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NATIONWIDE & INTERNATIONAL EDITION

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Business Growth Hack:

ABSORB YOUR CLIENTS’ STRESS!

FEATURED AGENTS

BRITTANY PERRINE CHARLES KHOURI FRANK DEBARI LANA SOILEAU MATTHEW FUHRMAN TODD GUYER

The Making Of A TOP AGENT

WHAT SELLERS WANT FROM YOU

As Their Real Estate Agent

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WHAT SELLERS WANT FROM YOU AS THEIR REAL ESTATE AGENT

Although sellers’ individual preferences may differ, they often share a set of expectations and needs when it comes to what they seek in their real estate agents. Here are the top six things sellers often want: 4

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List Price Expertise and Market Knowledge

Sellers want their agents to have a thorough understanding of the local real estate market. This includes providing an accurate and realistic pricing strategy for the property based on current market conditions, comparable sales, and other relevant factors.

Reliable and Effective Communication

Strong Negotiation Skills

Sellers appreciate real estate agents who maintain open and transparent communication throughout the entire selling process. This includes providing regular updates on the status of the property, relaying feedback from potential buyers, and being responsive to the seller’s inquiries.

Sellers expect their real estate agents to be skilled negotiators who can secure the best possible deal on their behalf. This includes negotiating the sale price, handling counteroffers, and navigating any potential challenges that may arise during the negotiation process.

Marketing Knowledge

A strong online and offline marketing strategy is crucial for selling a property quickly and at a desirable price. Sellers value agents

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who can effectively market their homes through various channels, such as online listings, social media, professional photography, and traditional advertising.

Strategic Guidance and Support

Transparency and Ethical Standards

Sellers seek agents who offer strategic guidance throughout the selling process. This includes advising on the best times to list the property, suggesting improvements or staging techniques to enhance the property’s appeal, and providing insights on market trends that could impact the sale. They value an agent’s ability to navigate the complexities of the real estate market, offering support and expert advice to make informed decisions and ultimately achieve a successful sale.

Trust is a key factor in the real estate relationship. Sellers want an agent who is professional, trustworthy, and acts in their best interests. This includes maintaining confidentiality, adhering to ethical standards, and demonstrating a commitment to providing excellent service. Remember, individual preferences can vary, so it’s essential for real estate agents to communicate openly with their clients to understand their specific needs and expectations. Building a strong, trusting relationship is crucial for a successful real estate transaction.

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There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? 6

First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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Top Agent Magazine

How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood. While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore? Here’s your recourse. Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach. Start by thinking small and operating from a place of authenticity and neighborly service. You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block? Do your homework. It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors? Don’t be discouraged. Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 8

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue. While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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Top Agent Magazine

BRITTANY PERRINE — SERVING CENTRAL OHIO WITH HEART, INTEGRITY & HOMEGROWN EXPERTISE

For Brittany Perrine, real estate wasn’t part of a long-term plan—it was the unexpected next chapter that became a perfect fit. She began her career in the beverage industry as a sales representative and Brand Manager for Brown’s Distributing, working with MillerCoors Brewing Company. To help make ends meet, she bartended part-time at a local pub. It was there that a chance connection changed everything. “I met Judith Green, who owned a RE/MAX franchise,” Brittany recalls. “We became good friends, and she suggested I get a real estate license. I took her advice, became a full-time agent within six months, and the rest is history.” The friendship continues to this day. Twelve years later, Brittany is a successful solo agent serving all of Central Ohio, with a specialty in luxury waterfront homes in the Buckeye Lake Region. Her roots here run deep. She grew up in Thornville and built friendships throughout the lake communities. “After I became a Realtor, I realized how much I loved serving my local community,” she says. “I get to sell homes to longtime friends, form new relationships, and help people achieve the dream of homeownership in the place I’ve always called home.” At RE/MAX REVEALTY, Brittany is aligned with a mission centered on excellence. Every listing receives maximum exposure across digital platforms, custom open houses, cutting-edge marketing, and a full professional photography and media team. “Having a top-tier listing presence is what pulls in a captive buyer audience,” she explains. “You have to spark interest virtually before buyers ever step foot in the home. It’s about tapping into creativity and cooking it up differently.”

Despite her strong marketing presence, Brittany says her success has never come from chasing leads or mass advertising. “Word of mouth goes a long way,” she says. “When you truly work for the people and in their best interest, you become your own walking billboard.” She has never purchased a lead—her business continues to grow through repeat clients, referrals, and an online presence that stays current with market trends and helpful information. Relationships remain at the center of everything she does. Brittany makes it a point to personally call or text clients simply to check in. “Real estate has always been a relationship business,” she says. “Reaching out reminds people that even after the sale, you’re still thinking of them and you’re still there to help.” Looking back, Brittany says she would keep the same empathetic, listening-first approach that shaped her career from the beginning. “Every great sales rep knows the key is being a great listener,” she says. But she has also learned what she would do differently if she could start over. “I wouldn’t fight to get every listing. Not every win is a win. If someone has unrealistic expectations, thank them, walk away, or refer them. Don’t waste precious time spinning your wheels on a deal that doesn’t make sense.” Community involvement is deeply important to Brittany. She proudly supports local churches, food pantries, women’s shelters, LCBR, Toys for Tots, RPAC, YMCA, and the BLYC Christmas Kids Charities. About 60 percent of her business now comes from repeat clients—proof of the trust, professionalism, and heart that define her work.

CONTACT BRITTANY PERRINE Facebook: RE/MAX REVEALTY – Real Estate Agent Brittany Perrine https://www.instagram.com/perrine_brittany/ https://www.tiktok.com/@brittany_dreamhomes4u Instagram: @perrine_brittany | TikTok: @brittany_dreamhomes4you Top Agent Magazine

g n i p Kee h c u in To

HOW TO STAY IN YOUR CLIENTS’ LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside. Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: 10

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INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch. Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients. Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time. Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s inter-

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ests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional. Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson. Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note. 12

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GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time. Top Agent Magazine

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You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts. This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED

No matter how you choose to keep in contact with past clients, make sure to be consistent. Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year. Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business. 14

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CHARLES KHOURI — OTTAWA REAL ESTATE BUILT ON EXPERIENCE, INSIGHT & INTEGRITY For Ottawa Realtor Charles Khouri, real estate isn’t just a profession—it’s the world he grew up in. Raised in a family deeply involved in residential and commercial development, construction, and property management, Charles spent his early years on job sites, around contractors, and inside the day-to-day operations of running buildings. “It gave me a front row seat into how homes and investments are actually built, managed, and improved,” he says. That early exposure shaped not only his understanding of the industry, but the practical, analytical approach he brings to every client today. Charles expanded that foundation by studying Construction Engineering Technology at Algonquin College, gaining formal knowledge of how properties are designed and built. From there he joined his family’s business in 2010, learning everything from coordinating trades to evaluating investments with an experienced eye. By the time he became a licensed Realtor in 2013, he already had years of hands-on experience and a strong professional network supporting him. “Real estate feels natural to me,” he says. “I like the mix of strategy, people, and storytelling.” Today Charles runs as an individual lead agent backed by full administrative support, a dedicated buyer’s agent, and the wide-reaching resources of Royal LePage Team Realty. The structure allows him to deliver a personal, one-on-one experience with the national strength of a trusted Canadian brand. Behind the scenes, he has built a deep roster of professionals—stagers, photographers, videographers, contractors, lawyers, designers, mortgage brokers, and more—ensuring clients get the right expert at the right moment. Charles serves the entire Ottawa region, with strong activity in neighbourhoods like the Glebe, Westboro, Hintonburg,

Rockcliffe Park, Old Ottawa South, Old Ottawa East, and Little Italy. He is equally active in Manotick, Greely, Barrhaven, Riverside South, Kanata, Stittsville, Orleans, and the fast-growing south and east end communities. His familiarity extends to up-and-coming pockets like Vanier and Overbrook, as well as to surrounding communities such as Arnprior. “Ottawa is a city where every neighbourhood has its own story,” he says. “I enjoy helping clients understand the differences, strengths, and opportunities in each one.” His marketing approach mirrors his high standards for service. “I treat every home like a full-scale launch,” he explains. Listings begin with staging, cleaning, pre-listing inspections, and any light improvements needed. Once prepared, each property is showcased with professional photography, cinematic video, drone footage, 3D tours, floor plans, custom websites, and luxury-style feature magazines. Extensive online and social campaigns ensure maximum reach, while Charles personally hosts walkthroughs and tracks every detail of buyer activity. Much of his business—about 85 percent—comes from repeat clients and referrals, a point of pride that reflects trust, communication, and long-term relationships. He stays connected with clients well beyond the closing date, offering market updates, advice, and genuine check-ins. Community involvement is also important to him, including support for Royal LePage initiatives that help women and children escaping domestic violence, as well as quiet, direct contributions to local families and causes. Looking back, Charles says he would have sought mentorship earlier and built systems sooner, but he wouldn’t change the passion and work ethic that got him here. “Real estate is more than transactions,” he says. “It’s people, families, and neighbourhoods. That’s why I love what I do.”

CONTACT CHARLES KHOURI Instagram: @thecharleskhouri | Facebook: Charles Khouri Ottawa Real Estate Agent LinkedIn: Charles Khouri Ottawa Real Estate Agent | YouTube: @thecharleskhouri Top Agent Magazine

Business Growth Hack: Absorb Your Clients’ Stress! Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth. 16

You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable. Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family. And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions. Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service. Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly. Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted. Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 18

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’” Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares. If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help. When clients feel cared for, they remember the agents and partners who helped them.

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FRANCIS “FRANK” DEBARI — DELIVERING RESULTS THROUGH RELATIONSHIPS AND MARKET EXPERTISE Francis “Frank” DeBari’s path into real estate was shaped by experience, observation, and a clear understanding of long-term value. After spending many years working with a large designer-label clothing corporation, Frank made a strategic career shift, recognizing homeownership and real estate investing as powerful vehicles for building lasting wealth. What began as a personal interest quickly developed into a true passion, leading him to pursue both his real estate and broker credentials. Today, he is a full-time top producer with Century 21 Preferred Realty, known for his relationship-driven approach and deep understanding of the Northern New Jersey market. Backed by nearly a decade of real estate experience, Frank has built his career through consistency, discipline, and strong relationships. He currently operates as an independent agent, allowing him to remain hands-on and personally involved in every transaction, while thoughtfully planning for future team expansion. His focus remains on clear communication, informed guidance, and delivering outcomes aligned with each client’s goals. Frank serves clients throughout Northern New Jersey, specializing in Hudson, Bergen, Essex, Union, Morris, and Passaic Counties, while also assisting in surrounding areas when needed. What he enjoys most about these markets is the balance they offer — from Hudson County’s vibrant urban energy to Bergen County’s suburban neighborhoods with top-rated schools. Across all the regions he serves, Frank values the diversity, strong community feel, and convenient access to New York City. His marketing strategy is designed to maximize exposure and attract qualified buyers. Each listing benefits from

professional photography, targeted social media advertising, email marketing campaigns, and syndication across five major real estate platforms. He also actively taps into his network of buyers and investors to ensure properties receive immediate and relevant attention. Frank markets himself through strong visibility, consistent branding, and proven results. He maintains an active presence on social media, shares market insights, promotes listings with high-quality content, and highlights his performance as a top producer. Referrals, repeat clients, and professional networking remain central to his business, reinforcing his reputation as a trusted local resource. Staying connected with past clients is a priority for Frank. He follows up consistently with value-driven communication, offering market updates, guidance, and ongoing support. Whether through calls, texts, emails, or social media, he ensures clients know he remains a resource long after closing. Looking back, Frank says he would keep the same relentless work ethic that defined his early career, taking every lead and treating every appointment as an opportunity to grow. If he could change anything, it would be building his database and personal brand sooner, recognizing how foundational both are to long-term success. While not formally aligned with specific charities yet, he regularly assists local homeowners and families and is actively exploring ways to expand his community involvement. Currently, approximately 20 percent of his business comes from repeat clients, with that number continuing to grow.

CONTACT FRANK DEBARI LinkedIn: linkedin.com/in/frankdebari | Facebook: facebook.com/francisfrankdebarirealestate https://www.tiktok.com/@brittany_dreamhomes4u https://www.instagram.com/perrine_brittany/ instagram.com/frank_debari_njrealtor Instagram: www.

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The Making of

A TOP AGENT In the hustle and bustle of Real Estate lies artistry and skill honed by top-producing industry leaders. What is it that makes specific agents stand out for their success? As we glimpse into the unparalleled success of Top Agents, we find them comparable to an intricately woven tapestry of devotion, strategy, and skill, enabling these agents to Top Agent Magazine

rise to the top, showcasing what is essential to their climb to the summit. Amidst this tapestry are unique threads, fabrics, and patterns that we will explore to share the making of a Top Agent. First and foremost, one of the most fundamental factors determining an agent’s success

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is the level of service they offer their clients. For example, Mauricio Umansky is a prime example; he earned his place on the cover of the Top Agent Magazine for his notable career success as a Southern California Top Agent and owner of The Agency. Mauricio and his team at The Agency are deeply devoted to providing an extraordinaire level of service, a crucial focus for his business. Whether exercising the role as an agent for an elite client or assisting clients through their company’s concierge program, the brokerage and its team members will find a way to provide their clients with whatever they need. The level of service an agent extends to their clients is paramount to their business ethos and directly correlated to the success they find. Another feature of a top-producing agent is their devotion to nurturing sincere relationships with their clients. Agents who regularly stay in touch with clients acquire a strong repeat and referral business. Upon years of keeping up with past clients through pop-byes, client events, a simple phone call, or grabbing coffee, an agent’s business can become sustainable from this effort alone. Little gestures like remembering a client’s anniversary or birthday can make a positive impression on clients as the agent fosters a genuine relationship with them. While real estate marketing strategies remain essential, nothing compares to satisfied clients driving 22

word-of-mouth business. We’ve heard from agents featured in Top Agent Magazine who share that their clients often become life-long friends. Top Agents put their heart into their business and the relationships they build. At the same time, their business always stays strong. The making of a top agent doesn’t stop there. Agents who excel in success are often those firmly involved in the community through charitable work, associations, and events. Active participation in one’s community and an interest in philanthropic causes build trust and integrity and display character and compassion. When a business is devoted to positively impacting the lives of others, it creates a favorable outcome for all involved, those in need and others who share the standard value of paying it forward. When kind actions create a ripple effect by helping those in need, all feel the benefit, further strengthening an agent’s brand image and business. As we de-thread the tapestry of success required for Top Agents, we see their business is an interwoven fabric consisting of exceptional client service, relationship building, and giving back. Interestingly enough, the real estate industry epitomizes a “people business.” Devoted service to others makes the real estate world as it is. The making of a Top Agent has little to do with financial reward and everything to do with an unwavering commitment to serving others. Let these top leaders and their insights inspire us. Are you the next Top Agent?

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LANA SOILEAU — BOLD LEADERSHIP, HEARTFELT SERVICE & DEEP LOUISIANA ROOTS For Lana Soileau, real estate began as a practical need rather than a long-term plan. Working as a paralegal, she was searching for a way to supplement her income and afford the occasional vacation. What started as a side pursuit quickly Photo by Ace Sylvester became a life-changing career. Thirteen years later, Lana leads a thriving team of 18 Realtors, serves the communities of South Central Louisiana, and has built one of the most recognizable personal brands in the region—all rooted in authenticity, service, and a bold approach to business. Lana credits much of her success to the people she serves. “I love the people,” she says. “The people in this area are like family—warm, friendly, and genuinely connected to one another.” That sense of community is woven into her work. Whether she’s helping a first-time buyer, guiding a family through a transition, or supporting an agent on her team, Lana’s approach is grounded in connection and compassion. Marketing has always been one of her strengths, and Lana embraced social media long before it became essential in real estate. Her presence on Facebook is the cornerstone of her business and the key to her exceptional name and face recognition across the region. “This is where I built my business,” she says. Her team mirrors the same strategy, combining group marketing with individual agent promotions to ensure every listing receives strong exposure and engagement. As a result, her online audience has become one of her most powerful referral networks. Maintaining relationships is equally important to Lana. She remains active in the community and keeps in

touch with past clients through a mix of social media engagement, in-person interactions, and thoughtful gestures like birthday cards. These small, genuine touches have helped her build a loyal client base, with more than 50 percent of her business coming from repeat clients and referrals. Reflecting on her journey, Lana says her biggest lesson was learning to trust herself sooner. “I would have trusted my heart and not held back out of fear,” she says. “Fear destroys dreams.” She recalls being called “bold” in junior high and thinking it was an insult. Today, she wears the word with pride. “Boldness has taken me out of my comfort level and put me into a position to take risks,” she explains. “Sometimes it leads to success, sometimes to failure—but failure teaches you, and you move forward.” She also emphasizes the importance of understanding finances early in the business and staying grounded. “I never felt the need to keep up with the posers. My work ethic is so well known in my community that I don’t have to.” Lana’s dedication to service extends far beyond her real estate business. She serves on the Board for CASA (Court Appointed Special Advocates), advocating for foster children in the judicial system. She is also active with the St. Landry Chamber of Commerce and has been appointed to serve as a Board Member for 2026. Her support extends to charities that deal with homelessness, addiction, foster care, and even nursing home residents who have no family or visitors during the holidays. “I feel so blessed,” she says. “It’s my duty to bless those who are hurting, lonely, or in need.” With deep roots in Louisiana, a bold heart, and a passion for people, Lana has built more than a career—she has built a community.

Connect With Lana Soileau on Instagram @listingwithlana https://www.tiktok.com/@brittany_dreamhomes4u https://www.instagram.com/perrine_brittany/

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general. 24

“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Top Agent Magazine

Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.” But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team. Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages. This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another. Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match. Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

willing to offer help, even to agents outside of The Luxe Collective.” Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.” Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship. “My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege. Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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MATTHEW FUHRMAN — ELEVATING REAL ESTATE THROUGH PEOPLE, PROCESS, AND MODERN INNOVATION Matthew Fuhrman entered real estate for one simple reason: the process needed to be better. After going through several stressful and confusing transactions himself, he realized how inefficient the experience could be for buyers and sellers. With more than 20 years of marketing and sales experience at companies like Microsoft and Yahoo, he recognized an opportunity to bring structure, clarity, and professionalism to the industry. So he built a go-to-market plan centered on three pillars: people, process, and technology. The mission was straightforward — create a real estate experience that feels seamless, informed, and fully supported from start to finish. Six years later, that vision has become the hallmark of his business. Matthew now operates as a solo agent while simultaneously working to bring The Apollo eXP Group to the Chicago market, launching in January 2026. His approach blends corporate-level strategy with real-world client care, allowing him to guide buyers and sellers with both precision and empathy. Matthew serves a broad footprint that includes Chicago, the surrounding suburbs, and Naples, Florida. Born in Park Ridge and raised in Glen Ellyn, he has lived throughout the city — from Lincoln Park to Lakeview to River North — giving him firsthand insight into Chicagoland’s diverse lifestyle offerings. Today, he enjoys the flexibility of working in both the city and the suburbs. He loves the energy, restaurants, and culture woven into Chicago’s neighborhoods just as much as the family-focused charm and top-rated schools found in the western suburbs. Helping clients find the right setting — whether a downtown condo or a quiet suburban cul-de-sac — is one of the most rewarding parts of his work. When it comes to listings, Matthew’s approach is rooted in visibility and momentum. He starts with high-quality photography, but video is where he truly sets himself apart. Property

tours, lifestyle clips, reels, shorts — he uses them all to maximize engagement across platforms like Facebook, Instagram, LinkedIn, TikTok, and YouTube. His extensive background in marketing and advertising allows him to strategically push properties to the right audience using a mix of paid and organic reach. Despite his modern digital strategy, he remains committed to personal interaction. Matthew hosts open houses every weekend, as long as the seller permits, until the home goes under contract. He sees in-person connection as a competitive advantage in a landscape where many agents rely solely on virtual exposure. “Anytime you can get face-to-face with buyers, why wouldn’t you?” he says. He markets himself much the same way — by being present, consistent, and visible where people already are. Social media, email campaigns, targeted ads, handwritten notes, community pieces like Chicago Bears football magnets, and traditional postcards all play a role. But handwritten notes remain his signature. “I think the people at the post office know me by name,” he jokes. It is the personal touch that makes clients remember him — and trust him. If Matthew could go back and start again, he would make three changes: treat real estate like a full business from day one, seek mentorship early, and be relentless about managing his CRM. These lessons have shaped the way he now leads and how he plans to grow The Apollo eXP Group. Philanthropy is also an important part of his work. Matthew supports St. Jude Children’s Hospital, Lurie Children’s Hospital, and several local high schools. Today, about 35 percent of his business comes from repeat clients and referrals — a number he expects to grow as he continues expanding his presence in both Illinois and Florida.

CONTACT MATTHEW FUHRMAN Instagram: matthewfuhrmanrealtor, glenellynrealestate, wheatonrealestate, naplesflrealestate239 https://www.tiktok.com/@brittany_dreamhomes4u https://www.instagram.com/perrine_brittany/ Facebook: Matthew Fuhrman | LinkedIn: Matthew Fuhrman | TikTok: mfuhrmandupagere r Top Agent Magazine

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MASTERING TALENT ACQUISITION IN REAL ESTATE The ability to draw in and keep exceptional agents forms the backbone of any thriving brokerage. The art of follow-up stands at the forefront of transforming potential interests 28

into concrete assets for our teams. Below, we delve into the strategic nuances of follow-up, showcasing its role as a critical differentiator in securing the industry’s best.

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Top Agent Magazine

• Fostering Memorable Connections: The initial meeting lays the groundwork, but it’s the diligent follow-up that cements a solid relationship. A personalized email or call after the first interaction not only reiterates the benefits of joining your team but also highlights your brokerage’s dedication to building meaningful connections.

• Showcasing Commitment to Agent Success: Continuous engagement post-meeting signals to prospective agents that your firm is invested in their career trajectory. This level of dedication showcases a supportive environment where agents’ growth and success are paramount.

In a landscape where elite agents are pursued by numerous firms, staying actively engaged through follow-up can keep your brokerage at the forefront of their minds. Highlighting your unique offerings and culture through consistent communication underscores why your firm is the ideal choice.

• Highlighting Paths for Professional Development:

• Clarifying Doubts and Building Confidence: Utilize follow-up interactions as a platform to address any hesitations or queries. Engaging in open dialogue ensures that expectations and values are aligned, paving the way for a mutually beneficial partnership. Top Agent Magazine

• Ensuring Your Brokerage Stands Out:

Follow-up conversations are golden opportunities to outline the developmental prospects within your firm. Elaborating on mentorship programs, educational workshops, and career progression plans can tip the scales in your favor.

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• Elaborating on Brokerage Values and Culture: Post-meeting, candidates often seek deeper insights into your brokerage’s ethos and community. Follow-up communications are perfect for sharing success stories and the supportive network that defines your brokerage, aiding them in making an informed decision.

• Respecting Communication Styles: Recognizing and adapting to a candidate’s preferred method of communication tailors a more personalized and effective followup. This adaptability not only respects their preferences but also fosters a stronger rapport. 30

• Smooth Transition to Onboarding: A strategic follow-up process seamlessly bridges candidates to the onboarding phase, setting a positive tone for their integration into your team. This smooth transition is crucial in cultivating a productive and harmonious work environment from the get-go. In conclusion, the power of follow-up in recruiting real estate agents cannot be overstated. It is not merely a formality but a strategic and essential component of the recruitment journey. Brokers and agencies that prioritize effective and consistent follow-up demonstrate a commitment to their agents’ success and position themselves as attractive destinations for top-tier real estate talent. In a field where relationships are paramount, unlocking success often begins with the simple act of following up.

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TODD GUYER — A PEOPLE-FIRST PROFESSIONAL BRINGING HEART, HUSTLE, AND DEEP LOCAL KNOWLEDGE TO SOUTHWEST FLORIDA For Todd Guyer, a career in real estate was a natural extension of a lifetime spent serving people. Before becoming a Realtor, Todd owned a thriving hair salon in Valparaiso, Indiana, for 30 years, finishing with a team of 41 women and cultivating long-term relationships behind the chair. “I enjoyed assisting clients and even helped them purchase real estate from behind the chair,” After selling the salon, Todd made a major life change—moving 140 miles away to Marion, Indiana, starting fresh in real estate and his new wife to be Maureen. What happened next surprised even him. In just 23 months in Marion, Todd closed 138 transactions. He attributes that remarkable start to the skills he developed over decades in the salon industry: a comforting communication style, the ability to connect with people of all personalities, and a genuine interest in helping others. “That was the beginning of my real estate career,” he says. “And it felt like the right place for me from the start.” Now, six years in, Todd has exceeded 250 closings, with no plans of slowing down. He is part of the Chris Sullivan Luxury Group, a team structure he credits for helping him thrive. “I am fortunate to have joined a team that suits me very well,” he says. His coordinator, Breanna, plays a crucial role in his success by handling the operational details behind the scenes, while team leader Chris Sullivan provides the freedom and support that allow Todd to operate at his best. Todd now serves the Marco Island and Naples regions of Southwest Florida, areas he considers unmatched in beauty and lifestyle. “I feel like I truly live in the greatest place on the planet. Marco Island is just short of paradise,” he says. That love for the region translates directly into the way he markets and represents local properties. Listings receive widespread exposure across social media, real estate websites, high-end magazines, local newspapers, email campaigns, and a steady schedule of open houses.

Open houses, in particular, are where Todd shines. He hosts a tremendous number of them—additionally he’ll preview most new listings within 48 hours of active status, he will be at 1,600+ showings on Marco Island this year, giving him a unique competitive advantage: firsthand knowledge of inventory across the island. That insight, paired with his warm and approachable manner, helps him connect quickly with buyers and sellers. Relationships remain at the heart of Todd’s business. He often joins past and future clients for dinner, live music, fishing trips, golf outings, or even casual cookouts at home. Marco Island’s close-knit, lifestyle-driven environment makes these overlapping social circles a natural part of his work. Looking back, Todd says the only thing he would do differently is start sooner. What he would keep the same is his commitment to open houses and meeting people face-to-face. “I love connecting with people in person,” he says. Todd is also deeply committed to causes close to his heart. He is a huge supporter of organ donation and transplantation—an issue that changed his life. In 1986, his former wife received a life-saving liver transplant, just three years before their son was born. Twelve years later, Todd was able to meet the mother of the donor, Kevin Fekete, who lost his life on Mother’s Day. She had never known whether the donated organs had helped anyone. Meeting Todd’s 12-year-old son was a moment of healing and gratitude. “Because of her unselfish decision, I have a son, and now four grandchildren,” Todd says. He also supports Camp Able, which serves individuals with special needs and gives them a joyful, inclusive experience. Today, about 30 percent of Todd’s transactions come from repeat clients, with even more driven by referrals—an indicator of the trust, relationships, and authenticity that defines his work.

CONTACT TODD GUYER https://www.tiktok.com/@brittany_dreamhomes4u Facebook: Todd Guyer | Instagram: @guyer.todd and @ChrisLuxBroker | X: @realCharlesT https://www.instagram.com/perrine_brittany/

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