PENNSYLVANIA 5-22-23

PENNSYLVANIA EDITION

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TIPS TO GET NEW CLIENTS

24-HOUR TOUCH-UPS

to Maximize Your Price List

Uncommon Contact:

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

FEATURED AGENTS

DEVIE ROLLISON SHANNON BRUNO COVER STORY

ERIC T. NEITH

PENNSYLVIA EDITION

DEVIE ROLLISONSHANNON BRUNO

From leasing agent to real estate rockstar, crisis she was there, always on the lookout Actively involved in h A seasoned real estate professional 7 with over two decades of experience 17 17 Shannon and her team s Devie Rollison’s journey into the industry for my perfect home and general support. trail where they pick up in the industry, Shannon Bruno has began with an unexpected twist of fate.

I had unique needs and personal issues to the overgrowth, keeping earned a reputation as a reliable agent After losing her job when her company tiptoe around and Devie was a and bigsafe partforofvisitors my tiful clients can trust. Her journey into real was bought out, she boldly seized the oplife, changing it for the better.

To me,anDevie they organize annual estate began when she was in college a school supply drive t and decided to get her license.

With a portunity to pursue her passion for real possesses all the qualities of any GOOD ing hand to those in ne strong customer service background estate. Fast-forward to today, Devie has business person and radiant personality, work, Shannon enjoys and a passion for negotiating, she been a licensed real estate agent since April I feel beyond grateful for getting toson. work with with her now serves as the leader of her team Collegeville, Pennsylvania.

2010, successfully running businessbased as in DEVIE her through my BRUNO home buying experience.”

ERIC T.her NEITH ROLLISON SHANNON She continues to be very As a member of the Keller Williams a solo agent with a transaction coordinator ing real estate and work Leadership Council and the Liaison and an admin by herERIC side. Devie primarily serves her As Devie’s business continues to grow, she is eager to T. NEITH for the REALTOR® Association in her office, with her clients. Additionally, as s charming hometown of Elizabeth, a hidden gem just where ofher path marleads. on If both she local could anymarkets, sage andoffer national Shannon uses her vastsee knowledge different ing her reach to help a diverse grou ketsdowntown to provide exceptional to her clients 20-30 minutes from the bustling heart of adviceservice to aspiring top agents, she would advise them “No“Try matter are working moving in comand out of the area. integrity above all.

Pittsburgh. The area offers a serene bedroom to place towho be you as honest, de-wi ant to have patience and listen to the munity vibe, nestled between the Youghiogheny and pendable and responsible as possible,” she explains.

Shannon›s approach to real estate is rooted in Shannon. “This is how I’ve made life CONTENTS Monongahela Rivers and boasting a picturesque trail Devie also with emphasizes importance of and being ships with my clients whyperI cont building meaningful relationships everyone the ® after many years.”

REALTOR she works with.

She treats everyone with respect for hiking and biking enthusiasts. Devie’s exceptional sonable and staying involved in local charities and and98% as a result, 80% of “Not her business comesit help people in your area that service has cemented herTO reputation, of heraroundevents. only does 4) 5 TIPS GET with MODERN EMAIL ETIQUETTE from repeat clients and18) referrals.

Shannon refers business coming from repeat clients or referrals from are in need, but it also makes you feel good.” She finds to her method as the «octopus,» where she works NEW CLIENTS FOR TODAY’S AGENTS her loyal clientele and community connections. this and path incredibly rewarding, and can’t picture heraround her clients› needs adapts to what they are looking for in a home.

Whether they›re self anywhere else.listing “I absolutely love my career, and 21) UNCOMMON CONTACT: their homes or putting in an offer, Shannon takes 13) 24-HOUR TOUCH-UPS What sets Devie apart as a real estate agent is the exI believe that everyone should get to fulfill their dream the time to answer questions, big and small. She’s CONNECTING WITH CLIENTELE TO MAXIMIZE ceptional service and trust she YOUR establishes with her of away. owning their own home.” always just a phone call THROUGH SOCIAL MEDIA LIST clients. “They trustPRICE me,” Devie says. “And I’m really When comes to marketing, Shannon starts by good at what I do.” Devie’s commitment to itstaying staging all her listings to help them look their best. connected with her past clients ensures she remains She then uses the latest technology to boost the listtop of mind. She achieves this through aings combination and help them get more exposure. From social of mailings, email blasts, phone calls, media text messagand paid ads to professional photography, drone footage, es, and occasional check-ins.

But Devie doesn’t stopand videos, her marketing strategy Contact Shannon at 61 Phone 310-734-1440 | Fax 310-734-1440 is finely tuned and highly efficient.

Her team also email shannonbruno@ there, as her active involvement in her community furmag@topagentmagazine.com www.topagentmagazine.com supports| each other by advertising one another›s or visit SOLDbyShanno ther distinguishes her. She organizes events, such as listings.

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent an annual Santa event for kids and plans to launch an Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published adult event materials, too. Devie’s to giving back is for opinions expressed or facts supplied by its authors.

Top Agentdedication Magazine cannot be held responsible Copyright Top A To subscribe or change send inquiry to mag@topagentmagazine.com. evident in her participation inaddress, charitable activities, like Published in the U.S. providing free Thanksgiving dinners to her neighbors. www.

Those who work with Devie are impressed by her sup2 guidance. One recent client said, “I worked port and with Devie for nearly 3 years to find a house, she gave

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

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

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

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

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

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

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

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

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

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

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

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Create a Website that Offers Real Value to Potential Clients

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

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

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

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ERIC T. NEITH Top Agent Magazine

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Now, 7 years in, Top Agent Eric T. Neith leads The Eric T. Neith Team at EXP Realty, overseeing 22 agents representing clients throughout Lehigh Valley, Pennsylvania.

After years of building his own property portfolio, REALTOR® Eric T. Neith decided to get licensed in order to make investing easier. His plan wasn’t to go into real estate full-time, but nevertheless, people started coming to him to ask for help with buying and selling their 8Copyright Top Agent Magazine

homes. Before he knew it, he had enough business to fully commit to real estate as a career, eventually starting his own team, The Eric T. Neith Team at EXP Realty.

Now, 7 years in, Eric oversees 22 agents representing clients throughout Lehigh Valley, Pennsylvania.

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Eric’s reputation for being attentive and available at all times has resulted in over 60-70% of his business coming from repeat and referral clients. He even has clients who have bought a dozen houses through him over time. “The key is to build lasting relationships where your

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clients can come to you at any time for advice,” he explains. “I have clients who are physicians who I talk to at 2am if need be — I’m always there for them.”

Sometimes, clients come to Eric wanting to buy a home but not knowing how to

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Eric wants to make sure that he is able to share his knowledge with his team moving forward. He is concentrating on growing the team and helping the team’s newly licensed agents find their feet. get there with poor credit. His specialty is in educating these clients on the process of securing a loan and helping them find creative ways to get into their dream property. “No matter who my client is or what their situation, I make them feel like they are my only client,” he says.

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To stay in touch with past clients, Eric frequently sends out mailers and email newsletters. He also regularly hosts events and appreciation parties, even for people who are not currently looking to buy, but might in the future. Eric also posts listings across his social media Top Agent Magazine

channels, primarily Facebook and Instagram. His team is very supportive and shares each others’ listings for even more exposure. Of course, they also have open houses where people can view the homes in person.

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Throughout his career, Eric has experienced steady growth and expansion into new areas. To put it in numbers, his team closed out over $30 million in sales last year, which was double from the previous year. With 20 years of expertise as an

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investor and an in-depth understanding of the local market, Eric wants to make sure that he is able to share his knowledge with his team moving forward. He is concentrating on growing the team and helping the

team’s newly licensed agents find their feet.

“Many clients come to us without knowing much about the real estate process. It is up to my team to be thoughtful and informed as they guide the people we are serving.”

To learn more about Eric Neith, please call 484-239-9130, email erictneith@gmail.com or visit facebook.com/EricTNeithEXP www.

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24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where Top Agent Magazine

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

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can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately.

Individually, these bit to-do list items might seem like extra work without the promise of 16

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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DEVIE ROLLISON From leasing agent to real estate rockstar, Devie Rollison’s journey into the industry began with an unexpected twist of fate.

After losing her job when her company was bought out, she boldly seized the opportunity to pursue her passion for real estate. Fast-forward to today, Devie has been a licensed real estate agent since April 2010, successfully running her business as a solo agent with a transaction coordinator and an admin by her side. Devie primarily serves her charming hometown of Elizabeth, a hidden gem just 20-30 minutes from the bustling heart of downtown Pittsburgh. The area offers a serene bedroom community vibe, nestled between the Youghiogheny and Monongahela Rivers and boasting a picturesque trail for hiking and biking enthusiasts. Devie’s exceptional service has cemented her reputation, with 98% of her business coming from repeat clients or referrals from her loyal clientele and community connections.

What sets Devie apart as a real estate agent is the exceptional service and trust she establishes with her clients. “They trust me,” Devie says. “And I’m really good at what I do.” Devie’s commitment to staying connected with her past clients ensures she remains top of mind. She achieves this through a combination of mailings, email blasts, phone calls, text messages, and occasional check-ins. But Devie doesn’t stop there, as her active involvement in her community further distinguishes her. She organizes events, such as an annual Santa event for kids and plans to launch an adult event too. Devie’s dedication to giving back is evident in her participation in charitable activities, like providing free Thanksgiving dinners to her neighbors.

Those who work with Devie are impressed by her support and guidance. One recent client said, “I worked with Devie for nearly 3 years to find a house, she gave me patience, respect, knowledge, understanding, autonomy, resources, her time, her dedication, and energy, all while doing it with a smile, great style, grace and beauty. Through a global pandemic and real estate Top Agent Magazine

crisis she was there, always on the lookout for my perfect home and general support.

I had unique needs and personal issues to tiptoe around and Devie was a big part of my life, changing it for the better. To me, Devie possesses all the qualities of any GOOD business person and radiant personality, I feel beyond grateful for getting to work with her through my home buying experience.”

As Devie’s business continues to grow, she is eager to see where her path leads. If she could offer any sage advice to aspiring top agents, she would advise them to place integrity above all. “Try to be as honest, dependable and responsible as possible,” she explains.

Devie also emphasizes the importance of being personable and staying involved in local charities and events. “Not only does it help people in your area that are in need, but it also makes you feel good.” She finds this path incredibly rewarding, and can’t picture herself anywhere else. “I absolutely love my career, and I believe that everyone should get to fulfill their dream of owning their own home.”

For more information about Devie Rollison, please call 412-758-6346 or email devie@goldstandardpittsburgh.com 17

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 18

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, Top Agent Magazine

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 22

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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SHANNON BRUNO A seasoned real estate professional with over two decades of experience in the industry, Shannon Bruno has earned a reputation as a reliable agent clients can trust. Her journey into real estate began when she was in college and decided to get her license. With a strong customer service background and a passion for negotiating, she now serves as the leader of her team based in Collegeville, Pennsylvania.

As a member of the Keller Williams Leadership Council and the Liaison for the REALTOR® Association in her office, Shannon uses her vast knowledge of different markets to provide exceptional service to her clients moving in and out of the area.

Shannon’s approach to real estate is rooted in building meaningful relationships with everyone she works with. She treats everyone with respect and as a result, around 80% of her business comes from repeat clients and referrals. Shannon refers to her method as the “octopus,” where she works around her clients’ needs and adapts to what they are looking for in a home. Whether they’re listing their homes or putting in an offer, Shannon takes the time to answer questions, big and small. She’s always just a phone call away.

When it comes to marketing, Shannon starts by staging all her listings to help them look their best.

She then uses the latest technology to boost the listings and help them get more exposure. From social media and paid ads to professional photography, drone footage, and videos, her marketing strategy is finely tuned and highly efficient. Her team also supports each other by advertising one another’s listings.

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Actively involved in her community, Shannon and her team sponsor a local trail where they pick up trash and trim the overgrowth, keeping the area beautiful and safe for visitors. Additionally, they organize an annual coat drive and a school supply drive to lend a helping hand to those in need. Outside of work, Shannon enjoys spending time with her son.

She continues to be very active in selling real estate and working one on one with her clients. Additionally, as she’s an expert on both local and national markets, she is expanding her reach to help a diverse group of clientele.

“No matter who you are working with, it’s important to have patience and listen to their goals,” says Shannon. “This is how I’ve made life-long relationships with my clients and why I continue to be their REALTOR® after many years.”

Contact Shannon at 215-859-9230, email shannonbruno@kw.com or visit SOLDbyShannonB.com www.

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