Pennsylvania 9 -11-17

PENNSYLVANIA EDITION

MANAGERS AND TEAM BUILDERS: Four Principles to Develop a Great Team

FEATURED AGENTS

CANDY SMITH MERLIN WEAVER ANNETTE YORKS COVER STORY

TRACY BERARD

How to Create a BUSINESS– WINNING PLAN IN ONE HOUR SUCCESS – These 7 Habits are the Real Secret to Success

PENNSYLVANIA EDITION

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TRACY BERARD

4) SUCCESS – THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

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CANDY SMITH

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23 AN MERLIN WEAVER

Anne Trust, communication, responsi licen ness, professionalism, knowled comm and passion define every interact withw Merlin Weaver’s clients enjoy him. With 15 years of experience gies industrial and commercial constr and r tion behind him, Merlin recently shem the decision that he could offer m servi to the industry by focusing Real on re MERLIN WEAVER dential ANNETTE YORKS real estate.

Certified asrate, a ho inspector since 2011, he earned his real estate license while wob that she takes care of her clients ing in home inspections. Now he is the Team Leader of the Me Weaver Group at Berkshire Hathaway in Eastern Pennsylvania.

“It’s not just a sale for us,” Annet know Learningalso their per Merlin runs the business with his people. wife, Amanda, a REA and he watching grow. Itw TOR®, with Merlin focusingilies on what does bestthem – engaging CONTENTS clients love apprecia clients. “We primarily coverwonder a 20-mile radius of and Wyomissing She has earned the respect Berks County,” he says. While he goes outside that area of for he b nichehe that was missing ers, he likes to focus on thecovered region awhere was raised.

“I

13) MANAGERS 20) HOW TO extremely proud of my background,” says Merlin, explaining t AND TEAMpeople occasionally CREATE ask him When aboutAhis Mennonite-sounding na Annette and her husband and his Hispanic looks.

“As Christian missionaries in Guatem they hired a real estate professio BUILDERS: FOUR BUSINESS–WINNING my parents adopted me whenappointed I was an infant.”

Merlin, whoAnnet is flu withHOUR the results, PRINCIPLESinTO PLANfeels IN blessed ONE both English and Spanish, to be raised by a fam can’t just stick a sign in the grou DEVELOP Athat embraced his heritage and taught Throu box,” she him says.good Littlevalues. did she kn his work, he aims to share his blessings with clients.

GREAT TEAM helped her sell her own home wo

Fascinated by the process of bu

Those clients value Merlin’s dedication to them. “We’re focu immediately went to the Realtor on the consumer,” he says. “I bring a lot of knowledge to buyers and began working as an assista sellers, with my experience in construction and home inspection own license, and within wee By sharing everything he knows, he builds trust withtwo clients.

Phone 888-461-3930 | Fax 310-751-7068 she hasn’t slowed down yet. feels good that they’re already sending referrals to me,” he sa mag@topagentmagazine.com | www.topagentmagazine.com “They know I’m not just selling something.” He makes it his In when to help people buy or ofsell the2007, right price and to Williams negotiate A de No portion of this issue may be reproduced in any manner whatsoever without prior consent theatpublisher.

Top AgentKeller Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy in State Pa., Annette are win-win for everyone involved inofCollege, a published transaction.

“It’s clearjot materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied bymendation its not authors. her boss and deal.” mento we’re passionate about helping, just of making a quick To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

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that proved to be very lucrative. B

Whether educating clients during a transaction stayingNow, in tou ducing agent in heroroffice. with them afterwards, Merlin makes his communication cou He also prides himself on professionalism and staying current his training. “I don’t measure success based on my certificati Top Agent Magazine or awards, but on client happiness,” he says. “I want to learn much as I can about our constantly changing industry and I

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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TRACY BERARD Top Agent Magazine

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TRACY BERARD Tracy Berard’s “Bucks and the City” real estate group cover the Pennsylvania counties of Bucks, Philadelphia and Montgomery with deep market experience.

Tracy Berard’s “Bucks and the City” real estate group prides itself on providing clients a white-glove professional experience. Even at pre-listing appointments before contract, sellers know they are being treated with utmost respect. That commitment extends throughout each transaction, whether Tracy is representing a buyer or a seller. “We give exact timelines to buyers and walk them through the process,” 8Copyright Top Agent Magazine

says Tracy, who entered real estate in 2004.

“We’re always there with them for everything, especially inspections, with A+ service.”

This customer experience is garners Tracy and team referrals that comprise more than 80% of their business. Tracy is the proud leader of “Bucks and the City” – a talented group including Joy Pearson and Kristina Moore, Top Agent Magazine

who are Listing and Buyer agents, as well as Kate Sullivan, who is the licensed assistant to the group. They cover the Pennsylvania counties of Bucks, Philadelphia and Montgomery with deep market experience. Tracy is also the assistant team leader of the Keller Williams office where her team is based.

“Nothing falls by the wayside with us. If there is ever a problem, we are the first to step up and make it right,” she says. “We strive for easy communication with our clients and we’re very organized with several systems in place.”

They even have an organized way of maintaining meaningful contact with clients after Top Agent Magazine

each transaction. “We like personal touches,” says Tracy, mentioning that they may deliver flowers or seeds for Mother’s Day and flags for Independence Day, or host client appreciation parties such as outings at a local ballpark, which people love.

Although Tracy has been in real estate for 13 years, the greatest change took place six years ago when she transitioned to Keller Williams.

“I did extensive training that boosted my business; now I’m in the top 20 of my company,” she says. But numbers and rankings are not what matters most. “I’ve been passionate about real estate since buying my first home Copyright Top Agent Magazine9

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15 years ago,” she says. With a background in mortgages and a great real estate agent, Tracy learned how it is possible to love the outcome of every day in real estate. For her, the joy is in helping. “Whether clients are listing or buying, they’re doing it for a reason. We make it personal, with a great outcome for this major transaction in their life.”

With listings, Tracy only goes on MLS after a home is completely ready. “I set that expectation up front at the listing appointment,” she says. If a home needs staging or touch-ups, she finds the best stager or contractor before photography and video. After MLS and robust syndication through Keller Williams, Tracy conducts direct marketing Top Agent Magazine

with targeted social media campaigns and at open houses with clients’ permission. “We run a careful follow-up plan,” she explains.

“Sellers get biweekly reports of everything happening on their listing; we have a weekly call, even if there isn’t much to discuss.”

They know Tracy and team keep them topof-mind, doing everything to market and sell their property.

When taking recharging personally, Tracy treasures time with her husband and three daughters, whose schools and sports she volunteers for in addition to community outreach through church. “I also love golfing!” she adds. “I’m a member of a ladies’ league and love to get out in the fresh air to hit that little Copyright Top Agent Magazine 11

white ball.” In addition, she takes part in Homes for Heroes and supports a local fire company.

This appreciation for service to others shows in her service to clients and community. Tracy is so dedicated to service that she recently addressed the risks of lofty business goals with her team. “It can be easy to get away from what you’re doing,

but it’s important to focus on the basics,” she says. “We looked at our numbers and said, ‘Let’s make sure we always provide that great customer experience; let’s grow our business by reaching out to people we know and love.’” While her five-year plan may include expanding her team to other parts of Pennsylvania, she’ll do so carefully. “We’ll never lose that personal touch.”

To learn more about Tracy Berard, visit bucksandthecity.com, email tracyberard@gmail.com or call 215.757.6100 x 292 www.

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Managers and Team Builders: Four Principles to Develop a Great Team

By Carla Cross “I work alone.” “I don’t need to be a member of a ‘team’”. We’re heard that for years in the real estate industry. Yet, the strongest, fastestgrowing real estate companies have team building as part of their cultures.

Agents who want to expand their businesses create teams. So, TEAM is no longer a four-letter word. The importance and implementation of leadership through teamwork and synergy is back in style in the real estate industry.

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Why Building a Strong Team is Important to Agents AND Management

As with all industries, the real estate industry is evolving. We’ve gone through the ‘go it alone’ phase. Because we’ve gotten more sophisticated in business. We realize that no one succeeds alone. We understand now that people working together create something more substantial than the sum of the parts. In addition, 13

with the challenges in the business, we finally get that many minds focused on the same task can accomplish much more than each person working as his own little island.

Supporting this trend, strong company cultures have emerged which encourage and reward teamwork instead of solely independent achievement.

Do you have a job description for each of your team positions?

Do you provide it prior to hiring?

Talking About Team-Building is a Slam-Dunk

It’s much easier to talk about teamwork than to create a team. One of the reasons is that most of us have never worked as a team before. As an agent, I didn’t create a team. But, in my management career, I worked to create teams with common focus.

How did I learn how to create great teams?

An Unlikely Place to Learn Teamwork

My first experiences in great teams, and then leading teams--comes from the world of music. I’ve created and Franklin D. Roosevelt said, “People led teams as a jazz musician. I’ve acting together as a group can accom- played in exceptional orchestras plish things which no individual (I’m a flutist). I’ve seen conductors acting alone could ever hope to bring pull together one hundred disparate, temperamental, independent musicabout.” ians as an inspiring team. (It’s a lot If you’ve ever played on a sports like managing a real estate office!). team, you know the chaos that en- So, the four truisms here come from sues when every player tries to be the my experience in both worlds—the star—to go her own way. That’s not musical performance world and the a team. That’s a group. You may also world of real estate team-building. know the joy of playing on a team that shares a common focus and It’s Not Just About Developing commitment to excellence. What a YOU as a Leader difference! What if you could bring that into your real estate office or You may think that, as a leader, your your agent team? job is to find team members that 14

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Just because people accept a position doesn’t mean they know how to proceed with the job. They need to have clear direction, a job description and a firm understanding of the responsibilities--prioritized. Do you have a job description for each of your team positions? Do you provide it prior to hiring? Do you coach to One of the differences between lead- it? Do you help your team members ing a group and leading a team is that, get so good at it that they can start in a successful team, team members training new team members (move also become leaders, and think like into leadership)? leaders, looking out for the good of the team, not just for themselves, In “Teamwork is the primary other words, will work well together. That’s true, as far as it goes. But, your ultimate job is to train and coach those team members to start doing some of the leadership jobs you’ve done. That way, you can keep moving to higher levels of leadership. You can expand and sell your business.

ingredient of success.”

Leaders develop leadership on their team.

Otherwise, leaders are not really leading. They’re managing—or micromanaging. From developing leadership over a couple of decades, I’ve found four major truisms for developing your team with strong internal leadership. These principles apply whether you’re in management or in sales interested in building a team.

Principle #2: People don’t know WHAT to do to get the job done.

Even if you hire someone who has real estate experience, it doesn’t work to leave it to them to figure what exactly needs to be done—from your point of view. They don’t know your priorities. They don’t know how you work. Do you have processes and systems in place to teach them exactly what needs to be done?

The Principles to Developing Team Leadership

Principle #3: It’s your job to teach them HOW.

Principle #1: People don’t know what’s expected of them.

Some people think “leaders” are the “idea people” and aren’t supposed to

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get into implementation. But if you want your team to excel, you must show them how. Having worked with assistants for over 15 years, I have found that assistants and team members need help in systemizing any process that you want done. They need help in developing dialogues to deal with affiliates and consumers in the way you expect. They are good at systemizing their own processes-but not good at all at systemizing ours! Help them.

regularly”. Hold your team members accountable for each step along the way to completion of a task as well as the end result. Do you have solid, measurable benchmarks from which to measure? How do you know you and they are succeeding?

All systems in place? Do you have foundational systems in place from which to improvise? Do you have a solid training program to bring a new team member on board? Do you a method to ‘clone’ yourself to develop someone who can take over your job?

Vince Lombardi, one of the greatest football coaches of all time, said of teamwork, “Teamwork is the primary ingredient of success.”

The pay-off for developing competency and leadership skills in all of your team members is a business that is ‘owned’ by all those involved, with empowerment assured.

Your goal is to develop processes, systems, and training for your team members—all which reflect your philosophy of how you do business.

Principle #4: When accountability They reflect your values and your factors aren’t built in, things don’t culture. Bring them into a leadership get done. mentality with you, so you can delegate more responsibilities and There’s a great difference between finally replace yourself! “do it the way you want” and expecting results and “do it the way you Copyright©, 2015 Carla Cross. All want and let’s check how it’s going rights reserved.

Carla Cross, CRB, MA, is an international speaker, writer, and coach, specializing in real estate management. Her Leadership Mastery Coaching program is unique in the industry.

A National Realtor Educator of the Year, Carla was recently named one of the 50 most influential women in real estate. Join Carla’s Community and receive special offers and free resources. Contact Carla at 425-392-6914 or www.carlacross.com.

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CANDY SMITH After life as a stellar stay-at-home mother, Candy Smith decided to pursue a new path once her children had grown. As she describes it, real estate fell into Candy’s life and simply found her—but once she began practicing she was surer than ever that she’d found the perfect professional fit. At first, she started working as a manager in a real estate office, but the broker there soon convinced Candy to earn her license. The rest, she says, is history. Now, Candy has earned over a decade of first-hand professional experience and is now at the helm of a blossoming career, having built her reputation on integrity, personalized service, and an abiding passion for her chosen industry.

Today, Candy works on a tightknit team at Howard Hanna, serving all of McKean County—the same county where she was born and raised. Candy’s client-centric approach not only differentiates her from others in the industry, but also generates sizable repeat business, with clients who buy with her often returning for listing services, as well. “I work for the client above all,” she says. “I take my work client by client, and work solely to meet their needs. My team and I are known for dealing ethically and honestly with all those we serve.” All in all, Candy’s genuine personality and personally tailored care curates a stress-free transaction for all parties involved. “It’s my job to be of service and I work hard to keep people happy throughout the transaction,” she says.” Adding to her ability, Candy has a deep, homegrown knowledge of the area, its history, and unique inventory—a valuable asset for clients in today’s competitive market. Additionally, her prior professional experience working in an appraisal office has afforded her keen insight into the local market’s value.

Time and again, clients turn to Candy for her wise, forthright

counsel and proven ability to deliver on the homeownership goals of those she serves.

As for marketing her listings, Candy stays up-to-date with the best tools available to promote high visibility among potential buyers. Professional photography accompanies each listing online, while Candy syndicates properties across the leading digital listing platforms. Likewise, getting the word out locally about listings is easy, and oftentimes a sign out in the yard incites a flood of inquiries. As for staying in touch with past clients, Candy prefers a personal approach, and will spend time grabbing coffee or lunch with clients around town. “I like meeting new people,” she says. “It’s the relationships that I enjoy most. Often, we become fast friends, and so it’s easy to enjoy each other’s company.” In reflecting on her favorite part of her day-to-day, Candy says: “I love the challenge. Each day I’m learning something new and I like achieving a positive outcome for my clients, seeing the look on their faces when we get to the closing table.”

Outside of the office, Candy stays involved in her beloved local community through church-related outreach efforts. As an animal lover, she’s also involved in supporting area shelters and the efforts of animal rescue groups. She herself is currently fostering four animals until they’re able to find their forever homes. As for her free hours, Candy enjoys a good book and anything that has to do with the outdoors, particularly cycling.

Looking ahead, Candy has hopes to earn her broker’s license while continuing to expand her professional education.

Ten years after her industry tenure began, Candy is still fueled by the same passions that marked her entry into the business.

Applying expertise, moral grounding, and a genuine investment in her clients’ successes, the years still to come are bound to be better than ever for Candy Smith.

To learn more about Candy Smith, visit howardhannaprofessionals.com, e-mail CandySmith@howardhanna.com, or call (814) 558 - 6611 www.

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MERLIN WEAVER Trust, communication, responsiveness, professionalism, knowledge and passion define every interaction Merlin Weaver’s clients enjoy with him. With 15 years of experience in industrial and commercial construction behind him, Merlin recently made the decision that he could offer more to the industry by focusing on residential real estate. Certified as a home inspector since 2011, he earned his real estate license while working in home inspections. Now he is the Team Leader of the Merlin Weaver Group at Berkshire Hathaway in Eastern Pennsylvania.

Merlin runs the business with his wife, Amanda, also a REALTOR®, with Merlin focusing on what he does best – engaging with clients. “We primarily cover a 20-mile radius of Wyomissing in Berks County,” he says. While he goes outside that area for buyers, he likes to focus on the region where he was raised. “I am extremely proud of my background,” says Merlin, explaining that people occasionally ask him about his Mennonite-sounding name and his Hispanic looks. “As Christian missionaries in Guatemala, my parents adopted me when I was an infant.” Merlin, who is fluent in both English and Spanish, feels blessed to be raised by a family that embraced his heritage and taught him good values. Through his work, he aims to share his blessings with clients.

ever their goal is,” says Merlin. “We get to be their tour guide, their chauffer, their concierge; we want them to be in good hands.” He takes care of his sellers by marketing listings thoroughly, from staging, cleaning and pre-listing inspections to pricing and professional photography. His listings get excellent exposure on real estate websites and on social media, where his “organic likes” deliver results.

As parents of three young children, Merlin and Amanda also remain active in the community, personally and professionally. “With two REALTORS® in the house, finding time for everything can be a challenge. But there is nothing like spending time and playing with our kids!” Merlin volunteers on behalf of causes that find housing for veterans as well as for community clean-up committees. He also helped form the Young Professionals Network Chapter at his local association and serves as 2017 YPN chair of the Pennsylvania Association of Young Professionals Network (PAR YPN). In 2018, he will serve as President of the Reading-Berks Association of REALTORS®. “I would like to become more active on the state level, teaching other professionals how to get involved, take leadership roles, and be a part of positive change,” he says. With a promising future ahead of him, Merlin will be an excellent inspiration.

Those clients value Merlin’s dedication to them. “We’re focused on the consumer,” he says. “I bring a lot of knowledge to buyers or sellers, with my experience in construction and home inspections.”

By sharing everything he knows, he builds trust with clients. “It feels good that they’re already sending referrals to me,” he says.

“They know I’m not just selling something.” He makes it his job to help people buy or sell at the right price and to negotiate deals are win-win for everyone involved in a transaction. “It’s clear that we’re passionate about helping, not just making a quick deal.”

Whether educating clients during a transaction or staying in touch with them afterwards, Merlin makes his communication count.

He also prides himself on professionalism and staying current on his training. “I don’t measure success based on my certifications or awards, but on client happiness,” he says. “I want to learn as much as I can about our constantly changing industry and I’m willing to be held accountable. It’s important to be at the forefront of knowledge on everything from mortgages and title issues to things to watch for when looking at houses.” After a transaction, he stays in touch through informative video emails, mailings, and personalized messages. “It’s amazing how many people reply to a personalized email!”

To learn more about

MERLIN WEAVER,

visit MerlinWeaver.com, email merlin@merlinweaverrealtor.com www.

That personal touch, after all, is what Merlin enjoys most about real estate. “I like watching people light up when they see I genuinely care about their situation and that I want to help them reach whatTop Agent Magazine

or call 484-650-5307

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How to Create a Business-Winning Plan in One Hour

by Bubba Mills

Baloney! That’s what I say to those who think building a business plan should take days, weeks, even months. And I say baloney again to those who think a plan has to have a bunch of pages with graphs and charts.

I know for a fact REALTORS® don’t have that kind of time. But I also know every serious REALTOR® needs a good plan. That means if you’re reading this, you’re in the right place. Stick with me and you’ll end up with a plan that can make your year much better.

A comprehensive business plan (two pages max) can help you: • Account for what you accomplish • Clarify your life • Keep track of each of your goals • Manage your time 20

• Determine if you’re heading in the right direction So let’s get right to it. Here are the steps to take to get your plan in place and your year (and rear) in gear: Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Use positive, present tense statements such as “I am,” “I provide,” “I strive” as you define who you are and what you provide your clients. Take 10 minutes now to brainstorm some possible mission statements.

Perform a SWOT analysis (strengths, weaknesses, opportunities and threats).

For strengths, maybe you’re tech savvy. For weaknesses perhaps you’re unorganized. With opportunities, it could be that a large firm is relocating to your city. And for threats, maybe Top Agent Magazine

Every serious REALTOR® needs a good plan. the mid-term, one year; and the long-term, five years. Also, in this same section, write your personal objectives. We can’t be balanced in life if all we focus on is business.

So consider what your ideal sitWrite your business objectives. In uation would look like with your this section I’d like you to consider family, your spiritual life and your what you want your business to look social life. Spend 10 minutes now like in the short-term, six months; in on these topics. interest rates are rising. Take 10 minutes now and fill in a few items for each category. If you get stuck, ask a co-worker or friend, who knows you well enough, for suggestions.

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Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about.

Create your sales goals. Here’s where I don’t want you to be afraid to think bigger. Take 15 minutes for this section. As part of this segment here at Corcoran Consulting and Coaching Inc., we include what’s called a goal achievement system that helps you stay on track with your goals. So for each goal, we include a why, excuses for failure, resolve and action items. I believe this is a vital step because it allows you to examine why you might hesitate in completing parts of your business plan. Email me at Article@CorcoranCoaching.com, and I’ll send you a free worksheet on this system.

Develop action items. To wrap up your plan, you need to get specific about how you’ll achieve your goals.

So for each goal you should have action items, due dates, who will 22

complete the items and a step-by-step daily and hourly plan with what has to be done. Take 15 minutes and do it.

Tell me what you’re thinking. Do you have a plan? If not, why not? What’s preventing you from creating one?

What successes or failures have you had with plans in the past?

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com.

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ANNETTE YORKS Annette Yorks is not your typical licensed real estate agent. She is a community-minded mover and shaker with “Get It Sold” marketing strategies that keep her clients returning and referring. When she gets an idea, she moves on it! It’s a customized service that keeps this high-energy Realtor’s phone ringing. Her referral rate, a remarkable 93 percent, is proof that she takes care of her clients before and after the sale.

known as the Annette Yorks Group (AYG), which continues to receive awards and notoriety for generating the highest grossing sales revenue for her market center month after month. Elected by her peers, Annette has served for the past eight years on the Agent Leadership Council (ALC), a highly coveted position for agent candidates who meet their commission CAP. Annette is also a designated Certified Luxury Home Marketing Specialist (CLHMS), as well as being named an MD Preferred Real Estate Professional

by US Medical Specialties (an international medical consulting firm that helps physicians and other health care professionals find “doctor-friendly” Realtors).

“It’s not just a sale for us,” Annette explains. “It’s about getting to know people. Learning their personal stories, meeting their families and watching them grow. It’s about helping people.” It’s no wonder clients love and appreciate Annette Yorks and her team.

She has earned the respect of her colleges as well. And she discovered a niche that was missing long before she sold real estate.

For Annette and her team, customer service is the name of the game, and she has one heck of a win-win listing “playbook.” Her marketing plan is designed to save her clients money and give the highest exposure to potential buyers as possible, utilizing social media, video drone footage, beautiful magazine-quality brochures, individual websites for every listing and her signature feedback service. Working with AYG is a breath of fresh air for clients. Her “A” team consists of a full-time executive/marketing assistant, a transaction coordinator, two buyers agents and an in-house certified home stager, and she contracts a professional photographer.

When Annette and her husband Jey were considering relocating, they hired a real estate professional to help sell their home. Disappointed with the results, Annette decided to sell it herself. “You can’t just stick a sign in the ground. You have to think outside the box,” she says. Little did she know, those passionate efforts that helped her sell her own home would turn into thriving new career.

Fascinated by the process of buying and selling real estate, she immediately went to the Realtor who sold them their new home and began working as an assistant. Six months later she had her own license, and within two weeks had sold her first home. And she hasn’t slowed down yet.

In 2007, when Keller Williams Advantage Realty opened its doors in State College, Pa., Annette joined the company at the recommendation of her boss and mentor. It was a career growth decision that proved to be very lucrative. By 2011, Annette was the top- producing agent in her office. Now, she leads a team of professionals

Annette knows the power that social media can have on real estate.

She uses technology to bring what’s trending to her local market by posting FaceBook live videos and pictures from Open House events on Instagram. She is also an avid reader and her team is currently reading “The Sell: The Secret to Sell Anything to Anyone,”

by Fredrik Edlund.

Annette’s plan for the future is simple. Her goal is to provide the best service possible and to be the go-to team of Centre County, PA. “The day you stop taking chances is the day it all ends,” she says, repeating a quote she admires.

Photography by Steve Tressler, Vista Professional Studios.

For more information about Annette Yorks of Keller Williams Advantage Realty, State College, PA, visit AnnetteYorks.com, call 814-360-0140 or email Annette at annetteyorks@gmail.com www.

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