that past clients have even asked to join their team. utilizes all of the standard mar-are Cano, Voila!, The Avenue, and many more.the Rachel the wonderful tools and information withfor clients customer, I’ll either text or emailEddie and howEtthings marketing aspect of real estate.

Imethods took to co partnering upask with downtown Seattle concentration.

What sets apart “Iconhad finally had enough working people because that’s what I hear theand mostgrow fromher clients ® ® serve cation to Bobbi her clients Memphis realFor for years to “When come.

“Iherself. just love Sydney is currently the designated broker and feels know and you.

“When I listings, sell afor house one person, Ime will bu years, hasenjoying been serving hermore Realtors , about the Denver Board of Realtors , their we first started, half of our team was keting her but prioritizes social media, which about Junaid Ahmed, call (832) 275-1883, email junaid@dallasandbeyond.com, In estate addition to her newsletter, Pam sends marketing to help them with allVACHON ofto real estate issuesthen andget a are going, if they’re where they’re living, and To learn more about Jerry Beranek, on a few clients for the benefit of the law keep developers support sales inthem their highthe in-depth custom video reels my ften helps with matnecting with mytoclients and making happy.” and decided tothe turn theand focus around onto myasister, business, Iher gave them the best service they’d ever receive ® blessed to work alongside her family and cherishes the call from their brother, parent, or other family her listing base and helping them achieve their real and Pueblo Board of Realtors .

Her has come to be great fit for social and personpieces to clients with listings, uses social media, investments. made of past clients,” Paige says. if there’sout anything do further to help.” or visit dallasandbeyond.com, you can call him at (608) 574-2547 Facebook: facebook.com/dallasandbeyond, leaning homes. I canrise firm, and before ILooking knewOnce it,toward I was falling in to co buildings.

He relationships now leads avideo team of six agents media team collaborates creating together.

Also, my family and my true passion being real estate. long Imedia can uphold that of with her cohorts…many who have been the as future, says shefied hasservice no and able approach tosays. realthe estate.

“Social is agent how is beginning to jump intogreat marketing. goals. with other agents helps to get member,” Sari “I on become more ofSydney an tolevel agents whointe a orrelationships email him at jberanek@pmi-us.biz es is her availability instagram.com/junaid.ahmed_dallasrealtor Instagram: love with real estate each day!”

The rest isimperative mayb I didout that, life forMetro me changed.” with my clients, then possibilities endless and assists and sellers throughout theher with the pandemic on,any itShe was toI’m couple of decades.

Her business partners plans to retire time soon.

“At 60,the still learn- are Iensure my business,” she says. also makes use Understandably so, Jerry’s favoritebuyers part oftogether the real word about listings.

“My listings get very full abuilt family than to angoing individual.”

Overall, Sari says eturn calls promptly Asa team leaders, Paige and Dave that all memhistory, and forthis the past 17 years, Kaitlin You of can reach Ra and brokerscoverage, include Pam herlinkedin.com/in/junaid-ahmed-05b951135 brother, Cameron Smith a potential real ingbrochures and as growing,” she listing, says.

I remember days Seattle present buyers anforauthentic peek inside the communities.

LinkedIn: Beyond marketing also a perof personalized each which Sheone stays touch is ofinthe leading agentsarea. for Theher Platinum justhas here, outside of same area It’s bers efforts, are onserves thenot same page andbut maintain the core has been helping her clients achieve their This Sara the area covering Northern Virginia and the or rlmiller1013@ estate veteran of 23 years and sister, Stephany Smith inception with no computer, no fax, no cell phones, no sonal touch to connect with past clients.

“I really like include photos, neighborhood statistics, and much of the homes without them ever having to step outhes, engaging with youtube.com/@dallasbeyondrealestategrou1807/featured YouTube: , where she and her small team serve Coloradovaluewell,” she says.

Clients are drawn to come back and work with you’re sold on th of putting the client first.

Acknowledging that eastern Panhandle of Virginia.

She is also workingno twitter, no Instagram, no digital the-rachel-hudgins-tea insoher second career with 14connect years.

Nephew, Zachary Facebook, marketand flowers on [my Iservice stay in touch,” she mentions.

“IWest send real estate goals. took and passed he more information.

His impeccable client and ability to side,” he says. ® area. sards and the surrounding Thisclients], includes all Sari again because ofsocial the service theynoreceive from people together. this istoward one ofbrunches…[and] theMaryland largest transactions someone can oing the extra mile, anniversary gifts to buyers, host at Smith and son, Gabe Wilson are now the third genering, no media and multiple listing service. with ove her license.

Most of Sara’s business company toasclients personally is drawn Looking from thetohigh percentPaso County, as well parts of Pueblo, Teller, the future, Bobbi says, “I plan to keep her.

“I’m a very customer service-oriented agent, market and I run e that trusts and valmake in their lifetime, Paige and Dave take their roles Thanksgiving, I have people come byrepeat and pick Copyright Top Agent Magazine ation.

Sydney says, “I wouldn’t want toHaving do real estate come afor long way collectively on the that comes from and up referral clients, andasWe it’s easy to worked a have solo most oftoher career, carry emphasizes it’s of repeat and referral clients.

Ryan understands Ryan’s passion helping others extends beyond as, impressive of house.”

Bobbi’s going like I’m going.

I’m 79 and feel like for I’m 60!agent doutPark in thecounties. world of An age as we all should be,” Sari says.

“I had 15 years of a year or two ago seriously.

“We are professional, and do everything pies98% at my Making sure to personally stay in For more about Paige David Grov withoutclient them.”

She attributes her diligent work ethic legacy that our mother started.

“The futureand us is see what keeps people coming back.

“Iand follow up Kaitlin took on her longtime friend Carol Lavigne as isforcreating relatio importance of placing needs atto the forefront real estate into hiswith personal life.

He’s a sponsor ss comes from repeatthe and referral clients, a feat I’m going keep working until I can’t, and I have no touch with her clients helps maintain least a dream sales training I started in business, and are flourishing, we canmy toPam find our buyers their home atCarol abefore great to her mother who taught heratthat work is the best continuing to serve ourthis community and clients andmy do please call 770-757-2773 ornetwork email th clients 100%,” she says.

“I make sure that they’re a of buyer’s agent. has been in real 22 years, also o of confidence each transaction and that achieve the Washington Athletic Club, theestate Seattle Yacht peaks to the trust and inspires. plans to clients retire before then.”

Above all, Bobbi looks For she more about Meredith McDonald, 50-75% repeat andensuring referral business rate.

Whatever is during that time I learned a very strong customwhat they needed medicine for everything….it keeps you busy so you what we’re doing, but better.”

Above all, Sydney is price, taken and get our theand most for their propercare of, sellers even after they’ve closed onbuyers their transgrovehomesgroup@youneedresults.co Meredith works with so Kaitlin can specialize in listfriendships.

I care desired outcomes.

“I’m all about building relaClub.

In addition, he donates to various causes near tslistings, keep coming backtheir because they like me and forward to continuing to be there for her clients.

“I currently happening in the market dictates the percentplease call 901-484-7955 orshortest don’t have to dwell yourthere own problems and way guided by that a love of mankind.

It’sinthat dedication to emotion er-focused approach serves me well real with the m exposure. One of ty intime the amount ofings. time.”

One they actions.

I’m on always for them, whatever they need.

To get in touch withthose Pam, “Carol ishis absolutely awesome, andaiming this has not necessarily abo tionships with my I want to berefinanced their broker and dear to heart, including to been help he done,” says. “I age, get aaslot ofitclients. repeat love serving my clients, and they can feel that I really many people have and are email mmcdonald@warejones.com anyjob open housesBobbi as keeps currently you focused helping which ignites helping others keeps her moving forwardbeen and alestate.” stays touchthat with clients organicalin for many I look atonmy clientsothers as an extension of Sari myself and in treat great way tocommunity, streamline our business.

We love our many families I h please callto(202)276-6902 or not looking totheir move.

Regardless, Pam’s personal salesa the for I’ve life. worked Whether it’syour first home, second investLGBTQ Homelessness, and Cancer ss, and in some cases with three do care aabout them.” soul. lows help her clients achieve their them the waybetween I would$15want toly, be nurturing treated. I stay inher their those relationships by reaching out realis estate very fulfilling t in the past home, two years has been dynamic, and our clients love it too.” what’s important to email pam.ryanbrye@compass.com tions of the same family!

I care aboutchildren’s my people, ment, orvolume their I want to make sure Research in Seattle.

In his spare time, he loves to ski, goals.

At Betsy Smith Properties, it’s not professional Copyright Top Agent Magazine lives, and many of my clients become friends of mine.”

Copyright Top Agent Magazine $20and million!

“We want to be exceptional,” Pam states, renovate his Palm Springs homes, hink that shows. They feel that, that with makes To and findspend out more that they’re pleased the experience,” he explains. time about Sara Williams www.

www.

www.

www.

www.

https://

www.

Sydney finds joy in helping others help themselves, until it’s personal.

To findKaitlin out more about Sari Shaw, please call With Great Realty, serves Strafford eel comfortable with me.” please call J. (540) 539-6262, with his beloved Charlie. and she loves Sara to give back toher her listings community. hasIslanddog, markets via She a comprehensive apCopyright Top Agent Magazine or email sari.shaw@compass.com County andmethods Rockingham County in New Hampshire, email sara.williams@c21nm.com, Emphasizing education, believes inblends walking served Ryan as President for Board of Realtors proach thatSouthwest multiple different to maxiFind her online at compass.com/agents/s amily feel also showshis in clients the makeup of Bobbi’s or visit sarawilliams.c21nm.com covering the area from the Seacoast to the Lakes Region. and received recognition for productivity and the through thehas transaction process step-byHeading into 2022, Ryan will remain true to his core mize exposure. In addition to promoting her listings on Her granddaughter and partner, Jade, is a licensed endorsement for the commitment excellence incommitment 50% Kaitlin’s business comes from repeat and step to know what C2EX to expect throughout process. toAbout values andof to consistently advocate for real estate industry.

She is President of clients’ theclients, localbest and has been working with Bobbi for 12 years. an impressive feat that demonstrates “Education leads tothe empowerment.

I’m a people per- referral his interests and provide them with the Habitat lifetime member of obbi’s daughter, Jade’s mom is unlicensed trust andJunior confidence she inspires.

Part oftheir whatdreams keeps son, andLori, I want my clientsfortoHumanity; be happy aand to feel highest level of service while making Auxiliary; a sustaining member of the Krewe ofcoming Ceres,He’s the team’s transaction coordinator for over 30 clients back is Kaitlin’s dedication and work confident about the decisions they’re making.

My goal come true. currently looking to hire two addiTopAgent AgentMagazine Magazine Top 33 a charitable organization; a Climbers Club member in-being busy,” Kaitlin says. “I can’t sit still, That’s in addition to is another part-time “I agents love to help people assistant, build wealth, manage their invest- ethic. tional and is launching a new website along spiring richness in education, music, art, and literature; y. “It’s a family thing here!” says. “I and thathis serves my clients really well because dediments, and Bobbi grow—whichever way that is,” he says. with interactive email newsletters.

In I’m addition, and serves on the Board of Trustees at First United www.

www.

www.

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 4

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.

3

Collaborate with mortgage professionals to find the right financing opportunities

2

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.

5 4

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

6

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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KYLE FUJIMOTO Top Agent Magazine

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Based in Las Vegas, Top Agent Kyle Fujimoto works solo representing clients across southern Nevada, helping countless home buyers and sellers achieve their goals, from first-timers to investors.

Based in Las Vegas and representing clients across southern Nevada, REALTOR® Kyle Fujimoto brings twenty years of expertise in real estate to every transaction. He purchased his first investment property in 2003 and became a full-time investor around eight years ago when he began flipping properties and building 8Copyright Top Agent Magazine

his own portfolio. In 2018, Kyle decided to get his real estate license and since then, he’s helped countless home buyers and sellers achieve their goals, from firsttimers to investors.

Kyle’s greatest strength, and the reason that clients seek him out, is his ability Top Agent Magazine

to see if a property is going to be a good investment down the line. He has a passion for his career and it shows. “I genuinely love showing properties and helping my clients find their perfect home,” he says.

“I consider myself lucky to have found a business where I can develop lifelong

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friendships with my clients.” In addition to focusing on home buying and selling, Kyle does custom home valuations so that people can better understand the value of their property. Built over many years, his network of industry professionals serves as a great resource for clients who may

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Kyle plans to start building a team, but wants to do so in a sustainable way with agents who share his emphasis on client service. “It’s never about making a sale. I want to make sure my clients find a place where they are happy and that will be a good investment for their future.” need assistance with lending, repairs, inspections, and more.

When it comes to marketing, Kyle goes beyond the traditional means to get the word out about listings. He does all the typical outreach, from snail mail postcards Copyright Top Agent Magazine 10

to email newsletters, but he’s also very engaged with his online community. He uses Matterport 3D walkthrough technology, drone video footage, and professional photography and videography to provide the most accurate representation of homes inside and out.

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While he stays very busy as an independent agent, Kyle makes time to give back to his community. Every year, he works with Rebuilding Together Southern Nevada to help homeowners with their properties.

The types of tasks they do include painting,

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landscaping, and repairs. Additionally, Kyle holds charity drives for S.A.F.E. House a few times a year and participates in Walk for Wishes® in southern Nevada. For fun, Kyle enjoys bowling, golfing and watching his kids compete in Taekwondo.

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Kyle’s sales trajectory has increased every year since he started. Last year, he completed just shy of $10 million in sales, a number that he hopes to continue to grow in the near future. He plans to start building a team, but wants to do so in a

sustainable way with agents who share his emphasis on client service. “It’s never about making a sale. I want to make sure my clients find a place where they are happy and that will be a good investment for their future.”

Contact Kyle at 702-848-4865, email kylef@vegashomesre.com, visit his website at kylesellsvegashomes.com www.

or find him onhttps://www.instagram.com/kylefujimotovegasrealtor/ Instagram: @kylefujimotovegasrealtor

Copyright Top Agent Magazine 12

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

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 16

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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ALISHA HUFFORD Top Agent Magazine

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ALISHA HUFFORD

Born out of an unexpected suggestion from her husband, Alisha Hufford embarked on a career in real estate three years ago, leaving behind her previous occupation as a dolphin trainer to embrace a new path. “I asked my husband, ‘You really think I would be good at real estate?’” recalls a surprised Alisha after her husband made the suggestion. “I thought real estate would be a competitive, cutthroat industry and I’m more of an encourager, so I wasn’t sure I was cut out for it. But I trusted my husband and realized that I can be surrounded by competitive people as long as it doesn’t change me and who I am. Then I can really pour my energy into my business and my clients and establish a service mentality.”

That’s exactly what Alisha did, and now— in her third year in the business with the Shepheard Real Estate Team—she’s selling $5 million in real estate and already has 18

a sphere and referral business of 50 percent.

Alisha has focused her efforts into serving clients in the Hampton Roads market. Her genuine passion for helping people and her innate ability to connect with others have been pivotal in her journey. “It’s become such a passion,” she relates. “I love meeting new people! I love connecting, hearing their stories and helping them meet their goals of finding the right home at the right time. I’ve helped many individuals and families transition to the area and take pride in bringing ease to such a stressful time.”

Because Alisha’s husband was in the military, she has also developed a strong military client base and has an affinity for military families.

The secret behind her clients’ loyalty lies in Alisha’s commitment to adding value and delivering outstanding service. She firmly believes in meeting people where they are, ensuring they feel heard and addressing any worries Top Agent Magazine

or frustrations they may have throughout the process. She cherishes the opportunity to share both the highs and lows with her clients, celebrating happy moments and providing support during the more challenging times. “My goal is to add value to the process and set my clients up for success,” she explains. “I try to understand them and make sure they feel heard! Times can be frustrating in this crazy market, so I encourage people along the way and bring creative solutions to get them the home they want!

I give full service and beyond. I want to get to know my clients as people, not as a number or a sale. Staying in touch and seeing them make their house a home is so rewarding!”

Beyond her professional endeavors, Alisha actively engages in community involvement. She and her husband lead a young married group in their church, among other church activities. Additionally, Alisha’s team hosts events in their neighborhood, such as a monthly local newsletter, a quarterly food truck and they are currently planning an annual back-to-school event, further solidifying their connection to the community they serve.

Looking ahead, Alisha envisions a bright future for her business. Her husband aspires to become a broker, and Alisha wholeheartedly supports his ambition to lead his own real estate team one day.

But at the top of her list is continuing to make meaningful connections with her clients. “It’s joyful,” she says, “going on that roller coaster with my clients and experiencing the whole journey together.”

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To learn more about Alisha Hufford please call (618) 610-7986, email Realtor.AlishaHufford@gmail.com or visit bit.ly/RealtorAlishaHufford 19

Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 20

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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AMAN GROVER

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AMAN GROVER

There is a lot to look forward to if you’re Aman Grover, REALTOR® with Better Homes and Gardens Metro Brokers in Atlanta. Aman launched her real estate career in 2016 and has already placed in the top 2 percent of REALTORS® in the region, with millions in sales last year. Word-of-mouth marketing is Aman’s wheelhouse, with nearly 100 percent of her sales coming through repeat and referral business.

“I’m a people person, and it shows,” Aman adds.

volume of business increased, she earned her license so they could streamline the process and get to know more about the backend process. Little did she know that real estate would become her full-time career.

She now works with the biggest brokerage in Atlanta and covers the metro Atlanta region. Her clients range from investors to relocation buyers and everything in between. One of Aman’s biggest strengths is the connections she brings to the table in real estate.

She believes in a concierge-style service, giving buyers and sellers the best experiences possible.

At the same time, she ensures they understand how to build wealth in real estate. Aman is a true believer in looking ahead and believes she will reach tremendous heights with her hard work and dedication.

Having achieved many accolades in the past few years and consistently ranked as a top-producing agent in her brokerage, it’s clear she has become an unstoppable force in the industry.

Aman got her start in real estate while investing in properties with her husband and his parents. As the 24

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With access to stagers, renovation companies, photographers, and various vendors, she is able to utilize them to market the home effectively. According to her, “Knowing the market and pricing the home correctly is the most important piece of the puzzle, and it’s vital to get it right from the start.”

With a soon-to-be-launched YouTube channel, Aman has exciting opportunities ahead. “I have one more shoot to go,” she says. “I have worked with a whole production team to get my channel running. I have made great connections with some of the local restaurants, coffee shops, and other local businesses, so I’ll highlight them on my channel and explain to viewers the best features of living in each area I serve.”

One of the things Aman is most proud of is her transition into the luxury market. She is a member of the Distinctive Collections brand with Metro Brokers and takes advantage of magazine opportunities to showcase her listings. Her clients love seeing their homes featured in magazines. “Advertising in magazines makes my clients feel luxurious and proud of themselves and their homes. It’s so overwhelming to see the reactions on their faces when their homes appear in magazines. It’s a great response.” She also invests a lot in social media and the web. Aman goes above and beyond to ensure her listings are priced right and sell.

As the mother of two active boys, Aman is always busy running from one athletic event to another— but she has no plans to slow down. She goes the extra mile for her clients to make sure they’re happy with what they’re purchasing. Passionate about helping people, her mantra is to make sales happen quickly and efficiently. As for the future of her business, the sky is the limit; she wants to start a podcast and expand her marketing to more magazines and TV. Aman is preparing to launch a new residential real estate site called gahousefinders.com. She is also excited to grow in the commercial side, having added a team that focuses on this segment of the market. “My goals are really high,” she admits, “but I’m taking everything step by step to be sure I’m making the right choices and right decisions. I’m so grateful for all my opportunities.”

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To find out more about Aman Grover, please call (404) 718-0856 email aman.grover@metrobrokers.com or visit www.gahousefinders.com 25

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 thought26

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 Top Agent Magazine

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.

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BE A R3BEL

How do you change the narrative that’s been written? The current unfounded opinion is that all real estate agents do is show homes and fill in pre-written contracts. How do you make the purchase or sale of property an experience? A curated and customized event? Not just a run-of-the-mill transaction.

Cue lights...cue cameras.....cue red carpet! Start the trumpets!! Century 21 Affiliated agents like Wendy Grunewald and Devin Fowler have long been living outside the industry norm. This duo has been blasting through the proving grounds that are the real estate industry in Wisconsin. They like to say that just about anyone can sell but not just anyone can turn this process into a curtailed, fun, one-off experience.

They have upped the ante creating the collaborative success known as the R3BEL REAL ESTATE GROUP, where they specialize in working on residential, vacant land/lots, new construction, larger developments, property management, leases and commercial properties, in and around Dane County and south central Wisconsin. Adding fellow REALTOR® and entrepreneur Ian Olson to the squad, the duo are now a triple threat. Each with their own little spin and finishing touch. Each with a drive to win, a drive to succeed, but possibly equally as important a drive to change how this whole thing is done.

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What is it to be a rebel in the real estate industry? To Wendy and Devin, the name rebel signifies the need to go against the grain and separate from the pack. To the squad, being a rebel means thinking, acting and working ‘different’ than other agencies, teams or agents.

R3BEL has brought a west coast high-end boutique realty firm vibe to the Midwest. Their style isn’t just transactional, it’s a lifestyle. They incorporate their “work” into everything they do. There is no clock to punch or timesheet to track. This team bends or breaks the old standard and raises the bar on how the whole real estate process should be.

Wendy got her jump on real estate in 1992. After earning her advertising degree, she obtained her license and dove directly into the deep end. Having had a successful childhood horse-showing career, she exchanged horses for houses. She has seen the market tide ebb and flow all while constantly adjusting, cruising, learning and predicting market trends and negotiation techniques…Whatever you need Wendy will always be there to help. Wendy’s awards speak to her success; constantly landing in the top and earning coveted sales and customer service awards year after year with no reprieve. Her ability to network, build relationships, negotiate and get creative are remarkable. Wendy is always quick to make mention that buying or selling is only a couple days, but the relationships she has Copyright Top Agent Magazine

with her clientele are for a lifetime. Wendy and her husband have their own rental properties and manage those along with others.

Devin has been shaking up the real estate scene for the better part of a decade. This one-time educator turned business owner has opened, owned and managed multiple businesses in south central Wisconsin.

Devin is a people person who prides herself on relationships and converting clients to friends. Devin’s ability to dig into complicated business leases, purchases and zoning issues paired with her abilities to negotiate and work with lenders and other agents are unparalleled. Devin has been able to land countless awards, high rankings and customer service appreciation nominations in her tenure with Century 21 and R3bel Real Estate.

After owning a property maintenance and management company for 15 years Ian threw his hat into the ring of real estate. Looking to shake things up Ian comes with a built-in motor that is primed on winning for his buyers and sellers. He built relationships through an outside the box approach and brings a wealth of knowledge in building, creative marketing, and originality.

The R3bel Real Estate team approach is different from most brokerage team approaches. R3bel prides itself on the three-for-one strategy when connecting with their clients. The squad is proud to promote the fact that they all have direct involvement in each transaction, each meeting, each networking event and every person that comes through their doors have three fulltime agents working on their behalf, whether buying, selling or investing.

When not partying on behalf of their clients, fundraising in unique ways, or creatively marketing properties, Wendy and Devin devote time to traveling the world, supporting charitable organizations in the community, their wonderful families, and four-legged fur babies.

If you want an extremely high-end customized real estate experience no matter the price point; drop them a line, and prepare to laugh, smile and celebrate your way to closing… and far beyond!

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To reach the R3bel Team to shake things up!

Email WeGotU@rebelrealestategroup.com or call (608) 400-5273

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5 Tips to Get New Clients

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

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

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

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1

Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

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

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

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

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

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

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

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

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3

Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 32

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

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

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ANTHONY GIGLIO Anthony Giglio of Minneapolis, Minnesota, has distilled his real estate practice down to simple ingredients that rely on persistence and aroundthe-clock service. “The best ability is availability. I’ve prided myself over the past fourteen years on being available and accessible to colleagues and clients alike.”

Prior to formally entering real estate, Anthony enjoyed a career in the finance sector. “I got started in real estate in 2009,” he recalls. “After the markets crashed, I decided to pursue a passion of mine. Everyone told me it was a bad idea, but I got my license in 2009 and I haven’t looked back. I found out quickly it was a perfect fit for my personality and my strengths.” In addition to constant accessibility, Anthony founded his business on geographic flexibility, and today he services all areas within fifty miles of the Twin Cities. As his sphere grew, Anthony dedicated himself to maintaining a database of connections, and he regularly reaches out to his past clients and referral networks by sending holiday gifts and holding client appreciation events at least once a year. “Last year we did a St. Paul Saints game, and this year we’re going to Canterbury Park. Keeping in touch with people after you give them a great experience is the best way to keep the phone ringing.”

Today in 2023, Anthony co-leads a team that launched two and a half years ago. “We have fifteen agents on the team,” he exudes, “and the two of us handle the mentorship, support and day to day administration of the team. Most of the agents are newer to the industry – we like to guide them through the struggles and challenges they may face during their first years in the

business.” Collectively, they average 110 transactions each year, and despite his mentorship responsibilities, Anthony still manages to clear around thirty annual transactions himself. He and his team leverage the robust digital footprint provided by eXp Realty, and they bolster their listings by relying on professional photography, 3D Virtual tours, professional floors plans, drone footage, and dedicated social media campaigns with hand-tailored websites.

Anthony is a certified mentor at eXp Realty and is available to help and guide new agents as they begin a career in real estate. In addition, he is the proud recipient of the prestigious ICON agent award, an achievement that less than 5% of eXp agents hold.

In addition to supporting his colleagues and being available to his clients, Anthony financially supports his greater community by giving through his local church, and he regularly donates to the organization Many Hopes. “They rescue children from the injustice of slavery and equip them to be adults of influence through education. I stay involved by donating as often as I can.”

When he’s not supporting his global endeavors or building his business, Anthony enjoys bargain hunting at garage sales, purchasing storage lockers on auction, spending time fishing, being outdoors with his dog Louie or trying every pizza establishment he can find.

“I love the flexibility and variety this career affords me – I’m constantly refining, learning new things, and finding new ways to grow. If no two days are alike, that means you’re always on an adventure!”

To learn more about Anthony Giglio, please visit anthonysellsmn.com, email anthonysellsmn@gmail.com, or call 612-513-0755 www.

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CANDY BAIR Candy Bair is a caregiver by nature.

Before her endeavors in real estate, she ran a daycare that kept her near her daughters until they were off to kindergarten. She is a huge advocate for foster care and has helped care for many individuals in her home. In 2007, after accepting an administrative real estate position, a passion evoked inside her to learn all she could. A year later, Bair was licensed, and since then she has completed many continuing education courses and certifications in the real estate industry. Now, she is coming up on fifteen years experience in the business serving the people of Central Indiana.

Candy is part of a team of real estate agents and can rely on her team for administrative support when needed. In 2022, Candy reached a career platinum level earning top sales agent in her office, grossing over $9 million in sales volume last year alone! Most of her business comes from repeat clients and referrals. “It’s such an honor to be considered and thought of,” Candy states, “[and] it just amazes me how many people I work with again and again.” She recently counted her ninth transaction with one client who she’s had an ongoing working relationship with over the years.

After hearing that Candy has a client who has come back for her services nearly ten times, you may wonder what magic touch she holds. “I am a caregiver by nature,” Bair muses. “Fostering genuine relationships with people is the core of who I am.” It is evident in her approach to her work, as Candy takes special care to prioritize the unique needs of every client, whether they’re getting their home ready to sell for top dollar, a first-time buyer, growing their family, or even investing. Candy’s priority is to ensure the happiness of her clients, offering superior service. She believes that effective communication is the cornerstone of any real 34

estate transaction and her clients always have access to her.

With such a high repeat and referral rate, Candy understands that staying in touch with past clients is crucial to her business. She has extended her network of clients by marketing her website, and has a big following on Facebook.

Outside of real estate, Candy is a huge presence in her community’s charitable events. Candy enjoys staying active in the community where she is needed.

Candy is the matriarch of her family, and is constantly celebrating life with her family — usually with great food and desserts that she enjoys preparing for her loves!

Candy will continue to be available to her clients, and has recently started to mentor new agents, where she is excited to share all the knowledge she has learned to help them succeed, too. Candy is endorsed by the National Association of Realtors for the Commitment to Excellence program.

Contact Candy at (765)602-9333 or email candy@candybair.com If you want to see her listings, visit candybair.remax.com https://

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes36

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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DREW WESTERGREEN Driven by dedication to her clients, Drew Westergreen stands out! The daughter of two REALTORS®, she early on absorbed many aspects of the business that laid the groundwork and provided a springboard for helping people achieve their real estate dreams.

pretty close relationship with many of our clients.

We’re very hands-on, we don’t pass our clients off to assistants, each client has an agent with whom they work through an entire transaction.”

Drew first became involved in the field when she graduated from college and unexpectedly took a small detour in her life.

She decided to repurpose money she’d saved for grad school to invest in a small multi-unit building in Jefferson Park.

Marketing their listings, the KD Homes team uses a comprehensive approach to ensure optimum exposure. This approach includes serious attention to social media, access to the Top Agent Network, and frequent e-blasts to a private company database that includes 10,000 industry colleagues, achieving maximum listing visibility. The results speak for themselves. In 2022 the team achieved a sales volume that exceeded just over $30 million!

“This decision was scary at the time, but the investment began to provide me with some security and stability moving forward. I realized that I wanted to help others do the same and shortly afterward enrolled in a real estate license course.

The rest is history!”

Subsequently Drew has helped a multitude of clients realize their own homeownership dreams. With her sister, Kimber Galvin, Drew is a co-founder of KD Homes. “We’re a small team made up of women who serve the North Side of Chicago and greater Chicago area, as well as some of the suburbs.”

About 60% of Drew’s business comes from repeat and referral clients.

“By the end of a transaction we end up having a

In addition, Drew says, “After a transaction is complete we’re there to help out with a list of service providers and resources, a relationship can continue well into the future, with many of our clients becoming good friends.”

When she’s not working, Drew enjoys getting out and exploring sweet hometown Chicago.

Kayaking the Chicago River, checking out the antique and specialty shops on Grand Avenue, any activity with her three year old son, and she’s always up for ‘dim-sum’ in Chinatown with friends and family.

Moving forward….?

“I’d like to continue to enjoy what I do every day and happy clients always make me happy. Happy clients are my goal now and in the future, it’s really quite simple!”

To find out more about Drew Westergreen, you can reach her at 312-305-6900 or dwestergreen@bhhschicago.com

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ERIKA BLIM In the bustling world of real estate, where success is measured in numbers, commissions, and property sales, there are a few exceptional individuals who stand out from the crowd. Meet Erika Blim, a remarkable woman who effortlessly balances not one but two demanding careers: a trusted real estate agent and a committed emergency medical technician (EMT), saving the lives of residents in the community she serves. Erika’s dedication, compassion, and relentless pursuit of excellence have earned her a prominent position in the industry and the admiration of her clients and colleagues alike.

Lakeshore Real Estate has a talented team of agents who share Erika’s vision and commitment to excellence. This tight-knit group of professionals brings diverse skills and expertise to the table, creating a collaborative environment that fosters growth and success. Erika and her team recognize that real estate transactions are not mere exchanges of properties but life-changing events for their clients. They go above and beyond to ensure that every client receives personalized attention, expert guidance, and unwavering support throughout their real estate journey. Erika’s background as an EMT has instilled in her an innate ability to empathize with people’s needs, respond to crises with calmness, and provide reassurance during moments of uncertainty.

Erika’s journey into the world of real estate began long before she ever sold her first home. Growing up, Erika was inspired by her father, Randy, a respected real estate broker and a volunteer EMT himself. Watching her father’s unwavering commitment to both professions left an indelible mark on Erika, fueling her own desire to follow in his footsteps and make a meaningful impact in people’s lives.

When not practicing real estate or providing emergency medical care, Erika participates in various local events including educational opportunities provided by the Southeast Minnesota Realtors Association. She is also a member of the Greater Lake City Community Foundation, a nonprofit organization that focuses its attention on connecting philanthropic resources to people and initiatives that better serve the community. So, what does Erika like to do for fun? She and her husband enjoy spending time on their hobby farm. “We love spending time on the farm with our dogs and horses, and we take UTV rides around the countryside,” states Erika, “and because we are on the water and surrounded by some of the finest golf courses, we try to squeeze in some time for fishing and a round of golf.”

With the guidance of her father Randy (now retired), coupled with her undeniable ambition, Erika forged a partnership with Vicki Krage, another successful agent in the region. Together, they founded Lakeshore Real Estate, a firm grounded in the belief that selling homes is not just about transactions but about building lasting relationships. Erika and Vicki’s shared values and complementary skills have propelled Lakeshore Real Estate to new heights, becoming a go-to destination for individuals and families seeking their dream homes.

With a constant love and focus on her community, it’s no wonder Erika’s vision for the future involves continuing to give back. “One of the core values at Lakeshore Real Estate is community involvement. Our team understands that a thriving community goes hand in hand with a successful real estate market. By actively participating in local events, supporting local businesses, and partnering with community organizations, we demonstrate our dedication to creating a positive impact in the area.” Erika continues by adding, “We want to play a role in helping our community thrive.”

If you would like to reach out to Erika, you may reach her at 651-380-0151, emeincke10@gmail.com, or lakecityhouses.com www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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HILMAR CASTILLO Originally from Venezuela and a 20 year resident of the United States, Hilmar Castillo has always possessed an entrepreneurial spirit. She would first take an interest in real estate through her mother, a prominent agent in her hometown. After relocating to Tennessee and finding steady success as a translator in the Knoxville area, Hilmar began seeking a new opportunity that still spoke to her passion for helping others, but gave her the flexibility to be there for her family. Inspired, she decided to pursue her license and launch her career as a REALTOR®, leveraging her background in the industry and strong communication skills to establish a network of satisfied clients that spans the region.

Today, Hilmar is a real estate agent with Castillo Realty, where she leads an elite team to assist clients throughout Knoxville and the surrounding counties. Fluent in English and Spanish, she has cultivated a distinct process to meet the needs of any buyer or seller.

When listing a property, Hilmar takes a comprehensive approach. After helping her clients fully prepare their home for the market, she shares it through a highly targeted blend of digital and social media campaigns.

Along the way, she utilizes her robust sphere of influence and the leading resources at Castillo Realty to give each client an added advantage, ensuring a seamless transaction throughout.

Elsewhere, Hilmar is just as attentive when assisting her buyers, carefully guiding them to the right investment for their best interests. In fact, she prefers to keep in touch long after the deals are done to cultivate a lasting relationship and make sure her clients are satisfied in their new homes. “I believe in building a genuine relationship with all my buyers and sellers,” she says.

“That means being here for them—during and after their transaction.”

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

Having recorded over $10 million in volume in 2022 alone, she remains dedicated to the core values that set her apart.

“My focus is on my buyers and sellers,” she says. “I want to provide them with honest and transparent service throughout the process, educating them on the pros and cons of each transaction. At the end of the day, I treat every purchase or sale as if it were my own.”

Outside of real estate, Hilmar enjoys crafting candles and lotions, having previously sold artisanally made soap at local farmers markets. When she’s not with clients or giving back, she can be found spending quality time at home with her family.

As her volume maintains its steady growth, Hilmar intends on expanding her team while scaling her penchant for client service further throughout the region.

In the meantime, she looks forward to all the new connections and opportunities that await. “Owning a home is one of the greatest things we can ever achieve,” she says. “For me, there’s nothing more rewarding than helping a client start a new chapter and progress to a better stage of their life.”

Contact Hilmar at (865) 437-9539, email info@castillorealtytn.com or visit her website: hilmarcastillo.com www.

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JERRY BERANEK Jerry Beranek’s primary goal is to help people. “I strive to leave people in a better position than when we started, whether that be through them better understanding the buying or selling process or, in the end, by acquiring or selling a property. I always try to go the extra mile to make sure that my customers’ questions are answered,” he explains. “That they understand everything that’s happening throughout the transaction.” Jerry has always been involved in housing to some degree, starting with architectural drawing in high school. During summers in college, he worked for a builder and even became an owner in that business.

Following, he worked for a manufacturer of glass products for residential windows, where he spent 17 years, primarily in sales and management positions. “I was intrigued by the evolution of windows for houses,” he says. This passion led Jerry to begin his own residential vinyl window business, which he still operates today. Jerry’s continued involvement with people and their homes is what caused him to venture into Real Estate sales. “Real Estate has always been of interest to me,” he says. “I’ve been licensed now for three and a half years.”

Joining a friend’s agency, of which he is now a co-owner and licensed broker, Jerry works solo and primarily serves the Southwest corner of Wisconsin. His knowledge of the area and dedication to ensuring the process is as smooth as possible is why his repeat and referral business is 35 percent after only three years. Jerry expects to be above the seven and a half million-dollar mark in sales volume this year, a true indication of his commitment to clients during and following the transaction. “I enjoy staying in touch and maintaining good relationships,” he says. “Based on the preference of the customer, I’ll either text or email and ask how things are going, if they’re enjoying where they’re living, and if there’s anything I can do further to help.”

Understandably so, Jerry’s favorite part of the real 42

estate industry is working with people.

“I really enjoy talking with people and helping them understand all the facets of the process, the aspects of the transaction,” he explains. “That’s what gives me the most satisfaction.” When he is not working, Jerry loves being outdoors, whether it’s hunting or riding motorcycle or UTV, as well as watching and attending sporting events. He is also a seasoned DIYer and is currently putting in new windows and doors and siding on his house.

“I’m very fortunate to be able to do that for myself.

And I believe that knowledge and ability really benefit my real estate customers in the long run.”

Looking forward, Jerry hopes to grow the business.

Currently at five agents, his aim is to bring in at least four more. “People with good communication skills, sales skills, and who have networking capabilities,” he says. “I’d like to expand into a larger city, as well.”

One of Jerry’s main goals this year is to increase his marketing and social media presence, in part to promote properties but ultimately to spread the word— that he is in the business and eager to help.

To learn more about Jerry Beranek, you can call him at (608) 574-2547 or email him at jberanek@pmi-us.biz Top Agent Magazine

5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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1

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

2

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

3

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 44

you’re back in a rational state of mind and take it from there.

4

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

5

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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JUNAID AHMED Originally from India and a longtime resident of Texas, Junaid Ahmed has always possessed an entrepreneurial spirit. He would get his start in the corporate sphere, authoring an accomplished career as an Outside Sales Consultant for a Fortune 500 company in the Dallas-Fort Worth area. Along the way, he began acquiring investment and rental properties around the Metroplex, which inspired him to pursue his real estate license. After launching his career as a full time agent in 2016, he met Mani Raveendran, a top producer in Dallas, and was later inspired to join his team, The Dallas & Beyond Real Estate Group. Since then, he has gone on to build a network of satisfied clients that spans the region.

Today, Junaid is a REALTOR® with The Dallas & Beyond Real Estate Group, where he assists clients throughout the North Dallas Area and surrounding communities of the Dallas-Fort Worth Metroplex. Combining his strong business acumen with his penchant for client service, he has cultivated a distinct process to meet the needs of any buyer, seller, or investor.

When listing a property, Junaid equips his clients with a multi-platform strategy. After helping them fully prepare their home for the market and providing them with a suite of professional photography and videography services, he shares their listing to a highly targeted blend of digital and social media campaigns. To go with utilizing proven outlets like TikTok and Facebook, he also leverages his extensive professional network to give each client an added advantage.

Elsewhere, Junaid is just as attentive when assisting his buyers, drawing from his own experience as an investor

to uncover the right property for their best interests. In fact, he prefers to keep in touch long after the deals are done through regular check-ins and yearly appreciation events—all to ensure his clients are satisfied in their new homes. Having recorded $15 million in volume in 2022 alone, he remains committed to the lasting standards that have set him apart.

More than anything, though, Junaid loves welcoming newcomers to his thriving Dallas community, home to major employers like American Airlines, Southwest Airlines, Charles Schwab, Citibank, Toyota, and countless others.

“One thing I love about Dallas is our diverse offering of industries,” he says. “Our city has a little bit of everything— from airlines to IT development, software engineering, and hospitals. We truly cover a broad spectrum.”

Outside of real estate, Junaid is dedicated to his community, volunteering at his local mosque and contributing to organizations like the Dallas Food Bank throughout the year. When he’s not with clients or giving back, he can be found traveling the world, spending quality time with his wife, or dining out at local hotspots like Thai Noodle Wave in Dallas or Chennai in Frisco—enjoying all the dynamic culture and cuisine the DFW Metroplex has to offer.

With The Dallas & Beyond Real Estate Group having exceeded $55 million as a team in 2022, Junaid looks forward to pursuing his Broker License while scaling his boutique vision of client service throughout the region.

“As an investor myself, I believe in bringing as much value as possible to my clients,” he says. “For me, there could be nothing more rewarding than providing my buyers and sellers with all the resources and knowledge they need to make sound decisions on their future.”

For more about Junaid Ahmed, call (832) 275-1883, email junaid@dallasandbeyond.com, or visit dallasandbeyond.com, Facebook: facebook.com/dallasandbeyond, Instagram: instagram.com/junaid.ahmed_dallasrealtor LinkedIn: linkedin.com/in/junaid-ahmed-05b951135 YouTube: youtube.com/@dallasbeyondrealestategrou1807/featured www.

www.

www.

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KIMBERLY GIARRAPUTO A decade ago, REALTOR® Kimberly Giarraputo decided on a career change to do what she always loved: real estate. Driven by her passion for helping people find their dream homes, she now works with a small team serving clients throughout the state of New York. While she’s based in Westchester County, Kimberly is willing to drive anywhere her clients need, even helping those buying vacation homes in other states. Supported by her brokerage, Compass, she has built a reputation over the years for providing exceptional service backed by strong ethics and a commitment to honesty.

Most of Kimberly’s business comes from referrals, likely because she makes the real estate process a fun experience for her clients. “It’s a daunting experience and I try to take the stress away from it,” she says.

Additionally, Kimberly will advise her clients to walk away from a house if that’s the right thing to do. “It’s about helping them get what they want — not about closing a sale.”

As part of her client engagement strategy, Kimberly follows her clients on social media as soon as they meet. “It’s an easy way to connect and get to know each other on a deeper level to see what they like,” she explains. After the sale, Kimberly uses her CRM to keep in touch with her clients. She sends out a monthly newsletter, plus makes phone calls and texts to check in periodically. She also produces a “Good To Be Home” magazine, which provides clients who have just bought a house with useful tips on home maintenance, spring cleaning, and other helpful topics.

Through Compass, Kimberly is actively engaged with giving back to her local community, particularly around the holidays. She is also a board member of 46

the Larchmont Gardens Association in Westchester County. Most of her spare time, however, is spent with her husband and kids. Kimberly and her husband love to bike, walk, cook, and enjoy a glass of wine together. They also have a mini Goldendoodle named Gracie.

Last year, Kimberly completed an impressive $22 million in sales. She has plans to continue growing her business this year by adding two more agents to her team. However, the greatest motivation for Kimberly is the simple act of handing over the keys to a new homeowner. “It’s a tangible moment in the process that makes all the effort worth it,” she says. “It’s a happy ending for everyone — what more could you want?”

For more about Kimberly, call 914-419-9196, email kimberly.giarraputo@compass.com, visit kimgiarraputo.com or follow her on Youtube @kimberlygiarraputo7918 http://

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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LEIGH McPHERSON Over the past thirty years, REALTOR® Leigh McPherson has built a reputation for providing a high-quality real estate service with compassion at every step.

Before becoming a REALTOR®, she was a dedicated teacher. When a close friend suggested that she try working in real estate in 1992, Leigh knew she had to give it a try. Once she did, she never looked back. Today, Leigh leads a team of all-women REALTOR®s, proudly serving the Alabama and Florida Gulf Coast as a Diamond Club Team with RE/MAX. With 70% of her business coming from repeat and referral clients, it’s evident that Leigh’s clients really trust her. As she is primarily focused on the vacation home market, many of Leigh’s clients live outside her area, which means that she has to be extra efficient and thoughtful when choosing locations for them. Each week, Leigh’s team holds a round table to collaborate and share ideas on how best to help their buyers and sellers.

owns charter fishing vessels. They’re looking forward to a big fishing trip in Costa Rice soon.

Leigh and her team have a very impressive track record, averaging over $40 million per year in sales. She credits much of her success to her affiliation with RE/MAX, saying, “I love the support RE/MAX provides. They have really helped me succeed on a level I’ve never dreamed of.” She has only had two brokers in her thirty-year career and is currently working with Patrick Daly.

With a solid team, great branding, and name recognition, Leigh is planning to keep growing her business by supporting and mentoring newer agents. “My goal is for my team to prosper long after I have stepped back,” she says. “I want them to succeed while continuing to provide a great service to clients.”

To market their listings, Leigh and her team take a very systematic approach. They understand the importance of keeping clients informed and send out weekly emails to keep them up-to-date. To reach a broader audience, Leigh uses various marketing strategies, including email blasts, telephone calls, and mailers.

Leigh and her team are actively involved in giving back to their community. Their office is the major donor in the state for the Children’s Miracle Network, and Leigh personally participates in activities with the Orange Beach Methodist Church. They also volunteer at the local school and participate in community events. In her spare time, Leigh loves visiting with her grandchildren who live in Dallas. She also enjoys fishing and boating with her husband, who Top Agent Magazine

For more about Leigh McPherson, please call 251-609-9994, email leigh@gulfcoastleigh.com or visit homesinorangebeach.com www.

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MEREDITH McDONALD Meredith McDonald has built a lasting career as a real estate agent in the greater Memphis region. Her journey began 38 years ago, when she unexpectedly helped someone find their dream home, sparking a passion that led her to get her real estate license.

She dove into the industry headfirst and never looked back. Today, Meredith runs a tight-knit operation with her husband, who assists her in various capacities, and an excellent office group that provides support. Together, they cater to the needs of the Memphis metropolitan area, from the bustling city center to serene rural properties. Meredith’s dedication to her clients is evident in her impressive 80% repeat and referral business rate, a testament to the exceptional service she provides. Through the years, she has become a beloved figure in the community, and the go-to agent for those seeking a home in the heart of the South.

Meredith’s genuine passion for people is what truly sets her apart as a real estate agent. Known as a “people person,” she is keen on adopting newcomers to Memphis and takes pride in guiding them through their real estate journey. “I love to adopt people from out of town that are moving here, and showing them everything this area has to offer,” she explains. Her dedication to her clients extends well beyond the sale. She often helps with matters such as estate sales or even cleaning out homes.

One of her many exceptional qualities is her availability to clients, always making sure to return calls promptly and staying on top of every detail. She stays in touch with clients through birthday wishes, engaging with them on social media, and sending cards and flowers on special occasions. By consistently going the extra mile, Meredith has built a loyal client base that trusts and values her expertise, making her a standout in the world of real estate.

When it comes to marketing her listings, Meredith ensures her listings receive maximum exposure. One of her key approaches is hosting as many open houses as 50

her clients desire, allowing potential buyers to explore and envision themselves in the space. She also creates eye-catching brochures that offer detailed information about each property, and for certain listings, she advertises in The Wall Street Journal to reach a wider audience. In addition to these strategies, Meredith relies on word of mouth, sending out flyers and organizing agent luncheons on Tuesdays for property tours.

“I do everything in the world just to get it out there,” she explains. Her marketing efforts have certainly paid off; she achieved roughly $25 million in sales volume last year, and has already reached $4.375 million this year with $8.13 million pending by the end of June 2023.

As Meredith looks to the future, she is excited about her recent transition to a new company and eager to lend her expertise in helping it grow and prosper. Her enthusiasm for mentorship and her wealth of experience make her an invaluable asset to her new team. Meredith’s love for her work never ceases, and she doesn’t see herself stopping anytime soon. With her unique blend of dedication, personalized service, and community involvement, she will undoubtedly continue to be a leading force in Memphis real estate for years to come. “I just love connecting with my clients and making them happy.”

For more about Meredith McDonald, please call 901-484-7955 or email mmcdonald@warejones.com Copyright Top Top Agent Agent Magazine Magazine

How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

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

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2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

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

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

4. MOBILE-FRIENDLY EMAILS

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

5. TRACK THE PERFORMANCE

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

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

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

6. DON’T SPAM UNDER

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

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

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NICOLE HAJDU REALTOR®, broker, and founder of The Hajdu Group, Nicole Hajdu has been expertly guiding home buyers and sellers throughout Chicagoland since 2007.

Initially encouraged by her father, who has a broker’s license, to get her real estate license, Nicole quickly found that her entrepreneurial spirit and penchant for helping others made her a perfect fit in the industry. In her first year in the business, she read, watched, and listened to every resource on real estate possible, giving her a foundational knowledge that would pave the way to her success. She’s since received numerous awards, including being named a Five Star Professional Award Winner, member of the Forbes 500 list, and a Chicago Association of Realtors®Top Producer and Dream Town Top Producer for every year since 2016. Along with three brokers and a stellar assistant, Nicole now provides a one-stop shop for everything real estate-related on the northwest side of Chicago.

At this point in her career, 90% of Nicole’s business comes to her via referrals. A local of Chicago, she is an expert at selling properties in both the city and suburbs.

With a background in marketing and remodeling and a robust list of industry contacts, Nicole solves complex problems and makes invaluable recommendations on a daily basis. With any home sale, she strives to put her clients first, treating them exactly as she would want to be treated. “I figure out what they need and make it happen,” she says. “Often that requires putting myself in their shoes and thinking outside the box to come up with a solution.”

Nicole’s approach to her business is highly personalized and it’s important to her to touch base by phone regularly with past clients. “Picking up the phone, even just to check in means so much more than a text,” she explains.

To get the word out about her listings, she has a system of pre-marketing, posting on social media, sending Top Agent Magazine

e-blasts and postcards and hosting client appreciation events. Nicole also promotes her listings on podcasts and is planning to start her own podcast soon.

With an active lifestyle, there’s not a lot that Nicole isn’t involved in locally. She is a member of the Gladstone Park Chamber of Commerce, volunteers at the Maryville St. Monica Home Program, supports the Loyola Academy, and donates a portion of her sales commissions to One Tree Planted. When she’s not working, Nicole spends time with her sons going to college this year and takes her daughter to her gymnastics meets and watches her horseback ride. She and her husband also have two dogs.

Last year, Nicole and her team completed an impressive $40 million in sales volume. Looking to 2023, she’s planning to finalize their systems and processes to be more efficient overall. As she continues to expand her business, particularly in the luxury sector, the driving force behind everything Nicole does is being able to share in the important life experiences of her clients.

“Everyone has a story to tell,” she says. “In this career, I’ve not only learned about humanity, but I’ve learned how to be a better person.”

Contact Nicole Hajdu at 773-727-2199, email nhajdu@dreamtown.com or visit TheHajduGroup. com and facebook.com/HajduGroup, or follow her onhttps://www.instagram.com/thehajdugrouprealestate/ Instagram @thehajdugrouprealestate www.

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PAM RYAN-BRYE Despite over thirty years in the real estate business, Pam Ryan-Brye never gets tired of showing her listings. RyanBrye made the switch to real estate from her career as an interior designer after growing tired of working in an office.

Much to her surprise, she placed very high in sales during a career counseling class, and after interviewing real estate agents, she knew it was her perfect match. “I love working with people,” she comments, “and helping them find a special place.”

Pam Ryan-Brye works as a solo agent with Compass, but she employs an assistant to help her serve her clients in the DMV area, which encompasses Washington D.C. and the surrounding suburbs in Maryland and Virginia. Pam believes there is so much to appreciate about the area; from the vibrant capital of the United States, to its large array of excellent private schools and universities, to the beautiful suburbs surrounding the city. Part of Pam’s marketing strategy is sending out a monthly newsletter highlighting the fantastic array of local businesses, such as restaurants I’m Eddie Cano, Et Voila!, The Avenue, and many more.

In addition to her newsletter, Pam sends marketing pieces to clients with listings, uses social media, and is beginning to jump into video marketing.

Beyond her marketing efforts, Pam also has a personal touch to connect with past clients. “I really like [my clients], so I stay in touch,” she mentions. “I send anniversary gifts to buyers, host brunches…[and] at Thanksgiving, I have people come by and pick up pies at my house.” Making sure to personally stay in touch with her clients helps Pam maintain at least a 50-75% repeat and referral business rate. Whatever is currently happening in the market dictates the percentage, as many people currently have refinanced and are not looking to move. Regardless, Pam’s personal sales volume in the past two years has been between $15$20 million! “We want to be exceptional,” Pam states, 54

“and make [buying or selling] as pleasant a process as possible. I hold their hand all the way.”

Ryan-Brye sponsors a local group called Goods For Good, which reaches out to the economically disadvantaged, underserved, and vulnerable people in the community. Goods For Good organizes events like a fall coat drive, or supplying fans to people without air conditioning in the spring/ summer. She has also personally organized shredding events and community drop-offs, where she hired a truck company to dispose of items people no longer needed. In her spare time, Pam enjoys being with her friends and family. She is getting ready to head to Italy to relax in a condo her step-daughter and husband purchased in Chianni, Tuscany!

Pam hopes to continue to grow her business and continue her education. “I love being with Compass because they’re very proactive,” she shares. “We have classes every week about what’s going on in the market.” Compass enables Ryan-Brye to share the wonderful tools and information with clients to help them with all of their real estate issues and investments.

To get in touch with Pam, please call (202)276-6902 or email pam.ryanbrye@compass.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 56

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

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

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SARA WILLIAMS Although her real estate journey officially started in 1998 with her involvement in property management, Sara Williams always had a passion for homes and for helping people. “I’ve always been in love with architecture,” Sara recalls. Sara started her career in sales at Nordstrom, where she was one of their top salespeople, and this early experience shaped the approach that she takes to this day with her clients.

“It wasn’t just about sales, it was about making sure people were taken care of,” Sara explains.

“When you put your heart and soul into something like that, people tend to feel comfortable, and they want to come back to you. While working at the makeup counter, people would come to me for help to shop for different items throughout the store just because they liked my personality, and because I was genuine and able to relate to people. I’m always very professional, and I make sure to maintain that professionalism with all of my clients.” Perhaps most importantly, Sara’s experience working at Nordstroms gave her the push she needed to take the leap of faith to start working for herself. “I had finally had enough working for people and decided to turn the focus around onto my business, my family and my true passion being real estate. Once I did that, life for me changed.”

Sara serves the area covering Northern Virginia and the eastern Panhandle of West Virginia. She is also working toward her Maryland license. Most of Sara’s business comes from repeat and referral clients, and it’s easy to see what keeps people coming back. “I follow up with my clients 100%,” she says. “I make sure that they’re taken care of, even after they’ve closed on their transactions. I’m always there for them, whatever they need.

I look at my clients as an extension of myself and treat them the way I would want to be treated. I stay in their lives, and many of my clients become friends of mine.”

Sara markets her listings via a comprehensive approach that blends multiple different methods to maximize exposure. In addition to promoting her listings on Top Agent Magazine

social media, Sara has a personal network that will share her listings to ensure a broad reach. “I also make sure that my signage promotes positive word of mouth, while being modern and easy to read,” Sara says.

That’s in addition to open houses, broker’s opens, and fun events to entice people to come out.

All that effort pays off for Sara and her clients. In her first year as a full-time Realtor®, Sara did several million in sales, and she is on track for even more growth this year. “I do not look at my job as a job, because I love what I do,” Sara says. “There’s nothing like seeing my clients close on a house and seeing how happy they are. I will do whatever it takes to make sure that my clients get that house!”

As for what the future holds, Sara says, “The sky’s the limit! I never thought I’d be where I am now, and I feel completely happy. I want to maintain what I have and make sure that people are taken care of. I want to always be able to provide this same level of service, because that’s what I hear the most from clients: that I gave them the best service they’d ever received. As long as I can uphold that level of service and integrity with my clients, then the possibilities are endless.”

To find out more about Sara Williams, please call (540) 539-6262, email sara.williams@c21nm.com, or visit sarawilliams.c21nm.com www.

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SARI J. SHAW After working in media sales for 15 years, Sari J. Shaw turned to real estate as a way to build on the strong connection and passion she felt for her community. “I really loved where I lived, and my getting into real estate was more about selling the Chappaqua market and lifestyle than selling the house,” Sari recalls. “If I’m passionate about something, I do a better job, and selling Chappaqua was the impetus for me to get into real estate.”

at holidays and staying top-of-mind with them. She hosts events such as nights out for new homeowners and play groups for buyers before they move in so that they can meet people and make friends, allowing them to become integrated into the community more easily. Sari is extremely involved in her community, sponsoring the local farmer’s market, as well as the historical society and other organizations and events.

The area Sari serves is north of Manhattan, the suburb of choice for buyers looking to leave the city for greener pastures. “This area is extremely green, aesthetically pleasing, and you can get more land here,” Sari explains. She serves an area that includes Chappaqua, Armonk, Katonah, and Bedford. The majority of Sari’s business comes from repeat and referral clients, a testament to her strong ties in the community and the lasting relationships she creates.

“When I sell a house to one person, I will then get a call from their sister, brother, parent, or other family member,” Sari says. “I become more of an agent to a family than to an individual.”

When it comes to marketing her listings, Sari draws on her media experience to ensure optimum exposure. She invests heavily in digital marketing, and through Compass, she has access to buyers in Manhattan and elsewhere to get more exposure for her listings. “My marketing is unbelievably useful and targeted,” Sari says.

Clients are drawn to come back and work with Sari again because of the service they receive from her. “I’m a very customer service-oriented agent, as we all should be,” Sari says. “I had 15 years of sales training before I started in this business, and during that time I learned a very strong customer-focused approach that serves me well in real estate.” Sari stays in touch with clients organically, nurturing those relationships by reaching out

Looking toward the future, Sari plans to maintain and grow her business, with a goal of expanding her listing base and continuing to take on qualified agents who are looking to grow their business.

Overall, Sari says, “I love matchmaking people to communities. It’s much easier to find the house once you’re sold on the community, and I like bringing people together. I love when I’m at the farmer’s market and I run into a family who just moved here a year or two ago, and they are so happy. Their kids are flourishing, they’ve made friends, and they got what they needed. I also like helping a seller deal with the emotions of parting with a home they’ve been in for many years. Helping people in that way is very fulfilling to me.”

To find out more about Sari J. Shaw, please call 917-597-7394 or email sari.shaw@compass.com.

Find her online at compass.com/agents/sari-shaw www.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

easily into the daily hustle & bustle world of the busy real estate agent.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite

• When driving to a showing or to meet a client

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First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning

• Before your open house begins • After the open house • Driving home in the evening 59

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

1 For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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SHAWNA RHOADS Since 2000, REALTOR® Shawna Rhoads has worked to meet the highest expectations of home buyers and sellers in the San Luis Valley of southern Colorado. Born and raised in the Valley, Shawna’s deep understanding of the area’s economy, landscape, and regulations help her address the specific needs of clients moving to and from Colorado. Sought after for its breathtaking mountain views and small-town feel, the San Luis Valley is truly the perfect place for families and retirees to find a slice of natural beauty out west. Shawna is the REALTOR® to get them there.

In over two decades of working in real estate, Shawna has built a thriving network with 80% of her business now coming from repeat and referral clients. “It’s a really close-knit community, so everyone knows each other,” she says. “If you live here, you know all the REALTOR®s and what our reputations are. To improve her real estate practice, Shawna frequently takes classes to learn new tricks of the trade and work on skills like follow-up. For example, she recently completed her Real Estate Negotiation Expert certification, which hones in on the finer details of making and closing deals.

When it comes to marketing, Shawna posts her listings on multiple online platforms, like Homesnap.

She also uses her own social media channels to drive traffic to her listings. In addition to providing in-depth information on properties, Shawna organizes 3D tours so that clients can get a feel of the property before their visit.

While her career takes up her weekdays, Shawna makes time for some of her favorite activities. For Top Agent Magazine

example, she sits on the Board of Directors for their local golf course and loves to play when she can. In an area with as much incredible natural resources as the San Luis Valley, Shawna tries to spend a lot of time outdoors. Recently, she learned snowmobiling and fly fishing.

Last year, Shawna completed 25 transactions working independently. Her plan to scale in the next few years involves adding a few new team members to assist with buyers and sellers. Most importantly, however is that her clients are always prioritized and everyone walks away from the closing table satisfied. “I think it should be a win-win situation where all parties involved get what they want,” she says. “I love when everyone is happy because it means that I did a great job for them.”

Contact Shawna at 719-851-0994, email rhoadswest@gmail.com, or visit slvpropertypro.com www.

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STELLA SHALAMOVA For Stella Shalamova, real estate is about a passion for helping people achieve the American dream through homeownership.

Upon getting her start in the business in 2006, Stella immediately recognized the satisfaction and fulfillment that came from that mission. “In my first deal, I got a condo for a single mom who never thought she would get in this building,” Stella recalls. “I worked hard to get her approved, and when she did, I was so excited. Not just because I made a sale, but because I helped her and now she had her own home.” In the years since, through changes in the market and the industry, Stella has stayed true to her original aim of helping clients achieve their goals. In 2021, her top agent status was recognized when she received the Highest Platinum Award as well as the Top Listing Award and Top 10 GCI Award.

traffic and interest for the listing, as well as providing a valuable service to buyers who could have all of their questions answered.

In recent years, Stella has shifted primarily into the luxury real estate market, though she still serves clients from all walks of life. Her continued success results from continual self-improvement and education. “I like to invest in myself so I can provide the best service,” Stella explains. “I travel all over to attend conferences and trainings so I can learn from the top people in the industry.”

Stella strives to make the impossible possible. “I love a challenge,” Stella says. “That’s what pushes me forward.

I love working with clients who have had trouble selling their properties, because I get to do whatever is possible to make a difference and succeed where others couldn’t.

That’s why I’ve been in this business for 18 years of experience and trust. I’m here serving my clients because I do what I love, and I love what I do.”

Stella invests heavily in marketing her listings, and draws on the expertise of a seasoned team of professionals to serve her clients to the utmost. Her team includes a home stager, interior designer, social media marketer, engineer inspector, attorney, mortgage broker and title company, all of whom pull together to provide the best possible service.

“With every home that I list, I customize my marketing plan according to the property,” Stella says. “I meet with my team to figure out how we can sell this home fast for top dollar.”

Stella’s innovation and outside-the-box thinking add value for clients. “I always try to be creative and stand out from other agents,” she says. “I want to provide something different and unique to my clients.” One recent example was a mega open house where Stella put all of these experts under one roof, along with refreshments and giveaways. It was a full-scale entertainment event that created a great deal of 62

The results speak for themselves, and Stella is a bona fide real estate celebrity in her area. “Wherever I go, people recognize me,” Stella says. “It makes me feel good, because I know that I’m making a difference, helping in my community, and inspiring people. That was my purpose when I started in real estate, to change my community and change people’s lives.”

With the market changing tremendously and many in the business feeling uncertainty about what’s next, Stella says, “That change is another challenge that I’m ready for. I have a few projects that I’m developing and working on, because I like to shift with the market. If the market is shifting, I have to shift too.” Readers should stay tuned to see where Stella’s journey will take her next.

The Star Team

Contact Stella at (516) 807-7894, email Stella.topseller@gmail.com or visit eliterealtor.com http://

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 64

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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SYDNEY WILSON Sydney Wilson is a native of Brookhaven, Mississippi, and a product of BHS with a Business degree from Ole Miss and a Master of Education from Louisiana. Sydney began teaching at Pensacola Junior College, spent a couple of years at McRae’s in retail management, and then taught 9 years at Gulf Breeze Middle School. Her transition from teaching was a fortuitous change when she moved back home to help her mother at Betsy Smith Properties in 1997.

Sydney says, “I didn’t choose real estate, it chose me.”

Sydney is currently the designated broker and feels blessed to work alongside her family and cherishes the relationships with her cohorts…many who have been together a couple of decades. Her business partners and brokers include her brother, Cameron Smith a real estate veteran of 23 years and sister, Stephany Smith in her second career with 14 years. Nephew, Zachary Smith and son, Gabe Wilson are now the third generation. Sydney says, “I wouldn’t want to do real estate without them.” She attributes her diligent work ethic to her mother who taught her that work is the best medicine for everything….it keeps you busy so you don’t have time to dwell on your own problems and it keeps you focused on helping others which ignites your soul.

Sydney finds joy in helping others help themselves, and she loves to give back to her community. She has served as President for Southwest Board of Realtors and has received recognition for productivity and the C2EX endorsement for commitment to excellence in the real estate industry. She is President of the local Habitat for Humanity; a lifetime member of Junior Auxiliary; a sustaining member of the Krewe of Ceres, a charitable organization; a Climbers Club member inspiring richness in education, music, art, and literature; and serves on the Board of Trustees at First United Methodist Church. She even has a CDL to drive the church bus where she spent numerous years in the children’s and youth ministries. Living out the principles “To whom much is given, much is expected.”

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When Sydney is not at work, she enjoys spending time with her family often gathering at mealtime. We may have moved from fancy china to paper plates but togetherness is still the key. Investing in family brings joy and builds the future.

Mostly, Sydney is just like you seeking the balance in life between work, physical, intellectual, mental, spiritual and financial well-being while meeting obligations and responsibilities and stepping up to challenges. She is honored for the opportunity to get to know and serve you.

Looking toward the future, Sydney says she has no plans to retire any time soon. “At 60, I’m still learning and growing,” she says. I remember the days of inception with no computer, no fax, no cell phones, no Facebook, no twitter, no Instagram, no digital marketing, no social media and no multiple listing service.

We have come a long way to collectively carry on the legacy that our mother started. “The future for us is continuing to serve our community and clients and do what we’re doing, but better.” Above all, Sydney is guided by a love of mankind. It’s that dedication to helping others that keeps her moving forward and allows her to help her clients achieve their real estate goals. At Betsy Smith Properties, it’s not professional until it’s personal.

To find out more about Sydney Wilson, please call601-757-2083, email sydney@betsysmithproperties.com or visit betsysmithproperties.com www.

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VIKKI GORMAN Real estate agent Vikki Gorman with Realty Executives has conquered the Valley of the Sun with a unique blend of experience and dedication. Starting her career in residential real estate in 2019, she worked in business development and property management before making the switch to residential real estate full-time. Now in her fifth year, she serves all cities within the Phoenix metro area, including Phoenix, Scottsdale, Glendale and Peoria. Vikki prides herself on building lasting relationships, as evidenced by her impressive referral rate. Approximately 50% of her business comes from referrals, many of which are from friends and past clients who trust her with their most valuable asset – their home. With a wealth of experience and a commitment to client satisfaction, it’s no wonder that Vikki has become a sought-after real estate agent in the bustling Phoenix market.

Known for her thoroughness, she consistently goes above and beyond to ensure that each transaction is completed seamlessly. Vikki explains, “I work really hard for my clients, no matter the price, no matter the location, when I take on a client, I want the best for them.” Her dedication to communication is another quality that distinguishes her from her peers. Vikki values regular contact with her clients and is always present at every pivotal point in their transaction.

“I communicate with them daily within a transaction, if necessary,” she remarked.

Moreover, Vikki’s ability to work well with other agents and forge strong partnerships is a testament to her professionalism and collaborative spirit. She understands the importance of teamwork in achieving successful outcomes for her clients, and it’s this combination of dedication, communication, and collaboration that

makes her truly stand out as an exceptional real estate agent.

Vikki has a multi-faceted approach to marketing her listings, ensuring they reach a wide audience and attract the right buyers. She starts by utilizing the MLS, which widely disseminates her listings. Additionally, she taps into the power of social media by promoting her properties through six different platforms: Facebook, Twitter, Instagram, and TikTok. Her marketing efforts have clearly paid off, as she has sold over $40 million in residential sales since she began her real estate career. This impressive track record has led to several accolades, including Rookie of the Year in her first year and the 100% Club Award in her second year. Vikki’s achievements don’t end there; she has also earned the prestigious Double Diamond Award in both her third and fourth years.

Deeply committed to her community, Vikki actively participates in various organizations and events. She is highly involved in her church, Christ Church of the Valley, one of the largest nondenominational churches in the US, and her son’s Basis Charter School, where she serves as President of the board of the Boosters. When she’s not working, Vikki loves spending time with her family.

As Vikki looks ahead to the future of her business, she remains dedicated to providing exceptional service to her clients in the ever-evolving world of real estate. She aims to grow her business into a more robust operation and has exciting plans in store for 2023, as she just became the first Rosie on the House, Every Arizona Homeowner’s Best Friend, as a Certified Real Estate Agent Partner. Wherever her path leads, Vikki’s commitment to her clients and her drive for success will continue to make her a standout real estate agent in the industry.

For more information about Vikki Gorman, please call 602-689-2810 or email vikkigorman@outlook.com

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

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

grahamharrop.com Top Agent Magazine

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mailto:mag@topagentmagazine.com

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