NORTH CAROLINA 9-17-18 by Top Agent Magazine

NORTH CAROLINA EDITION

The Daily Schedule of a Successful Real Estate Agent

BE THEIR REALTOR FOR LIFE: ®

FEATURED AGENTS

Ricardo Cobos Jonathan Rivera Kevin K. Satornino Jr. COVER STORY

MARCUS DILLEY

How to Build a Relationship with Your Clients that will Last a Lifetime

NORTH CAROLINA EDITION

RICARDO COBOS

cardo Cobos launched his career in real estate Of course, Ricardo’s in-depth and firsthand ck in 1996 as a mortgage lender. After a sucknowledge of the mortgage 7 15 19 industry also informs23 ssful tenure in lending, he eventually decided to his practice, and he offers seasoned counsel for rlay his soft skills to a new path in 2011, heading prospective buyers on the hunt for their dream A second-ge JonathanofRivera always had a passion ck to school to earn a degree in computer science. home or next investment. “Because my backKevin K. Sa for real estate, but timately, Ricardo earned his real estate license ground in the mortgage industry, I understand thenever anticipated in the busine a tothriving career 2015 and united his market knowledge and details of the process from start finish,” he says. in thetheindustry. time he w h-forward insights to become a premier Real“My goal is to always do twoAfter thingsgrowing very well: uptoin Chicago, Jonamother took of choice in the Raleigh-Cary region. Today, he communicate with my clientsthan and to negotiate on accepted a baseball scholarship and showing s swiftly built a reputation for informed, comtheir behalf.” When it comes at to listing properties, the University of Northwanted Carolina to b ehensive service that delivers results on behalf of Ricardo leverages his tech knowledge to secure at Pembroke, ultimately deciding to and at eighte yers, sellers, and investors alike. wide-ranging exposure for all homes headed to remain in his new home state of North mortgage bro market. Whether clients prefer a K. SATORNINO collaborative MARCUS DILLEY RICARDO COBOS JONATHAN RIVERA KEVIN JR. Eager to Carolina upon graduation. industry to m rving the extended Research Triangle region of approach or to remain hands-off, tailors makeRicardo a positive impact, Jonathan a real first estate orth Carolina, including Wake and Johnston Counties, Ricardo his methods to suit his clients’ goals and delivers accordingly. exercised entrepreneurial spirit and in from New his York to North Carolina, earheads his work solo under the banner of Keller Williams but To promote listings, he is big believerchildhood in incorporating branded founding a acommunity prevention years obesity he’s built a thrivingprogram businessthat serv t alone. With two assistants, Jackie and Garrett, he is able to video walkthroughs and drone work provide an immersive empowered children andtotheir families through He’s now the grouphealth leaderand of fitness The Sa nsistently deliver predictable and reliable results to his clients. approach to listed homes. education. Three years ago, Jonathan set his sights his includes next chalReal Estate, LLC. Hison team his th roughly 70% of his business driven by repeat and referral lenge: real estate. By nurturing the connections made during his group’s marketing director; a sales mana entele, Ricardo has established himself as a consummate proBeyond the office, Ricardo gives back to the community by staycommunity outreach, Jonathan a business an agent. tantswiftly who isbuilt licensed; and a as growing sales sional with a diverse well of knowledge from which to draw. ing active in his church, adopting a few local charitable causes, Today, he has set himself apart as the number one agent in Robeson hile Ricardo’s experience is multifaceted, he has carved out and supporting area events, such as school supply drives. In his County and a professional defined bya niche integrity, ambition, andtime a h Kevin has working with first ®the particular niche for4) working alongside investors. “From hours, he most enjoysEMPLOYEE time spent with family and BE THEIR REALTOR FORremaining freeservice-oriented 17) WHY approach. tors in both New York and North Carolin ginning, I knew I wanted to build a recession-proof business, loved ones, visiting the beach on the weekends, and traveling. states, helping New Yorkers investing in TO BUILD APPRECIATION I built my practiceLIFE: around HOW serving real estate investorsA and Recently, he returned from two weeks spent in MATTERS Israel. as well as people moving from Yor Based in Fayetteville, Jonathan serves the Lumberton and New greater st-time home sellers.RELATIONSHIP It remains a cornerstone ofWITH my business,” YOUR & CAN BOOST YOUR York—where he will receive his broker Robeson County area. Since the outset of his career, Jonathan cardo says. “The reason investor clients come back to me is As for the future of his business, Ricardo shows no signs of slowwilllocal also marketplace. soonbusiness serve all In of his Long Island. has made steadytostrides in the first yearIn CLIENTS THAT that WILL BOTTOM LINE cause I put in the work to source properties othersLAST don’t ing anytime soon. He intends continue growing his serves the Piedmont Triad, Greensboro, as an agent, he closed on forty-five homes and has been named d. I spend a lot of time mining off-market properties on behalf and cultivating new relationships as his sphere expands. For now, A LIFETIME He sometimes furthe a top producer since To add further value totravels his reperinvestors.” Likewise, Ricardo prioritizes communication and he is content to guide others on the his pathdebut. toKernersville. homeownership and toire, Jonathan is the only broker in the county. stomization to ensure he delivers on each client’s unique set of successful investment, property at a Spanish-speaking time. Finally, Ricardo 20)one10 SECONDS TO Kevin has a property andopen HOA manage Accounting for his success thus far, Jonathan cites lines of eds. “I offer a one-stop-shop, and clients can determine what Cobos considers what he enjoys most about his chosen field. 13) THE DAILY SCHEDULE over 130 properties; and is partner in a C CHANGE A HABIT communication, perseverance vel of involvement they want in the process and I’ll take it from “Buying or selling real estate isaccessibility, a major eventand in the lives of myas the key characa maintenance construction compan OFclients A SUCCESSFUL REAL teristics“It’s of his working style. “It’s all about communication,” he ere,” he explains. “My remember the fact that no matter clients,” he reflects. so rewarding to be a witness to and those vices allows Kevin helptocustomers says. “I constantly keep in touch with my clients.toI try do things w hat arises during a transaction, I’ll have a solution ready.” milestones.” ESTATE AGENT through any marketonfluctuation. “Ifany some a little bit differently: we offer weekly reports the status of notreally able keep to sellinright now, I can manage listings, provide feedback, and contact with those we BEFORE AFTER keepyou’re it in good condition, that when th work with. People need to know there for themso and staying is ready he says. touch. I give accessible and responsive really addstoa sell,” nice personal

JONATHAN KEVIN RIVER

CONTENTS

110% effort to every client and I’m completely devoted.” A large percentage of his business comes ents, and Jonathan many of applies his investment clien www.topagentmagazine.com When it comes to listing properties, his experiproperties as well. What keeps his clients ence in flipping properties to appropriately ready homes for market.

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com |

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Additionally, his tech-forward approach and ambitious drive set him Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published apart from the pack. “My constant study on cutting-edge technology materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. and innovation really sets me apart,” he explains. “My aggressive To subscribe or change address, send inquiry to mag@topagentmagazine.com. demeanor in a smaller market also make a significant difference. I Published in the U.S.

bringCobos a Chicago ,mentality to a small town in North Carolina, and To learn more about Ricardo

my super competitive attitude through sports has also unfolded in email Ricardo@aboutraleighrealestate.com, call (919) 526- 0183, my career. Live videos and real estate marketing campaigns are a or visit AboutRaleighRealEstate.com unique way I market my homes to obtain highest level of activity Topthe Agent Magazine www.

in my local market.” Prior to market, Jonathan ensures each home Magazine is showcased inCopyright its finest Top lightAgent through professional photography,

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon. Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients. 4

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something. People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation. Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have. After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting. Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are. When someone avoids eye contact that could mean they are not engaged in the conversation. A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business. 6

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MARCUS DILLEY Top Agent Magazine

MARCUS DILLEY “People don’t want to be sold, they want to be served,” says Top Agent Marcus Dilley, owner of Carolinas Group - brokered by eXp Realty - in Charlotte, North Carolina (formerly Carolinas Realty Group). With his encouraging, sincere approach to assisting his many buyers and sellers, Marcus has made a name for himself as a trustworthy real estate advisor who always puts his client’s interests 8Copyright Top Agent Magazine

first. Awarded Charlotte Magazine’s 5-Star Best in Client Satisfaction multiple times, and also ranked among the 100 most influential real estate agents in North Carolina, Marcus has developed a sturdy reputation as fierce advocate for his clients. A former world traveler, home builder and national recording artist, Marcus began his Top Agent Magazine

journey in real estate in 2007, at a time when many other agents were bailing due to the dismal economy. “It was sink or swim,” he recalls. “I figured that if I could make it through that market, I could thrive in any market.” In 2012, he opened Carolinas Realty Group and later partnered with the global, cloud-based eXp Realty. Currently overseeing a dedicated team of over thirty top agents, Marcus sells within a forty-mile radius of the Charlotte metro area, though his team also works in multiple states. Top Agent Magazine

With nearly eighty percent of his business based on repeat and referred clients, Marcus is clearly providing top-notch customer service. “At the end of the day, people know I’m going to put their needs ahead of my own,” says Marcus, when asked to explain this exceptional level of client loyalty. “Any type of real estate transaction is an emotional one, and people need someone they can trust; someone who is listening to their needs and can serve them at the highest level possible. I treat every transaction as if it’s my own as if Copyright Top Agent Magazine9

it were my time and my money. As a real estate buyer, seller, and investor myself, I’m able to put myself in their shoes and help them navigate the whole experience with integrity and confidence.”

because I have a very broad understanding of property management, new construction, and general brokerage real estate sales really well, which can be very helpful when working with clients in any circumstance.”

Marcus’ industry knowledge runs deep, supplemented by his past experiences as a builder, all of which makes him a valuable asset to any buyer or seller. “I understand the behind-thescenes processes very well,” he explains. “I’m a little like a unicorn in the real estate market

For confirmation of Marcus’ prowess in the real estate industry, one needs to look no further than Zillow.com, on which site he is a Premier Agent with a perfect five-star rating comprised of 73 glowing reviews as of the writing of this article, plus hundreds

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more all over the internet. “Wow! Marcus knows his stuff. He was a pleasure to work with, and made selling our home as easy and enjoyable as possible. He kept us up to speed on the entire process, answered all of our questions and kept great lines of communiTop Agent Magazine

cation,” is just one of the many testimonials he has accrued. While the potential financial rewards of a career in real estate can be considerable, it’s the more personal side of the industry to which Marcus Copyright Top Agent Magazine 11

points when asked what he enjoys most about his career. “I love being able to serve people,” he says, his sincerity obvious. “I love helping people reach their goals and become successful.” When he’s not working, Marcus enjoys spending time with his wife and three children. “I just love being around them,” he says. He’s also still passionate about music. “I’m a musician at heart,” he says, “I’ve always loved singing, and I love writing music.”

Marcus has big plans for the future. “Eventually, we’d like to grow our team to 5,000 agents, and expand our team nationally and internationally,” he says. However, he will only do so if he can ensure that the impressive level of customer service he has become known for can be maintained. “I think that when you work for the money, the people disappear. When you work for the people; the rest takes care of itself. It’s all about priorities,” he says.

For more information about Marcus Dilley please call 704-345-7083 or email Marcus@CarolinasGroup.com Copyright Top Agent Magazine 12

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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. Top Agent Magazine

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.

.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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RICARDO COBOS Ricardo Cobos launched his career in real estate back in 1996 as a mortgage lender. After a successful tenure in lending, he eventually decided to parlay his soft skills to a new path in 2011, heading back to school to earn a degree in computer science. Ultimately, Ricardo earned his real estate license in 2015 and united his market knowledge and tech-forward insights to become a premier Realtor of choice in the Raleigh-Cary region. Today, he has swiftly built a reputation for informed, comprehensive service that delivers results on behalf of buyers, sellers, and investors alike. Serving the extended Research Triangle region of North Carolina, including Wake and Johnston Counties, Ricardo spearheads his work solo under the banner of Keller Williams but not alone. With two assistants, Jackie and Garrett, he is able to consistently deliver predictable and reliable results to his clients. With roughly 70% of his business driven by repeat and referral clientele, Ricardo has established himself as a consummate professional with a diverse well of knowledge from which to draw. While Ricardo’s experience is multifaceted, he has carved out a particular niche for working alongside investors. “From the beginning, I knew I wanted to build a recession-proof business, so I built my practice around serving real estate investors and first-time home sellers. It remains a cornerstone of my business,” Ricardo says. “The reason investor clients come back to me is because I put in the work to source properties that others don’t find. I spend a lot of time mining off-market properties on behalf of investors.” Likewise, Ricardo prioritizes communication and customization to ensure he delivers on each client’s unique set of needs. “I offer a one-stop-shop, and clients can determine what level of involvement they want in the process and I’ll take it from there,” he explains. “My clients remember the fact that no matter what arises during a transaction, I’ll have a solution ready.” BEFORE

Of course, Ricardo’s in-depth and firsthand knowledge of the mortgage industry also informs his practice, and he offers seasoned counsel for prospective buyers on the hunt for their dream home or next investment. “Because of my background in the mortgage industry, I understand the details of the process from start to finish,” he says. “My goal is to always do two things very well: to communicate with my clients and to negotiate on their behalf.” When it comes to listing properties, Ricardo leverages his tech knowledge to secure wide-ranging exposure for all homes headed to market. Whether clients prefer a collaborative approach or to remain hands-off, Ricardo tailors his methods to suit his clients’ goals and delivers accordingly. To promote listings, he is a big believer in incorporating branded video walkthroughs and drone work to provide an immersive approach to listed homes. Beyond the office, Ricardo gives back to the community by staying active in his church, adopting a few local charitable causes, and supporting area events, such as school supply drives. In his remaining free hours, he most enjoys time spent with family and loved ones, visiting the beach on the weekends, and traveling. Recently, he returned from two weeks spent in Israel. As for the future of his business, Ricardo shows no signs of slowing anytime soon. He intends to continue growing his business and cultivating new relationships as his sphere expands. For now, he is content to guide others on the path to homeownership and successful investment, one property at a time. Finally, Ricardo Cobos considers what he enjoys most about his chosen field. “Buying or selling real estate is a major event in the lives of my clients,” he reflects. “It’s so rewarding to be a witness to those milestones.” AFTER

To learn more about Ricardo Cobos, email Ricardo@aboutraleighrealestate.com, call (919) 526-0183, or visit AboutRaleighRealEstate.com www.

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good. In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it? Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months. Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output. By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment. How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 18

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines. If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis. Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity. While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention. Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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JONATHAN RIVERA Jonathan Rivera always had a passion for real estate, but never anticipated a thriving career in the industry. After growing up in Chicago, Jonathan accepted a baseball scholarship at the University of North Carolina at Pembroke, ultimately deciding to remain in his new home state of North Carolina upon graduation. Eager to make a positive impact, Jonathan first exercised his entrepreneurial spirit in founding a community childhood obesity prevention program that empowered children and their families through health and fitness education. Three years ago, Jonathan set his sights on his next challenge: real estate. By nurturing the connections made during his community outreach, Jonathan swiftly built a business as an agent. Today, he has set himself apart as the number one agent in Robeson County and a professional defined by integrity, ambition, and a service-oriented approach. Based in Fayetteville, Jonathan serves the Lumberton and greater Robeson County area. Since the outset of his career, Jonathan has made steady strides in the local marketplace. In his first year as an agent, he closed on forty-five homes and has been named a top producer since his debut. To add further value to his repertoire, Jonathan is the only Spanish-speaking broker in the county. Accounting for his success thus far, Jonathan cites open lines of communication, accessibility, and perseverance as the key characteristics of his working style. “It’s all about communication,” he says. “I constantly keep in touch with my clients. I try to do things a little bit differently: we offer weekly reports on the status of any listings, provide feedback, and really keep in contact with those we work with. People need to know you’re there for them and staying accessible and responsive really adds a nice personal touch. I give 110% effort to every client and I’m completely devoted.” When it comes to listing properties, Jonathan applies his experience in flipping properties to appropriately ready homes for market. Additionally, his tech-forward approach and ambitious drive set him apart from the pack. “My constant study on cutting-edge technology and innovation really sets me apart,” he explains. “My aggressive demeanor in a smaller market also make a significant difference. I bring a Chicago mentality to a small town in North Carolina, and my super competitive attitude through sports has also unfolded in my career. Live videos and real estate marketing campaigns are a unique way I market my homes to obtain the highest level of activity in my local market.” Prior to market, Jonathan ensures each home is showcased in its finest light through professional photography, extensive drone footage, and 360 Matterport tours. Exposure across social media and more than three hundred websites ensures that prospective buyers have access to an immersive listing presentation that makes a memorable first impression. Whether assisting clients Top Agent Magazine

in buying or selling property, Jonathan’s main objective is the same: to facilitate the goals of his clients and impact their lives for the better. “I love helping people and I love making a difference in the community,” Jonathan says. “When I created the childhood obesity prevention program, I knew I wanted a career where I could reach out and be able to help people. Now, I’m able to help my clients with the largest purchase or sale of their lives, and it’s important to approach it the right way. The trust that’s placed in me is so important. Taking my clients successfully from start to finish, seeing their reaction at the closing table—it’s such an amazing feeling.” Beyond the office, Jonathan gives back in a few creative ways around town. In founding the obesity prevention program, Jonathan partnered with local childhood resource organizations in the community and taught families and children the benefits of fitness, meal prep, and healthy living through a free, eight-week program. Additionally, Jonathan has served as an Ambassador for the United Way, through volunteering at his church and community center, and as the chair of a local non-profit organization through the community’s Children’s Clinic. In his remaining free hours, Jonathan most enjoys staying active, traveling to new destinations, and spending quality time with friends and loved ones. Most recently, he was featured on TLC’s 90 Day Fiancé. As for the future, Jonathan plans to continue his steady upward trajectory and intends to develop his team into an ultra-high-performing unit with an expanded service area. He is also in the process of earning his general contractor’s license to expand his services in development and new construction. For now, he is content to build community one homeowner at a time. Now, with three skyrocketing years of success behind him and an ambitious eye on the road ahead, the future is bound to be bright for Jonathan Rivera.

To learn more about Jonathan Rivera email JDR.Realtor@gmail.com, call (910) 733 – 1279, or visit RiveraRealtyGroup.KW.com www.

10 Seconds to Change a Habit By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information. Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological). 20

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If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick. Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage. So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you. Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing. Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow Top Agent Magazine

are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit? - Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster. Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more. Copyright©, Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 22

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KEVIN K. SATORNINO JR. A second-generation real estate agent, Kevin K. Satornino Jr. literally grew up in the business in New York state. From the time he was five years old, his agent mother took him with her to open houses and showings. Kevin always knew he wanted to be involved in the industry; and at eighteen years old he became a mortgage broker. After moving up in the industry to mortgage banking, he became a real estate agent in 2006. He moved from New York to North Carolina, and over the last four and a half years he’s built a thriving business serving clients from both states. He’s now the group leader of The Satornino Group at Signature Real Estate, LLC. His team includes his wife, Jamie, who acts as the group’s marketing director; a sales manager, Justin Barnes; an assistant who is licensed; and a growing sales team. Kevin has a niche working with first time homebuyers, as well as investors in both New York and North Carolina. He often travels between states, helping New Yorkers investing in property in North Carolina, as well as people moving from New York to North Carolina. In New York—where he will receive his broker’s license in September—he will also soon serve all of Long Island. In North Carolina, he currently serves the Piedmont Triad, Greensboro, Lexington, High Point, and Kernersville. He sometimes travels further afield for REO properties. Kevin has a property and HOA management business that manages over 130 properties; and is partner in a Candor Home Services, LLC, a maintenance and construction company. This combination of services allows Kevin to help customers with a wider range of needs through any market fluctuation. “If someone has a property they are not able to sell right now, I can manage their property for them and keep it in good condition, so that when the market is ready, the house is ready to sell,” he says. A large percentage of his business comes from repeat and referral clients, and many of his investment clients hire him to manage their properties as well. What keeps his clients coming back? “It’s the ser-

vice we provide,” he says. He and his team are always available to answer clients’ questions or concerns, and they are true professionals, ensuring that every transaction goes smoothly. Kevin also has both strong industry knowledge and a broad network of contacts to help with any client needs that may arise. “We stay on top of things. We are there for them 24/7,” he says. When it comes to staying in touch with past clients, Kevin believes in blending new technologies with old-fashioned methods. He keeps up via social media, and sends thoughtful cards and emails every quarter. He also sends his managers and tenants an informative monthly newsletter. A strong believer in a personal touch, he reaches out by phone to say hello and ask how clients are doing. To market listings, Kevin’s wife conducts a thorough campaign on Facebook and Instagram. He hires photographers to take high quality photographs and drone footage, and create video tours of listings. Each property is posted on the MLS and all the major real estate websites. Kevin’s open houses are renowned for being creative and well-attended, with chalkboard welcome signs and delicious treats. “We mix technology and that old-school, personal touch,” he says with a smile. What’s Kevin’s favorite part of the job? “I like the fact that as a full service-brokerage, we are really helping people with every aspect of what they need. That’s important to me,” he says. To give back to the community, Kevin sponsors local events such as the Kicking for Miracles, a Tae Kwon Do fundraiser benefiting a local children’s hospital; and next October he plans to sponsor Pride. He’s a Mason and often donates labor and money to fundraising efforts sponsored by the Masonic Lodge. In his free time, he loves to spend time with his wife and his 10-year old daughter. “I’m very family-oriented. Every free moment I have I spend with my wife and my daughter.” He also holds fun monthly events for his team members and their families. For the future, he plans to continue expanding his business, becoming licensed in additional states so he can further support his investors as they grow their property portfolios. He’s also working to increase his management business to include over 200 properties. With his work ethic and dedication to his clients, he’s sure to make those goals a reality!

To find out more about Kevin K. Satornino Jr., email kevin@thesatorninogroup.com, call (336) 707 - 2800, or check him out online on Instagram and Facebook @TheSatorninoGroup or at signaturerealestatellc.com/agents/kevin-satornino https://

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