Pennsylvania 9-25-17 by Top Agent Magazine

PENNSYLVANIA EDITION

How to Recognize TRUE LUXURY PROPERTIES

FEATURED TITLE AGENCY

BRANDY TRESSLER FEATURED AGENTS

RUSS & DEBBIE HAZY JENNIFER WINN COVER STORY

LINZEE CIPRANI

Drip Those ONLINE LISTING LEADS DO YOU ADD CONSISTENT VALUE for Your Business and for Your Clients?

PENNSYLVANIA EDITION

BRANDY TRESSLER JENNIFER WINN

Whenand Jennifer Winn dipped her toe into the world Maintaining relationships action, Brandy Tressler, Owner, CEO Licensed with 7 17 19 23 real estate, itSerbecame clear immediately that she partners also plays a part in incredi Title Agent of UniversalofSettlement their a true Je vices of PA, LLC., bringshas over 15 talent years for of the industry. After working for to refer new clients to her. “Ients, am co Russ and Debbie Hazy are a husband on the leading digital listing pl 10 years in sales as the manager of a clothing store, and about,” says Brandy, “meeting She al professional real estate experience to her and wife powerhouse duo, married for online. “We are one of the mos she offering stayed atsupehome for 10 years to raise her chil- or just checking in, popping media. clients, driving results, and into forty-one years. Throughout their proDebbie explains. “We have wo dren. When her youngest was in preschool, she hard an rior customer service that is unparalleled in fessional lives, Russ and Debbie have just to say hello. Sometimes we d that we have. We value our clie decided it was time to “get back into the world” live, ho the industry. coffee, tomer just toservice see how wethecan always worked alongside one another, from firsthelp con so she worked the 5am shift at toStarbucks for ability two as it doing creat a testament their ease and a same pretty muchfor all her the time, The goes borrowers years.inThen fateful day she been decided to an email into pa “We’ve always an extremely best experience possible. I can’t Brandy became interested the came real thepair. system we use to stay in driven couple forallsuccess,” Debbie we’ve made from our work.” buy a foreclosed house to flip. “I did the work estate industry after working for a mortthem, and then obviously we use s says. “But, now it’s all about being sucon it, made it cute, and had an open house,” JenniJennife company inRUSS 2002. “When I graduated A lot JENNIFER ofTothe clients I’vesuperlative worked ws LINZEEgage CIPRANI DEBBIE HAZY TITLE combined AGENCY WINN cessful& for our clients. For the pastFEATURED seven years, they’ve talent round out their fer says with her characteristic enthusiasm. “I had all the m from high school,”and she says, “I got aapproach job at to bringBRANDY becomeclients goodwith friends.” TRESSLER a client-forward homeownership expertise to years the have empowering indus candles going. I had it all staged and everything. ads for western Pennsylvania populace. Together, they handle all aspects of the sional ethos. “We take a handsa mortgage company. I was the receptionAnd two women came and they both wanted it. I got over local newspaper and ourclients clients most and it’s not just abou ist for the branch transactional manager atprocess—before, the time. He during, and long after a deal is complete. What her remember ab asking price for sale by owner thought,designations, ‘I’m going to get marketing happens t To date, they’ve earned a host of accolades andand professional bottom line. That’s not then opened his own mortgage brokerage, with her, Brandy believes, ishow herwe w real estate license!” Jennifer intoClub the Award, business and Jennifer’s includingmy Remax’s Executive Club Award and dove the 100% to find our clients theolder houseclien that and I went to work with him there. After go above and beyond to work thro bestowed upon Russ took and Debbie alike. Now,Jennifer’s they mountson a personalized to us with a different idea in mi her career off right away. is now 20 years houses to meet with that, he opened a enterprise title company, and I took it over from situations. “I always try to find a way to solve th CONTENTS that equips today’s buyers and seller with the know-how and From that stand point, it’s alway old and is studying for his license. “He’s been shadowing me mailboxes. What do that point forward.” just ‘no’ or try to guidance necessary to make a wise investment for theshe longsays. haul.“A lot of people We spend asay lot of time consider for about a year now and we are going to be a mother and son like everything abouc the folks we work with. That w get to the bottom of it and figure itI out.” team, which is very exciting!” good. have two ch While their office is based in Monroeville, Russ and Debbie serve a years down the line is considere Since Universal Settlement opened in 2005, the company and I treat it like a b 4) HOW TO wide-ranging region 13)thatDRIP 20) DO YOU ADD includes THOSE the greater Pittsburgh area, in addition our clients’ see themselves.” has been providing it’s many clients with top-notch client Despite the financial rewards of her profess Jennifer serves allPennsylvania of Luzernecounties, County–including the areas of excited to do this wo to service across four sizable particularly Indiana RECOGNIZE ONLINE LISTING CONSISTENT VALUE service, ensuring County. that real estate close inKingston, a andmore personal aspect of her job that Brandy fin They field a transactions fair share of referral clientele, though theyand serve Extending their spirit of service Wilkes-Barre, Mountain Top, Dallas, Exeter– friendly, efficient sellers and professional manner. As stated rewarding. “I love meeting the she and buyers alike, Russ andfrom Debbie oftenon work with first-time are avidly at their locc and lists everything $30,000 homes to highhomeend, luxury Toinvolved givepeople,” back to her TRUE LUXURY LEADS FOR YOUR BUSINESS buyers who are making their first forays into homeownership. “We try to giving and volunteer work. In their website, their prosperity and She’s continued can on Ireferrals love seeing the excitement ofkitchen. people She buyin properties. built growth her business and repeat clisoup livt PROPERTIES AND FOR YOUR make sure people understand what they’re getting into, the pluses and the spending quality time with their be attributed to their focus whatnever has made them suc- leadshome, or downgrading. The smile ents.on“I’ve paid for Zillow in myupgrading whole career,” so she often helps oo minuses,” Russ says. “We’ll work with our clients as long as it takes to cessful: their satisfied customers. Together, Universal’s what means theread most.” CLIENTS? I have many reviews onare Zillow if you loves time find the she exactsaid. home“But they’re looking for. We work with a lot of and first-time As for the futuretoofspend their busines team of eight dedicated employees have over 42 years them, you’ll see they are amazing!” She also serves quite a few fer has taken all the homebuyers and it can be a scary transaction for them—it’s the biggest their imprint’s steady growth, ap clients re-locating tomotto, thebest area. receive her broker of industry experience livewho by are thetheir compnay back to her community is of paramount purchaseand they’ve made in life. We do our to Giving guide them in makresults totothose they serve. With a wise, investment informed decision.” more, Debbie counts accessibility genuine passion forson theirjoin dailyhe w have her “Protecting your ing biggest is atWhat’s the heart of to Brandy, and to that end her company spons and straightforward communication as a main driver of their business’s for Russ and Debbie Hazy. Fin What keeps Jennifer’s clients coming back? available for we Spanish to event furtherofses what we do.” local She’s charities. “Whether hold an success and clients’ always answer our and getand she we’re working toward ato$50,00 them roundsatisfaction. the clock,“We never turning offraise herphones cell phone; ents. “I plan conti money or just stand participate in it,” she says back to people,” she says. “That can be challenge for a lot of would-be whatever our clients are g makes sure they know their quest to find the perfect property or old,” she says. “I’m With almost all of their business based on referrals from get out into the community. I grew up here so feel like their real estate agent is ready to respond. We’re clients are what’s most importan Phone 888-461-3930homebuyers—to | Fax 310-751-7068 to sell an existing home is incredibly important to her. After she’s With her enthusiasm satisfied clients, the is clearly doing right. notteam your typical realtors. We something start early in the morningof andlocals. We try to get involved as much as we mag@topagentmagazine.com | are www.topagentmagazine.com clients like family helped them make all her dreams hometreated late. told by many of and our clients theywith a smooth trans“I always say our get referrals areWe based on our customer ser- that are very comfortable with a husband and wife team. Our vice,” “Becausein we alwayswhatsoever get back without to ourprior As for ofthe continued No portion of thissays issueBrandy. may be reproduced any manner consent thefuture, publisher. Top Agent growth is the pl passion truly is helping our clientsprecautions find their dream home, Magazine is published by Feature Publications GA, Inc. Although are taken to ensure the accuracy of published clients quickly, whether it’s atupsizing, 10 pmdownsizing, or on a Saturday versal Settlement. “We’re trying to grow into whether they’re moving out oforstate, materials, Top Agent Magazine cannot be held responsible for opinions expressed facts supplied by its authors. or Sunday. My phone is constantly on me, so they can right now and to continue to keep our referral p or send relocating into the state. When we’ve found the perfect To subscribe or change address, inquiry to mag@topagentmagazine.com. always get ahold home of me. never give ‘no’ asgenuinely an answer, clients happy. That’s our current and always w forIsomeone and they’re tickledI throughPublished in the U.S. the wholeto transaction, it doesn’t matter what the price goal,” says Brandy. always try to findout a solution every problem.”

RUSS & DEBBIE HAZY

point is. It’s an incredibly satisfying moment for us.”

For more information about

To connect with those they’ve served in the past, Russ and Debbie maintain a well-curated online presence, and touch base with current and former clientele by using social media’s vast reach. Likewise, it’s not uncommon for

BRANDY TRESSLER,

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider. Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room. Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space. • In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down. One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees. • Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have. If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property. 6

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LINZEE CIPRANI

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LINZEE CIPRANI “I feel like I’m an opportunity maker,” says Linzee Ciprani, CEO of Ciprani Consulting and Team Owner of Round Table Real Estate Services, a Keller Williams affiliate based in West Chester. Driven by an innovative and entrepreneurial spirit plus a desire to help others, Linzee Ciprani has, in just a few years’ time, built a multi-faceted professional success story. “I didn’t plan to work in real estate,” says Linzee, who was recruited in 2009 to be the 8Copyright Top Agent Magazine

business manager for a top agent in Kennett Square, Pennsylvania. For nearly four years, she created and implemented such successful business and marketing processes for the team that other business owners began asking her for advice. Top Agent Magazine

“Before I knew it, I had started a consulting company!” she says of Ciprani Consulting, which was the impetus for her real estate venture. “I feel like I’m an opportunity maker,” says Linzee, CEO of Ciprani Consulting and Team Owner of Round Table Real Estate Services, a Keller Williams affiliate based in West Chester. Those opportunities she creates are not only for people who want to buy or sell homes, but for people who people want to change their lives through real estate. “I love to give my agents and staff opportunities to learn about this work and be part of Top Agent Magazine

it,” she explains. “We are starting to work together to purchase properties and flip them as a team,” she says, describing the profit-share she has in place. “When we make money on a house, everyone has the chance to grow wealth and have the best life possible doing what they love.” Key to the successful implementation of Linzee’s processes and systems is her team at Round Table. With a full suite of real estate services for all kinds of clients, they offer a wide range of talent. Linzee’s eight other team members include two administrative specialists “who handle everything possible for my Copyright Top Agent Magazine9

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agents, so they can be out doing what they’re best at,” says Linzee. “We also have an inside sales associate who constantly calls on our behalf.” The other team members are licensed agents, including a luxury agent skilled with new construction and farms. “She and I both grew up on farms and have horses,” she says. “We sell farms that tend to be in the luxury arena as well as $1 million ‘farmettes.’” Another of the critical procedures Linzee maintains is the company’s listings-marketing efforts. Utilizing a combination of CRM systems, her team can target buyers through lead-generation databases. “Kait, our inside sales associate, circle calls anyone in the vicinity and invites them to our open-houses or to see the listing,” says Linzee. “And we each call through our own personal databases regularly.” Additionally, they spend a Top Agent Magazine

good deal of money on social media marketing and other online advertising. “We’re very transparent about exactly how much we’re spending so that our clients can understand how many people we’re reaching.” Linzee’s aggressive marketing and business development foreshadows great things to come for both her consulting business and her real estate business. Her long-range plan is to expand Round Table Real Estate across the U.S. by leveraging the processes and procedures she continues to develop through Ciprani Consulting, which is also a recruiting firm. “We have started to locate talent all over the U.S. and Canada,” she says. In the meantime, Linzee continues focusing on improving lives. “We have a desire to be a part of anything that makes lives better,” Copyright Top Agent Magazine 11

she says. “We love to learn about organizations or causes we can support. Giving is very much a part of who we are.” So far, in addition to enriching lives simply through the work they do, Linzee and her teams donate to a community center for children in Kennett Square and regularly support community events. She also just began running monthly networking events in West Chester.

First and foremost, however, Linzee is a devoted mother of two young girls (Emerson and Alexis) and enjoys quality time with them and her husband Steve. She’s an active member of her Church and still rides horses occasionally. “My family has a horse business,” she adds in a casual aside that paints an even fuller picture of Linzee’s entrepreneurial spirit.

To learn more about Linzee Ciprani, visit RoundTableRealEstateServices.com and CipraniConsulting.com email linzee@RoundTableRe.com or linzee@CipraniConsulting.com or call 484.301.2727 www.

www.

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Drip Those Online Listing Leads By Walter Sanford

My coaching clients are beginning to find more success with their online listing leads. Whether the lead is coming from postcard-generated invites to complete forms on their site or third-party consolidator leads, the web leads are coming in. The problem with a lot of these leads is bad phone numbers but good email addresses. The question is - how do we engage them in a conversation that leads to a listing appointment? Uncovering the seller’s needs prior to an appointment is always the first step in creating client satisfaction, but it’s very difficult to do without good contact information. By showing these potential sellers value, my clients have found that many sellers who wanted to remain anonymous are now holding up their hands and shouting “I want some of that!” The drip system that creates this kind of excitement is one that’s immediately started after the lead is received. The system shows the value that you can bring to their discovery process. Every three or four days, send an email that lets them know that there is so much more that a top, local, professional agent can add to their search. With my clients, we only give a little bit of information at a time. Usually within a few weeks, we have the serious leads contacting the agent for an over-the-phone consultation. Below are some of the points that we stress in our drip system email campaign for online listing leads: Top Agent Magazine

Week One: Thank you for contacting us for more information regarding the sale of your property. I hope the information we have already provided was of some help to you. We believe that a real estate relationship should be based on the client’s needs. Once we know those needs, we have some very unique solutions that our past sellers have mentioned were available nowhere else. Please give us a call so we can supply some unique answers to unique challenges. Week Two: In our earlier email, we talked about unique solutions. One of the unique solutions we provide our sellers is a pre-listing consultation. Go to www.(yoursite).com/prelistingconsultation to answer a few questions and schedule a phone call that’s convenient for you. This will allow our team to be better prepared to give you some insights regarding what to expect in this market. Week Three: In continuing our theme of delivering value to our potential sellers, one of the most appreciated value propositions that we give our potential sellers is our “seller education system.” If you call us, we can program a search for brand new listings each morning. The search will include specs that compare to your home and the results will be emailed directly to you. This provides you with brand new listings that would be competing with your home, if it was on the market. This makes you the most educated seller in town knowing what the competition is. You’ll receive these new listings at the same time agents in (your town) receive them! Week Four: Occasionally, we have a seller who isn’t interested in considering a sale unless he/she knows the value first. We came up with a solution that eliminates a lengthy listing presentation. We call this our free 48-hour phone value analysis. Go to www.(yoursite).com/valueanalysis. Complete the form and within 48 hours, one of our team members will call you. Based upon the same comparables that appraisers would use, we will let you know the value of your home. This is a fast and inexpensive way to bridge the gap of an expensive appraisal or a time-consuming listing presentation with a service that can be just as accurate. There is no charge for this service, and we are happy to put the numbers together for you! 14

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Week Five: One of the services that our sellers most appreciate is our “meet the team” concept. You can go to our website or call us directly for the contact information on a trusted team member for almost any service. We know the best plumbers, HVAC techs, electricians, roofers, landscapers, painters, carpenters, and carpet installers in the area. We use them on our own homes, we trust them, and we have long business relationships with them. If you need anything done around your home to prepare for a potential sale or if you just want to get it ready for a special occasion, we know who does the job well here in (your town). Week Six: Our sellers get higher prices because we make their homes desirable to buyers! We call this service our “primp and polish” service. Any consultation is free! We can provide you some simple tips to make your home more inviting to buyers. We will point out any potential red flags and help you place furniture to get things ready to create that emotional pull. We have professional decorators on call. Their services cost money, but we have found their service is a good investment based on the additional monies that we receive for our client’s properties. The initial consultation is free! Please give us a call so we can set this up for you. Week Seven: Did you know that our company has access to a majority of the top real estate agents in any city in the world? If you are considering selling your home here and buying out of town--we can send you to top agents who understand your needs. Top agents know they can’t solve client’s challenges without first knowing what those challenges are. If you want a special house out of town, then give us a call. We know agents who will not only show you standard MLS properties but also properties that are not yet on the market. We call these “secret properties.” These secret properties can be owned by past clients who might consider selling or sellers developed from a postcard mailing campaign in your neighborhood of interest. These agents know many ways to find property that other agents will not show you. We find this service to be one of the best that we provide for our buyers so we wanted to make sure that you get the same service when you move. Top Agent Magazine

Week Eight: If you’re not quite ready to list your property, we have a system called “sell the sizzle before the steak.” I know it sounds a little corny, but we can discretely present that your home might be available to our database of buyers. This helps us to do a little pre-marketing prior to a full commitment of our complete marketing plan. If you are interested in this service, please don’t hesitate to give us a call. Week Nine: Did you know that we have a policy where no real estate agent will be allowed to negotiate with you in person? We do this because many times real estate agents can be very forceful in the presentation of offers from their clients. We ask for that offer to be presented to us, and we will spend as much time as you need with just us - your representatives. This eliminates awkward meetings where you need more time to think, and the buyer’s agent is pushing for an answer. We believe that selling a home should not only be massively profitable but also fun. If you’d like more ideas on how we differ from the competition, email or call me at your convenience. All contacts will be kept confidential. Well, I hope you get the idea that we’re trying to start a conversation with that potential seller instead of letting them fall through the cracks. A drip email campaign for a seller is similar to the campaign for buyers. It’s necessary for listing leads since the majority of information requests come via the web with incorrect or inoperable phone numbers. The only way to get these leads talking is to present them better value than everyone else. Copyright©, 2015 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 16

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RUSS & DEBBIE HAZY Russ and Debbie Hazy are a husband and wife powerhouse duo, married for forty-one years. Throughout their professional lives, Russ and Debbie have always worked alongside one another, a testament to their ease and ability as a pair. “We’ve always been an extremely driven couple for success,” Debbie says. “But, now it’s all about being successful for our clients. For the past seven years, they’ve combined talent and a client-forward approach to bring homeownership expertise to the western Pennsylvania populace. Together, they handle all aspects of the transactional process—before, during, and long after a deal is complete. To date, they’ve earned a host of accolades and professional designations, including Remax’s Executive Club Award and the 100% Club Award, bestowed upon Russ and Debbie alike. Now, they mount a personalized enterprise that equips today’s buyers and seller with the know-how and guidance necessary to make a wise investment for the long haul. While their office is based in Monroeville, Russ and Debbie serve a wide-ranging region that includes the greater Pittsburgh area, in addition to service across four sizable Pennsylvania counties, particularly Indiana County. They field a fair share of referral clientele, and though they serve sellers and buyers alike, Russ and Debbie often work with first-time homebuyers who are making their first forays into homeownership. “We try to make sure people understand what they’re getting into, the pluses and the minuses,” Russ says. “We’ll work with our clients as long as it takes to find the exact home they’re looking for. We work with a lot of first-time homebuyers and it can be a scary transaction for them—it’s the biggest purchase they’ve made in their life. We do our best to guide them in making a wise, informed decision.” What’s more, Debbie counts accessibility and straightforward communication as a main driver of their business’s success and clients’ satisfaction. “We always answer our phones and get back to people,” she says. “That can be challenge for a lot of would-be homebuyers—to feel like their real estate agent is ready to respond. We’re not your typical realtors. We start early in the morning and get home late. We are told by many of our clients that they are very comfortable with a husband and wife team. Our passion truly is helping our clients find their dream home, whether they’re upsizing, downsizing, moving out of state, or relocating into the state. When we’ve found the perfect home for someone and they’re genuinely tickled throughout the whole transaction, it doesn’t matter what the price point is. It’s an incredibly satisfying moment for us.” To connect with those they’ve served in the past, Russ and Debbie maintain a well-curated online presence, and touch base with current and former clientele by using social media’s vast reach. Likewise, it’s not uncommon for Russ or Debbie to run into past clients around town. “It always amazes us that no matter where we go, whether it’s a restaurant, shopping, or even amusement parks, that we encounter former or current clients,” Russ and Debbie say. To market listings, Russ and Debbie also turn to emerging technology to ensure maximum visibility for properties headed to market. In addition to utilizing social media and the MLS, Russ and Debbie maintain top-of-mind status Top Agent Magazine

on the leading digital listing platforms—where they enjoy rave reviews online. “We are one of the most positively reviewed realtors on Zillow,” Debbie explains. “We have worked very hard to obtain all of the stars that we have. We value our clients and feel they deserve outstanding customer service from the first contact to the closing and beyond. We work pretty much all the time, doing everything we can to give our clients the best experience possible. I can’t begin to tell you how many close friends we’ve made from our work.” To round out their superlative service, Russ cites ongoing education and empowering clients with industry knowledge as drivers of their professional ethos. “We take a hands-on approach. We spend a lot of time with our clients and it’s not just about filling out paperwork and signing on the bottom line. That’s not how we do business,” Russ says. “We work hard to find our clients the house that’s right for them. Oftentimes, people come to us with a different idea in mind than what they’re actually looking for. From that stand point, it’s always interesting to try and find the perfect fit. We spend a lot of time considering resale value and long-term plans with the folks we work with. That way, what’s important to them four or five years down the line is considered. We talk a lot about the future and where our clients’ see themselves.” Extending their spirit of service to the local community, Russ and Debbie are avidly involved at their local church, often taking part in charitable giving and volunteer work. In their coveted free hours, they most enjoy spending quality time with their six grandchildren. At the end of the day As for the future of their business, Russ and Debbie have plans to continue their imprint’s steady growth, applying their trademark work ethic to bring results to those they serve. With a client-centric approach in place and a genuine passion for their daily work, the road ahead is bound to be bright for Russ and Debbie Hazy. Finally, Russ and Debbie reflect: “Whether we’re working toward a $50,000 or a $300,000 home, we try and understand whatever our clients are going through. At the end of the day, our clients are what’s most important.”

To learn more about Russ & Debbie Hazy Email: debbiehazy@remax.net or russhazy@remax.net Facebook: russ&debbiehazy-realtors at RE/MAX Realty Centre Text/Call: 724 - 422 - 3508 Copyright Top Agent Magazine 17

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BRANDY TRESSLER Brandy Tressler, Owner, CEO and Licensed Title Agent of Universal Settlement Services of PA, LLC., brings over 15 years of professional real estate experience to her clients, driving results, and offering superior customer service that is unparalleled in the industry. Brandy became interested in the real estate industry after working for a mortgage company in 2002. “When I graduated from high school,” she says, “I got a job at a mortgage company. I was the receptionist for the branch manager at the time. He then opened his own mortgage brokerage, and I went to work with him there. After that, he opened a title company, and I took it over from that point forward.” Since Universal Settlement opened in 2005, the company has been providing it’s many clients with top-notch client service, ensuring that real estate transactions close in a friendly, efficient and professional manner. As stated on their website, their prosperity and continued growth can be attributed to their focus on what has made them successful: their satisfied customers. Together, Universal’s team of eight dedicated employees have over 42 years of industry experience and live by the compnay motto, “Protecting your biggest investment is at the heart of what we do.” With almost all of their business based on referrals from satisfied clients, the team is clearly doing something right. “I always say our referrals are based on our customer service,” says Brandy. “Because we always get back to our clients quickly, whether it’s at 10 pm or on a Saturday or Sunday. My phone is constantly on me, so they can always get ahold of me. I never give ‘no’ as an answer, I always try to find a solution to every problem.”

Maintaining relationships with her realtor partners also plays a part in their willingness to refer new clients to her. “I am constantly out and about,” says Brandy, “meeting with them, or just checking in, popping into their offices just to say hello. Sometimes we do lunches or coffee, just to see how we can help each other.” The same goes for her borrowers. “We have an email system we use to stay in contact with them, and then obviously we use social media. A lot of the clients I’ve worked with over the years have become good friends.” What her clients most remember about working with her, Brandy believes, is her willingness to go above and beyond to work through difficult situations. “I always try to find a way to solve the problem,” she says. “A lot of people just say ‘no’ or try to cover it up. I get to the bottom of it and figure it out.” Despite the financial rewards of her profession, it’s the more personal aspect of her job that Brandy finds the most rewarding. “I love meeting the people,” she says, “and I love seeing the excitement of people buying their first home, upgrading or downgrading. The smile on their faces are what means the most.” Giving back to her community is of paramount importance to Brandy, and to that end her company sponsors multiple local charities. “Whether we hold an event of some sort to raise money or just participate in it,” she says, “we try to get out into the community. I grew up here so I know a lot of locals. We try to get involved as much as we can.” As for the future, continued growth is the plan for Universal Settlement. “We’re trying to grow into other states right now and to continue to keep our referral partners and clients happy. That’s our current and always will be main goal,” says Brandy.

For more information about

BRANDY TRESSLER, call 814-571-5434 or email btressler@settlementsdirect.com Top Agent Magazine

Do You Add Consistent Value for Your Business and for Your Clients? By Walter Sanford

We recently received a question from some of our favorite coaching clients. The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets. As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients. Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media: The Premier Team Helps Clients Achieve Goals through Pre-Launch Inspections We have found that all buyers should have their purchase inspected. When we represent our sellers, the negotiations start with offers and potential counter offers. Traditionally, the buyer obtains and pays for an inspection of the property. The negotiations start again. 20

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Rightfully, the buyer wants any challenges to be addressed; the seller feels they had lived with the challenges, sold the property with the challenges, and do not want to repair if they have no chance to enjoy them. It’s a difficult negotiation and can sometimes leave clients unhappy. As we do many times, we have devised a system to help all involved parties know what they are buying and selling while also saving our client’s time, trouble, and money in the mix. When we custom-design a marketing plan to achieve our seller’s goals and receive a commitment to market the property, we then offer our seller an opportunity to have the property inspected by our team inspector. The inspector will review all systems of the home and write a thorough report on the findings. We then discuss the findings with the seller and place any challenges in different categories. There is the “must fix now” category that deals with safety of the occupants or the property. There is the sub-standard category that is below the expectations a buyer would expect of a property for the area and price range. Lastly, there is the upgrade category for items which buyers would like to see done. By having the report and determining what categories, we can offer many opportunities to our seller clients: 1 We eliminate the “rush into a repair” syndrome by having the repair report early and without the input of a buyer waiting for an answer to complete the next step of their purchase. 2 We have time to contact numerous vendors who will compete for the best price. 3 We have time to make decisions on the condition vs. price, which is much better determined before the buyer has made a successful offer. 4 We know early if there are any big ticket items that would prevent a sale from a buyer not wanting the property or the seller not being able to afford the repair. 5 We can choose the mode of repair before a buyer has a stake in the decision. There are many ways to repair rather than replace. Replace is usually how a buyer wants the challenge remedied. Top Agent Magazine

6 We have time to get government or utilities involved if needed. 7 A seller’s net proceeds or “net sheet” can be professionally prepared. 8 We might receive a higher offer when a potential buyer is presented an inspection with all the repair receipts attached. 9 The one to two week wait is eliminated by having a report done before an offer rather than waiting for it after the offer. 10 Since we are paying for the report, we get to choose the inspector. Finding inspectors without the drama gene is important. There are many other reasons to be knowledgeable about the property, prior to negotiations. We have arranged a team of inspectors who have agreed to wait to be paid for their inspection and report until the seller receives their proceeds from sale. This cures the cash flow problem. We, at Premier Real Estate, believe that this is not only an outstanding investment that pays many dividends, but it is also the most professional way to handle a sale including all possible disclosures to all potential parties. Should you have any questions, please feel free to discuss. We have much experience in this little utilized system to increase our seller’s net proceeds. Many people have a coach who has not been through the ups and downs as Walter Sanford. Many coaches do not have the same achievements as Walter. He has millions in cash flow equity that came from his real estate business, and he developed systems that can be implemented without any special abilities. We currently have a few availabilities in our coaching program, and this year’s schedule has some availability for seminars as well. Copyright©, 2016 Walter Sanford. All rights reserved.

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JENNIFER WINN When Jennifer Winn dipped her toe into the world of real estate, it became clear immediately that she has a true talent for the industry. After working for 10 years in sales as the manager of a clothing store, she stayed at home for 10 years to raise her children. When her youngest was in preschool, she decided it was time to “get back into the world” so she worked the 5am shift at Starbucks for two years. Then came the fateful day she decided to buy a foreclosed house to flip. “I did all the work on it, made it cute, and had an open house,” Jennifer says with her characteristic enthusiasm. “I had candles going. I had it all staged and everything. And two women came and they both wanted it. I got over asking price for sale by owner and thought, ‘I’m going to get my real estate license!” Jennifer dove into the business and her career took off right away. Jennifer’s son is now 20 years old and is studying for his license. “He’s been shadowing me for about a year now and we are going to be a mother and son team, which is very exciting!” Jennifer serves all of Luzerne County–including the areas of Wilkes-Barre, Mountain Top, Kingston, Dallas, and Exeter– and lists everything from $30,000 homes to high end, luxury properties. She’s built her business on referrals and repeat clients. “I’ve never paid for Zillow leads in my whole career,” she said. “But I have many reviews on Zillow and if you read them, you’ll see they are amazing!” She also serves quite a few clients who are re-locating to the area. What keeps Jennifer’s clients coming back? She’s available for them round the clock, never turning off her cell phone; and she makes sure they know their quest to find the perfect property or to sell an existing home is incredibly important to her. After she’s treated clients like family and helped them with a smooth trans-

action, they are eager to spread the word about her incredible service. To stay in touch with past clients, Jennifer reaches out via phone, text or email. She also maintains relationships through social media. “My clients see that every day I’m working hard and getting better. And when people see how I live, how I take care of my children and my home, it creates respect.” She’s also always thrilled to run into past clients out in the community. Jennifer markets her listings through the MLS and all the major internet sites. She creates all the print ads for herself and for her office, which run in the local newspaper and other local publications. “But most of my marketing happens through word of mouth,” she says. Many of Jennifer’s older clients aren’t tech-savvy, so she’ll drive to their houses to meet with them or to drop off information in their mailboxes. What does Jennifer like most about her work? “I like everything about it,” she gushes. “Helping my clients feels good. I have two children, but I call real estate my third child, and I treat it like a baby. When I wake up in the morning I’m excited to do this work.” To give back to her community, Jennifer volunteers at the local soup kitchen. She lives on the same street where she was raised so she often helps out elderly neighbors. In her free time she loves to spend time with her children and walk her dog. Jennifer has taken all the classes for her brokerage and plans to test to receive her brokerage license. For the future, she’s excited to have her son join her in her business. She also hopes to learn Spanish to further serve her monolingual Spanish-speaking clients. “I plan to continue my career in real estate until I’m very old,” she says. “I’m unstoppable because I love this work!” With her enthusiasm for life and her business, she’s sure to make all her dreams a reality!

To find out more about Jennifer Winn, contact her via email at jzawinn@aol.com, or by phone at 570-760-1622. You can also check her out online at era.com/ERA-One-Source-Realty-748c/Jennifer-Winn-193658a www.

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