Virginia 8-7-17 by Top Agent Magazine

VIRGINIA EDITION

9 Things THE BEST LEADERS NEVER SAY 7 Deadly Sins of PERSONAL BRANDING Tips on BREAKING INTO THE LUXURY MARKET Tough Prospecting Environment Creates NEED FOR NEW SOLUTIONS FEATURED AGENTS

TOMMY SIBIGA ANDY & TAMMY MASON

COVER STORY

JENNIFER MOSSER

VIRGINIA EDITION

JENNIFER MOSSER

TOMMY SIBIGA

CONTENTS 4) 7 DEADLY SINS OF PERSONAL BRANDING 13) 9 THINGS THE BEST LEADERS NEVER SAY

ANDY & TAMMY MASON

ANDY &

Andy and Tam Weichert Realto vis in Onancock become trusted real estate indu combination of h ication and a c providing their c very best in custo

Andy, Broker/Ow pany, is a second estate scion who over the company his father had founded in his wife, came to the industry via a 25-year ca and commercial banking, transitioning to real Andy is mainly management but does some s while Tammy focuses her energy on residentia have developed a system of communication nology to stay in sync with each other and w “We work well off each other,” says Tammy. other informed about what the other is doing, know the status of each other’s transactions. the team is Tammy’s dog Tilly, who accompa nies her owners to the office each day and ha her very own fan club.

17) TOUGH PROSPECTING ENVIRONMENT CREATES NEED FOR NEW SOLUTIONS

22) TIPS ON BREAKING INTO THE LUXURY Servicing the eastern part of Virginia, namely MARKET

Accomack and Northampton Counties, the pai can boast a rate of repeat and referral busines that hovers around 90%. The reason for this explains Tammy, “is that we provide excellen Phone 888-461-3930 | Fax 310-751-7068 customer service. I developed a lot of thos mag@topagentmagazine.com | www.topagentmagazine.com techniques when I was working at the bank. No portion of this issue may be reproduced in any manner whatsoever without prior consent the publisher. Agent follow of a client all theTop way through the transac Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published tion, and I help them through everything. I keep materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. in contact with them even after the closing.” To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.

This client service is clearly appreciated by their many grateful buyers and sellers. With solid five-star ratings on multiple real estat Top Agent Magazine web portals including Realtor.com, Zillow

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish. Compliants are thinkers. They’re always wondering how things work. They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy. They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’s simply a must. And the better at it you become, the to feel about you. From your photos to other and harmful at worst. To help you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills. All rights reserved. DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession. It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession. If specializes She stated,in“When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies. To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com. 4

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish. In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed. In or- always quite difficult. It does mean over work. time Compliants are tried thinkers. They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty. By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise. Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good. In orderthat to specializes keting is not a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention. Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com. Top Agent Magazine

NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle. They also withprocedure producing content. But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. at the same time. In addition, it serves anbrand could be as simple as a series of They want practicality, logic, fairness and a systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy. Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information. CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck how to you! something, can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses. Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com. 6

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JENNIFER MOSSER 7

JENNIFER MOSSER Although she is now one of the most successful agents working in Northern Virginia, Jennifer Mosser got into the real estate business almost by accident. “I had been in education for 15 years, when my husband and I were working with an agent to buy a home. After we closed, we went out for a celebratory drink with her, when she mentioned that she was starting a team. My husband said that I should go work for her. 8Copyright Top Agent Magazine

I hadn’t thought about it until that moment. I looked into it and was intrigued, so I got my license. I ended up quitting my job and doing real estate full time, eventually becoming Rookie of the Year.” Jennifer has been with Keller Williams since she started four years ago, and primarily serves Loudoun County. Her unique approach to sales has earned her a remarkTop Agent Magazine

One of the most successful agents working in Northern Virginia, Jennifer Mosser of Keller Williams primarily serves Loudoun County. able 100% rate of repeat and referral business. â&#x20AC;&#x153;One of the things I love about Keller Williams is all of the educational opportunities they provide. I still have a love of learning and for educating people, that has really been a great advantage in this industry. My clients are coming to me for Top Agent Magazine

expertise. Things are always changing in this industry, and I need to be a good student of the business in order to be a good teacher for my clients.â&#x20AC;? Jennifer credits much of her success to her ability to build relationships with her clients. Copyright Top Agent Magazine9

“This business is all about building relationships. I genuinely feel a connection to my clients, and it lasts long after the active transaction. I think because they know I truly care, they not only come back to me, but feel comfortable referring me to their friends and family.” Jennifer really goes above and beyond when it comes to helping her clients achieve their real estate goals. “I’m not above getting my hands dirty. I do things other agents don’t. I hire a professional stager to give us a game plan on how to get the home show ready, and then I pitch in on every aspect. This is my Copyright Top Agent Magazine Copyright 10

full time job, my clients most likely have a full time job, so if I can ease their anxiety by taking care of things for them, then I do that. I also work closely with the photographers and graphic designers, making sure all the marketing materials are top notch, then I get the listing maximum exposure through the internet, print media and with my extensive network, so my listings sell quicker and for top dollar.” Jennifer is active in the community that she represents and loves. She sponsors several local schools throughout the year and is also involved with Mobile Hope, an organization Top Agent Magazine

“I genuinely feel a connection to my clients— because they know I truly care, they not only come back to me, but feel comfortable referring me to their friends and family.” that helps homeless teens get back on their feet. When she isn’t working, Jennifer enjoys spending time with her family going to the beach and enjoying college football in the fall. Jennifer couldn’t be happier with how far she’s come in such a short time, and has plans to grow a team in the near future. “If Top Agent Magazine

you had told me five years ago that I’d be my own boss, making more money and still have time with my family, I never would have believed it. I want others to have that. I’m so thankful to be in this business. It changed my life. So if I can encourage someone else to take a chance and then mentor them to success, that would be amazing.” Copyright Top Agent Magazine 11

To learn more about

JENNIFER MOSSER

call (571) 210 2210, email Jennifer@JenniferSellsLoudoun.com or visit jennifersellsloudoun.com www.

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Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.” Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes. There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component. It also may indicates a stubbornness that is the death knell of a healthy work environment. Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 14

THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement. No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition. Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future. Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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TOMMY SIBIGA Top Agent Magazine

TOMMY SIBIGA Tommy Sibiga’s passion for real estate started as a small child. His grandfather built, sold and financed houses, often taking Tommy with him to work. “I was always walking around construction sites, playing in the woods next door, and things like that,” Tommy said. A lifelong self-starter and entrepreneur, Tommy grew up selling everything from Famous Amos cookies in elementary school to bike parts to bikes to cars later. After seven years in full-time youth ministry with Young Life, Tommy and his wife had their first child–a baby who was born premature and needed to stay in the NICU for a full year. At that time, Tommy decided it was important to have a more flexible job so he launched his real estate career. That was in 2013, and Tommy now has an award-winning real estate practice and his own team serving the Central Virginia/Richmond Metro area. He primarily covers Hanover, Chesterfield, and Henrico counties as well as Downtown Richmond. Though still a relatively new agent, almost 60 percent of his clients come from repeat and referral business. What keeps his clients coming back at such high rates? “The biggest thing has been responsiveness. If my clients call me they get me. Their phone calls, texts, emails, and questions are extremely important to me. And they continue to work with me directly–I don’t pass them off to an assistant or colleague.” Tommy is in the Top 100 agents in terms of quantity of transactions for his region, yet he makes sure each of his clients feels like his only client. “My clients always feel they are my first priority. They don’t know or get the sense I’m also busy working on other transactions,” Tommy says. A tech savvy agent, Tommy has a strong and sophisticated online presence, which often results in quick sales. He uses Facebook ads, Instagram templates, and pre-listing contests to drum up interest. “I’ll have people guess the square footage to win a $10 Starbucks card,” he says. He also employs professional photographers and videographers who create virtual tours. But he doesn’t shy away

from more “old school” methods as well, such as targeted postcards to neighbors. He’s also found word of mouth advertising to be very effective. What does Tommy love most about his work? “It’s a people business. I like working with people and building relationships. Buying a house is one of the most stressful things a person can go through. I like being even keeled and walking them through the process, helping to alleviate their stress. It’s nice to serve families out in that way.” To keep in touch with past clients, Tommy uses a variety of methods from handwritten notes and phone calls, to lunch or coffee dates. He’s also beginning to ramp up client appreciation parties and dinners. “I come from youth ministry, which is very relational. So I do anything and everything I can to develop and deepen my relationships with clients,” Tommy says with a smile. A strong believer in giving back to the community, Tommy makes generosity a high priority in his life. He remains involved with Young Life, volunteering on college campuses. He also volunteers with his church and plans to transition to spearheading more fundraising efforts there. In his free time, he enjoys running, lifting weights and cycling to keep in shape for raising his two young sons; and he loves spending time with his sons and his wife. For the future, Tommy hopes to continue to develop and train his team and hire new agents to further increase their ability to best serve their clients. “I want to teach them everything I had to learn the hard way,” he says with a chuckle. With his drive for providing excellent service and his track record of mentorship, he’s sure to succeed!

Licensed Realtor in the Commonwealth of Virginia 2014- Century Club Recipient 2015- Hometown Realty Top 20 Agents Award 2016- Hometown Realty Top 20 Agents Award 2013, 2014, 2015, 2016- Central Virginia Top 10 Team Recipient

To find out more about Tommy Sibiga, email tommys@htrsi.com or call 804.551.1702. You can also check out his website at tommysibiga.com www.

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Tough Prospecting Environment Creates Need for New Solutions

By Richard Weylman

Agents at all levels of experience in the industry continue to have a difficult time gaining access to qualified prospects on a favorable basis. The negative image that has been portrayed of the industry together with the general cynicism of the population has translated into more and more barriers being erected to close out sales people of all types. The evidence of this continues to mount. Inquiries as well as questions at my various speaking engagements at industry functions indicate a general frustration with the state of the marketplace and the difficulty agents and managers are facing. Today’s prospecting environment requires new solutions to old problems. No longer does “make more calls, see more people” address or solve the problem. Specific relational strategies and tactics are needed to gain access to qualified prospects. Top Agent Magazine

Here are just a few of the questions I’ve received recently from advisors and managers: Q: “Voicemail is everywhere. How can I get people to return my calls?”—Stephen G., Chicago, Illinois A: People return calls based on prioritization of the other calls they’ve received. People return calls for reasons of urgency or reasons of benefit. I would suggest that you write out very specific messages that you’re going to leave for your prospects. These messages should be laden with benefits, i.e., positive reasons that the prospect should return the call. As an example, “Mr. Donovan, this is Stephen G. As a teacher, you create lesson plans. As an advisor, I specialize in working with teachers to create a financial plan. Please call me at your earliest convenience.” Devise several of these messages specific to the market that you’re working so that 17

Today’s prospecting environment requires new solutions to old problems.

each of them sounds different and gives people specific reasons to return your call. Review the to be sure they are relevant and speak the language of the market. If in doubt, create 5-10 messages and ask clients to select the ones they like and to which they would respond. Q: “How can I get CPAs and attorneys to work with me? I want them to refer their clients to me.” — George A., New York, New York A: CPAs and attorneys particularly like to stay in control of their clients and the decision-making process. For this and other reasons, CPAs and attorneys are not highly motivated to help you build your business by using them as the source of new prospects. However, positioned as a valueadded asset, you can succeed here. As an example, if you are targeting a specific market in the food industry, align yourself with CPAs and attorneys who are also working in the 18

food industry. You find them by asking current prospects and clients who their attorneys and CPAs are and then meeting with them. Ask your clients to introduce you if necessary. When you meet, give them specific reasons to work with you. As an example, by pointing out the financial knowledge and services you have available which could enhance the value they bring to their clients that will motivate them to act as a center of influence for you. They are in a competitive environment also, and the good ones are seeking to increase client value. In addition, when meeting with CPAs and attorneys, let them know of your long-term interest and that you will respect the relationship that they have with their clients. As a value-added asset, you can create a consistent prospect flow. Q: “I’m targeting executives of major companies here in Rochester. How can I best get their attention?” —Bob J. Rochester, New York Top Agent Magazine

In today’s environment, only a systematic approach to relational marketing and prospecting will keep you in sales. A: To reach executives effectively, keep three things in mind. First, you have to relate to these individuals. Two, you need to speak their language. Third, you must recognize that they are typically screened from any unwanted calls and/or mail. The best way to get their attention is to involve yourself in the activities and organizations that they support. As an example, the Senior Vice President of Marketing will most likely be involved in the American Marketing Association. The CFO will be involved in the CFO Society, heads of communication in IABC, etc.

belong to, ask executive clients to have or refer to Gale’s Encyclopedia of Associations regional edition (1800-877-GALE).

These questions represent a larger problem. In years past, the industry was focused on sales and transactions. Not a great deal was done to enable the development of the local sales agency into a marketing and prospecting organization. Advisors were expected to simply sell their friends and neighbors. Today’s marketplace, however, is significantly different. In the past, sales kept you in business; in today’s environment, however only a Getting involved in these organization systematic approach to relational will allow you to reach these exec- marketing and prospecting will keep utives and, most importantly, position you in sales. yourself as a resource to them. By serving on committees and activities C. Richard Weylman is an expert in that they’re involved in and support- marketing, selling and communicating to ing the causes to which they are affluent and high net worth people. He is drawn, it will position you as a the author of “Opening Closed Doors, Keys resource to them, someone who is a To Reaching Hard-to-Reach People," as caring and credible individual. If well as numerous sales, relationship and you’re having difficulty determining marketing and management audio and the organizations that these executives video education programs.

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ANDY & TAMMY MASON Andy and Tammy Mason of Weichert Realtors Mason-Davis in Onancock, Virginia have become trusted leaders in the real estate industry through a combination of hard work, dedication and a commitment to providing their clients with the very best in customer service. Andy, Broker/Owner of the company, is a second-generation real estate scion who, in 1997, took over the company his father had founded in 1967. Tammy, his wife, came to the industry via a 25-year career residential and commercial banking, transitioning to real estate in 2010. Andy is mainly management but does some sales and listing, while Tammy focuses her energy on residential sales. The pair have developed a system of communication aided by technology to stay in sync with each other and with their clients. “We work well off each other,” says Tammy. “We keep each other informed about what the other is doing, and we always know the status of each other’s transactions.” Rounding out the team is Tammy’s dog Tilly, who accompanies her owners to the office each day and has her very own fan club. Servicing the eastern part of Virginia, namely Accomack and Northampton Counties, the pair can boast a rate of repeat and referral business that hovers around 90%. The reason for this, explains Tammy, “is that we provide excellent customer service. I developed a lot of those techniques when I was working at the bank. I follow a client all the way through the transaction, and I help them through everything. I keep in contact with them even after the closing.”

and Trulia, they are clearly setting the standard for providing focused, efficient and knowledgeable service. One glowing client review is a testament to Tammy’s sales acumen: “I highly recommend Tammy Mason if you want to purchase or sell a home or property. She was very pleasant and went out of her way to help us through the entire process. She was very pleasant, knowledgeable and was always readily available to answer our questions. If I ever sell or purchase another home in the area, I would definitely have her as my real estate agent.” For all their success, the financial rewards are not what spring to mind when asked what they like most about what they do. “It would have to be the people,” says Andy. “There’s always a sense of satisfaction when you see how happy they are when they find the right house and get to move forward with buying it.” Tammy concurs: “Even when I worked at the bank, I liked working with people. I did home mortgages, and there was nothing better than seeing someone get excited when their mortgage was approved.” The couple is incredibly civic-minded, and giving back to their community is of paramount importance to them. “We are involved in a lot of charities,” says Andy, “We’re involved with things as big as Relay for Life, we help with our local historic society, we sponsor little league teams, we’ve worked with the Eastern Shore Coalition Against Domestic Violence.” The couple has also taken on a leadership role in the local real estate community. Tammy was President (and current Treasurer) of the Eastern Shore Association of Realtors, and Andy is former President of their local real estate association and Director of the Virginia Association of Realtors. The couple has no plans to retire or slow down. “I’ve been in the business for thirty-one years,” says Andy. “It’s in my blood.” Adds Tammy, “As long as we can take care of people, and feel like we’re needed, we won’t stop. We’re going to keep plugging along!”

This client service is clearly appreciated by their many grateful buyers and sellers. With solid five-star ratings on multiple real estate web portals including Realtor.com, Zillow,

For more information about Andy and Tammy Mason, call 757-787-1010, email Andy at andy@mason-davis.com or Tammy at Tammyvmason@gmail.com or check out our website mason-davis.com www.

Top Agent Magazine

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach. One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when 22

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect. Top Agent Magazine

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance. That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling. It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively Top Agent Magazine

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business. 23

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Top Agent Magazine