NEW YORK 4-4-22

NEW YORK EDITION

TURN OPEN HOUSES INTO DESTINATIONS

KEEPING IN TOUCH –

6 Habits of Highly Productive Agents

HOW TO STAY IN YOUR CLIENTS’ LIVES FOR THE LONG HAUL

5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

FEATURED AGENTS

STELLA SHALAMOVA RICK TINKHAM COVER STORY

LONNA RALBAG

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

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

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

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

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

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

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

2. Remove distractions

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

We all do it!

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

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

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

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova5

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

5. Be deliberate

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

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

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

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

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

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LONNA RALBAG Top Agent Magazine

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Top Agent Lonna Ralbag’s Rodeo Realty in Monsey, New York, serves Rockland and Orange Counties and offers offer a full spectrum of real estate services, including staging, design and renovations.

Lonna Ralbag’s powerful interpersonal skills and business-minded approach has led to a successful real estate career. Her talent for sales was apparent from a young age, when she worked at a fashion company in college. “My mother was a top producing broker in Beverly Hills, California, and I brought clothing samples to her office one day,” Lonna says. “I had a suit that came in four colors. After visiting my mother, almost the entire office of women 8Copyright Top Agent Magazine

came out dressed in the suit.” Surprised at how quickly Lonna was able to sell the same suit to a group of fashion-oriented women, Lonna’s mother encouraged her to get into real estate.

“I was actually pre-med at the time and wanted to become a doctor, but I took my mother’s advice and pursued real estate.” Getting her start at a young age, Lonna was guided by her mother, who encouraged her independence.

“She stepped aside and had me do things on Top Agent Magazine

my own, so that I was able to learn the business.” Her first year in the business, Lonna earned the title of ‘Rookie of the Year,’ selling more than any other new agent at the prestigious Fred Sands Estate Division of Beverly Hills. After a year, she teamed up with her Top Agent Magazine

mother to form a consistent Top Producing Mother/Daughter Team, and Lonna continued to grow, loving every second of her path. She took every opportunity possible to enhance her skills, even learning how to design and build homes and manage construction crews.

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“They call me the House Doctor, because I will come in and analyze a property, telling them what needs to be changed and what we can do to enhance the value.”

Once she felt ready, Lonna set out on her own and moved to New York, opening Rodeo Realty in Monsey. Serving Rockland and Orange Counties, her team works diligently to accomplish their clients’ goals. “It’s a small, close-knit company,” Lonna says. “We’re all friends and we help each other.” They are able to offer a full spectrum of real estate services, including staging, design and renovations.

“Because we have our own construction crew, we can get things done quickly.” Although they don’t complete major renovations, like adding on new rooms, they are able to refer their clients to excellent contractors when necessary.

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Whether she’s helping a buyer envision the potential of a home, or getting a seller’s property ready, Lonna’s expertise guides them in the right direction. “They call me the House Doctor, because I will come in and analyze a property, telling them what needs to be changed and what we can do to enhance the value.”

As the majority of Lonna’s business derives from repeat clients and their referrals, it’s clear she is continually exceeding expectations. Maintaining honesty and integrity is her top priority, as she only wants what is best for her buyers, sellers and investors. “My parents Top Agent Magazine

instilled in me the importance of being good to people. No matter what profession you are in, you have to be good to others and help them.”

For Lonna, this includes getting her sellers’ the most for their properties, and finding the ideal home for her buyers. It also means ensuring that no stone is left unturned. “I’m careful to let them know if they are in a flood zone, or if Top Agent Magazine

there might be mold, and I always advise them to have inspections.”

Lonna’s genuine love of people has prompted her to stay involved in the community. She donates frequently to causes close to her heart.

She has a special sensitivity for youth oriented nonprofits, such as children and teens at risk, Copyright Top Agent Magazine 11

children who are orphaned, or those who are unwell or physically or mentally challenged.

She is also involved in coaching and empowering women, who have been victims of abuse. In general, Lonna has a soft spot for those who are vulnerable or in need. She even has a soft spot for animals. Lonna likes music and the arts, and loves being outdoors and enjoying nature. During her off hours, Lonna can be found spending time with her kids,

reading, writing poetry and songs, hiking, biking, swimming, skiing, traveling, or running on the beach.

Soaking up every moment of her work, Lonna’s passion for what she does propels her continuous growth. She is excited to see where her path leads in the coming years. “Nothing is more exciting to me than the feeling I get from helping people meet their real estate needs.”

For more about Lonna Ralbag, licensed real estate broker at Rodeo Realty Inc in Spring Valley, New York, please call 845-364-0195, 914-548-0870 or email lonnaralbag@gmail.com, visit rodeonyrealty.com www.

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HOW TO STAY IN YOUR CLIENTS LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

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INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch.

Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients.

Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time.

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s interests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional.

Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson.

Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and 14

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housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

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TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time.

You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts.

This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED No matter how you choose to keep in contact with past clients, make sure to be consistent.

Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year.

Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business.

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STELLA SHALAMOVA Top Agent Stella Shalamova is a Realtor® with over 17 years of experience and is a luxury property specialist. As a mother of 4, Stella got her start in real estate years ago while looking for more flexibility in her working hours. With a lifelong dream of owning a luxury home in NY, real estate sparked her curiosity and she found a passion in helping others find the homes of their dreams. Stella currently manages a team of professional service providers which consists of an in-house buyer, seller agent, marketing, personal assistants, a designer, an appraiser, engineers and attorneys. “It’s not just a team of agents, it’s a team of professionals that I’ve combined over the many years that have proven records of satisfaction from my clients.”

Serving the entire borough of Queens, NY; Stella’s negotiation skills and dedication to her clients are well known. Currently, referrals make up around 50% of her repeat business. This is due, in part, to the service level she provides during and after a transaction. Stella understands her clients’ needs and adds her expertise as well her attention to detail in each interaction. Stella was nominated in the Top 100 U.S. Real Estate Agents and holds several industry certifications that allow her to make a bigger impact in her negotiations. Stella’s life-long residency in Queens encourages her to provide a superior client buying and selling experience.

She is communicative, thorough, and detail-oriented.

Stella loves to shower her clients with personal attention and often sends postcards and congratulatory calls on special occasions to show she cares. Staying in touch and personal communication leads to more referrals and Stella strives to understand her clients’ needs and meet those conditions. “Every client is like a family member to me.” Leveraging her network, Stella is able to provide expert advice on topics outside of real estate because she has the key to a vault of resources. She also has a vast network to aid sellers with relocating.

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For buyers and sellers alike, Stella and her team create specialized marketing plans that are customized for each property. “They have to be individual and specialized based on the condition and the location.” With digital marketing she creates unique video tours for a specific target. What Stella enjoys most is seeing the happy faces of her clients. “When I see that excitement and satisfaction on my clients’ faces…their happiness is what keeps me going.”

With a strong social media presence; Stella is considered a sort of role model by her followers who fashion their careers after her’s. That encourages Stella to do even more to motivate people and help change their lives. She’s involved in her community and house of worship. Together, they aid single mothers with donations, holiday events and charity fundraising. In the future, Stella plans to continue growing her team. She has also been considering coaching more and more at the request of other agents. “I hope to multiply my knowledge by helping others grow.” Her proven track record, decades of award winning service and results are all tell tale signs that Stella’s years of expertise help anyone in the Queens area put their best foot forward.

To learn more about Stella Shalamova call please (516) 807-7894 , email Stella.topseller@gmail.com or visit topvalueofmyhome.com www.

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property Top Agent Magazine

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 22

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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RICK TINKHAM Long time Realtor® Raymond Tinkham is a man who’s worn many hats during his professional career. Formerly an electrical engineer, firefighter and even Fire Chief; Raymond’s real estate path began long ago while looking for supplemental income. Shortly after getting married, he came across a local real estate agency and soon began working there part time.

Raymond quickly found that he preferred real estate over engineering because he enjoyed helping people realize their dreams. He worked for that agency for another 4 years and in 2000 he decided to open his own agency with a team of 5 agents. They prided themselves on personal service and having thorough knowledge of the neighborhoods they served. In 2005 his wife Pam joined the team and together they purchased and renovated a new office space.

By 2013, the market got to a point where modern technology was helping people identify listings before Raymond even knew they existed. Being from a small town makes it hard to keep up with modern technology as it just takes longer to break through. Raymond was spending about $4K per month keeping up with the new tech until decided it was time to join forces with a larger firm in order to benefit from their resources.

He chose Prudential because they held themselves to a high standard and shared his original core values. Three years later Warren Buffet purchased Prudential and now Raymond works for Berkshire Hathaway Home Services. Raymond has been in the top 2% of Berkshire agents nationwide (Chairman’s Circle Award) for the past 3 years and in the top 5% (President’s Circle Award) before that. He enjoys what he does and has made a ton of friends along the way. So much so that every Christmas Raymond sends out a calendar to every

client he’s ever worked with along with a personalized card.

Merging into a big firm didn’t change the quality of service that Raymond strived for. The way he looks at it, if you can get the best of the small (personal service with a hands on approach) along with the best of the big (modern technology, networking and training) then there’s really not much more you could ask for. Since then he’s developed 30 year friendships and has sold homes to his original clients’ children and grandchildren. Splitting the workload with his wife Pam, they each have their specialties. “Pam is amazing at technology and paperwork and my speciality is being out in the field showing and listing properties.” Raymond services the areas of Greenwich, NY all the way up to the Vermont border and across to Salem, MA. In total it’s about an 80 square mile radius.

Currently, Raymond is the board President of his town community center. He has also sponsored sports teams and coached his kids’ soft ball team when they were young. “The fire department does a tremendous job of keeping the community together with fundraising and activities for the kids.” Raymond is also an active member in his church and works hard to promote events like the hot air balloon festival.

When not working, his favorite thing to do is spending time with his daughter and granddaughter in San Diego.

He also enjoys hosting family gatherings and picnics.

Currently controlling approx 30% of sales in the area; Raymond looks to onboard more people with the same ideas of selling and community involvement he holds without losing the identity he’s been able to create.

To learn more about Raymond Tinkham email rtinkham@bhhsblake.com, call (518) 892-9427 or visit bhhsblakerealtors.com/blake-realtors-ny306/ https://www.bhhsblakerealtors.com/blake-realtors-ny306/rensselaer/raymond-rick-a-tinkham/cid-430655 rensselaer/raymond-rick-a-tinkham/cid-430655 www.

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