North Carolina 9-25-17

NORTH CAROLINA EDITION

6 Habits of HIGHLY PRODUCTIVE AGENTS Creative Ways to SAY THANK YOU

FEATURED AGENTS

KRISTINE CUDDY AUBREY GRIER COVER STORY

JENNIFER K. GUYER-STENNER

5 Things You Can Do to ACHIEVE YOUR BIGGEST GOALS 3 Tips for MASTERFUL TO–DO LISTS PLAYING THE REAL ESTATE MATCHMAKER— Follow These 8 Dating Rules to Ensure you Match Your Client with the Perfect Home for Them

NORTH CAROLINA EDITION

KRISTINE CUDDY After working as a General Manager in the hotel industry, Kristine Cuddy decided to try her7hand at real estate. She knew she had extensive sales expertise and great people skills honed through her years in the hospitality industry, and her success gave her confidence. She says, “I thought: ‘If I can sell out a 500-room hotel, selling one house can’t be that hard, right?’” After working successfully in new construction for 15 years, she switched gears when the market crashed in 2008. She joined Keller Williams Realty, opening her own general brokerage firm, which has been thriving ever since. She currently works as a solo agent with support from a marketing/admin staff person and K. she’ll take on KRISTINE a transaction coordinator,JENNIFER and next summer a buyer’s agent. During herGUYER-STENNER years in new construction she gained deep knowledge of Wake, Johnson, Alamance, Harnett, Durham and JENNIFER K.serves the entire Triangle area and Orange Counties; and she now GUYER-STENNER the North Carolina Coastal Region.

When it comes to marketing, Kristine goes above 19 and beyond. Not only does 23she use the MLS, social media, and various real estate websites, she also has a “Grand Open House” the first weekend a house is listed. During that weekend, theEver open since house sh is Aubrey Grier held for only two hours a day. “This requires that enterata my seller only be out of the house wanted for two hours from her plan. a time,” she explains. In those two hours, the house can be shown many times, withoutcollege creating aeducat huge amount of stress for the seller. “Having six or eight earning the re people walk through the house creates a sense of formed her bus energy and urgency.” Kristine is on-site herself has enjoyed 1 during the event to answer questions. The house of real estate s often sells in that first weekend. Before the “Grand CUDDY AUBREY GRIER more remarkable than her steadfastness Open House,” Kristine also advises her client on how to best stageis worked withand theshe same brokerage since day the home or provides a stager, hires professional photographers for each listing. To stay in touch with past clients, Kristine sends cards for birthdays, anniversaries the closing dateowner of her “I grew up across theofstreet from the ® clients’ homes, orAubrey, other special days.

She makes it a point to get Di a Broker and REALTOR with to know her customers on a personal level by knowing pertinent idential Real Estate in Charlotte, NC. “I us information such as their favorite restaurants and stores so she can and now her kids babysit my kids!” Aubr keep them updated about special events, coupons or happenings that, “As a Kristine third-generation ‘Charlottean,’ of interest to them.

What does like best about her job? “I the back of my hand.”

The region’s steady love making people’s dreams come true. That’s what I find mostg porations opening new offices that bring w rewarding.”

AUBREY

CONTENTS

Kristine’s tagline is: Keeping the Real in Real Estate. “I’ve found agents often tell their clients what they think they want to hear, or sugar coat something. Being from New Jersey and being partially of Italian heritage, I don’t disguise anything. I believe real estate is one of the largest financial decisions most of my clients will make in their lives, so I want to be honest with them.” As a result of her excellent service, a staggering 85% of Kristine’s business comes from repeat and referral clients. “Throughout the process of buying or selling a home, I become friends with my clients. We come to know each other very well. I think that’s where the loyalty comes from.” Kristine also goes above and beyond for her clientele, bringing her hospitality industry expertise in to play to ensure her clients know she cares about them. She believes the words of Maya Angelou: “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

13) PLAYING THE REAL ESTATE MATCHMAKER— FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM

16) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

country and the world, creates ongoing op To give back to her Kristine serves on the Parks, Recto community, share her expertise.

reational and Cultural Resources Advisory Council for the Town of Morrisville andAlso volunteers at various events her church. setting her apart is through her no-nonsense She also recently organized a food drive with the US Veteran Corps “I don’t get involved in drama,” she says. “ and in conjunction with Keller Williams Cares. In her rare free time, transaction win-win for both client an she loves to cook, go to the beach and explore newmy construction should be a positive experience everyon sites. Now that Kristine’s daughter is a junior in high for school, she engagement andgreen staying in touchto w hopes to expand her business andpositive bring more construction has growing built a my 90% repeat and refer the area. “I plan toAubrey begin really business because now my daughter is older,” shewhen says with a smile. extreme dedica- I started I was 22, soWith I sold everybody tion to her clientswho and her strong expertise, she’s sure to succeed! would let me. If you help someone wi

18) CREATIVE WAYS TO SAY THANK YOU

20) 3 TIPS FOR MASTERFUL TO–DO LISTS

treat them well, there’s no reason they sho My dear friend and his family just closed th mag@topagentmagazine.com | www.topagentmagazine.com with me,” she adds. “His first home was my

Phone 888-461-3930 | Fax 310-751-7068

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published She particularly enjoys showing her clien materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. made good investments; she makes a po To subscribe or change address, send inquiry to mag@topagentmagazine.com. informed on the market when they’re no Published in the U.S.

important that they don’t feel like they’re be

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To find out more about Kristine,

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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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JENNIFER K. GUYER-STENNER Top Agent Magazine

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JENNIFER K. GUYER-STENNER Entering the Real Estate market was a natural progression for Jennifer Guyer-Stenner. As a child, Sunday afternoon family outings often included visits to open houses and restoring rental properties. While in college, her parents asked her to help in finding a second home, and Jennifer immersed herself in the process, learning she had a passion for the industry.

Upon receiving her real estate license in both North and South Carolina, she helped her parents upgrade and reinvest several times. Her mother was an interior design consultant and 8Copyright Top Agent Magazine

her father, after an early retirement, followed his dream and became a successful real estate broker and owned his own firm in South Carolina. Her parents’ excitement and enthusiasm for the business was contagious.

After a successful run with NYNEX in the tech industry, Jennifer decided to pursue her long held interest in the real estate market.

Helping clients make sound, profitable investments, while finding the home of their dreams, became her true passion. After 15 years in the Top Agent Magazine

After 15 years in the real estate market, Jennifer has become one of the most recognized names, with over 85% rate of repeat and referral business in the Research Triangle Park’s expanding market. real estate market, she has become one of the most recognized names, with over 85% rate of repeat and referral business in the Research Triangle Park’s expanding market.

Jennifer credits her success on building strong, Top Agent Magazine

long term relationships with each client. “It’s not just about the sale, it’s really about the whole experience. The process is dependent upon knowledge, respect, and trust. Because of my experience and strong desire to excel Copyright Top Agent Magazine9

in my field, I strive to keep up with the latest technology in order to provide the best advice.

I use that knowledge to my clients’ advantage.

I’m able to build relationships with both sellers, buyers, and real estate brokers.”

As a Broker-in-Charge, Jennifer encourages her team to go “above and beyond,” and it always makes a difference. “If I can find a way to help lessen my client’s workload, then I’m willing to help. My goal is to make the process easy and enjoyable. You name it, I’ve probably done it, from finding new loving homes for pets, helping stage, rearranging rooms, moving furniture, or disposing of items left behind.” Jennifer Copyright Top Agent Magazine 10

believes the extra “elbow grease” can help ease the transition during what could be a stressful time in her clients’ lives. “It’s all about the extras in this business, and giving my clients an unsurpassed level of service is how I’ve built my reputation.”

Jennifer recently joined with her niece, Rachael Elliott, creating a dynamic partnership with three generations of real estate professionals that are one of the most in demand teams working in the area.

For Jennifer, real estate is about building relationships. “I don’t want superficial relationTop Agent Magazine

“It’s all about the extras in this business, and giving my clients an unsurpassed level of service is how I’ve built my reputation.” ships with my clients. I want meaningful ones.

I’m genuinely interested in their lives, and stay in touch with them after the completion of the sale.”

results. It includes local, regional, national, and international exposure, taking advantage of every technological change to ensure our listings sell. My focus is on the net.”

Jennifer works with clients at every price point, but she specializes in selling distinctive properties in exclusive communities. “My strategic marketing approach has produced amazing

Actively involved in her community, she has previously served as the President of the Chapel Hill Board of Realtors® and is involved in numerous charitable auctions. Through Inter-

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faith Council she has helped serve breakfast on Sunday mornings at a local homeless shelter. Jennifer loves to unwind by playing tennis, golfing, and gardening. She is also an avid traveler and loves experiencing different cultures.

Jennifer continues to grow her team, and is always looking for new ways to deploy technology. It all comes down to providing exceptional service. “When my clients are satisfied, I’m satisfied.”

To learn more about Jennifer K. Guyer-Stenner call 919-636-0999 or email jstenner@fmrealty.com Copyright Top Agent Magazine 12

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities Top Agent Magazine

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt 14

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with Top Agent Magazine

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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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 16

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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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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KRISTINE CUDDY After working as a General Manager in the hotel industry, Kristine Cuddy decided to try her hand at real estate. She knew she had extensive sales expertise and great people skills honed through her years in the hospitality industry, and her success gave her confidence. She says, “I thought: ‘If I can sell out a 500-room hotel, selling one house can’t be that hard, right?’” After working successfully in new construction for 15 years, she switched gears when the market crashed in 2008. She joined Keller Williams Realty, opening her own general brokerage firm, which has been thriving ever since. She currently works as a solo agent with support from a marketing/admin staff person and a transaction coordinator, and next summer she’ll take on a buyer’s agent. During her years in new construction she gained deep knowledge of Wake, Johnson, Alamance, Harnett, Durham and Orange Counties; and she now serves the entire Triangle area and the North Carolina Coastal Region.

Kristine’s tagline is: Keeping the Real in Real Estate. “I’ve found agents often tell their clients what they think they want to hear, or sugar coat something. Being from New Jersey and being partially of Italian heritage, I don’t disguise anything. I believe real estate is one of the largest financial decisions most of my clients will make in their lives, so I want to be honest with them.” As a result of her excellent service, a staggering 85% of Kristine’s business comes from repeat and referral clients. “Throughout the process of buying or selling a home, I become friends with my clients. We come to know each other very well. I think that’s where the loyalty comes from.” Kristine also goes above and beyond for her clientele, bringing her hospitality industry expertise in to play to ensure her clients know she cares about them. She believes the words of Maya Angelou: “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

When it comes to marketing, Kristine goes above and beyond. Not only does she use the MLS, social media, and various real estate websites, she also has a “Grand Open House” the first weekend a house is listed. During that weekend, the open house is held for only two hours a day. “This requires that my seller only be out of the house for two hours at a time,” she explains. In those two hours, the house can be shown many times, without creating a huge amount of stress for the seller. “Having six or eight people walk through the house creates a sense of energy and urgency.” Kristine is on-site herself during the event to answer questions. The house often sells in that first weekend. Before the “Grand Open House,” Kristine also advises her client on how to best stage the home or provides a stager, and she hires professional photographers for each listing. To stay in touch with past clients, Kristine sends cards for birthdays, anniversaries of the closing date of her clients’ homes, or other special days. She makes it a point to get to know her customers on a personal level by knowing pertinent information such as their favorite restaurants and stores so she can keep them updated about special events, coupons or happenings of interest to them. What does Kristine like best about her job? “I love making people’s dreams come true. That’s what I find most rewarding.”

To give back to her community, Kristine serves on the Parks, Recreational and Cultural Resources Advisory Council for the Town of Morrisville and volunteers at various events through her church.

She also recently organized a food drive with the US Veteran Corps and in conjunction with Keller Williams Cares. In her rare free time, she loves to cook, go to the beach and explore new construction sites. Now that Kristine’s daughter is a junior in high school, she hopes to expand her business and bring more green construction to the area. “I plan to begin really growing my business because now my daughter is older,” she says with a smile. With extreme dedication to her clients and her strong expertise, she’s sure to succeed!

To find out more about Kristine, email kcuddy@kw.com or call (919) 369-7217.

You can also check out her website at KrisCuddy.com www.

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3 Tips For Masterful To-Do Lists

by Rob Flitton

Here are three masterful tips to easyto-prepare and easy-to-perform todo lists.

1-Important v. Urgent.

Always prepare your lists based on what is important, not what is urgent. Why? Let’s define our terms.

“Important” in this context is about what matters to you. “Urgent” in this context is about what matters to others.

People have a tendency to not only assemble their lists based on the needs of other people, they get derailed by interruptions and distractions from the pressing needs of others—they get on phone calls, discussions, text-threads, or emailexchanges that take away their focus.

The corollary tricks here are to (i) negotiate for time and space in advance, and (ii) learn to say “no.”

Since you want to focus on what’s important and not on what’s urgent, it causes you much less friction to negotiate ahead of time with those who matter to you for the time and space you need to be able to focus.

This keeps you from worrying about family matters when at work, and work matters when enjoying your family or leisure time.

When we are afraid in life to politely say “no” to the wrong thing, we makes ourselves unavailable to say “yes” to the right things. Those who appreciate and understand you will cooperate—those who do not will simply have to adjust.

2-Obey The Crow.

Sometimes these urgency-intruders There should never be more than 7 can be close to you and hard to say items on your to-do list. No one no to—your spouse, boss, children, can concentrate on too many things at once. customers, or strangers.

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To be able to focus, a person needs to be able to discern which activities or ideas are most important to him at that moment, and at any given moment a person is only able to hold, focus on, or visualize perhaps somewhere between 4 and 7.

This limitation was understood from an experiment observing a flock of crows gathered in a clearing. When various groups of men would cross the clearing and then enter the nearby woods, the crows would flee to the Top Agent Magazine

treetops only to return when the full number of men could be accounted for—i.e., when they felt safe.

If one man went in and then came back they would return to the clearing. If three men went into the woods and only two returned, they wouldn’t. If five men went into the woods and only four returned, they felt safe to return to the clearing.

This means that the crows could only hold 3 or 4 units of the men in their focus.

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Focusing on where the money comes from strips away all of the non-essentials.

For humans, the same is true but may be slightly higher. Look at a forest—you can perceive and focus on and count about 6 or 7 trees at one time, but you can never focus on or count an entire forest.

being the most important, and 1 dollar sign being the least important—like movie, book or restaurant ratings.

At the end of the to-do list period— whether it is a daily, weekly, monthly or annual list—you need not have completed every item, but you need to have entirely completed or accomplished the 4- and 5-star items. You would rather fully complete three 5star items than partially complete all seven items on your list.

The powerful piece of knowledge here is that by using unit economy— by limiting your ideas and activities into manageable groups—you can greatly overcome these limitations and leverage your means to tackle more and more work. By breaking lists down into groups of 4 to 7 Money is a measuring stick for how units, you can accomplish hundreds, effective you are at conducting your if not thousands, of important jobs business—it is really the only objective means of measuring your and tasks annually. effectiveness. Yes, there are plenty of non-monetary goals and outcomes 3-Dollar Signs.

The matter of deciding what should we all want to achieve, but I assert be at the top of your list should that being profitable matters the come down to the money. Money is most, and your to-do lists need to best barometer of what you should establish the mental attitude required spend your time on. Bookkeeping is to achieve maximum profitability. an important task in business, but Focusing on where the money comes closing sales is significantly more from strips away all of the nonimportant—no sales adds up to no essentials. need for bookkeeping.

Rob Flitton is a Seattle Real Estate MarAssign everything on your to do list a number of dollar signs, 5 dollar signs 22

keting specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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AUBREY GRIER Ever since she was a young girl, Aubrey Grier knew the career she wanted enter and she never deviated from her plan. After completing her college education and immediately earning the required licensing, she formed her business a year later and has enjoyed 17 uninterrupted years of real estate success. Perhaps even more remarkable than her steadfastness is the fact that she has worked with the same brokerage since day one.

“I grew up across the street from the owner of our company,” says Aubrey, a Broker and REALTOR® with Dickens-Mitchener Residential Real Estate in Charlotte, NC. “I used to babysit her kids and now her kids babysit my kids!” Aubrey goes on to explain that, “As a third-generation ‘Charlottean,’ I know this area like the back of my hand.” The region’s steady growth, spurred by corporations opening new offices that bring workers from across the country and the world, creates ongoing opportunities for Aubrey to share her expertise.

Also setting her apart is her no-nonsense approach to business.

“I don’t get involved in drama,” she says. “I want to make every transaction win-win for both my client and the other client. It should be a positive experience for everyone.” By keeping every engagement positive and staying in touch with clients over time, Aubrey has built a 90% repeat and referral-based business. “I started when I was 22, so I sold everybody I knew their first house who would let me. If you help someone with their first home and treat them well, there’s no reason they shouldn’t call you back.

My dear friend and his family just closed their seventh transaction with me,” she adds. “His first home was my very first listing.”

She particularly enjoys showing her clients over time that they made good investments; she makes a point of keeping them informed on the market when they’re not active clients. “It’s important that they don’t feel like they’re being sold all the time.”

She remembers people on special occasions or when they’re going through any kind of hard time. “It’s the normal stuff you do in the South, coming by with gifts or food and letting them know you generally care about them.”

Together with her full-time licensed assistant, Aubrey ensures that each of her buyers or sellers gets excellent treatment. “The internet is so important for listings,” she adds. “We’re everywhere we can be in order to reach reliable sources locally, far away and online.”

Her office also hosts special events for other REALTORS® to promote listings. “We also have a full-time, in-house photographer photographing every house and we do YouTube videos for every listing.” Video has been extremely valuable in giving buyers a better sense of each house, increasing showings.

“I like seeing my clients happy at the end of the process,” says Aubrey. She always tries to be the first to say ‘thank you’ with a gift, but finds that oftentimes her clients thank her just as graciously. “That surprised me at first. I would think, ‘Why are they thanking me?’ There’s nothing more rewarding than knowing they had a positive experience.” Meanwhile, through her relationship building, she shares her passion for a nonprofit organization she founded several years ago. “It’s called the Hope for Holt Foundation,” she says, describing the 501(c)(3) organization that benefits the Cystinosis Research Foundation. “My little nephew has a rare disease and we have raised as much as $300,000 at each party we’ve held,” she says. “They now have found ways to cure the disease in mice and are getting ready for human trials.”

Aubrey feels grateful to be in a position to help others improve their lives, whether through her work or her community outreach. “And of course I love to hang out with my kiddos and husband,” she says, noting that the couple has a son and a daughter. “We go to our beach house or hang out on the boat to enjoy life. It’s a busy life being a full time REALTOR® and full-time Mommy,” says Aubrey. She loves her work so much that she plans to continue growing her business remaining in real estate for many years to come.

To learn more about Aubrey Grier, visit dickensmitchener.com, email AGrier@dickensmitchener.com or call 704.502.4612 www.

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