NEW ENGLAND 7-1-22

NEW ENGLAND EDITION

Is Finding a

NICHE MARKET

Right for You? Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

7 Simple Tips that are Proven to Help You

STAY AHEAD OF THE COMPETITION COVER STORY

FEATURED AGENTS

HEATHER BLAIS SHIRLEY FREEMAN HOLLY MAZUR NICOLE STABNIKOV DARBIE STOKES

CHARLIE VINCI

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

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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CHARLIE VINCI Top Agent Magazine

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Earning Homesnap’s Top 5% of Realtors in the US, Top Agent Charlie Vinci, Based in Greenwich Connecticut, is the lead agent for The Charlie Vinci Team at Compass.

Consumed with a desire to succeed, Charlie Vinci, based in Greenwich, Connecticut, worked his way into the real estate industry after being forced to close a substantial contracting business during the housing market crash in 2008. Reckoned that he would make a fantastic real estate agent by his friends and colleagues, Charlie took the plunge and got his license. Despite being met with unexpected 8Copyright Top Agent Magazine

and challenging circumstances throughout his career, he persevered his way to becoming one of the top agents in the area, and today is the lead agent for The Charlie Vinci Team at Compass.

In addition, he has earned Homesnap’s Top 5% of Realtors in the US. Though Charlie entered the industry in his early forties, he purchased and remodeled Top Agent Magazine

his first investment property when he was only twenty-two. Real estate was an instant passion for Charlie where he exhibited a unique ambition and found a genuine interest in educating himself and others on the market. Today he and his team focus on Top Agent Magazine

the Gold Coast area of Connecticut, highend commutable suburbs of New York, New York. The area is akin to New York’s City’s cousin, bustling with luxury shopping, outstanding parks and beaches, highly acclaimed restaurants, and diverse cultures, Copyright Top Agent Magazine9

Charlie’s YouTube Channel holds the most extensive viewership in Greenwich and the surrounding area, and successfully attracts clients worldwide. ultimately making it an incredibly desirable place to live.

What sets Charlie and the team apart from their competition is their informative presence on YouTube. Charlie’s YouTube channel holds the most extensive viewership in Greenwich, as well as the surrounding area. Successfully attracting buyers both domestically and internationally including clients from New York, New Jersey, and California, as well as the Copyright Top Agent Magazine 10

continents of Asia, Europe, and Australia, to name a few. Those YouTube clients eventually make their way over to his website where he and his team have compiled numerous guides on the area, including neighborhood maps, school information, buying advice, seller tips and more.

Sellers appreciate Charlie’s ability to expose their home to a larger audience of buyers than most agents, with his online presence Top Agent Magazine

that attracts buyers locally and afar. He also uses his former experience as a remodeling contractor to show his clients how to prepare their home for the market so they are uniquely positioned to capitalize on buyers who will pay top dollar. As a result Top Agent Magazine

of Charlie’s distinct approach, his sellers do considerably better than the market.

Charlie and his team stay available to former clients for years to come, offering real estate guidance, local area knowledge, and Copyright Top Agent Magazine 11

an extensive list of recommended resources.

Charlie’s intrinsic knowledge and genuine approach are the heart of his success “I love helping people navigate and understand

this insane market,” Charlie shares while acknowledging the stressful journey it can be for his clients.

To learn more about Charlie or access his free real estate guides, go to CharlieVinci.com. You can reach him at 203-952-7752 www.

or email charlievinci@gmail.com.

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

4. Keep up to date

7. Be a great boss

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

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

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HEATHER BLAIS Throughout her life, Heather Blais has always been dedicated to her community. For years, she served as an early childhood teacher, but when her infant son began struggling with severe asthma, she found herself seeking a new opportunity that afforded her the flexibility to be there for her family. While she and her husband Adam were selling their house, their Broker recommended that Heather go into real estate and later offered her a position at her company.

There, she would have an opportunity to master the business from the ground up, establishing a network of clients and colleagues that spans New England. But most recently, she decided to take her work to the next level and launch her own team with her husband.

Today, Heather and Adam lead The Blais Group, powered by Gallagher Real Estate, where they assist clients throughout all of Massachusetts and Connecticut.

Drawing from their outgoing personalities and combined expertise in the housing industry, the two have cultivated a boutique workflow to meet the needs of any buyer or seller.

When listing a property, Heather is there for her clients each step of the way. After helping them fully prepare their home for the market, she shares it via not only the regional MLS, but also a highly targeted blend of digital and social media campaigns. Meanwhile, she utilizes proven outlets like print listings in the local newspapers and her own sphere of influence to give each client an added advantage, ensuring a seamless transaction catered to their best interests.

Elsewhere, Heather is just as attentive when assisting her buyers, carefully guiding them to the right home

for their needs. Alongside Adam, who is also an HVAC project manager, she specializes in historic homes on the waterfront, leveraging her insight and extensive professional network to help clients safely modernize their property while still preserving its classic aesthetic. “No matter the situation, my husband and I can honestly say we’ve been there,” Heather says.

“Because of that, we can connect our clients with a trusted resource in any trade, be it a plumber, electrician, or contractor. In addition to knowing our market, we stand as their partner well into the future.”

Outside of real estate, Heather and Adam enjoy co-hosting an annual Thanksgiving fundraiser to benefit local food drives. Throughout the year, they also provide regular support to individuals in-need. When they’re not with clients or giving back, the two can be found spending quality time at their lakehouse, caring for their infant daughter, taking their son dirt biking, or enjoying all the scenic beaches their waterfront community has to offer.

As for the future, Heather and Adam have exciting plans for her business. As their volume continues its steady growth, this power couple looks forward to scaling their mentorship work among the members of their team, imparting their lasting standards to the next generation of real estate professionals. “I’m a huge advocate for building a passive income,” Heather says.

“In life, you want the ability to spend time with your family, while still being financially stable. That’s why buying and selling real estate will always be relevant; whether a client is investing, downsizing, or making their first purchase, our team is always here to help.”

To learn more about Heather Blais, call (413) 544-0914 or email her at heatherblaisrealty@gmail.com Top Agent Magazine

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SHIRLEY FREEMAN In the early ‘90s, Shirley was working for a high tech company and traveling for business every week, a lifestyle that wasn’t compatible with having young children. She received her real estate license and started with Century 21 in Southern Massachusetts. Shirley started her own company, AJC Properties, when her children were young. This company focused on sales, remodeling and new constructions for more than fifteen years. When her kids went off to college, she started a new company, Snowater Properties, a company that would focus on her love for the vacation home market. She received her New Hampshire real estate license and shifted her focus to selling vacation homes and managing her rentals in the Lakes Region and White Mountains of New Hampshire. Her extensive real experience in real estate allowed her to make the successful transition from the MA to NH markets.

Shirley works with a licensed real estate assistant. Shirley’s focus is on client relationships, strategizing, educating, listing, showing and negotiating. Her assistant coordinates all the marketing, advertising, transaction coordination, and vacation rental support. This partnership works wonderfully, handling more than 50 transactions in 2021 for a total of over $27 million in sales. Her target audience is largely the vacation home market, both for investment and rentals and for people looking for their own waterfront or mountain getaway. More than half of her business are repeat clients, who often come back multiple times to grow their vacation property portfolio.

That vacation portfolio is something Shirley has a vast amount of personal experience in, having worked in the business from well before the days of AirBnB. She bought her first vacation home property in 1996 and decided to offset some of the expense with short term rental income.

She understands the needs and the challenges facing her clients because she has been in that market for more than 25 years. She helps her clients transition to multiple

properties, not just a one and done, turning sales into domino effect chains of new transactions, with some customers working with her for six or seven properties over the course of five years. New clients are drawn in by the full color brochures created to focus on the lifestyle of the area. Buyers are given information on why they would choose one lake over another, where to ski, what mountains have the right elevation perfect for clients plans to hike. From boating to skiing, hiking to snowmobiling, her clients can count on her to assist with their lifestyle plans. Her listings all have professional photos, video, aerial shots, floor plans and a full color brochure with features of the property, definitely the key to marketing vacation home property.

Shirley focuses on selling a lifestyle, not a property. She hikes and skis every day and having her own vacation rental property experience gives her a unique and solid knowledge base to share with clients. She watches the market carefully, anticipating trends and adjusting her client expectations as needed. If someone needs advice on dock space or boating, or ski school and ski passes, Shirley has years of age and stage experience and helps guide her clients. Clients quickly learn that she has vast personal experience in everything from home remodels to new construction and can offer ideas and guidance.

When not on the trails or on the water, Shirley works closely with members of the Leaders of the Lakes Region BNI chapter. She works with the managing director of Big Brothers / Big Sisters on fundraising activities and provides support to the NH Humane Society, and the Lakes Region Children’s Auction through matching donations.

When it comes down to it, she works with what she loves, in the community and in real estate. If it isn’t something that she has personal experience with, she’ll leave it to someone else, making sure every property she assists with is something she truly believes is the right fit for her clients.

She sells lifestyle and clients are excited by that focus.

For more info, call 978-846-0212 or email shirley.freeman@verani.com www.nhlakehome.com | Snowater Properties, LLC | Berkshire Hathaway HomeServices/Verani Realty

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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HOLLY MAZUR The REALTOR®-client relationship has always been based on mutual trust, collaboration, and respect, with a sense of determination and focus on both sides to get to the ultimate goal of buying or selling a home. But what about the REALTOR®-REALTOR® relationship?

Ask Holly Mazur, an agent with Fruh Realty in Newburyport, Massachusetts, and she’ll be happy to tell you that this is a dynamic that is equally important to her.

“I love my clients and the people that I interact with and I am grateful for the relationships I have built with my colleagues. I feel like here (at Fruh), we all work independently and are super competitive, but we are also very supportive of each other’s success,” Holly said. “I feel like I wouldn’t have been as successful where I am without the Fruh team.”

Those kinds of professional relationships have helped Holly succeed in what is essentially a second career in the business. She got her real estate license right out of college afternd she and her husband relocated to Massachusetts. But after a year as a REALTOR® and no transactions to speak of, Holly went into the business world for 10 years. After having her second child, the lure of real estate drew her back in. Now she is a solo agent covering Newburyport and the North

Shore of Massachusetts and is ranked in the top three percent of agents in Essex County.

“It’s going really well. I just feel like I build friendships with everybody I work with, and they can sense that I truly care about them and their family,” said Holly, who is basking in a 100 percent referral rate at the moment. “I enjoy visiting with my clients after they get settled and seeing all of the changes they’ve made to their homes. I love getting to be part of such an important decision in people’s lives and knowing there is a mutual trust and respect for one another. It’s part of the relationship piece. I put that first with my clients, and I put my business and the financial needs that I have on the back burner. When you do right by your client everything else falls into place.”

Holly has two young children, ages three and five, not to mention a new puppy. To say she and her husband have their hands full is an understatement – a joyously happy one, of course, but as her business grows it’s like Holly has two families. But she still manages to spend her downtime with the kids, going to the gym, hiking, walking, gardening, and playing a spirited game of tennis with her husband. As she continues with her career, she has no plans to slow down. “I would just love to continue what I’m doing,” Holly said.

www.elliman.com/florida/associate/510-a-548-fl-3046165/edward-fernandez Contact Holly Mazur through email at holly@fruhrealty.com or by phone at 978-270-0250. The Fruh Realty website is at hollymazur.fruhrealty.com https://

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NICOLE STABNIKOV Nicole Stabnikov, joined Red Tree Real Estate, a boutique brokerage in Brookline, MA, as an independent agent in 2019. It did not take long before her Boston roots began to help grow her business and success alike. She was introduced to the real estate field while attending college.

Looking for a job that engaged her intellectual side and her social skills, she decided to take an internship in property development and wealth management. She learned the ins and outs of the industry, and her passion for real estate was sparked. Today she works full-time as an agent. Offering her the chance to meet new people and form lasting relationships, she could not have picked a more fitting career.

Nicole was raised in Brookline, MA, and has a deep love for the city she grew up in, as well as its surrounding suburbs. A true native to the area, she takes pride in guiding her clients to their perfect property.

Specializing in the Newton/Brookline region, she never shies away from opportunities all over Boston and beyond. “I will go anywhere for my clients,” she explains.

Her prior experience has allowed her to harness her connections across the state and intertwine them into her real estate business. Focusing on investment real estate, property development and condo conversions, she loves finding off-market and investment opportunities for her clients. Nicole has developed a strong repeat and referral based business particularly among the developers she works with, giving her an edge for those looking for new construction homes. No matter who she is assisting, buyers, sellers and investors are blown away by her work. She is well-known in the field, and agents have a sense of confidence when they discover she represents the other party.

“They know it’s going to be a smooth process, and if I’m bringing them a buyer, they know we will close the deal. I just try to make it as easy as possible and aim for everyone to feel competent and comfortable.”

Nicole’s sales are steady on the rise, with over $13 million under agreement in the first quarter of 2022 as well as 18 new construction units coming to market. She attributes her success to the network she has built, her dedication to her clients, and relentless work ethic. Nicole is knowledgeable about every aspect of the real estate world, and loves sharing that information with others. “I’m always teaching people and keeping 20

everyone updated on market trends,” she explains.

This exceptional service has earned her endless lasting relationships with her colleagues, clients and vendors. She is often invited to birthday parties and special occasions, becoming a valued member of their lives.

It’s not uncommon for Nicole to help an entire family and their closest friends with their real estate needs. She recently assisted a client’s daughter in finding a home, and later helped the parent locate investment properties.

They explained, “Nicole also has leveraged the business relationship she has developed to identify potential investment opportunities for me. She has demonstrated a sound knowledge of the market and identified relevant opportunities. She has followed up with me and responded to my questions in a meaningful and thoughtful manner. I would highly recommend Nicole to anyone who needs real estate services.”

A bright future is ahead, with Nicole preparing to list a number of new development properties. As her business grows, Nicole has immense gratitude for her career and everything it presents. “I honestly love my job. It is the only path I could ever see myself doing, as I’m a true people person.

I encourage everyone to pursue what they find joy in, it will pay off in the long run.”

For more about Nicole Stabnikov, please call 617-455-1950 or email nicole@redtreeboston.com Top Agent Magazine

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.

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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 21

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 22

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.

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Area Specialist DARBIE STOKES With picturesque streets, remarkable history, and highly rated schools, residents feel proud to call the greater Lexington area home. Just thirty minutes from Boston, it’s a popular place to set down roots.

REALTOR® Darbie Stokes loves to help people achieve their real estate goals here.

“I feel honored to assist so many buyers and sellers in getting the most out of their investment,” she explains. “It’s incredibly rewarding to find them the perfect community with great homes in which to settle. She entered the industry after working as a physical therapist and director/owner of an alternative medicine health care center. Passionate about design, architecture, and the art of negotiation, she decided to become an agent once her daughter entered college. Today Darbie is in her sixteenth year as a REALTOR® and is truly thriving.

Buyers and sellers feel comfortable at every step of the transaction when she is by their side. Darbie helps them make informed decisions and guides them along the way, ensuring no questions are left unanswered.

Understanding the stress this time can present, she does everything possible to make it a smooth journey. “I’m very responsive, calm, and enthusiastic,” she explains.

Clients continually return to her because she makes the process fun, anticipates their needs and upholds high ethical standards. Relationships are of utmost importance, as Darbie maintains connections with her buyers and sellers even after the transaction is over.

“I send birthday cards, and keep up my social media presence,” she says. “But mostly, I’m old school, and love to stop by to see them or call.”

Darbie often works with clients for decades, as they always think of her when it’s time to buy or sell. One repeat customer recently said, “Darbie is the absolute best. This is the second transaction she has done with us. She helped us find our first home 10 years ago.

Now she has found our dream home in a market that does not have many homes on it. Darbie listened to what we were looking for in our new home. She gave Top Agent Magazine

us insight on different neighborhoods and towns that we were looking at. She guided us through the purchasing process and had lots of wonderful referrals for mortgage lenders and attorneys. It was her tenacity and great networking skills that led her to our new home, which I am so thankful for.”

During her free time, Darbie volunteers and stays active in the health care community. As a 2-time cancer survivor, she offers understanding to those undergoing diagnosis and treatments. “If they need someone to talk to, special consideration in housing, or advice on which doctor to go to, I am there for them.” Darbie also loves cooking delicious meals from locally sourced foods, practicing Pilates, walking her dogs, and assisting her builder husband with design work for his renovation and construction projects.

Loving every moment of her path, Darbie hopes to continue growing and working for years to come. She plans to mentor young women entering this field and instill within them the importance of providing luxury service to every client while maintaining their own work /life balance. “What I enjoy most about what I do is that I get to help people be happy whether it’s in their new homes or moving on to new adventures.

It’s such a great feeling.”

For more information about Darbie Stokes, please call 781-354-3322 or email darbie.stokes@compass.com 23

mailto:mag@topagentmagazine.com

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Top Agent Magazine