NEW ENGLAND 10-3-22

NEW ENGLAND EDITION

CREATIVE MEDITATION for the Real Estate Professional FEATURED AGENTS

CINDY HOULIHAN ALEX WALSH HIRAM COLON JILL FITZPATRICK KRISTIN GENNETTI LAURA BENNOS LAURIE KIRKPATRICK LONNIE SHAPIRO MARY PONT COVER STORY

CYNTHIA NINA-SOTO

ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

5

TIPS TO GET NEW CLIENTS

Is Finding a

NICHE MARKET

Right for You? UNTANGLING THE BIDDING WAR:

A BUYER’S & SELLER’S PERSPECTIVES

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

Top Agent Magazine

3

5 Tips to Get New Clients 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 4

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

Top Agent Magazine

1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

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

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

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

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

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

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

Top Agent Magazine

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

5

3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

5

Create a Website that Offers Real Value to Potential Clients

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

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

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

Top Agent Magazine

CYNTHIA NINA-SOTO

Top Agent Magazine

7

CYNTHIA NINA-SOTO “I want people to have the opportunity for the American dream, but you need somebody at the table that speaks your language, and who looks and sounds like you. That’s my purpose in life.”

For Cynthia Nina-Soto of Salem, Massachusetts, the business of real estate is a natural outgrowth of her passion for community building through equitable housing opportunities. As an immigrant born in the Dominican Republic, Cynthia has first-hand experience fighting the uphill battle toward 8

home ownership: “It wasn’t until six years ago that my mom was able to buy her own house. It just should not be that difficult – I want to make it easier for people. I want people to have the opportunity for the American dream, and it’s important to have somebody at the table that speaks your language, and Top Agent Magazine

who looks and sounds like you. That’s my purpose in life.”

and strong communities. That’s been my guiding light ever since.”

Cynthia’s journey as a REALTOR® and broker began thanks to her husband, who insisted that she has the ability to impact and change many lives in the community and was more than capable enough to succeed in the industry. She set aside enough money to take the examination exactly once, and after long nights of diligent studying, she obtained her license in 2005. “I became a REALTOR® and quickly understood that housing and education are the tools we need to build vibrant

This dedication to the power of education extends far beyond her personal endeavors.

Cynthia recognizes the benefits (and, in her case, the necessities) of educating clients, and as the owner and broker for Nina-Soto Realty, she recognizes the broader impact of the responsibility she has educating the REALTORS® on her team. “We specialize in working with first time sellers, buyers, and investors. We understand that the market is always changing, and it can be tough to keep

Top Agent Magazine

9

up with the latest trends. At Nina-Soto Realty, we pride ourselves on being at the forefront of the industry. We don’t just strive to be a 10 - we start at 10 and find ways to improve. This commitment to excellence is what sets us apart from other agents. The vast majority of our clients are minorities. This is something we see as a badge of honor.

We’re proud to be able to offer quality services to those who have been historically underserved. We’re proud to say that we’re helping to fix generational wealth one household at a time.”

It’s no surprise that, given the far-reaching impact of her business on the North Shore, Cynthia finds herself thrust

10

Top Agent Magazine

into the political spotlight. “I’ve been told I should run for office, but that’s never going to happen. Although I’ve never had any interest in politics, I know that politics has an interest in all of us. Advocacy is important work, and I’m grateful to those who do it.”

Cynthia spends hours working with community leaders and elected officials, impacting housing legislation. Most recently, she celebrated the end of a three-year process helping craft an ADU ordinance passed in the city of Salem. Cynthia is committed to social justice and diversity. She sits on the Salem Redevelopment Authority, which is a governing body that oversees development in the downtown district. In addition, Top Agent Magazine

Cynthia is the Vice Chair of the Scholarship and Education Committee, which focuses on making education accessible to all. Lastly, she serves on the Board of Directors at Harborlight Community Partners, an organization that “focuses on the housing needs of underserved populations and strives to make homes available to all, because everyone deserves a home.” Through her work on these various boards and committees, Cynthia has demonstrated her dedication to diversity and education. These are two values that are essential to her work as a REALTOR®.

“As someone who has benefited from scholarships, I know firsthand how important they 11

can be in providing access to opportunities that might otherwise be out of reach. That’s why I want to create a housing foundation that will provide scholarships for homeownership. My goal is to help people become homeowners by leveraging the tools that are available to them through the state and obtaining private funding for down payment

assistance and emergency relief. I believe that this will not only help individuals and families achieve their dreams of homeownership, but it will also have a positive impact on our communities as a whole. I will help bridge the generational wealth gap and I will continue to advocate for housing equality and accessibility for all.”

To learn more about Cynthia Nina-Soto, visit NinaSoto.com, email cynthia@ninasoto.com, or call (978) 594-1292 www.

12

Top Agent Magazine

Aury Gonzalez is proud to congratulate

Cynthia Nina-Soto

on being featured for the State of Massachusetts in Top Agent Magazine!

AURY GONZALEZ Loan Officer | NMLS #1772379 O: (689) 223-2324, Ext. 17059 M: (407) 371-2800 aury.gonzalez@movement.com movement.com/aury.gonzalez www.

1418 S. Narcoossee Road, St. Cloud, FL 34771; Company NMLS # 39179

Top Agent Magazine

13

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.

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 14

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

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 • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening Top Agent Magazine

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.

Top Agent Magazine

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.

15

CINDY HOULIHAN The idea of “being the better real estate agent” inspired Cindy Houlihan to get her real estate license after she and several friends had less than satisfactory experiences purchasing homes.

With her kids in school full time, it was also the right time for her to embark on a new career. 16 years later, Cindy is an award-winning solo agent with Berkshire Hathaway Robert Paul Properties serving Cape Cod and the South Shore located between Boston and the Cape. She is a certified Luxury Specialist, answering to the niche of this desirable area which is characterized by high-end waterfront properties.

Cindy has earned numerous accolades and awards for her achievements in real estate sales which average between $40-45 million annually. She’s a Platinum member of the BH Chairman’s Circle, recognized among the Top 1% in sales and also a member of the $10 Club. Recently, Cindy was featured in Boston Common Magazine as a Dynamic Woman in Real Estate. She’s also a Top Agent in her Osterville BH office.

their “forever agent” and stays in close personal contact, continuing to offer her services after the sale through recommendations and advice. For her, the great reward of working in real estate is seeing people after the sale as they settle in to their just-right new home. Recently, she was invited to visit past clients she’s worked with on a land acquisition; they wanted her to see the new home they’d built on the property. Being part of making those dreams come true is what it’s all about.

When she’s not working, Cindy loves to work outside landscaping and working in her flower gardens and also likes to travel. She’s an active supporter of the National Alliance on Mental Illness (NAMI) Cape Cod through donations and fundraising events like the annual Siobhan Leigh Kinlin Golf Tournament. In the future, Cindy wants to continue helping people and doing the work she loves. She likes the way her business is going and plans to stay the course with the possibility of eventually building a team and becoming a mentor to other agents.

Being part of a large real estate company offers many benefits in terms of marketing and exposure. Cindy credits Berkshire Hathaway’s substantial market share and the international presence of sister company Mayfair with providing both the tools and extensive reach to get listings in front of a large audience. Among the most effective tools for marketing listings are the company website and active social media accounts.

With an enviable 75% of her business coming through repeat customers and referrals, Cindy sees the way that she relates with her clients as one of the keys to her success. She tries to really listen to her client’s needs and strike a balance of being always there when they need her without being too pushy. She sees herself as 16

To learn more about Cindy call 508-523-8829, email choulihan@robertpaul.com, or visit her website: cindyhoulihan.robertpaul.com https://

Copyright Top Agent Magazine

Ed Moloney and Equity Resources, Inc. are proud to congratulate

Cindy Houlihan

on being featured in Top Agent Magazine for the state of Massachusetts!

ED MOLONEY

Equity Resources, Inc. (774) 573-0329 465 E Falmouth Hwy Ste B East Falmouth, MA 02536 NMLS 1579/10321 MA Mortgage Lender ML1579 & Mortgage Broker MC1579, NH 23282-MB-BCH, RI 20153125LL B03 DBA Equity Resources of Ohio, Inc.

Top Agent Magazine

17

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes18

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

Top Agent Magazine ®

Top Agent Magazine

One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

Top Agent Magazine

Top Agent Magazine ®

19

your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

20

them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

Top Agent Magazine ®

Top Agent Magazine

ALEX WALSH The subprime mortgage crisis hit the world in mid-2007 and really didn’t resolve itself until 2010, a very difficult financial time for the real estate world – and by extension, because of the industry’s economic power, a challenging period for other sectors as well. It wasn’t exactly an optimal time to work with the industry or to even be a REALTOR®. But Alex Walsh had the right combination of perseverance and foresight, and nonetheless got his license in 2009.

“A good friend got me involved in real estate.

I was doing projects with him and even when the downturn came in 2008 and 2009, I was lucky enough to survive. I felt like with my experience in rehabbing properties, as well as in investing, that I could add a lot of experience for people,” Alex said. “So even though I got my license in 2009 and that might not have been the best time to start in real estate, to me it was the most exciting time.”

Thirteen years later, Alex has owned two brokerages is now is a partner and team leader in The Dot Collection, a small but growing group of five agents making a big impact working primarily with developers in the Greater Boston area, including Dorchester, Quincy, and East Boston. Alex and the group definitely are not bashful when it comes to taking on bigger agencies – last year alone The Dot Collection sold more than 150 units with a collective volume of $110 million.

“We cast a wide net but our main niche is development. So, we have a very high percentage of repeat business and we keep our developers extremely happy,” he said. “In a lot of ways, we offer some of the things that other companies can’t, like our knowledge and expertise. And our understanding of how the developer process works from start to finish, from acquisition to construction.”

In his time away from working with developers, he has developed his own group at home – an “awesome wife”

and three little girls who all share his passion for the outdoors including biking and hiking and getting to the ocean. Alex is also part of a charity called Q Care, which offers services and supplies related to after-school support for low- to middle-income families. The Dot Collection also works with locally owned small businesses to promote their work. And when he needs something done, he said he sticks by tried-and-true methods.

“I’m old-fashioned, but it never dies – you pick up a phone,”; Alex said. “We have a great social media presence but actually picking up a phone and having a conversation with someone is the best way to maintain personal relationships. I want people to know I’m genuine, and not just about a transaction. I really care.”

Alex said the team prides itself on its pre-market abilities and being able to sell a development in the earliest stages.

His philosophy is that agents must be willing to spend money to make money, including going so far as to pay for staging. Simply put, there are no shortcuts.

“There’s something to be said for problem-solving, which anyone who has been in the real estate business knows it can sometimes be one big collection of problems to solve,” Alex said with a laugh. “No transaction is linear or seamless. But I enjoy that process and helping people through what can be a difficult and tricky and overwhelming.”

Saying he likes being “a sense of calm” for clients, Alex has no plans to change what’s been working so successfully.

“My goal is to grow the company. I want to mentor and be the best leader I can be. It’s a powerful thing to help someone build a career they can rely on and realize their dreams of that career,” he said. “There’s no reason that we can’t be the biggest, highest producing team. I’m confident we can be that. That’s exciting to me.”

You can contact Alex Walsh at 781-556-1703 or via email at Alex@findyouraccess.com His website is dotcollectionma.com www.

Top Agent Magazine

21 Copyright Top Agent Magazine

HIRAM COLON The process of buying, renovating and flipping houses ignited a passion for the entire industry of real estate for Hiram.

His wife urged him to do more with his interest than just flipping houses, so he took the classes and got his real estate license.

For a few years, Hiram poked around as a part time agent. There was a definite learning curve, but the real problem that held him back was the hours he was able to dedicate. In the aggressive 2019 market, he couldn’t give his clients the attention they needed. When the company he was working for full time sold, he saw an opportunity and grabbed it. With his family having his back all the way, it was an easy decision to become a full time agent.

Now he’s on a team as the team mentor for six up and coming agents. He helps them one on one to find their footing for their first six transactions. This way he can guide them, stay engaged and help them strengthen offers as he walks them through step by step until they have the confidence to handle complete transactions on their own. While the territory his team handles is Greater Hartford County, he’s expanding his footprint with a Massachusetts license as well.

One key concept he stresses with his agents in training is: Secret agents don’t make money in this industry. They have to get out there, network, get their faces in front of people and be the first person that comes to mind when someone decides it’s time to contact an agent. You have to meet people, work with them, build relationships, earn their trust and respect. It’s not going to happen without all of the groundwork setting up a success. One negative person in the industry can hinder the trust of all agents. If you’re in the business for commission and not helping people – you’re in the wrong business.

Hiram loves educating people. When it comes to buyers and even sellers to some degree, they seem 22

to be held back by fear. Fear of the market, fear of not knowing what to do and how to move ahead. Buyers stay renting, afraid of getting a ‘no’ from a lender. But with the right knowledge and a lender who will work with them to help them along, what starts as a ‘no’ can be changed to a ‘yes’ within as few as 60-120 days. All it takes is a little knowledge to build up the bravery needed to go out and achieve your dreams.

Bringing dreams to life is what Hiram thrives on.

Dressed as Santa, he’ll drop bottles of wine for his client base and then hand out toys to children. Last year, the charity groups he worked with led to him giving out over 1,500 toys. His brokerage takes advantage of his Santa side at the Santa and Skate event, inviting clients for a donut, hot cocoa and a few laps on the rink before pictures with Santa. Hiram’s own dreams sit on his vision board, showing his continued growth and his next steps of landing his broker’s license.

For more information about Hiram, please call 860-817-0311, email hcolon@rovihomes.com or visit triple.com/agent/hiram-colon www.

Top Agent Magazine

Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

Top Agent Magazine

Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

Top Agent Magazine ®

23

who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 24

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

Top Agent Magazine ®

Top Agent Magazine

JILL FITZPATRICK Buying or selling a home is serious business. That is why Boston REALTOR® Jill Fitzpatrick likes to remind her clients to have fun. “Part of this process should be enjoyable. We know it’s stressful, but we have to have some enjoyment,” she says. “If you’re looking for a new home, you should be having fun while looking at these houses. It shouldn’t be drudgery! If you are selling your house, you should be excited for this new chapter.”

Jill says making clients comfortable is one of the most important aspects of her job. “Part of my job is to alleviate the anxiety and stress, so asking my clients if they’re comfortable with every part of the process is extremely important. If I am doing my job correctly, they are trusting me with the sale or purchase of a very large asset. As their agent I don’t lose sight that that’s nerve wracking.

It’s my responsibility that they’re comfortable asking any questions, asking for clarification. Because at the end of the day, when a client leaves the closing table, the result should be a positive experience.” she says.

“When they are feeling positive, they’re going to remember that feeling and that’s a good transaction.

That’s the goal.’”

Proper marketing goes a long way in putting her sellers’ minds at ease. Staying on top of new technology is key. “It’s no longer that you can just list it on the MLS. You have to be advertising on Instagram, advertising on Facebook, Tik Tok, virtually every social media platform. You have to be on top of new technology like interactive brochures and QR codes, things like that,” she says. “People are very technologically savvy, and it’s a lot easier for them to get information.

So just the listing sheet, it’s just not going to do it anymore.” Jill also likes to include drone footage with her listing photos. “That is a very popular thing that’s Top Agent Magazine

being done because people want the aerials, they want to see what’s going to be around them.”

Jill has deep ties to the community around her. She has lived all over the country but always comes back to Boston. “Boston is such a fabulous city because not only is it dynamic - where you have great restaurants, theater, and social activities - but the city is walkable,” she says. “Everywhere that you go, you’re feeling this great sense of community.” Through her charity work with the Special Olympics and the Bread of Life, she is able to give back to her community.

Jill’s business has started to grow beyond the Boston area. Already licensed in New Hampshire, she plans to get her license in New York and Florida as well. Many of her clients have been exploring those areas and they want to work with someone they trust. “Although it, right now, isn’t my technical area, they’re still looking to me to help them make that jump.” She is happy to help. “It’s an incredible job. It’s an incredible way to spend the day.”

For more about Jill, call 781.475.2766, visit her website at jillfitz.com or email jillfitzrealestate@gmail.com www.

Copyright Top Agent Magazine 25

KRISTIN GENNETTI Kristin Gennetti is a high-touch real estate agent known for her client-forward approach and extensive knowledge of the ever-changing market. With a client base built almost exclusively on repeat and referral business, her reputation precedes her as the number one agent in Malden.

Kristin leads Century 21’s North East sector, The Kristin Gennetti Group, a cutting-edge group of agents serving across the Greater Boston area.

Kristin’s professional background is unconventional, she originally worked as an occupational therapist in a public school. She shares how her mom worked as a real estate agent when she was young, and she grew up in the industry. Her longtime desire to pursue real estate eventually motivated her to earn her license in 2004, “I really loved it, and knew it was the right profession for me.” Kristin balanced both professional worlds part-time, until 2013. It was then that she had her daughter and made the decision to leave the occupational therapy space to pursue real estate full time. Described as “one of the best risks that I’ve taken,” Kristin now runs a team of 14 realtors in a boutique office in the heart of downtown Malden.

Together, they serve the expansive markets of Malden, Greater Boston, and the North Shore.

Kristin’s many accolades speak for themselves in terms of the level of service clients can expect. She has been recognized as the #1 agent in Malden for 2019, 2020 & 2021, the #1 agent for 2020 within Century 21 North East, and in 2020 was ranked #2 for Century 21 across Massachusetts. Her specific focus on the town she grew up in gives her an advantage and in-depth knowledge of the area. Living in her hometown of Malden, Kristin is a pillar in the community and stays active in local activities and sporting events. It is not unusual for someone to recognize her at the bank or the grocery store.

Kristin’s client base is primarily repeat and referral business, likely due to her strong work ethic and unmatched

devotion to her clients. She laughs, “I’m a lot of hustle with a big heart.” Kristin is always willing to help someone in need. She attributes her occupational therapy background as a big reason why she thrives in real estate, “Regardless of which way you look at it, you’re in a helping profession.”

Kristin shares that real estate is often a part of life-altering events and transitions. From divorce to a death in the family, Kristin is prepared to support her clients no matter what stage of life they find themselves in.

Kristin markets current listings heavily across social media, as well as with flyers and mailings.

Her team’s annual volume is an impressive 70 million.

When asked what she enjoys most about the industry, Kristin shares, “I get to wake up and do a job every day that I love.”

Outside of work, Kristin often is found spending time with her family. She notes how they just enjoyed their first summer with a new pool in the backyard. She also likes traveling and visiting different beaches. Kristin’s plans for the future are to continue growing her team.

They intend to stay relevant and cutting edge while providing ample internal resources for agents to thrive.

Ultimately, Kristin hopes to continue serving as a pillar in her community and helping Malden thrive through real estate expansion.

Contact Kristin at 781-704-7040, email kristingennetti@gmail.com, or visit kristingennetti.com www.

Copyright Top Agent Magazine

What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

Top Agent Magazine

Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

Top Agent Magazine ®

27

sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 28

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

Top Agent Magazine ®

Top Agent Magazine

LAURA BENNOS Laura Bennos of Sudbury, Massachusetts, combines her professional expertise in product marketing and merchandising with an unparalleled dedication to white glove customer service to grow her real estate business in the burgeoning MetroWest markets. “I consider myself lucky to come up as a top agent in these unprecedented times. In my five year career I’ve seen a lot of changes, and while these last few years were challenging, I’m really grateful for the experience and I’ve grown a lot by staying flexible enough to deal with the chaos.”

After obtaining a Master’s Degree, Laura pursued a career in the apparel industry, and she focused on product management with Reebok/Adidas. “I had twin boys in 2013, so I decided to stay home for a bit, and while I was home I recalibrated my visions for my goals and my career. So, while they were in preschool, I worked toward getting my license, and I hit the ground running.” Laura became an officially licensed REALTOR® in 2017, and for the past five years, she has leveraged her previous experience in design to grow her enterprise as a solo agent with Gibson Sotheby’s International Realty.

Presently, in 2022, Laura boasts a book of business that is over fifty percent referral clients, and at the time of writing in September, she has closed over $12 million in volume for the year. She attributes her success to a candid approach built on patience and transparency.

“I am super authentic – what you see is what you get.

I’m not in this for the sale, I’m in it to create relationships, make friends, and help people accomplish their dreams. I love helping my new neighbors move into nearby towns so I can show off my local expertise,

follow up with vendor requests and service professionals, things like that. Top service is my brand.” Her dedication to interpersonal relationships is a source of joy and success for Laura, and she maintains close ties to her past clients by touching base with them during holidays and their Home-aversary each year, sending along a note and a gift card to a local coffee shop. “I’m looking forward to this November – I’m kicking off a client appreciation event this holiday season!”

Laura’s relationships extend far beyond the circles created by her business, and she prides herself on the connections she has grown throughout Sudbury in the past decade. “I am involved with the parent teacher organizations for two separate elementary schools in Sudbury! My kids switched schools this year, but I’m staying involved with their previous school too. I also sponsor the fishtank at the Goodnow Library. They do a whole thing with the toddlers every day, and the librarian wears this fish hat while they ceremoniously feed the fishes and take silly pictures.” Her passion for supporting her local community explains Laura’s enthusiasm for showing off her hometown to clients, as her deep roots are an extension of both her professional endeavors and her caring disposition.

With her eight year old twin boys fully engrossed in the game of football, Laura is looking forward to the upcoming years working with Gibson Sotheby’s International Realty in Sudbury. Her future plans for her business include celebrating her red-letter year with her friends at the appreciation event, and to “just keep doing what I’m doing – stay proactive, and continue to provide for the people I care about.”

To learn more about Laura Bennos, visit laurabennos.com, email aura.bennos@gibsonsir.com, or call 774-930-2237 www.

Top Agent Magazine

29 Copyright Top Agent Magazine

LAURIE KIRKPATRICK Always drawn to real estate, Laurie Kirkpatrick decided to take the leap into this industry about four years ago. Inspired to help people achieve their dreams, Laurie knew she would find joy in this field. After talking to a friend that works as an agent, Laurie earned her license and hit the ground running. Today she is doing better than ever, becoming a top agent in rural Vermont/New Hampshire. An expert in this region, she is able to support clients on their buying and selling journey, knowing exactly what to do to get them towards their goals. Nearly all of her business derives from referrals, as she consistently goes the extra mile. Only wanting what is best for her clients, she puts their needs first and works diligently to reach their goals.

“I show up to all my own showings,” she explains.

“I don’t just give out a lockbox code and let agents look at the homes I’m selling. I am there to represent my sellers.” The same goes for her buyers, who she works with one-on-one, guiding them throughout the entire process. “I really go above and beyond to make someone’s dream come true.” Laurie gets to know her buyers and sellers on a deeper level, determining what their needs are and developing a plan to get them there. Understanding how important this transaction is, Laurie never pressures clients to make decisions. Instead, she provides them with all the knowledge they need to choose which path to take, and is there for them to answer any questions. She maintains lasting relationships with those she serves by sending out notes throughout the year, calling them, staying in touch via Facebook, and meeting them for lunch or dinner.

When it comes to marketing her listings, she takes advantage of Four Seasons Sotheby’s International 30

Realty’s large reach. She also maintains a Facebook page where she posts all her current properties, and runs print advertisements. Her approach typically results in homes selling quickly for the highest price possible. Once a home goes under contract, Laurie’s work doesn’t stop. She does everything possible to ensure a smooth close, staying on top of all deadlines and keeping everyone updated at each step.

Community is an important part of Laurie’s life, so she ensures she gives back regularly. She donates to various charities, has coached basketball and baseball in the past, and gets involved in any local fundraisers. During her free time, she loves traveling and relaxing with friends and family, including her grandkids.

As time goes on, Laurie falls more in love with her career. She is excited to see where this path takes her, and can’t imagine herself in any other field. “I love helping people, it makes me feel wonderful to see people happy.”

For more information about Laurie Kirkpatrick, please call 802-222-7791 or email laurie.kirkpatrick@fourseasonssir.com Top Agent Agent Magazine Magazine Copyright Top

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

Top Agent Magazine

Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 31

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 32

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

Top Agent Magazine

LONNIE SHAPIRO When Lonnie Shapiro began thinking about what to do after her maternity leave from teaching, she decided to give real estate a try. With a love of people and a desire to help others, it seemed like the perfect fit.

“The school district was wondering when I would be coming back, and at that point I had a two year old,” Lonnie explains. “I didn’t want to leave her, so I thought about real estate, because it would give me more flexibility.”

Today she’s 49 years into her career as an agent, and is continuing to reach great heights. Averaging close to 20 transactions each year, she has closed nearly 1,000 deals over the span of her real estate life. It is safe to say Lonnie has come across nearly every type of real estate situation, which makes her uniquely equipped to handle issues and accomplish her clients’ goals.

Serving Ridgefield, Connecticut as well as surrounding towns, nearly all of Lonnie’s business derives from repeats and referrals. She goes above and beyond to meet her buyers’ and sellers’ needs, getting to know them on a deep level so she can create an individualized plan. As one of the longest standing REALTORS® in her town, Lonnie has developed a reputation for success, reducing her clients’ stress and helping them make educated decisions. When it comes to marketing her listings, Lonnie utilizes Coldwell Banker’s ‘Listing Concierge Program,’ which showcases properties in local magazines, creates a spot on a TV program, enlists the help of a professional photographer who creates brochures, and finally utilizes social media advertising. “Social media plays a big role in our advertising right now,” she explains. Lonnie’s listings typically sell quickly, for the highest amount possible, as she makes sure each home’s best features are highlighted.

Word spreads about Lonnie’s work, as clients are continually impressed by her superior service. One recently said, “Lonnie is amazing. She helped us sell our home after the 2018 microburst as well as our purchase of a Top Agent Magazine

new home. She returns calls promptly and is skilled at selling our home (getting us the best price). She goes the extra mile in everything she does and her energy is infectious. Lonnie has decades of experience and knows her stuff! I would recommend her to anyone looking to sell and/or buy a home.” Another wrote, “Lonnie is a ‘Class Act.’ She listed and sold my condo in two weeks for close to the asking price . I must say I was not surprised because as soon as I met her I knew I was in the best hands. I would highly recommend her to anyone.”

When Lonnie isn’t working, she loves to stay involved in the community through a women’s group called B.I.G., which stands for Believe, Inspire and Grow. “We have monthly meetings and social events, so I make lots of connections there,” she explains.

Lonnie is also part of a professional group called the Certified Residential Specialists, which offers a national designation that improves real estate agent skills and knowledge in the residential sector. Her favorite activity, however, is spending time with her three granddaughters and decorating her condominium.

In the next few years, Lonnie hopes to continue working. She has no plans to retire, as she absolutely loves what she does. “A lot of people don’t make it beyond a few years on this path, so I am very proud that I have lasted this long. I just love helping people and making them happy.”

To get in touch with Lonnie Shapiro, please call 203-731-7722 or email lonniesweb@aol.com 33

Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

34

Top Agent Magazine

Top Agent Magazine

MARY PONT Mary Pont of Branford, Connecticut, combines her prior professional expertise in high-end retail marketing with a tireless dedication to sincerity and hard work to fuel her real estate enterprise. “I’m a people person. I’m honest, I’m hardworking, and I would do anything for my clients – people remember when you go the extra mile to get the job done.”

Pregnant with her daughter Zu Zu, Mary’s journey into real estate began fifteen years ago. After completing her initial round of licensing, she went to pass her state exam, and discovered she was pregnant with her son, Tommy: “Things got put on hold – family comes first. I was a stay at home mom for about eight years, and right when I got back into my retail career, COVID hit. In the heart of everything, my best friend said, ‘What about your real estate license?’ That was two years ago – I did the entire course online – and it’s been full throttle ever since.” Today, in 2022, Mary works as a solo agent for the Page Taft Group within Compass, and she primarily services the shoreline of Connecticut, along with Hartford, Middlesex County, and New Haven County. “We have the gorgeous shoreline and ocean, the Long Island Sound, and so many universities, including Yale! Right here in Branford, we’re famous for our Stoney Creek pink granite – it’s used in high end real estate all over the world.”

Mary’s presence in Branford extends beyond her professional career and into the extended community. She organizes fundraisers and events throughout the year as a sitting board member for BACA (Branford Arts and Cultural Alliance); additionally, her entire family participates in Closer To Free: “My husband is a cancer survivor, and we have been involved with them for seven

years now. This past year we were a featured family – our team, Six Pack Strong, rides sixty-five to one hundred miles and has raised over $100,000. One hundred percent of the proceeds go to Smilow Cancer Hospital in New Haven.” Her volunteer efforts are a natural extension of Mary’s athleticism and drive – she is an avid crossfitter of eleven years, a master’s athlete, and she’s always on the lookout for the next opportunity to get her hands dirty renovating a house.

While Mary is technically a solo agent, her real estate endeavors are a family business: “My husband Dave Strong is an architect and a builder, and we have a passion for building homes, building furniture, and doing renovations.” Her lifelong exposure to architecture, combined with her expertise in high-end luxury sales give her a keen eye for marketing. “I love treating every listing like a luxury listing – that’s what people deserve, and that’s one of the things I’m best at. I use top of the line photographs, videos, and drones; along with Compass’s fantastic marketing program. I’m a huge advocate of social media, and everything that I’ve listed has sold very quickly.”

Mary’s white glove service, combined with the national network of Compass, have quickly cemented her business. In her first year, Mary cleared over $3.5 million in volume, and was recognized as an Emerald Club Member and won Page Taft’s “Rising Star” award for 2021. Presently, at the halfway point of the year, she is on track to exceed $10 million. “These first two years have been non-stop, and so far, I’ve been able to work one hundred percent from referral. I’m excited to grow the business, take on more luxury listings, and eventually get licensed in other states in case I need to relocate!”

To learn more about Mary Pont, visit www.marypont.com, email Mary.Pont@compass.com, or call 718.986.0026

Top Agent Magazine

35

mailto:mag@topagentmagazine.com

36

Top Agent Magazine